Pre-Recorded Webinars

Insured Vs. ASO: What a Client Sees

For many clients, the difference between a traditional insured benefits plan and an Administrative Services Only (ASO) plan isn't immediately clear. Both can provide strong employee benefits, but the level of visibility, flexibility, and control over plan design and costs can be very different.

This session is designed to help advisors explain those differences in a way clients can easily understand. We'll focus on what the client actually sees—from how they pay for benefits and manage claims costs to the amount of control they have over plan design, funding, and future changes.

You'll learn:

• What a client sees under a traditional insured plan versus an ASO plan
• How each model impacts a client's control over plan design and costs
• How premiums, claims and plan expenses are handled
• The role of risk tolerance when choosing between Insured and ASO
• How ASO can provide greater flexibility and cost transparency
• Common misconceptions clients may have about ASO
• How to position each option based on the client's business needs
• Q&A session

This session is presented by The Benefits Trust, Canada's largest independent third-party administrator, helping advisors provide clients with flexible benefits solutions and greater clarity around plan design and costs.

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.