Habitual Success VBID Common Denominators of Success The

Habitual Success VBID Common Denominators of Success

The Common Denominator of Success The secret of success of every man who has ever been successful lies in the fact that he formed the habit of doing things that failures don't like to.

The Common Denominator of Success VBID Prospecting • Keep It Simple • Dedicate Time Daily • Use Multiple Methods (phone, social media, videos, etc) • Great Idea #1 from Rachel Miner: watch local markets and send congratulatory handwritten notes / letters of introduction to those that have gained recognition for something important. • Find your WHY. Passion is Contagious. • Goal should be financially and clinically helping ee’s

The Common Denominator of Success VBID Presentation (First Meeting) • Be Prepared • • • Research meeting attendees (background, prior job history, etc. ) Research company (their awards, locations, job openings, etc. ) Search web or google reviews to learn more about benefit plan (level of benefits, complaints from employees, etc. ) • Great Idea #2 from Anonymous Contributor: • Prior to the first meeting send out a discovery kit • 3 -5 open ended questions to get a sense of how they think. Completed by the CEO, CFO and also HR. • Do Not Discuss Solutions • Discuss Results from Great Idea #2 OR • Crystallize Their Objectives • This is the blueprint for Meeting 2

The Common Denominator of Success VBID Presentation (Second Meeting) • Make The Employer Uncomfortable • Uncomfortable = Change • Great Use of a Henry Ford Quote by David Contorno: • “If I asked everyone what they wanted they would have told me faster horses…they never would have envisioned a car. ” Employers can’t fathom a health plan where cost goes down but benefits go up. • Present Your Plan Derived from Their Blueprint • Passionately Present Your WHY

The Common Denominator of Success VBID Education (Employer Engagement) • Great Idea #3 from Josh and Allison Butler: Find a reason to reach out WEEKLY and communicate with your clients. • Constant communication creates honest communication • Provide Real Examples of Problems (opportunities) and Ideas for Improvements

The Common Denominator of Success VBID Education (Employee Engagement) • Mandatory Employee Meetings (ideally with Spouses) • Before and After Open Enrollment • Great Idea #4 from Tim Doherty: Throughout the implementation, track issues and then create a top 10 list. Present the list a few months after the implementation and use as an opportunity to further engage employees. • Use Vendor Partners for Support. • Executive Involvement • Tell Personal, Real Stories

The Common Denominator of Success VBID Education (Employee Engagement Cont’d) • Offer Incentives • Always Offer Some Free Benefits • Targeted Messaging to Subsets of Employees Based on Needs / Opportunity • Variety of Communication Methods

The Common Denominator of Success VBID Renewal and Evolution • Constant Communication. • When Data Shows an Opportunity, Make a Recommendation. • Use Idea Restraint. • Save Some for Next Time • Great idea #5 from anonymous source: Provide a monthly renewal forecast. This will educate the client and also reinforce the value of self funding / VBID since they see the affect of claims on the renewal calculation. • CFO’s Want to Learn. Teach Them. • Inspires Confidence in You

The Common Denominator of Success The secret of success of every man who has ever been successful lies in the fact that he formed the habit of doing things that failures don't like to.

The Common Denominator of Success • Everything Worth Doing is Hard • Make Habits of Doing Hard Things • Habits Define Our Success or Failure