Jan Kaupas, Senior Vice President of Sales
Keeping Promises Since 2009
A year had gone by since a broker lost one of his clients to a national PEO. His client was a family-run business with 30 employees. He was at a loss for how it happened because he had been this client’s trusted benefit advisor for five years. He lost his BOR standing and his commissions. How could he win back his client?
At Extensis, we’re known for working exclusively with our benefit broker partners. One of our Broker Sales Managers had built a relationship with this broker through PEO education, meetings, and demos. Together, they made a plan using our PEO sales best practices to target the lost client. In our experience, following these practices increases close ratios by at least 10%.
#1: Together, the broker and Broker Sales Manager conducted an exploratory meeting with the client.
First, they learned why the client had moved to the national PEO. The client was seeking HR assistance and better healthcare rates. Next, they learned the client liked the PEO concept. Since they didn’t have any HR staff, the owners felt they would benefit from the HR assistance and compliance a PEO offered. Finally, they discovered the client thought their current PEO service was “horrible.” This gave our team the opening they needed.
#2: Together, they used the Extensis HR Analysis to understand the client’s situation and preferences.
Based on the client’s responses, they shared how the personalized HR solutions Extensis offers would change their PEO experience for the better.
#3: Together, they prepared a full proposal and presented it to the client.
Since they had collected information about the client’s specific HR and benefits needs, they successfully addressed them all.
We weren’t surprised the deal sold--not even for additional administrative fee and benefit costs. Sometimes, it’s just not about costs; it’s about being the best at satisfying needs. Partnering with a broker-focused PEO expert--and following best practices--gives you the edge you need. In this case, the broker won back his client--and his compensation. And, his client got the HR service and benefits they expected from a PEO.