As appeared in Benefits Selling magazine, August 2007 (and online at producersweb.com)
"Agents who shy away from adding dental and vision coverage to their mix of product offerings not only leave money on the table, they are missing an opportunity to solidify the client relationship. In fact, they are leaving the door open for others who do offer these benefits to establish their own relationship with clients.
For many, the greatest obstacle to tapping into this potentially lucrative revenue stream is a lack of product knowledge, something that limits their ability to position dental and vision insurance with employers. Gaining the expertise necessary to effectively sell these products requires an investment of time, which is difficult for many to justify for a non-core product.
However, thanks to the emergence of full-service consultative support organizations, limited knowledge is no longer a valid excuse for risking client relationships and impeding earning potential. By working with this type of single-source solution organization, agents have the advantage of making just one call to tap into the expertise, access and administrative support they need to successfully branch out into dental and vision products - without having to divert time or resources away from their core business."