Pre-Recorded Webinars

Prospecting: It’s not who you know; it’s who knows you!

Elevate your prospecting game by improving your visibility. We’ll cover effective branding, raising awareness, leveraging social media, engaging in community involvement, and how to form strategic partnerships in this hour-long Zoomcast. Gain insights from case studies and ask questions directly to our experts!

In this Zoomcast, we look at:

• Branding
• Awareness
• Social media
• Community involvement
• Strategic Partnerships
• Case Studies
• Q & A

Building Your Bulletproof Sales Plan

A goal without a plan is a dream… transform goals into achievements with a concrete sales plan. Learn why setting sales goals is essential, how to determine your unique value proposition, and the methods to capture your prospects’ attention. We’ll discuss creating a systematic approach to sales, working it effectively, illustrated with case studies, followed by a Q&A segment.

In this Zoomcast, we look at:

• Why creating a sales plan and setting sales goals is imperative for success
• Where to start (what’s your value proposition)
• What are you going to say to get their attention?
• Creating your sales system template
• Working the system
• Case Studies
• Q & A

The Ins and Outs of Group Travel Insurance

Emergency travel insurance is one of the most confusing and contentious issues in an employee benefits plan. The stakes are high, and the rules are often misunderstood.

Watch this session to gain a better understanding of Emergency Travel Insurance so you can better advise your clients.

In this Zoomcast, we look at:

• Common client questions and misunderstandings
• Understanding stability clauses and their impact on your clients
• A deep dive into the claiming process
• Coordination with OHIP
• Typical options available and risks with those options
• Q & A

An HR Specialist’s Perspective on Employee Benefits in 2024

How do benefits influence an employee’s decision to work for or stay with a company? How are benefits viewed as a part of the overall compensation philosophy? How can they influence performance?

Attend this Zoomcast to gain valuable insights from a seasoned HR professional specializing in small and mid-sized businesses in order to have valuable conversations with your clients and prospects and separate yourself from the competition.

In this recorded Zoomcast we look at:

• Benefits plans as a recruitment advantage
• How performance management can be directly tied to benefits
• Best practices around benefits and absence management
• How corporate culture and benefits must align
• Q & A

The Power of Conversation: How Great Discussions Create Great Solutions for Your Clients

Master the art of communication and consultation, and learn how to effectively engage with your clients to create tailored benefits solutions that meet their unique needs and expectations.

In this recorded Zoomcast we look at:

• Client Needs Analysis: Who benefits from a great discussion?
• What is the foundation for a great discussion?
• Where do you have great discussions?
• When is the best time for great discussions to take place?
• Tax, Accounting, and Reporting Considerations: Why great discussions are vital.
• Case Studies
• Q & A

A Deep Dive into Healthcare Spending Accounts (HCSAs)

Explore the fundamentals of Health Care Spending Accounts and understand how to effectively design and implement these versatile solutions for different client needs.

Join this recorded Zoomcast to learn more about:

• Client Needs Analysis: Who can benefit from a Health Care Spending Account (HCSA)?
• What is a Health Care Spending Account?
• Risk Analysis: Where do you use HCSAs?
• When are HCSAs best implemented and tax considerations?
• Reporting and Accounting Considerations: Why are HCSAs becoming more popular?
• Case Studies
• Q & A

Drug Cost Management: Strategies for Protection and Effective Plan Design

Learn how to create robust and effective plan designs that protect your clients against climbing prescription drug costs and mitigate risks against these expenses.

Join this recorded Zoomcast to learn more about:

• Risk Analysis: Who is protected from effective drug cost management, protection, and effective plan design?
• What is drug cost management, protection, and effective plan design?
• Client Needs Analysis: When and where do you use drug cost management, protection, and effective plan design?
• Reporting and Taxation: Why is drug cost management, protection, and effective plan design important?

Building Your Employee Benefits Practice in 2023

Building your benefits practice is not what it once was, or is it? The old and proven ways of doing things are becoming more challenging as prospects accept and enjoy the new normal of virtual work and communications.

Join this recorded Zoomcast to learn more about:

• Why creating a sales plan and setting sales goals is imperative for success
• What are you going to say to get their attention?
• Where to start (what’s your value proposition?)
• Working the system (what’s your system?)

You to a Few: Profitable Clients with 1 to 5 Employees (2023)

Many Canadian businesses with five or fewer employees are extraordinarily profitable. Businesses of this size face unique challenges that advisors must be aware of.

During this recorded Zoomcast, we will discuss the following about clients with five or fewer employees:

• Client needs analysis
• Understanding the risks and how to manage them
• Reporting and accounting considerations
• Taxation considerations
• Case studies
• Q & A

Zoomcast: Introducing The Builders Benefit Plan 2022

Canadian Businesses in the building industry are struggling to find and retain employees in today’s market. They also struggle to source adequate and cost-effective benefits for themselves and their employees – benefits that can help attract, retain, and protect their employees.

We have a solution. The Builders Benefit Plan, designed and administered by The Benefits Trust, is a unique plan for the building industry. It starts at only $0.20 per hour per employee.

Best of all, Advisors have found it extremely easy to explain to business owners and to sell – usually with only one call or visit.

During this recorded Zoomcast we discuss:

• The philosophy and details being the plan
• When and where to use/offer the plan
• How to get to “yes” with one short visit or call
• Common advisor questions about the plan

Zoomcast: You to a Few – Profitable Clients with 1 to 5 Employees

There are 449,770 businesses in Ontario. 97.9% have fewer than 100 employees. That’s 440,306 businesses that need our help with benefits purchasing decisions. However, these businesses have different needs.

Many of these businesses have five or fewer employees and are extraordinarily profitable. Businesses of this size face unique challenges that advisors must be aware of.

In this recorded Zoomcast presented by The Benefits Trust, , we discuss the following about clients with five or fewer employees:

• Client needs analysis
• Understanding the risks and how to manage them
• Reporting and accounting considerations
• Taxation considerations

Zoomcast: A Few to a Bunch: Profitable Clients with 5 to 20 Employees.

There are 449,770 business in Ontario. 97.9% have fewer than 100 employees. That’s 440,306 businesses that need our help with benefits purchasing decisions. However, these businesses have different needs.

When small businesses grow to between 5 – 20 employees, new challenges and complexities emerge. This typically includes a new layer of management and more evolved compensation plans.

In this recorded Zoomcast, we discuss the following about clients with 5 to 20 employees:

• Client needs analysis
• Understanding the risks and how to manage them
• Reporting and accounting considerations
• Taxation considerations
• Q & A

This Zoomcast is presented by The Benefits Trust, Canada’s largest independent third-party administrator.

Zoomcast: A Bunch to A Lot – Profitable Clients with 20 to 100 Employees

Canadian Businesses in the building industry are struggling to find and retain employees in today’s market. They also struggle to source adequate and cost-effective benefits for themselves and their employees – benefits that can help attract, retain, and protect their employees.

Businesses with 21 to 100 employees have more moving parts, more stakeholders, larger expenses, new management layers, and more pressing recruitment, retention, and reporting needs.

During this recorded Zoomcast we discuss:

• Client needs analysis
• Understanding the risks and how to manage them
• Reporting and accounting considerations
• Taxation considerations

This Zoomcast is presented by The Benefits Trust, Canada’s largest independent third-party administrator.

Zoomcast: Knowing Your Corporate Client in the Building, Trades and Construction Industry

There are over 10,000 profitable companies in the building, trades and construction industry in Ontario alone, with 25,000 current job opening that are expected to grow to 50,000 by 2027. This is one of the fastest growing profitable industries in Ontario and has been chronically underserved by traditional benefits providers.

These companies are critical to Ontario’s residents and economy. They share a pressing and immediate need to attract new employees to the industry and to retain the experienced employees they have.

During this recorded Zoomcast we discuss:

• Client needs analysis
• Understanding the risks and how to manage them
• Reporting and accounting considerations
• Taxation considerations

This Zoomcast is presented by The Benefits Trust, Canada’s largest independent third-party administrator.

Zoomcast: Why Online Marketing in 2022 is Critical to Build and Maintain Your Benefits Practice

Understanding how to position and market your business online has become even more critical. Sales calls have become far more challenging, and prospects want to do their own research online before deciding who to speak to.

Join Ben Molfetta, CoFounder of Core Online Marketing, and Robert J. Crowder, President of The Benefits Trust to discuss how growth-oriented advisors must approach online marketing in 2022, including:

• How are you going to approach positioning and marketing your business in 2022 and beyond?
• How do you get your message to stand out in a competitive marketplace?
• Where do you start with online marketing?

Ben Molfetta co-founded Core Online Marketing in 2005 and has been a sales and marketing leader for over 30 years, bringing insights from helping hundreds of clients, including The Benefits Trust, transition to an online marketing business development approach.

Zoomcast: Why Employee Assistance Programs (EAPs) Offer Today’s Best Value for Your Benefits Dollar

Employee needs are changing and more acutely around mental health challenges and dealing with virtual work. Employee benefits plans need to catch up.

With special guest speaker Melanie Leblanc, Director, Business Development at LifeWorks, we’ll examine:

• How Mental health is taking its toll on employees.
• How company benefits can keep pace with the shift to work-from-home culture.
• The advantages of how EAPs help.
• The latest trends and options available in EAPs.
• How to have client conversations about EAPs.

Join Melanie and Robert J. Crowder, President of The Benefits Trust to learn about how Employee Assistance Programs are evolving and how the right conversation with clients can help you add value and help clients adapt to a rapidly changing work environment.

Zoomcast: Using Formulary Protect and Formulary Protect Plus to Protect Your Clients

Drug costs continue to rise and are placing significant pressure on benefits plan costs. As advisors, you want to protect your clients’ plans.

With special guest speaker Dave Wowchuk, Vice President Sales at ClaimSecure, we dive into:

• What is Formulary Protect and Formulary Protect Plus?
• How to use Formulary Protect to secure plan costs in the future.
• Understanding how to have this conversation with clients.
• Understanding the risk of not implementing formulary protection.
• Projections on how this could impact future benefits cost.

Zoomcast: Selling Employee Benefits in 2022

Selling benefits is not what it once was – or is it? The old and proven ways of doing things are becoming more challenging as prospects accept and enjoy the new normal of virtual work and communications.

In this recorded Zoomcast, we’ll engage in discussion about:

• Why creating a sales plan and setting sales goals is imperative for success.
• What are you going to say to get their attention?
• Where to start and how to define your value proposition.
• Working the system and how to define what your system is.

Zoomcast: Virtual Healthcare in Canada

Virtual healthcare has been demanded by advocates in Canada for the past decade to offer some relief from an already overburdened healthcare system. But when the COVID-19 pandemic struck, it quickly became a necessity and widely used across the country. Though many restrictions across the Canada have lifted, virtual healthcare has become a service that is projected to stay – and many in the healthcare profession and many patients are happy to embrace it.

During this Zoomcast, we’re joined by special guest and healthcare expert John Moses. We’ll discuss:

• The issues driving the need for virtual care in Canada
• Why virtual care is important for employers and their employees

Why Do You Have Normal Benefits When Times Aren’t Normal?

To borrow from Bob Dylan, The Times They Are a-Changin’. 2020 showed us that sudden and unexpected events can create instant economic shocks that jeopardize the existence of millions of small and mid-sized businesses. One of the lessons learnt by business owners in 2020 is that they must build a greater level of resiliency in everything they do. Their employee benefits are no exception. During changing times, clients need your advice more than ever. Don’t be caught flat-footed.

During this webinar, we will discuss:

• Why large plan sponsors’ benefits plans were not affected by COVID-19
• Why traditional benefits plans are not working for most small and mid-sized employers
• What you as an advisor can do about it to help your clients during these changing times

How Should Benefits Plan Design Change in the Work-From-Home Culture?

2020 has caused a seismic shift in how employers and employees perceive work-from-home arrangements. While the traditional office may not be dead, every indication is that virtual work is here to stay in one form or another. How should employee benefits plan design adapt to this new reality?

During this webinar, we will discuss:

• The new virtual workspace
• Benefits that matter for remote employees
• Dealing with hybrid work environments
• Changing claim patterns and potential risks

Mental Health Strategies Post-Pandemic

We had monumental changes in 2020 and the long-term effects of COVID-19 are yet to be fully realized. Has your benefits plan design kept up?

One outcome that has already begun to emerge and is expected to intensify in the coming months is the mental health of the millions of employees who have been dealing with employment uncertainty, isolation, and stress over a prolonged period of time. Employers must be prepared for the coming wave of mental health issues and long-term disability claims in their workforce. As advisors, we must help our clients design a benefits plan that is built to support their workforce and protect the company’s benefits budget going forward.

During this webinar, we will discuss:

• Mental health benefits in its own benefits silo
• Additional programs and services (wellness, telehealth, EAP, personal prescribing, etc.)
• Getting ahead of the curve and adding value to clients

Selling Employee Benefits in 2021. What Does it Look Like?

Welcome to the new normal. You may never meet your next new client in person. Yet more than ever, clients and prospects need and are looking for our advice.

You need to be constantly mining new prospects regardless of current circumstances. If your business doesn’t grow, it shrinks.

Furthermore, your clients are at risk. Advisors who understand how to communicate professionally and prospect effectively in the age of Zoom, will gain a competitive advantage over incumbents.

During this webinar, we will discuss:

• Why a working sales plan process is more important than ever
• Prospecting using Zoom
• Effective marketing techniques in the new reality
• New market opportunities due to COVID

Association Plans for 2020 and Beyond (1:03:21)

Grow Your Benefits Business (1:17:42)

Negotiate Renewals with Authority (58:12)

David vs. Goliath Insurance Broker Version (54:25)

The Smart Business Owner Benefits Plan (57:17)

Small Business owners often think they’re too small to qualify for employee benefits and Advisors struggle to find an appropriate and flexible plan that truly takes the needs of the business owner(s) into account.

How to Create an Administrator Checklist (1:00:51)

An Administrator Checklist is a living document that can positively transform the client-advisor dynamic. Not only does it make you look more professional, it helps create more meaningful conversations with clients, reduces your liability, and separates you from the competition.

How Technology is Transforming Work and Benefits (1:03:55)

How is the emergence of insurtech (insurance technology) impacting benefits, risk products and healthcare? What can advisors do to adapt and prepare for this changing landscape?

Understanding Health Care Spending Accounts (48:03)

Come to this session to understand the new buzz about Health Care Spending Accounts (HCSAs), and why so many progressive employers are including them in their benefit plans.

Adding Value before Commission Disclosure Rules Apply (58:05)

Shortly, CLHIA rules will force all insurance advisors to disclose their commissions. While transparency will be good for clients, are you ready to explain what you do to earn your commissions?

Knowing When to Go ASO and When Not to Go ASO (59:04)

There are situations where choosing an ASO plan for a client makes sense, and there are situations when it doesn’t. Do you know the difference?

Risk Mitigation in Benefits Plan Design (1:00:39)

Business owners are looking to their advisors for answers on how to control rising employee benefit plan premiums. When the annual renewals arrive, how do you explain the premium increases of 10%, 20%, or more? And do you have options to control it?

Simplifying Group Benefits with Budgeted ASO (53:24)

Building on a foundation of ASO basics, this session is designed to illustrate the advantages of budgeted ASO for advisors and their clients through case studies.

Delivering the One Life Case Profitably (51:57)