As a self-proclaimed “marketing guy,” Greg Meyer knows the key to success in selling any product is understanding where it fits and how it’s needed. But first, it’s about getting in the door — and that’s where identity theft protection comes in, says the agency owner and regional sales director at Worksite Benefit Advisors in Kernersville, N.C.

With the traditional group health broker scrambling to replace lost commissions, many are hesitant to bring up a product like ID theft protection because employees only have so many dollars to contribute to their benefits, Meyer notes. However, “I don’t look at it from that perspective at all,” he says. “[Those brokers] don’t understand that it’s a great door-opening tool that actually gets you in and opens conversations differently.”

Register or login for access to this item and much more

All Employee Benefit Adviser content is archived after seven days.

Community members receive:
  • All recent and archived articles
  • Conference offers and updates
  • A full menu of enewsletter options
  • Web seminars, white papers, ebooks

Don't have an account? Register for Free Unlimited Access