If the prospect’s benefits are already online, ask how benefits enrollment coordinates with the rest of HR. Are they using an all-in-one solution, or multiple point solutions? Do the point solutions talk to one another?

If not, communicate the value of an all-in-one system that manages the full employee lifecycle, from applicant tracking to onboarding to benefits enrollment. Generally, using one system is easier to manage for both HR and employees alike.

Asking these questions will create better opportunities with prospects by helping brokers to understand where their current HR processes have gaps or inefficiencies, and how your agency can help.