Congratulations! You've sold the case.
But if you think all the hard work is done and the upcoming enrollment process will be easy, efficient and profitable–think again. Every enrollment can be challenging. The interview time is short, and Human Resources' expectations are high.
How can you make your worksite enrollments more profitable? The smart answer is to invest in a new electronic enrollment system. You can build your own proprietary system or learn to use the software provided by the carrier. Either way, high-quality software helps you increase profitability when enrolling new groups and re-servicing existing ones.
Employers are looking for integrated solutions that streamline their enrollment process by exchanging enrollment data electronically. This eliminates errors associated with manual data transfer that can take months to correct.
If you're already using an enrollment system, consider the rapid evolution of software–and then think about upgrading to a more advanced program.
How does your e-enrollment system measure up?
An electronic enrollment platform should have key features that help you increase participation and improve service. These features are:
Streamlined group setup and user-friendly navigation
o Intuitive navigation to establish the case and complete applications with screens that follow the traditional sales process.
o Case set-up that enables users to tailor product selections by group, assign agents by location and designate multiple group commission splits.
o Drop-down boxes and preloaded data to complete multiple applications for one participant within three minutes.
o Flexibility to submit applications daily or at the end of enrollment (submitting at the end of enrollment allows agents to amend an application rather than take a new one).
o Web-based system to give enrollers real-time access to data.
o Disconnected laptop option with easy data-sync feature.
Data import utilities and enrollment status tools
o Electronic import of census data to preload application screens and maximize selling time.
o Rate calculator to help employees determine the best combination of coverage and premium.
o Payroll-deduction tracker to show out-of-pocket costs as each coverage election is made, leaving no surprises at the end of the interview.
o Tracker to help agents monitor participation on guaranteed-issue cases.
Customer and management reports
o Payroll deduction report for the HR department that easily reconciles the carrier's billing data with their internal records.
o Employee confirmation statements to verify employees' selections individually, display existing benefits and list total out-of-pocket costs.
o Employee benefit reports that reflect all employer-paid benefits, such as vacation days, sick time and 401(k) contributions.
o Enrollment reports to help agents manage enrollment, monitor participation and supervise enroller activities.
Electronic signature
o PIN signatures and signature pads for face-to-face enrollments.
Cindy Frank is director of product marketing and Tom Skene is director of sales technology for Conseco Insurance Group, a unit of Conseco Inc., Carmel, Ind. Frank's e-mail address is 
