Renaissance is excited to announce the expansion of their dedicated sales and support staff, which includes the additions of Dan Pruitt and Terry Walsh this past June. Dan and Terry bring a wealth of ancillary benefit knowledge, which they will leverage to improve the company’s group presence. Learn more about the roles Dan and Terry will play within Renaissance:

Ancillary insurance expert Dan Pruitt has been added to the
South Carolina team and will serve as Senior Account
Executive for the state. Pruitt brings nearly 30 years of
experience representing insurance companies in all areas
of employee benefits, 20 years of which were focused on


Cigarette smoking continues to decline in about half of American states --according to the United States Centers for Disease Control and Prevention-- but in some states smokeless tobacco usage may have taken its place. Many believe that smokeless tobacco is a safer alternative to smoking cigarettes, but smokeless tobacco and other tobacco products are still hazardous to your oral and overall health.

Smokeless tobacco is also called spit tobacco, chewing tobacco, chew, chaw, dip, and plug, and all products can lead to very harmful diseases

In the changing landscape of insurance, more and more brokers are finding it hard to make the kind of living they’re accustomed to. In fact, it’s safe to say their entire world has changed since the inception of the Affordable Care Act.

Changes in the market mean voluntary benefits have grown increasingly popular among employer groups as a means to alleviate the rising cost of healthcare. As medical benefits 
continue to move to voluntary, ancillaries are following suit.


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Broker Newsletter | PA 1/17

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selling dental and vision products throughout South Carolina and the southeast states. His background includes experience as a broker, general agent and third-party administrator.

Pruitt will be responsible for working with group employers in South Carolina. His focus will center on the adaptable and expansive network of Renaissance ancillary insurance products that promote oral and overall health and wellness. Pruitt will leverage his deep experience in voluntary benefits to call on brokers who sell products to South Carolina’s residents and employers. R
ead the press release.  

With more than 30 years of experience in insurance, Terry Walsh joins Renaissance as the National Director of Sales and Market Development.

Walsh will be responsible for exploring growth opportunities for Renaissance’s group insurance sales in new markets. Additionally, he will leverage his industry expertise to improve the company’s direct-selling group practice and will be an integral part of the hiring and training process as the company continues to expand its regional sales force. He will be based in the corporate Renaissance headquarters in Indianapolis.

He joins the company from Guardian, where he was one of four regional vice presidents for 15 years. During his time at Guardian, Walsh established key broker relationships and was responsible for managing $60 million in non-medical insurance revenue from more than 11 sales offices across 15 states. Read the press release. 

Renaissance is very proud to have these two new individuals join the team to help spread oral health awareness within the insurance industry.

There is hope for the struggling broker. Consultative selling and a stronger focus on ancillaries could be the path to success for the many brokers who have been squeezed by the medical insurance market. One reason is growing popularity of health and wellness initiatives among employer groups. That trend has created much more of a demand for various ancillary benefits offerings. Employees increasingly want a range of benefits options that meet their needs, and they’re willing to share the costs.

Consultative selling means brokers will need to show that they have a high level of knowledge about the product. That knowledge will create a bond between the buyer and seller allowing brokers to recommend ancillary options once the big medical decision has been made. Adding ancillary insurance to the mix means added revenue for brokers who have seen commission numbers diminish in recent years.

The change to the consultative approach will be an adjustment for brokers used to selling insurance using the features and benefits method. But, for the brokers who make the change, the financial gains will be worth any initial headaches.

Here is the good news about cross selling ancillary benefits, like dental and vision. They’re not the headache that medical is. When you sell ancillary, you’ll not only increase your compensation, but you improve your overall stickiness with customers who are benefitting from a superior level of service.

I recommend leveraging your carrier expertise, where possible. If brokers are strapped for time, they should partner with a carrier that’s equipped to step in and answer questions, or provide seminars to help employees understand how their benefits meet their needs,” said Vice President of Sales and Market Development, Jeff Kolesar.  “You can use this strategy to help boost enrollment.”

Kolesar also recommends another way to gain clients is to look for carriers who offer a bundled suite of ancillary offerings. The bundled approach simplifies the decision-making process. It allows brokers to provide a combined bill that eliminates the headaches of dealing with multiple carriers, making all of these factors equate to time saved. Bundled packages can also provide discounted pricing, which can keep ancillary costs down while healthcare costs continue to rise.

Ancillary used to be an afterthought for some brokers. Now it should be considered a weapon in your arsenal of sales strategies.

in the mouth and overall body. Whether it's snuff or chewing tobacco, it’s supposed to sit in the mouth and suck on the tobacco juices, spitting often to get rid of the saliva that builds up. This sucking and chewing allows nicotine to be absorbed into the bloodstream through the tissues in the mouth.

Smokeless products can cause bad breath, yellowish-brown stains on your teeth, and mouth sores at first, but there are more problems that surface after repeated use. Other oral concerns include cracking and bleeding lips and gums, and receding gums — which can eventually cause the teeth to fall out. The mouth isn’t the only part of the body that can feel the effects of smokeless tobacco. Overall, users can expect an increased heart rate, high blood pressure, and irregular heartbeats. These symptoms all lead to a greater risk of heart attacks, strokes and brain damage.

With oral cancer, the risk of using smokeless tobacco products has the same hazardous result as it does with smoke products. Smokeless tobacco is safe when you compare this product relative to lung cancer, but oral cancer and the other harmful consequences can eventually cause death.

Make sure your clients know the dangers of using smokeless tobacco products so that they can continue to lead healthy lives free from the struggles of oral cancer and other oral diseases.