Friday, February 26, 2016

Tips to execute a successful cold call

Cold calling can get a bad rap. Often, it is associated with entry level jobs and getting hung up on for hours each day. The reality is, however, that cold calling can be one of the secrets to generating promising leads for insurance agents. It's not enough to simply call dozens of people each day or show up at business after business - as an agent, you have to execute good technique to turn cold calls into solid leads. Here are some tips to help you do just that:

Have a plan
Just dialing up businesses or individuals isn't going to help your cause. It is essential that you plan ahead so that when you get someone on the phone, you know what you're doing. This means doing your research before picking up the phone. While you don't need to do an in-depth investigation of the person you're calling, you'd be surprised how much a quick online search can turn up. It will not only help you make the appropriate sales pitches, but will also help you feel more confident in what you have to say.

Respect the gatekeeper
Whether you're calling into an office or showing up at their door, it's likely that you'll run into a receptionist of some kind. Even though this person may not be the ultimate person you want to deliver your pitch to, don't make the mistake of being rude or short with him or her. You don't know how much influence the receptionist has over the ultimate decision-maker, and many professionals make a habit of asking their assistants if visitors treated them with respect upon arrival. If there is a nameplate on the receptionist's desk, use their first name and be as engaging as you would with your client.

Make it personal
No one wants to hear a robot giving them a tired old sales pitch. Whether you are in person or on the phone with a potential client, find something personal and interesting to talk about, whether it's a shared love of a local sports team or plans for an upcoming holiday. It will immediately change the tone of the conversation from formulaic to personal.

Be self-aware
Making calls all day or driving from client to client may prompt you to fall into bad habits, which is bound to turn off potential customers. If you're on the phone, try standing and facing a mirror. While it may feel a bit silly, it will also make you smile, which will give you a more confident sound over the phone. Recording yourself is another great way to get a little more objective with how you come across. Do you sound rushed, annoyed or unsure? You may be unaware of how you sound to the person on the phone while you're speaking, but hearing it played back will likely change your outlook.

Keep records
Of course, not every call or stop is going to result in a sale. Nonetheless, it will behoove you to keep careful records of all of your sales pitches. First of all, you can get an idea of how many appointments you set per call, giving you averages that you can work to improve. Plus, if you end up revisiting a potential client, you'll be able to go in prepared. What did you pitch this company or person last time? Why did they turn it down? Paying attention to these details will not only help you customize exactly what you're trying to sell to your potential client, but it will also make them feel as if you are going to give them the personal attention they want in the future.
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Cheers! To your success.

Uncle "D"

Tuesday, February 23, 2016

How to build an effective workplace cancer-support program

Today, cancer is one of the most prevalent health conditions in the U.S. and a leading cause of disability in the workplace.[1] Over the course of their lives, about half of all men and one-third of all women develop cancer.[2]

Improved cancer treatment protocols are resulting in an ever-growing number of survivors. Currently there are close to 14.5 million cancer survivors in the U.S. and that number is expected to rise to almost 19 million by 2024.[3] The impact on the workplace will be significant, because statistics show that 80% of working-age cancer patients return to their jobs.[4]

Additionally, the risk of the most common cancers, including breast, prostate and lung, increases with age, impacting the aging workforce significantly. And with a third of middle-class working Americans planning to work until they are 80 years old, employers will likely see an increase in the aging workforce, as they continue working longer to support retirement.[5]

The cost of cancer

Given these statistics, employers are turning their focus on cancer care as they look for ways to better manage health care costs. According to research by the Integrated Benefits Institute in 2014, it’s estimated that cancer costs employers an estimated $19,000 a year in lost work time and medical treatments per 100 employees. Cancer survivors generally have twice the annual medical costs than patients without cancer because of ongoing monitoring as well as the side effects of treatment or long-term effects of the disease.[6]

Employers in certain industries with older workforces are already experiencing higher absence rates and correspondingly higher medical and prescription drug costs. “While cancer patients represent just 1.6% of the privately insured population, they account for 10% of employers’ medical claim costs and a large share of long-term and short-term disability claims”.[7]

The cost of cancer care will continue to rise along with the number of survivors. According to one report, it’s estimated that U.S. population growth alone will increase the cost of cancer care by 27% from 2010 to 2020.[8] For employers, the challenge will be helping their employees touched by cancer return to productivity and lead healthy lives in the future.

What employers can do

Developing strategies to help employees in the workplace with cancer is complex and multi-dimensional. A one-size-fits-all approach won’t work, because every employer must base strategies on the company’s culture, workforce demographics and specific cancer incidence.

For example, certain industries such as construction and transportation have a younger average employee population and frequently a higher percentage of male workers. According to Unum short-term disability data from 2011-2013, employees in the construction industry have a high prevalence of lung, stomach, skin and prostate cancer, while employers in the health care industry more typically see a very high incidence of breast and ovarian cancer. The challenge for employers is the ability to recognize patterns in absence and productivity along with medical spending trends for their industry. Employers can then use that data to align health, wellness, prevention and return-to-work programs.

In addition, the average age of disability shows little variation across industries despite very different workforce demographics.[9] Yet by types of cancer, the average age is considerably different regardless of industry, with prostate the oldest at 58 years and thyroid at just younger than 50.[10] That means employers need to research and understand their own company’s particular absence and disability patterns to help identify the benefits and programs that can most effectively support employees diagnosed with or impacted by cancer.

Helping employees return to productivity

The greatest challenge in supporting recovering cancer patients in the workplace is accommodating them through their treatment. Treatment can take anywhere from six to 12 months, and response to treatment varies. Patients often experience fatigue, emotional and coping challenges and “chemo brain,” or the impact of treatment on one’s memory and attention.

A graduated RTW plan will often be the most successful approach to helping a cancer survivor transition back to work. One review has shown that a multidisciplinary intervention, including physical, psychological and vocational components, can lead to higher rates of return to work.[11] Resources needed to most effectively develop a graduated plan include trained professionals in the area of oncology: physicians, claims specialists, clinicians and vocational consultants.

Providing cancer patients with transitional resources and RTW options is crucial to helping an employee resume job duties. Accommodations such as reduced workplace stress or elimination of physical exertion can help with fatigue, as can alternative work schedules or work space to minimize visual or auditory distractions. Other accommodations may include ergonomic workstation design, automatic door openers, allowing an employee to work from home and temporary assignment to a less strenuous area. The key for employers is being flexible and working with the employee to develop the most effective strategy for each situation.

A cancer support program

Employers should realize that in building an effective cancer workplace strategy, the best programs will be proactive, including a range of programs, services and resources to help employees touched by cancer. Employers may want to focus on three key areas when developing their program:

1. Financial and benefit plan design. Plans and policies should provide:
  • Seamless integration of short-term disability and long-term disability  plans;
  • Consistent, compliant FMLA policies and processes, including intermittent leave and tracking capabilities;
  • Paid time-off or vacation donation.
In addition, disability plan features should ensure that there are no gaps between the elimination period and sick days or paid time-off; a minimum recurrent provision (30 days for STD and six months for LTD); and a definition of disability that includes partial or residual. More commonly, employers are offering voluntary worksite benefits such as critical illness/cancer coverage as a way to help their employees protect against a major health event.

2. Absence management. Establishing a culture of RTW and prioritizing work-life balance is key to a successful strategy. Protecting productivity should be a key objective of any cancer program, and establishing a formal RTW policy is paramount. A transitional RTW program and policy benefits both the employee and the employer because they can help:
  • Increase productivity in the workplace;
  • Remove barriers to return to work and reduce absence;
  • Prevent financial and employment hardship;
  • Ensure equality, protecting the employer against risk
A comprehensive absence management program includes communication at the time of diagnosis and during treatment, along with interactive engagement and coaching. This will help reduce uncertainty, create trust and ensure a successful return-to-work experience.

3. Emotional and caregiver support. Employees going through a cancer experience almost always seek a quick return to their “normal” lifestyle. The physical, emotional and financial challenges they face require extensive support to help them transition to a “new normal.” One often-overlooked resource available through the worksite is an employer’s employee assistance program.

A comprehensive and well-funded EAP can provide services to address a variety of issues, including managing depression, the stress of treatment and, frequently, the demands of caregiving. Cancer caregivers often face career and personal challenges, including economic constraints or the need to cut working hours. Six in 10 caregivers report being employed at some point in the past year while caregiving. Among them, 56% worked full time, and on average, they worked 34.7 hours a week.[12]

Promoting EAP resources and offering support before it may even be needed can help minimize the impact on productivity and help individuals get the emotional care they need.

The aging of America will accelerate in the coming decades, as will the impact of cancer in the workplace. Creating a comprehensive, targeted program that supports employees affected by cancer can seem overwhelming, but it can also be extremely rewarding. A great resource to assist employers is “An Employer’s Guide to Cancer Treatment & Prevention”, which provides an online and interactive toolkit to help address the growing impact of cancer in the workplace.[13] Employers should focus on implementing a strategy that will align with their demographics and unique workplace culture, and that compliments its broader health and wellness strategies and employee benefits.
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[1 ] Unum internal data,  2014
[2] American Cancer Society, http://www.cancer.org/cancer/cancerbasics/questions-people-ask-about-cancer, 2015 (accessed Aug. 4, 2015)
[3] American Cancer Society, Cancer Treatment & Survivorship Facts & Figures, 2014-2015
[4] Workforce magazine, “ How companies can support cancer survivors in the workplace –and manage costs”, Feb. 27, 2013 (accessed Sept. 28, 2015)
[5] Wells Fargo, Wells Fargo Survey Finds Saving for Retirement Not Happening for a Third of Middle Class (2014) https://www.wellsfargo.com/about/press/2014/middle-class-retirement-saving_1022/
[6] The American Association for Cancer Research (AACR) “Cancer survivors in the United States: Prevalence across the Survivorship Trajectory and Implications for Care” Cancer Epidemiology, Biomarkers & Prevention (2013).  
[7] Workforce magazine, “ How companies can support cancer survivors in the workplace –and manage costs”, Feb. 27, 2013 (accessed Sept. 28, 2015)
[8] Angela B. Mariotto, K. Robin Yarbroff , Yongwu Shao, Eric J. Feuer, and Martin L. Brown, “Projections of the Cost of Cancer Care in the United States: 2010–2020” Journal of the National Cancer Institute (2011).
[9][10] Unum Short Term Disability data: 2011-2013.
[11] The Cochrane Collaboration, “Interventions to enhance return-to-work for cancer patients”, 2013
[12] National Alliance for Caregiving and AARP, Caregiving in the U.S. 2015  http://www.caregiving.org/caregiving2015/
[13] National Business Group on Health andNational Comprehensive Cancer Network, “An Employer’s Guide to Cancer Treatment and Cancer Prevention”, 2013, An Employer’s Guide to Cancer Treatment & Prevention

Career Growth Starts With Creative Change

Doing the same thing day after day is easy. Change calls for a fresh approach, new perspectives—a different way of thinking. And it can be hard. When you need to shake up your world a bit, try these strategies for motivating change in yourself:
• Start small. A minor change can sometimes spur a greater transformation down the line. If nothing else, small changes can help you get into the habit of trying something new. Take a different route to work, talk to a co-worker you don’t know well, or start the day with a different task.
• Focus on opportunities, not obstacles. Change is easier when it’s connected to something important. Don’t obsess over how difficult a new task is—concentrate on what it will help you accomplish. Mastering a new software package may be a chore, for instance, but it will be less painful if you remember how it will help you work more efficiently in the future.
• Track your progress. From time to time, take a look at how far you’ve come already in your career and your life. You’ve changed more than you realize, and recognizing your success will spur you on to further progress.
To your success!
- Uncle "D"

Sunday, February 21, 2016

Are You a Problem Solver or Creator?

There are two things that you will be remembered for: either a solver of problems or as a creator of them.
 
Which do you want to be?
 
I’m not saying you have to make a global impact and solve the world’s problems here. 
 
I’m merely pointing out that you can either be in the problem or in the solution.
 
You can be a problem solver in even the smallest of ways, in every moment. 
 
And other people are always either helping you or improving you in some way…OR…they are causing you grief and bringing you down.
 
So, let’s look at the other side of this:
 
How are these people seeing you behave?
 
With every car you let go first in traffic, each smile you give throughout the day, each encouraging word you offer, you are making an impression in someone’s life.
 
Your ability to give is limitless, and what you give, you always receive!
 
I encourage you to set a goal by answering these questions:
  • How many kind gestures can you give out to the world this week?
  • How many lives can YOU make a positive difference in?
  • What ONE thing will you DO to make a difference in someone’s life today?
I promise you, the most positively influenced life will be yours when you give of yourself in this way.
 
Give it a try!
 
To Your Success,

- Uncle "D" 

Sunday, February 7, 2016

Harness the Power of Your Mind

In 2015, a study that posed the question “Can positivity and happiness lead to success?” found that the answer to that question was: Absolutely.  Happy people view situations from a positive standpoint, and they perform better than their less happy co-workers.  They are also less likely to be unemployed. 
 
So many people miss out on the good things because they allow fear to distract them and hold them back. 

They say:
“What if I fail?”
“What if they don’t like me?”
“What if I make a mistake?”
 
Now, let’s turn that around:
What if you DO succeed? 
What if they DO like you? 
What if you do it BETTER than anyone else? 
 
That’s the kind of thinking that will take you places.  When you go out into the world every morning with an attitude of expectancy and a positive mind-set, you CANNOT fail.  You will walk right into favor, blessings, and success, because with this kind of perspective, you are not seeing setbacks as failures.
 
Let’s take this a step further.  What about growth?  A lobster, for instance, sheds its shell to grow a new one time and time again over the course of its lifetime.  The lobster ONLY grows when it becomes uncomfortable. 

In other words, if you look for a quick fix whenever things get stressful or you feel under pressure, you are stunting your own personal growth and developing a negative mind-set.  Try to look at ALL experiences as for the greater good, and you will see that even in the darkest times, the benefit of growth was there all along!
 
To Your Success,

- Uncle "D" 

Friday, February 5, 2016

New Agent Means New Opportunity

Newer insurance agents have challenges to face from day one, most importantly, getting themselves established.

Oftentimes, the biggest challenge for newer agents is the issue of getting to their commission and income goals.

So how does a new agent go about getting their foot firmly planted on the ground and making sure that they are not looking for a new line of work?

There are a number of means by which new agents can get established.

First, how you go about attracting your clients is something you need to decide on ahead of time. Reaching out to potential customers is not something you can do on the fly, so come with a game plan and know how you will go after these potential sales.

Among the ways to attract new clients are advertisements; cold calling, quality Web sites and most importantly, quality leads and calls.

If you are hesitant to deal with the public one-on-one, you’ve picked the wrong line of work.

Leads and calls are the way to go, but for those who want to or need to do cold calling, the best plan is to put a schedule in place where you’re meeting X amount of calls each day. Determine how many calls you want to make on a daily basis, be it 50, 75, 100, etc.

Keep in mind that each time you make a call; you could be giving yourself even more clients should the initial one have a family member or friend interested in insurance too.

As new agents will soon discover, referrals are a big part of the business, so it is important to set a good standard of service with the initial client to land their business and potentially open the door to more clients that they know.

Another plus for newer agents to build a portfolio is by cross selling into other areas to meet the requirements of potential clients. As an example, should you be selling P&C insurance, it is a good idea to become well acquainted with in health and life coverage, thereby opening up possibilities to added sales. Agents should note that they may be required to acquire an additional license in order to sell other coverages. Another priority is having a good website and the ability to smoothly navigate the Internet.

Given that more and more individuals are shopping for and buying coverage from the comforts of a desk and a computer, you need to be able to assist them in this endeavor.

Means to go about being a good Internet provider for potential customers include having quality information on your sites like industry news and/or blogs, and valuable and easy to follow instructions on how to inquire about insurance.

Most importantly, do not give out too much information when it comes to pricing because you want individuals to email or call you in order to establish that first conversation.

New agents can and do on a regular basis make a go of it selling insurance; are you ready to become one of them?
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- Uncle "D"

Thursday, February 4, 2016

The 5 skills that admins need most in 2016

Are you ready to kick your career up a notch this year? Cultivating these five essential skills can help ensure your success.

1. Tech savvy. Few people are seen as indispensable as those who can do things on their computers that others can't. Take classes and stay abreast of the latest updates to software and apps you use so that your tech skills stay fresh.

2. Finesse in interpersonal interactions. As the gatekeeper, you'll need to play well with others who want access to your boss. "Relationships are currency in the business world," says career advisor Laura Gmeinder, "and being able to make things happen with just a phone call to the right person will make you invaluable to your boss and your colleagues."

3. Discretion. Can you keep information confidential even when co-workers are dying to hear it? Can you resist the urge to join in on the latest office gossip? Discretion is more important than ever in an age when ill-timed words can spread so quickly and so widely.

4. Multitasking. If you need help juggling several priority items, look for ways to improve your organizational expertise, whether it's with productivity apps, training on time management or other skills. In your support role, it's essential to keep the machine running smoothly and to put on a confident face even when it's not.

5. Mind-reading. It's important for administrative professionals to understand the needs of the people they support and address them before being asked. You've got to recognize the moments when someone is asking for help without actually vocalizing it.

Set a strategy this year

Establish concrete career goals each year and a game plan to achieve them, just like winning sports teams and A-list companies do. "Like them, build in a way to measure your progress and to tweak the process along the way," advises career coach and author Roy Cohen.

Seek feedback from others as you work on setting these goals, both to make sure they're reasonable and to help keep you on track and excited.
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- Uncle "D"