FSP Worksite Sales Track

Pre-Step: Company Research

What to Do:

Before approaching a business, thoroughly research the company:

  • Company website: Understand their services/products, company values, and company culture.
  • Social media platforms: Check recent posts for news, achievements, or special events.
  • LinkedIn: Find decision-makers' names and roles.

What to Look For:

  • Owner/Decision maker’s name
  • Company size and employee count
  • Current employee benefit offerings (if available)
  • Recent company milestones or accomplishments

1. Gatekeeper Approach – Engaging the Receptionist/Front Desk

What to Say:

"Hi, my name is ___. I’m here from The Family Security Plan. We partner with local businesses to provide their employees with supplemental life and health insurance benefits at no cost to the company. Who would be the best person here to discuss this type of employee benefit program with?"

What to Do:

  • Be friendly and professional.
  • Mention that other businesses in their industry have found value in this program, creating a herd mentality effect.
  • Clearly and briefly explain the purpose of your visit.
  • Ask directly who to speak with.
  • If the decision-maker isn't available, obtain their name, contact information, and the best time to reach them.
  • Bring a gift that can be given to the Business Owner. 
    • Gift Ideas could include Chocolates, PFP Merchandise, etc.
    • Gift bag should include your business card and/or FSP Brochures

2. Approach – Engaging the Business Decision-Maker

What to Say:

"Hi, my name is __, and I work with The Family Security Plan. Our mission is to bring no-cost benefits to businesses like yours. We help employers provide their employees with access to affordable life and health insurance without any additional cost to the company. I’d love to set up a time to discuss how this can help your team."

What to Do:

  • Approach confidently, professionally, and respectfully.
  • Mention that similar businesses have found value in this program, reinforcing the herd mentality effect.
  • Schedule a follow-up if the decision-maker is busy, ensuring that you have a clear next step to continue the conversation.

3. Introduction – Building Rapport

What to Say:

  • "How long have you been running this business?"
  • "Have you previously considered offering additional benefits to your employees?"

What to Do:

  • Build genuine connections.
  • Show interest and curiosity about their business.

4. Fact-Finding – Understanding Their Needs

What to Say:

  • "How many employees do you have?"
  • "What kind of benefits are currently available to your employees?"
  • "Have your employees ever inquired about supplemental insurance coverage?"

What to Do:

  • Identify existing gaps and opportunities.
  • Encourage the employer to acknowledge potential employee needs.

 

5. Positioning the Solution – Creating Value

Selling Points:

✅ No Cost or Obligation to the Employer

  • No cost, commitment, or administrative effort required.
  • No contracts or obligations involved.
  • Premiums are paid directly by employees, meaning no cost to the employer.
  • Employees are not obligated to enroll.
  • Adds value to your employee offering without adding cost—a rare win-win scenario.

✅ Convenience & Flexibility

  • Personal consultations are quick and easy. Application takes only a few minutes.
  • No disruption to work—appointments can be held before/after shifts, during lunch, or on special employee days.
  • No medical exams are required.

✅ Employee-Centric Benefits

  • Enhances employee satisfaction and morale.
  • Shows employees their employer cares about their long-term well-being.
  • Supports employee financial wellness and peace of mind.
  • Helps reduce turnover and improves retention.
  • Positive impact on workplace culture.
  • Many employees, especially part-time staff, may not qualify for other types of coverage—this provides them access.
  • Your company can then be seen as a “resource hub” rather than just a place of work.

✅ Quality Coverage Options

  • FSP products are permanent and portable staying in force through retirement or job change.
  • Coverages complement employer-offered benefits.
  • Enhances the breadth of coverage—group term + individual permanent = comprehensive protection.
  • FSP's numerous products and coverage amounts provide flexible options customized to employee preferences, affordability, and life situations.
  • Whole Life Insurance purchased early is more affordable long-term.

 

 

✅ Competitive Advantage

  • Adds to the company's overall benefits package without cost.
  • Helps attract talent in competitive hiring markets.
  • Reflects positively on the business’s reputation and care for its staff.

What to Say:

“Many small business owners want to offer more benefits to their employees, but the cost and complexity often get in the way. That’s where we come in. The Family Security Plan provides access to high-quality supplemental insurance—like life, critical illness, and accident coverage—at no cost to you and with no administrative burden.

What’s great is that other businesses in your industry are already seeing the value: their employees appreciate the opportunity, morale goes up, turnover goes down, and it shows that the employer truly cares about their team’s financial well-being.

The coverage is permanent and portable, so employees can keep it even if they leave the company or retire. It complements any benefits you may already offer, filling in gaps with personal, customizable options. And again, there’s no administrative work or obligations for you or your employees—it’s just an opportunity to add value and give your staff access to something that could make a big difference. We make it easy—appointments are quick and flexible to ensure no disruption to your team’s tasks and responsibilities.”

What to Do:

  • Clearly highlight benefits and address potential concerns proactively.

6. Scheduling the Worksite Visit

What to Say:

"To introduce this program, we typically schedule a day to meet individually with your employees. What day and time work best for your team?"

What to Do:

  • Confirm specific date and time.
  • Emphasize ease and convenience for the employer and their employees.
  • Consider shift changes, and onsite work schedule, to meet with as many employees as possible.

 

 

Recommended Industries for FSP Worksites

  • Nonprofit Organizations
  • Auto Repair & Body Shops
  • Tire & Service Centers
  • Hair Salons & Barbershops
  • Small Restaurants & Cafes
  • Retail Boutiques & Shops
  • Independent Dental & Medical Offices
  • Veterinary Clinics
  • Childcare Centers
  • Independent Grocery & Convenience Stores
  • Gyms & Fitness Centers
  • Landscaping & Lawn Care Businesses