The C.R. Ekern & Company Benefits Meeting is designed to provide benefits brokers with the knowledge required to attract and retain upper middle market revenues using our propreitary benefits value proposition creation system: the Total Cost of Human Capital (TCHC). At the event attendees will learn, understand and practice the techniques required to provide long-term value to their clients by impacting the components of TCHC.
Upon completion of the program, brokers will learn a quantifiable model for analyzing their impact on a buyer's benefits program and bottom line. This workshop is a must-attend for any benefits broker who understands Consultative Brokerage, TCOR, and the need to differentitate in a crowded marketplace.
C.R. Ekern & Company works with many of North America’s largest regional brokerages and financial services organizations. The Benefits Meeting continues to build on this tradition of excellence.
Meeting Agenda:
Day One
8:30 AM Welcome and Introductions
9:00 AM Overview of Total Cost of Human Capital and Business Risk
10:00 AM Break
10:15 AM Prospecting for Clients, Value Prop Development, C-Suite
11:30 AM IRRI Scorecard
12 Noon Lunch
1:00 PM Advancing the TCHC Sale – 1st Meeting to BOR Sale
2:15 PM 6 Tenants of TCHC
2:45 PM Break
3:00 PM Discussion of Health Management (Wellness) Calculation
4:30 PM Adjournment
Day Two
8:30 AM Quantifying and Delivering the Stewardship (Value) Report
9:30 AM Case Study
10:15 AM Open Discussion*
11:30 AM Adjournment
*Topics could include future firm needs like staff development (underwriting, self-funding, sales, account management), RFP development, sales management and coaching, PPACA and future role of brokers, fee determination, book of business management, employee benefits department management, etc.
For general or scheduling information on the Benefits Meeting, please contact us.
