Broker blog from Delta Dental

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The 5 New Year’s resolutions brokers should make for 2022

The past year has been anything but predictable, and the new one promises to be just as turbulent. But setting goals can make all the difference between a productive year and a chaotic one. It’s the perfect time to look back and reflect on the ups and downs of the previous year, and also to make a plan for moving forward.

You may already have some personal New Year’s resolutions in mind for 2022, but why not include some professional ones, as well? Here are our ideas for the top resolutions to make for 2022.

Update your look

Stay-at-home orders and social distancing may leave you feeling a little sluggish and idle, but the outward-facing appearance of your business can’t sit stagnant at this time.

If anything, your digital presence — whether that involves your website, your logo, your presentation slides, your social media, your email signature — is going to be the first impression many people have of you this coming year. You want to be sure that’s a good one.

In 2022, resolve to take a closer look at:

  • Your website. While it’s true that not every website needs every bell and whistle imaginable, you also don’t want potential clients to think you’re stuck in 2011. Start by making sure your business site is clean, professional, up to date and easy to navigate, and if it’s not, resolve to fix it in 2022.
  • Your emails. Make sure any email signatures and avatars are up to date and truly represent you and your business. Brush up on email etiquette (we especially like the 10 golden rules of work email), and be sure your business is following up promptly and politely, even with leads that don’t seem imminently exciting.
  • Your presentations and virtual booths. To improve your appearance, also think about how to create better presentations for clients. Consider creating tailored presentations for each client to add a more personalized touch to the health insurance quoting process. Content is important, but looks matter, too! Make sure your presentation slides have a sleek, engaging, unified and professional look, as do any virtual booths for big events.
  • Your social media. With social media, aim for quality not quantity to attract more user engagement. Be creative and conversational. If you’re at a loss for what will interest people, think of the type of content you most enjoy reading and start from there. Make sure your various profile pages are up to date and that they represent you and your business well.

Seek safe ways to step out of the silo

Whether with clients, potential clients or employees, your face-to-face interactions with others likely had to drop to almost nil in 2020 and 2021. But once these meetings were no longer possible, you probably also began to realize how important these interactions could be. Sales is a tough job that constantly requires re-direction and realignment, and these often take shape through personal interaction.

Consider some safe ways to step briefly out of your digital silo in 2022. Consider planning a small outdoor coffee klatch in a spot where everyone feels safe and comfortable. If you have a longtime client in your area, consider planning a walking meeting in a local park to catch up with your contact. Deployed with the utmost care, a few ”safety first” interpersonal interactions could help make a difference in 2022.

Read more

After a long day in front of the screen, it’s tempting to relax by, well, staying in front of the screen, either surfing the internet or diving in to the latest bingeable TV series. But reading a book every now and then can truly help you relax. And the right book could even help with your sales.

If you feel you don’t have time to read, you can always find good titles at sites like Audible.com. The books download to your smartphone, and you can learn more about insurance sales and marketing while you drive, exercise or do yardwork.

Don’t be afraid to follow your own interests and read to fill the gaps in your own knowledge.

To get you started in 2022, consider picking up these new titles:

Prepare early for open enrollment

Open enrollment is a busy time, but it’s one you can prepare for. Make your resolution this New Year’s to prepare early for open enrollment, so that the crazy time of year will feel a lot less hectic in 2022.

As much as possible, make sure emails, websites, presentations and flyers are up-to-date and accurate well before the season begins. You may also find Delta Dental’s resource page for open enrollment helpful in preparing for the busiest time of year.

You yourself are the best source of knowledge about how to prepare. This new year’s, think carefully about the successes and shortcomings of the open enrollment season in 2021. Make a list of what you could have done better and make the resolution to improve any problem areas through better preparation.

Relax

Don’t forget to take some time for self-care in 2022! In this “new normal,” it’s easy to get wrapped up in work and to forget that pacing yourself is actually one of the most crucial aspects of productivity.

If travel isn’t possible, consider taking a staycation this year, using the time to do some fun (and safe!) activities in your own area, such as local hikes or an outdoor concert in warmer weather.

And don’t forget the little daily things, like a tea break in the afternoon or a walk around the block after work, that can really help you de-stress.

Resolve to get a healthy dose of relaxation in 2022, and you’re bound to have a more balanced and productive year.

Visit our new webpages for benefits administrators

We understand that when your clients feel supported, you do too. That’s why we’ve redone the entire administrator section of our website to make plan management even easier for your clients (and for you)!

By simplifying our site navigation, and putting the most useful information at their fingertips, you can spend less time answering questions and more time focusing on your business.

Some of the new features include:

Take a few moments to explore the pages for yourself, and encourage your clients to use them. If you have any suggestions for additional improvements, please let us know.

Certified Ethical Hacker: oxymoron or Information Security genius?

We hope you’ve enjoyed reading our internal spotlight series on Delta Dental’s Information Security. (In case you missed any content, check out our article on employee training and compliance and our article with insights from our Director of Information Security.)

Did you ever think you’d be thankful to read the term “hacker”? If not, we may have a new perspective for you. Meet Chad Greiner, Security Engineer III and Certified Ethical Hacker (CEH) in training, and see how he’s going the extra mile to protect your clients’ privacy.

Q: How long have you been with Delta Dental, and what other jobs have you held in your field?

A: I’ve been here for about six years. Before joining this team, I worked for a medical alert device company. I served as the main administrator for their entire IT operation.

Q: You’re training to become a CEH. Are there any other certifications you have or plan to earn?

A: Yes, I’m a Certified Information Systems Security Professional (CISSP). The CISSP seems sort of like a generalized job title, but it’s actually a comprehensive certification. To sit for the exam, you have to have about five years’ worth of work experience, be recommended by a fellow CISSP in good standing and re-certify every three years. The CEH is kind of an extension of the CISSP, except it focuses on strategies to help you think like a criminal — so you’re better armed to prevent a cyberattack.

Q: With that said, do you think the CEH is a controversial certification?

A: We don’t view it as controversial within the security industry. My perspective is that any type of attack is a crime, so in any criminal field, you need to understand the people you’re trying to catch or obstruct to be effective at your job.

Q: That makes sense. How would you respond to criticism that the title “ethical hacker” is an oxymoron?

A: In my mind, intent is what makes an action ethical or unethical. I’m not necessarily learning how to break things; instead, I’m learning how things can be broken to prevent breaches in security from occurring.

Q: What do you think is the most important aspect of your CEH training?

A: Learning about what tools are out there has been extremely important. Early on in my career, there weren’t as many “hacking” opportunities readily available to experienced cybercriminals, let alone the average person. The way technology is evolving has made it easier to access private information — so it’s that much more important to learn every defense against cyberattacks that we can.

Q: Why do you think being a CEH is particularly valuable to an analyst within an organization like Delta Dental?

A: Knowing what to protect against — knowing what avenues people can take in an attack — is critical. It’s really the first and most important step in securing private information. Clients can have confidence in knowing that, with a CEH, we’re able to get into a criminal’s mindset and get a step ahead of them.


Thanks for reading our series on Information Security! Stay tuned for more client news and insights from Delta Dental. 

Why Delta Dental hires Certified Ethical Hackers

(And other things you didn’t know about security)

Have you ever wondered how Delta Dental protects your clients from a data leak or cyberattack? If you have, Sitaram Inguva — our Director of Information Security — has some insight. And some of it may surprise you.

PHI is significantly more valuable on the internet than credit cards

All matters of information security are serious, but PHI is especially attractive because it can be more useful in identify theft. A data breach can also be very expensive. A recent study1 shows that a single compromised health record can cost a company more than $200 in reparation (per enrollee). For these reasons, we use world-class cybersecurity technology to prevent such compromises from happening.

Hackers and malicious software aren’t the only causes of data leaks

Sitaram says, “A data breach can take many forms, the most obvious form being external hacking attempts by cyber criminals. However, they also happen due to technology gaps, human error and a lack of awareness.” Delta Dental deploys best-in-class technologies to protect information, but our most valuable line of defense is employee training and awareness. Apart from data encryption and up-to-date software upgrades and patches, our greatest priority is ensuring that our people are trained on the latest best practices in information security.

Delta Dental has Certified Ethical Hackers on our side

We have a highly talented security team, many of whom have industry-leading certifications, like Certified Ethical Hacker (CEH). They’re trained to detect vulnerabilities in our security and employ their skills to keep our systems and client information safe.


At Delta Dental, there’s a lot that goes into security. Share this information with your clients to give them confidence that their information is in good hands. 

1 2015 Cost of a Data Breach: United States, Ponemon Institute, May 2015

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