This article will show you how to use BenefitFlow
BenefitFlow is a top prospecting tool for businesses selling through benefits brokers. It uses proprietary technology to combine government filings, web pages, broker contact data, and licensing data from the department of insurance. This helps to ensure:
- You’re isolating contacts that are focused on Benefits (while avoiding P&C and Retirement professionals)
- The top producers are floating to the top of your list
Filters
Example Use Case: Identify smaller good-fit firms
In this example, we’ll be using BenefitFlow to identify smaller good-fit firms that aren’t on our radar yet. You can use the following filters:
- Regional Brokers
- With Offices in my territory (Texas)
- With exposure to self-funded employers that have 100 - 5,000 employees
From there, your filters should follow you into the company profile when you click 'More info'. For this Holmes Murphy’s profile, we can see the filters pass through and highlight the Dallas, TX office as a great fit.
Contact Lists
Continuing on with our example use case from above, let’s now identify the top influencers that serve those clients. Clicking 'See Contacts' will generate a curated list of all the producers, account managers, and vendor specialists that are in-scope.
In the example below, the first contact on our list is licensed in Health and Life Insurance (not Property / Casualty) and they have a very large number of carrier relationships (indicating a high-level of influence). Charisse Vaughn (the EB Practice Leader) is definitely a good contact to keep our eye on.
Once you’re ready, select your target contacts, and add them to a list.
BenefitFlow also offers you a high degree of control over contact filtering. A few other filters to consider when building your list:
- Role: Do we want all contacts or just the producers? You can also isolate account managers or the in-house specialists that focus on vendor assessment.
- Job Title: Do we want to get more specific with the job titles we care about? Maybe we only want to isolate Practice Leaders.
- Years At Company: Do we want to isolate newer influencers that are building out their book? Or more tenured employees?
- License Type: Do we only want to target contacts who we know have a Health / Life license?
- Carrier Appointments: Do we want to target contacts that work with [insert carrier name]?
Employee Sentiment
Understanding pain points across their book of business, can be one of the most powerful conversation starters with a broker. BenefitFlow’s Employee Sentiment feature scans the open internet to gather data on how employees perceive their benefits package. See the examples below.
