Pre-Recorded Webinars

Benefits Branding

Your benefits brand is more than your logo or tagline, but it's how clients perceive your value before you ever say a word. In a market where many advisors sound the same, your ability to clearly position yourself is what sets you apart.

This summer session is designed to help advisors build a benefits brand that attracts the right clients, supports the sales cycle, and reinforces your long-term value. Whether you're just getting started or refining an established message, this session will help you brand with confidence and clarity.

We'll cover:

• Why your benefits brand matters more than you think
• How to align your messaging with your ideal client
• The biggest branding mistakes advisors make (and how to avoid them)
• Practical tools to communicate your value consistently
• How The Benefits Trust supports your brand, not overshadows it
• Q&A session

This session is presented by The Benefits Trust, Canada's largest independent third-party administrator, ensuring you have the tools and knowledge to serve your clients better.

Sales Cycle From Start to Finish

What does a strong benefits sale look like, from first contact to signed agreement? In this live discussion, two experienced advisors will walk through their full sales cycle, offering candid insights into what works, what stalls, and what gets results.

We'll explore real conversations, decision points, and tactics you can apply in your own practice.

You'll learn:

• How to build trust and move past "just send me a quote"
• The role of education in the sales process
• How to position The Benefits Trust with different buyer types
• Tips for handling objections and keeping momentum
• Q&A session

This session is presented by The Benefits Trust, Canada's largest independent third-party administrator, ensuring you have the tools and knowledge to serve your clients better.

Association Plans – The Untapped Opportunity for Benefits Advisors

Most advisors overlook association plans or treat them as a side offering. That leaves a significant opportunity on the table. This session explores how focusing on associations can help advisors build a more consistent pipeline, differentiate their offering, and position themselves as specialists rather than generalists.

We'll break down how association-based strategies create long-term value for both advisors and their clients, while addressing the unique needs of member groups.

In this session, we'll cover:

• Why association plans are gaining traction in today's benefits landscape
• How advisors can position themselves as experts in association-based strategies
• The advantages of serving member groups versus traditional group plans
• How to build long-term relationships through association partnerships
• Common pitfalls advisors face when entering this space and how to avoid them
• Q&A session

This session is presented by The Benefits Trust, Canada's largest independent third-party administrator, helping advisors design flexible, customized solutions that align with evolving client needs.

Real Executive Benefits – What Does This Mean

Executive benefits can't be one-size-fits-all, but too often, that's exactly how they're sold. This session explores the gap between what executives actually want and what most advisors recommend.

We'll cover:

• What executives really care about (and what they don't)
• The limits of traditional group plans for senior roles
• Why off-the-shelf "executive add-ons" fall short
• How to build benefits packages that support retention and satisfaction
• Q&A session

This session is presented by The Benefits Trust, Canada's largest independent third-party administrator, ensuring you have the tools and knowledge to serve your clients better.

Stop Loss

Stop-loss coverage is one of the most important yet misunderstood elements of a benefits plan. Whether it’s called large amount pooling or extended health risk management, too many advisors treat it like a checkbox instead of the strategic tool it is.

In this session, we’ll break down the mechanics of stop-loss coverage, clarify common misconceptions, and give you the right questions to ask so you can protect your clients and elevate your positioning as a trusted advisor.

You’ll learn:
● What stop-loss (large amount pooling) covers and what it doesn’t
● How different pricing models impact client risk
● What to watch for in pre-existing condition clauses
● The five must-ask questions to include in your RFPs
● How to explain stop-loss to clients in plain language

You’ll leave this session with spec-ready language and a stronger understanding of how to make stop-loss part of a complete benefits strategy, not an afterthought.