1. 1 Broker of Record Sales Strategies Your business… …just got easier!

2. 2 Objectives of Today’s Meeting Validate the BOR process - Traditional - Marketing Provide tangible idea’s/approaches that you can incorporate into your sales process Close more business

3. 3 Why Broker of Record? Broker Perspective Client Perspective

4. 4 Broker Eliminates the commodity approach Immediate revenue Control of information Improved retention

5. 5 Client Brokers role changes to that of a consultant The client can hire CBIZ without changing carriers or disrupting its employee base In many cases there is no additional cost to hire our firm Ability to get objective advise

6. 6 Broker of Record Evolves from: Product Process

7. 7 Elements of the sales process Prospecting/Qualifying Identifying Needs Presenting/Establishing “Value” Follow-up/Closing

8. 8 Presentations Multiple Services Approach Single or Multi-site Benefits Approach Multi-Site Employer Benefits Approach New Sales2003 UpdateReally Big Show