Resources for benefits brokers

Build a benefits prospecting routine around information you can check. These guides explain how to read filed insurance records, confirm renewal dates, qualify employer leads, and evaluate software. Each covers what the data shows and what still needs a conversation.

• Group Insurance Leads: How to Build a List That Ranks Itself

  Where group insurance leads actually come from, what bought lists can and cannot tell you, and how to rank employer groups by filed renewal date and change signals instead of dialing alphabetically.

• Group Health Insurance Leads: A Sourcing Guide for Benefits Brokers

  How to source group health insurance leads from public Schedule A filings, why small-group employers are missing from most databases, and how to sort a territory by renewal date instead of employee count.

• Employee Benefits Leads: Generating Them, Qualifying Them, Ordering Them

  A practical guide to employee benefits leads for brokers and agencies: the five sources, how to qualify a lead before you dial, and how to order a territory by filed renewal date and change signals.

• Employee Benefits Prospecting Software and Group Insurance Prospecting Software: What the Category Is, and What to Demand

  What employee benefits prospecting software actually does, the eight questions to ask any vendor, published pricing across the category, and where a renewal-date-first approach fits.

• Insurance Prospecting Tools: A Fair Comparison for Benefits Brokers

  A fair, sourced comparison of the main insurance prospecting tools for benefits brokers: what each one is built for, published pricing where it exists, and the strength of each.

• Schedule A (Form 5500): The Broker's Field Guide

  A line-by-line guide to Schedule A of the Form 5500 -- carrier, contract number, persons covered, policy year dates, commissions and fees, and benefit type -- and how benefits brokers use each field.

• How to Find a Company's Insurance Carrier (and Broker, and Renewal Date)

  A step-by-step method for finding which carrier a company uses for its group benefits, which broker holds the account, and when the policy year ends -- using free public filings.

• How Benefits Brokers Find Clients

  How employee benefits brokers actually find new group clients -- referrals, niches, filed data, partnerships, content and cold outreach -- what each channel is worth, and how to sequence a territory.

• Renewal Date Prospecting: How to Work a Territory by the Calendar

  How benefits brokers prospect by renewal date: where the date comes from on Schedule A, how to build a territory calendar, what to say at the 120, 90 and 60-day windows, and why a filed record beats a bought x-date list.

• Broker of Record Letter: How a Broker of Record Change Actually Works

  A plain-English guide to the broker of record letter for group insurance: what it does, what carriers require, timing and rescission windows, and an original BOR letter template you can adapt.