Capture Trailing Commissions With GSI Cases

It’s true that GSI case placement provides a good commission punch.

But did you know that you can earn first-year commissions on in force benefit increases or new additions each year? In fact, The Standard paid about $1.2M in first-year commissions on in force benefit increases and additions in 2017.

Don’t leave money on the table — make sure to seize your benefit increases and additions each year.

Keep your client relationships in tip-top shape. Yearly case evaluations help you determine benefit increases and new additions. They also help maintain and strengthen your client relationships. This annual check-in allows you to confirm that income replacement coverage matches the target percentage levels for the GSI plan and that all eligible employees are enrolled. And by keeping your cases fully serviced and your clients happy, you’ll protect your case from competing producers looking to take over.

You’re not in this alone. The Standard’s account managers are here to help. Here’s how: 90 days before the renewal date, your account manager will send you the census we have on file. We’ll ask you to work with your clients to record salary increases and new employees, as well as removals. When you return the updated census, we’ll determine eligibility for increases and provide a premium estimate to put the increases in force. We’ll bill the increases to the employers on the next list bill.

Occasionally, we’ll find a group has maxed out benefits to the plan design. In this case, the group might be eligible for an overall plan increase. This will also result in more first-year commissions for you.

Review your cases and plan to reach out to your clients 90 days before their renewal date, which is usually the case anniversary. Do not hesitate to ask your account manager for help.

For Producers Only