- As CEO of Noe and Associates, Bob and his staff specialized in the individual large-case market. He was elected president of the Morristown, Tennessee, Life Underwriters Association for four terms (1974, 1976, 1983, 1989) and has received NAIFA's National Sales Achievement Award and NAIFA's National Quality Award on numerous occasions.
- In 1995, Bob co-founded Millennium Benefits Group Insurance Agency, Inc. and MBG Enrollment and Consulting Services with the desire to offer more life insurance to a wider, underinsured worksite audience. In this capacity, he has been a leading producer for several major life insurance carriers. Bob is also a Qualifying and Life Member of the Million Dollar Round Table, having been named to the Honor Roll and the Court of the Table.
- In this book, Bob explains the various forms of life insurance and how to select the appropriate product for the individual worksite situation. He shares real-life stories that drive the point of the universal need for life insurance, how it keeps families alive and affects generations for a mere pennies on the dollar. The readers come away with the reasons why Life Matters.
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- It Isn’t Sold Until it’s Enrolled - written by Christopher Bernardine SR., CES, Managing Director Employee Benefit Communications
- Christopher
Bernardine Sr. is the managing director of Employee Benefit
Communications (EBC), a full-service benefits communications
company. EBC specializes in helping employers recapture lost
benefit dollars by communicating with and educating their
employees about the full value of their benefits, thereby helping
them fully appreciate their total compensation. At the same time,
EBC partners with employers to fight the rising costs of benefits
by helping them expand and enroll their current benefits. This is
accomplished with an extensive portfolio of products and services
that can be purchased or enrolled at the worksite.
-
- Chris has dedicated more than 15 years to benefit communication and employee benefits and is a past board member of the Mass Marketing Insurance Institute and current advisory board member of the Workplace Benefits Association as well as a national speaker on voluntary benefits, recruitment and retention and benefit enrollment.
-
- Chris takes an in-depth look at the various enrollment options, implementation strategies and the delivery of voluntary benefits. He offers insights into face-to-face enrollments, telephonic, web-based, one-on-one, group meetings and more and shows the reader when and how each method is best used.
- Enrollers - Building An All Star Team - written by Susan C. Bianco, CLU, Benefit Enrollment Services, Inc.
- Susan began her
insurance career in 1982 with a focus in the mass marketing
field. In 1988, she
founded Benefit Enrollment Services, Inc., a company that
specializes in the communication and enrollment of voluntary
payroll-deducted employee benefits.
Susan has been responsible for the successful enrollments
of numerous major corporations headquartered in northern Ohio
and has been a featured presenter on the topic of voluntary
benefits at many national, state and local forums. She has been published in Advisor
Today and Life
Insurance Selling and authored a continuing-education video
program that is used by more than 60,000 members of the National
Association of Insurance and Financial Advisors.
-
- Susan is a life and
qualifying member of the Million Dollar Round Table and has
achieved Court of the Table status for many years and Top of the
Table in 2002. She
is also a member of many other professional organizations
including the Mass Marketing Insurance Institute and the
National Association of Insurance and Financial Advisors (NAIFA).
She served as a board member of the Cleveland Association
of Insurance and Financial Advisors from 1993 to 1999 and
completed her term as president in 1998, when she was also
awarded the prestigious Third Life Award. Susan served as a
trustee for NAIFA-Ohio from 1998 to 2000. In 2004, she was
re-elected and is currently the organization’s vice president.
-
- In 1997, Susan was named one of the Top Ten Women Business Owners of Northeast Ohio by the National Association of Women Business Owners and was featured by Crain's Cleveland Business as one of Cleveland's "Women of Influence." In 2002, she was named one of the 500 Most Successful Women in Northeast Ohio by Northern Ohio Live magazine.
Susan outlines a comprehensive guide to building a
professional enrollment team. The reader learns how to
identify the traits inherent in a quality enrollment counselor
and the necessary steps required for training and development.
Rounding
Out the Benefits- written by Frank
J. Dallago III
- The satisfaction of Trion’s FSA and COBRA clients is the focus of Frank Dallago’s role as director of shared services. He is responsible for enhancing the operations that serve these clients by implementing new systems and processes and effectively deploying staff. Before joining Trion in 2007, Frank spent more than four years enhancing the operations at AmeriFlex, LLC, as its chief operations officer. There, he successfully managed FSA and COBRA operations through the development of procedures, processes and systems.
- Many companies are still unaware of the advantages to both the employer and employee of offering a flexible benefit program, while others have misconceptions about this benefit. Frank gives the reader an in depth view and understanding of how these plans work. Readers come away with an appreciation for how flexible spending accounts are a cost-effective offering that helps to recruit and retain quality employees, while rounding out a comprehensive compensation and benefits package.
- Total
Benefits- written by TJ
Gibb, Senior
Vice President, Marketing, KMG
America Corporation
-
- TJ Gibb is
the senior vice president of marketing for KMG America
Corporation, a member of the Humana family of companies.
KMG America is a progressive insurance carrier that
packages group and voluntary benefit solutions.
TJ is responsible for product development, corporate
communications, branding, advertising, benefit communication,
enrollment technology and web site development.
-
- Prior to
joining KMG America, TJ worked for ING Employee Benefits, where he
was vice president of worksite marketing and association sales.
TJ is active in various insurance industry organizations
and serves on the board of directors as treasurer for the Mass
Marketing Insurance Institute (MI2).
-
- He earned a bachelor of arts degree in business administration with a concentration in financial management at the University of St. Thomas in St. Paul, Minnesota. He currently lives in Eden Prairie, Minnesota, with his wife Holly and two children, Trevor and Marissa.
- Today, many forward-thinking benefit advisors are having discussions with their employer clients about all of their employee benefit needs, or their “total benefits.” Total benefits refers to the complete package of employee benefits and corresponding services offered by employers. TJ helps the reader to see that once the employer-paid benefits are determined, there will likely be some gaps in coverage. The next logical question is, “What products are needed to complement the employer-sponsored plans?” This is where voluntary benefits come in and this chapter explains the process.
- Limited Medical Plans - Protected by the 10 - written by Jason Krouse, Chief Marketing Office, Cost Containment Group
- Jason received his JD (Juris Doctor) Degree from Nova Southern Shepard Broad Law center in 1997. During Law School Jason was one of the founders of Legal Club of America, a national discounted legal referral company, where he served as Executive Vice President and was appointed Director in 1998. Jason assisted in taking the company public in the late 90's.
- After Legal Club, Jason served as the Executive Vice President, SR VP of Sales of National Accident Insurance Underwriters and National Accident Insurance Consultants. NAIU, created in 1971 was one of the nation's largest Special Risk MGU's. Jason, along with other SR Executives of NAIU and NAIC purchased the assets of the organization. In December of that same year, Jason and other SR Executives at NAIU and NAIC merged the recently purchase company with 2 companies out of New York, United Health Programs of America and Patriot Health, companies focused on controlling cost in the health care market.
- Jason presently serves as the Chief Marketing Officer of Cost Containment Group where he runs the sales and marketing for United Health Programs of America, Patriot Health, Ocean Consulting Group . All CCG companies are focused on the delivery and communication of voluntary benefits to employee's, Association members, Financial Institutions and Affinity Groups.
- Jason has extensive experience in the offering of non-traditional and traditional voluntary plans through the worksite and association marketplaces. His pride and joy is his wife Nicole, son Zachary and daughter Jadyn. Jason is the Immediate Past President of the Mass Marketing Insurance Institute (MI2) and sits on the Board of the Benefit Marketing Association (formerly NAPES)
Jason discusses the essential elements of the
development, service and administration of Limited Medical plans
and other Medical programs geared to this marketplace. The
reader gains a better understanding of the Limited Medical
marketplace, from a historical and forward looking perspective. The
reader also gains a better perspective on the successful
introduction and enrollment of this is highly requested benefit. In
addition, he helps better educate a marketplace that
lacks the true experience in understanding the policy
limitations of these programs, the compliance issues and
administration issues.
- The
Importance of Benefit Communication - written by Louis
J. Pantalone, Executive
Vice President, Univers Workplace Benefits
- Lou
is the executive vice president for Univers Workplace Benefits,
with a primary focus on integrating a shared-service strategy
for Univers’ three service centers and carrier relationships.
As one of the original co-founders of Custom Benefit Programs, Inc. (now known as Univers Workplace Benefits), Lou was instrumental in the development of Univers’ ResourceOne communication and enrollment platform, known as the leading technology platform in the industry. Under his guidance, Univers has received numerous industry awards for quality service and voluntary benefit production. With more than 15 years of experience in the benefit communications and enrollment industry, Lou has managed and coordinated every phase of the enrollment process. He resides in Hammonton, New Jersey, with his wife JoAnn and two daughters, Amy and Ashley.
Lou introduces the reader to the importance of benefit communication. His overview recommends time tested methodologies for success as well as best practices for pre-communication campaigns, enrollment strategies and post enrollment data administration.
Re-enrollments - written by Mark Petro, New York Life Insurance Company
- Mark began
his career as a high school teacher and also as a volunteer
teacher to disadvantaged students. He moved to the financial
services industry as a licensed insurance agent in 1987 and signed
his contract with New York Life in 1989. He is also a Registered
representative for NYLIFE Securities, Inc.
-
- Mark
specializes in worksite marketing within retail environments with
a heavy emphasis on re-enrollments. His extensive knowledge of
voluntary life insurance benefits coupled with his outstanding
policy persistency, positions him as a mentor to New York Life
agents. In 2006 he was asked to teach New York Life's sales
trainers in Dallas, Texas as well as consult for the selection of
voluntary payroll deducted products for New York Life. Mark has
been awarded the prestigious Ben Feldman Life Award of Excellence.
He is also a Qualifying and Life Member of the Million
Dollar Round Table as well as a multiple recipient of NAIFA's
National Quality Award, NAIFA's National Sales Achievement Award
and New York Life's President's Council Award.
- Mark shares his wisdom about the advantages of the annual re-enrollment opportunity and why it is important to the employer, employees and the agent. He offers his proven techniques and processes; how to review prior coverage, how to increase coverage, how to engage new hires, what to bring, a sample presentation and much more. The reader comes away with new knowledge and the excitement to re-kindle old accounts.
Rob discusses the value proposition of why critical illness coverage is important even with comprehensive major medical programs. He illustrates how employers are utilizing critical illness programs for many different reasons, such as supplemental coverage for increasing deductibles and co-insurances as well as the next generation of employer provided core insurances along side of life and disability programs.
- Wellness
at Work
- Marie
is the Integrated Health and Productivity Management Practice
Leader at Trion. She is responsible for developing strategies that
integrate data and services across the areas of health, absence,
disability and organizational health. With
more than 20 years of experience with long-term and short-term
disability, workers compensation, absence management, and the
Family and Medical Leave Act (since its enactment), Marie works to
help employers create strategies that balance employer, employee
and financial outcomes.
-
- A graduate of Temple University Law School, Marie earned her Juris Doctor degree and served as an editor of the Temple Law Review. She has been a speaker at Risk and Insurance Management Society (RIMS) conferences on the topics of absence management and integrated disability and has taught Certified Employee Business Specialist (CEBS) Program courses.
- Marie discusses why there is an increasing need for employers to implement wellness initiatives today. She explains the Best Practice components in a traditional wellness program and the steps the reader should take to get started. She also describes what an employer can expect in terms of a return on investment and introduces the concept of managing health and disability in order to improve productivity.
- A Word from the Top - written by Marvin H. Feldman, CLU, ChFC, RFC, president and CEO of the LIFE Foundation.
- Marvin, the 2002 President of the Million Dollar Round Table, has been one of the MDRT’s outstanding leaders. During his 32 years as a member of this international organization, he has served on numerous committees, including five years on the Executive Committee. Among his many achievements, Marvin has qualified 25 times for the Top of the Table, has served on its board and as the TOT Chairman. He was also honored as the Circle of Life recipient in 2004 by the Million Dollar Round Table Foundation in recognition of his community and industry leadership.
- Active in the industry, Marvin has served as the Secretary of the New York Life Agent’s Advisory Council, is a member of the Financial Planning Association, the Society of Financial Service Professionals and the Association for Advanced Life Underwriting. He has contributed articles to many professional journals and has been featured in several books. Marvin is listed in Who’s Who in Business and Finance and Who’s Who in the World and is currently the president and CEO of the LIFE Foundation.
- Enrolling With Style - written by Patricia J. Redic, President, Succeed With Style
- Pat
began her insurance career with a major life insurance carrier in
1992 and sold life insurance and annuities
as a registered representative.
Early in her career she began to specialize in worksite marketing
and was asked by her carrier to create their voluntary payroll
deduction training video. While selling, and training agents for
the company, she also co-founded Millennium Benefits Group, a
national employee benefits company.
-
- As
president of Millennium Benefits Group, Pat continues to oversee
the daily operation while building new companies. She is the
co-owner of Star Properties, a real estate investment project in
Arizona. Her publishing company, Millennium Star Publishing is
home to select niche titles and ghostwriting services for business
people that want to become published, but lack the time to write.
She is also president of Succeed With Style, a coaching firm that
helps sales professionals become more successful through an
awareness of personality styles. She is qualified to offer the
DISC personality profile through Inscape Publishing and the Myers
Briggs Type Indicator (MBTI) through Consulting Psychologist
Press. Her training courses, “How to make more sales in 7 easy
steps” and “How to become the best enroller on the planet”
incorporate these and other insightful assessments into their
design.
-
- Pat is a frequent speaker at insurance and sales events, has served on two insurance company advisory boards and is an MDRT member. She has been published multiple times in industry magazines such as Life Insurance Selling, Broker World, Benefits Selling, Senior Market Advisor, the NYLIC Review as well as other national sales publications. Her first book is now available through Millennium Star Publishing, “Succeed with Style – Make More Sales Faster.
- Relating to people according to their personality style means you treat them the way they want to be treated. When you make a presentation geared toward your prospect's particular style, you’ll have a much better chance of gaining their cooperation and ultimately, making the sale.
- Pat offers a candid look at the employee presentation with an emphasis on personality style awareness and adaptation. She explains the four employee styles and offers suggestions to help recognize, adapt and sell to each style. Readers come away with a fresh way to approach the next enrollment.
Marvin shares his thoughts on the importance of worksite marketing.
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