Picture
​GEORGIA AGENTS:
DON’T JUST GET GAFB CERTIFIED. PUT IT TO WORK.
Your next small-business prospect may already be one of your customers.
Georgia Access For Business gives properly licensed and certified Georgia insurance agents another reason to start conversations with business owners about employee health benefits.
But understanding the program is only the beginning.
The bigger questions are:
  • Who should you approach?
  • What should you say?
  • What questions should you ask?
  • How do you identify employers worth pursuing?
  • How do you turn a GAFB conversation into a repeatable prospecting strategy?
That’s where the FYI Express+ GAFB Agent Business-Building Kit comes in.
ONLY $ 25.
Buy It Once. Use It From Now On.
GET THE GAFB AGENT BUSINESS-BUILDING KIT — ONLY $25 →
Digital Download • Immediate Access After Purchase

YOUR BEST GAFB PROSPECTS MAY ALREADY KNOW YOU.
Do you already insure businesses?
  • Think about the contractors, restaurants, retailers, professional offices, auto repair shops, daycare centers, manufacturers, and other employers already in your book of business.
  • Some of your best GAFB prospects may already be people who know you, trust you, and buy insurance from you.
  • You may not need another cold lead list.
  • You may simply need another reason to call the business owner.
That is one of the most interesting opportunities GAFB creates.

START WITH THE EMPLOYER’S PROBLEM — NOT THE PROGRAM.
Walking into a business and saying:
  • “Let me tell you about Georgia Access For Business.”
may or may not get the owner’s attention.
A better conversation could begin with:
  • What are you doing now for employee health benefits?
  • What is working well?
  • What is becoming difficult?
  • How predictable are your health-benefit costs?
  • Are there employees you would like to help who do not currently have coverage?
  • Have you looked at alternatives to a traditional group arrangement?
  • If there were another approach available, would you be willing to explore it?
Now you are not merely presenting a program.
You are having a business conversation.

GAFB CREATES ANOTHER REASON TO GET IN THE DOOR.
Many Georgia employers want to help employees with health insurance.
  • But traditional group health insurance may not always fit every employer’s needs.
  • Cost, participation, administration, and changing renewal conditions can make the conversation difficult.
  • Georgia Access For Business creates another option worth understanding.
  • And for the appropriately licensed and certified insurance professional, that creates another reason to talk with employers.
The opportunity is not simply:
  • “Can I quote your health insurance?”
It becomes:
  • “What are you trying to accomplish with employee benefits?”
That is a very different conversation.

WHO COULD BE A GAFB PROSPECT?
Do not limit yourself to employers already shopping for health insurance.
A prospect may be a business owner who:
  • Does not currently offer health benefits
  • Has struggled with the cost of traditional group coverage
  • Wants more predictability in the company’s contribution
  • Has employees with different health-coverage needs
  • Has considered offering benefits but has not found a workable approach
  • Competes for employees and wants a stronger benefits story
  • Wants to explore alternatives before the next renewal
  • Is growing and beginning to think more seriously about employee benefits
  • Has never heard of Georgia Access For Business
That last group may be especially important.
Your prospects cannot ask about an option they do not know exists.
That is where the informed producer can add value.

GETTING CERTIFIED IS ONLY THE BEGINNING.
Official Georgia Access For Business training explains the program and certification requirements.
The FYI Express+ GAFB Agent Business-Building Kit has a different purpose.
It addresses the question:
“WHAT DO I DO WITH THE OPPORTUNITY AFTER I’M CERTIFIED?”
This is not another certification course.
It is a producer-development and prospecting resource designed to help agents think about how GAFB fits into an actual insurance practice.

WHAT YOU’LL LEARN
The GAFB Agent Business-Building Kit helps you explore:
  • How GAFB fits into the employer health-benefit conversation
  • The role of the licensed and appropriately certified producer
  • How the employer opportunity differs from individual Georgia Access business
  • How to identify businesses worth approaching
  • How to start the employer conversation
  • Discovery questions that uncover needs
  • When GAFB may—or may not—deserve further consideration
  • How to explain the concept without overpromising
  • How to work professionally with employers and employees
  • Documentation and E&O considerations
  • Developing centers of influence
  • Building an ongoing employer prospecting strategy
  • Looking beyond one transaction toward a broader client relationship

THE REAL OPPORTUNITY MAY BE THE BUSINESS OWNER.
Suppose you meet a small-business owner because of an employee-benefit conversation.
What have you actually gained?
Potentially, a new relationship with a business that may also need:
  • Commercial Property
  • General Liability
  • Commercial Auto
  • Workers’ Compensation
  • Umbrella or Excess Liability
  • Cyber Insurance
  • Employment Practices Liability
  • Business Income Coverage
  • Life Insurance
  • Key Person Insurance
  • Buy-Sell Funding
  • Disability Income
And possibly personal insurance for the owners and their families.
That does not mean turning a GAFB conversation into a cross-selling ambush.
It means recognizing an important principle:
THE HEALTH-BENEFIT CONVERSATION CAN OPEN THE BUSINESS DOOR.
  • Serve the employer well.
  • Earn credibility.
  • Become the insurance professional they think of when another need arises.
WHERE DO YOU FIND GAFB PROSPECTS?
Start with businesses already around you.
Consider:
  • Contractors
  • Restaurants
  • Retail stores
  • Professional offices
  • Auto repair shops
  • Beauty salons and barber shops
  • Daycare centers
  • Small manufacturers
  • Wholesalers and distributors
  • Real estate firms
  • Property management companies
  • Hotels and motels
  • Service businesses
  • Family-owned companies
And do not forget the businesses already insured by your agency.
Your commercial book may be your first prospect list.
​
WHO ALREADY HAS THE BUSINESS OWNER’S EAR? Some of your best prospecting opportunities may come through people who already advise business owners.
That could include:
  • CPAs
  • Bookkeepers
  • Payroll companies
  • Tax professionals
  • Business attorneys
  • Commercial lenders
  • Business consultants
  • Chambers of commerce
  • Trade associations
  • Commercial insurance agents
  • P&C agents who do not handle health insurance
One strong relationship with a center of influence may introduce you to far more employers than dozens of cold calls.
Think about the possibilities.
  • One CPA may serve 75 small-business clients.
  • One payroll professional may work with 150 employers.
  • One P&C agency may insure hundreds of businesses while having no interest in handling employee health benefits themselves.
GAFB can become more than a product conversation.
IT CAN BECOME A PROSPECTING STRATEGY.
BECOME THE PERSON WHO CAN EXPLAIN IT.
New programs create questions.
  • Business owners may hear terminology they do not understand.
  • Employees may have questions.
  • Accountants and other advisers may want someone knowledgeable to call before making a referral.
That creates an opportunity for the professional who can say:
  • “Let me help explain how this works and determine whether it deserves a closer look.”
Not:
“I know everything.”
Not:
“This is right for every employer.”
And certainly not:
“I can guarantee what this will save you.”
A more professional approach is:
  • Understand the employer
  • Ask the right questions
  • Explain the concept
  • Verify current requirements
  • Determine whether further evaluation makes sense
That is how credibility is built.

CONSULT. DON’T JUST QUOTE.
Traditional insurance prospecting often starts with:
  • “When does your policy renew?”
GAFB gives you an opportunity to ask something broader:
  • “What are you trying to accomplish with employee benefits?”
That is a consulting question.
The producer becomes more valuable when the conversation moves from:
  • “How much does it cost?”
to:
  • “What problem is the employer trying to solve?”
That producer mindset is emphasized throughout the GAFB Agent Business-Building Kit.

PROTECT THE EMPLOYER.
PROTECT THE EMPLOYEE.
PROTECT YOURSELF.
Employer health-benefit conversations may involve important eligibility, tax, carrier, coverage, and program requirements.
A producer should never fill in the blanks with assumptions.
Use disciplined producer thinking:
HEAR
  • What problem is the employer actually trying to solve?
ASK
  • What additional facts do you need?
VERIFY
  • Which program, carrier, eligibility, tax, licensing or regulatory requirements need confirmation?
DOCUMENT
  • What discussions, representations and decisions belong in the agency file?
NEXT SAFE ACTION
  • What should happen next?
When you are uncertain:
DON’T GUESS. VERIFY.

WHAT COULD ONE NEW BUSINESS RELATIONSHIP BE WORTH?
The GAFB Agent Business-Building Kit costs: $25
  • Suppose one idea in the kit causes you to approach an employer you otherwise would not have contacted.
  • Suppose that conversation develops into a client relationship.
  • Perhaps that relationship later leads to another insurance need.
  • Or a referral.
  • Or an introduction to another business owner.
What could one productive business relationship be worth to your agency over time?
Potentially much more than $25.
That is why the pricing is simple:
$25 — BUY IT ONCE.USE IT FROM NOW ON.
  • No monthly subscription.
  • No annual renewal.
  • One purchase.
  • Keep the guide.
  • Use the ideas.
  • Build the market.
GET THE GAFB AGENT BUSINESS-BUILDING KIT — ONLY $25 →
Digital Download • Immediate Access After Purchase
ARE YOU ALSO WORKING WITH INDIVIDUALS AND FAMILIES?
Georgia Access For Business begins with the employer.
Georgia Access individual coverage begins with the individual or family.
They are different markets—but they can complement each other.
  • An employee may need individual health coverage.
  • A self-employed Georgia Access client may own a business.
  • A business owner may refer another employer.
  • An accountant may refer both businesses and individuals.
GEORGIA ACCESS — INDIVIDUAL HEALTH INSURANCE
The FYI Express+ Georgia Access for Individual Applicants guide helps agents think through the individual-market opportunity, including prospecting, consumer conversations, referral relationships, and professional producer practices.
ONLY $25
EXPLORE THE GEORGIA ACCESS FOR INDIVIDUAL APPLICANTS GUIDE →

TWO GEORGIA ACCESS MARKETS.
TWO PRACTICAL PRODUCER RESOURCES.
Georgia Access for Individual Applicants — $25
  • For agents working with individuals and families.
GAFB Agent Business-Building Kit — $25
  • For agents pursuing Georgia employers and business owners.
Use one.
Use both.
But most importantly:
DON’T JUST LEARN THE PROGRAM.
​
PUT THE OPPORTUNITY TO WORK.

​
IMPORTANT PRODUCER NOTE
The FYI Express+ GAFB Agent Business-Building Kit is an educational producer-development resource. It supplements—but does not replace—official Georgia Access or Georgia Access For Business training and certification, current program guidance, carrier requirements, licensing requirements, tax or legal advice, or applicable laws and regulations.
Producers should verify current requirements and remain within the scope of their licensing, certification, and professional authority.

FYI EXPRESS+
Practical Training. Better Producers. Stronger Agencies.