|
INTERVIEW
TRANSCRIPTION:
Kevin: This
is Kevin Coan for the Workplace Benefits Association and I am joined
today by its founder and CEO, Walt Podgurski. Welcome Walt.
Walt: Thanks
Kevin, I am looking forward to spending a few minutes with you reviewing
the programs and services that make membership in the Workplace Benefits
Association a valuable advantage.
Kevin: Why
don’t you start by giving me a one minute overview of the organization.
Walt: I will,
but I have to provide some context first. The importance of the benefits
that people receive at work can’t be overemphasized. For many Americans,
the foundation of their financial security is based on those benefits
they receive through their job, and for some families, employee benefits
are 100% of their financial plan.
The second point is
that the process of acquiring those benefits is complex and fragmented.
We frequently hear that the totality of information can cause
inadequacies in employee communication and enrollment which is a growing
concern for the sponsors of workplace benefits.
Finally we believe
that accessing financial advice and consultation at the workplace has to
be addressed and improved.
Kevin: O.K.,
so how does the Workplace Benefits Association help or fit in?
Walt: Well
there is a “concept” which I will explain, and there is a “procedure”
for the implementation of that concept.
The
“concept” is an integrated solution for an employer that includes a
standardized employer guide and checklist.
This
“procedure” involves a
WORKPLACE BENEFITS PLANNING GUIDE
to help the
consultant initiate a discussion of the entire spectrum of benefit
choices an employer has, and then narrow the focus to the areas in which
the consultant can help bring about solutions.
Kevin: Can
you give an example?
Walt: Sure,
let’s imagine for a moment that you are the employer and I am the
consultant. I would say something like this. One of the things I would
like to do today is provide you with this complimentary WORKPLACE
BENEFITS PLANNING GUIDE. You will find that it provides an overview of
most every benefit that you are currently providing, or may be thinking
about offering. As we go through this, I would like to explain what it
is that our firm does and specifically what areas we have expertise in.
Kevin: How is
this different than what most consultants say now?
Walt: I am
going to give you the long answer rather than the short answer. Since
people started selling there has been a debate between “product driven”
and “needs driven.” My argument is that we are all “product driven” to
some extent, but we can put our area of expertise into a broader
perspective by beginning in a holistic way. The employer has business
objectives partially achieved with programs that increase an employee’s
financial security. You build a relationship rather than just make a
sale when you talk about objectives first, then you drill down to the
methods of achieving those objectives, and the last step is to further
drill down to exactly what it is that you do that can help.
Kevin: That
makes sense, so exactly how does a consultant access the materials and
information.
Walt: The
manuals and scripts are available to all members at the website, and the
first year of membership is free. This way a consultant can test the
systems for 12 months before spending a penny. Even after that the
annual fees are only $29.00 a year if they decide to continue as a
member.
Kevin: What
is available to the members at the website?
Walt: Right
now there are seven downloads to choose from including things like: a
communications manual that explains in detail how to articulate the
process to the employer, a sample employer pre-approach letter, a sample
employer telephone approach script, and perhaps most important, a
printable “Workplace Benefits Planning Guide that can be printed an
unlimited number of times for use with clients with no fees.
Kevin: The
website is workplace benefits dot org, is that correct?
Walt: Yes,
www.workplacebenefits.org
Kevin: You
mentioned earlier that accessing financial advice and consultation at
the worksite has to be addressed and improved. What did you mean?
Walt: I
could give you a really long answer here, but let me keep this one as
short as I can. On the whole, people are drastically underinsured. Part
of the problem is, not all, but much of the insurance industry’s current
distribution system doesn’t include an efficient method of serving the
non-affluent. The problem is exacerbated by the complexity of financial
products and financial planning. Part of the solution is to help people
get some of the information and education at the same place where they
are getting most of their financial security products; at the workplace.
Financial advice and
consultation at the workplace, however, is still a goal that eludes the
parties involved, except for a very few situations. There is advice and
education on specific products, but generally speaking, not on financial
planning as a whole.
Kevin: Is the
Workplace Benefits Association doing anything to help the situation.
Walt: Well
bringing awareness to the issue is an important first step. Offering a
“needs driven” approach to the employer is an important complement. It
opens the door to a discussion with the employer about the need for
direct communications between the service providers, the employees, and
financial products and services.
Kevin: What
do you recommend consultants do?
Walt: First I
recommend they join the association, there is no cost and it is risk
free. Second, we have two meetings per year, one in New Orleans during
Mardi Gras and one in Las Vegas in July. I am a little biased, but these
are great learning and networking events with 600 – 700 attendees and
over 100 exhibitors with products and services for workplace benefits
consultants, and licensed agents register two people for the price of
one, so in effect the registration fee is only $150.00 per person. The
information is available at the workplacebenefits.org website or they
can request information by calling our office at 888-282-1765.
Kevin: Walt,
Thanks for the information and this is Kevin Coan signing off for the
Workplace Benefits Association.
Downloading the MP3 File.
Step 1 is
downloading your MP3 file to your desktop. You do this
through a Right click
on the icon and when the dialogue box pops up, you choose
the (save target as...) option.
You would
then choose the
the directory you want the MP3 file saved to and click the
save button. The file name will already be in the file name
line, for example, ( in121106.mp3 ).
Step 2
begins after you have saved the file to your desktop. You
can use your Explorer or other file manager program to
either play the file with a program such as Windows media
player, transfer it to your MP3 device, or burn it to a CD
just as you would any other file.
Note: If you
are burning it to a CD, be sure to select the option for
creating a music CD, not a data CD.
Helpful Hint:
You can burn multiple days INSURANCE NEWSCAST to a CD
for listening in your car, etc. |
