A Profile of Top Sales Producers
Biographical Information
Name: Ed MacConnell
Title: President and Chief Sales Officer
Company: The EMA Group, Inc.
Type of Company: Employee Benefits Provider
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Education / Experience Self-educated through my extensive library of business and professional and personal development books both print and audio.
Success & Challenges
Tell Us Your 30 Second Commercial
We provide employee benefits to companies that want to reduce cost or increase their benefits or both.
Share A Recent Success Story
We worked with a restaurant supply company that had an employee benefits broker. We show their management how to save over $6000 per year with a small change in their plan.
We also recently worked with a company that was getting their employee benefit plan from a trade association. We were able to show them how to save the added fees to the trade association and have a better benefits plan. For a group of eight employees, we were able to save them $12,000 a year with a better plan.
What Are Your Current Challenges?
To provide our clients with more than dollar savings. We working on having our clients see the benefits of the services we provide all year.
What Are Your Sales Goals?
To increase our sales by 50 percent by the end of 2008.
Do You Have A Mentor?
Not a specific person. The authors in my library have provided mentoring through their books. A couple of my favorite authors are Jeffrey Gitomer and Randy Schwantz
Are You Mentoring Someone? If so, how?
I am currently mentoring our new sales representatives. I also mentor other non-competitive insurance brokers.
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Actions
What Business Material Do You Read?
" Local / Daily Publications -
Bucks County Courier Times daily and the Philadelphia Inquirer on the weekend.
" Industry Publications-
Employee Benefits News and Benefits and Technology.
" Professional Development Publications -
I am always adding new books to my library. I especially enjoy an audio newsletter I receive by the Nightingale-Covenant.
What Are Your Best Practices of Prospecting?
Making sure we return all calls quickly for both new leads and customer service calls. When we receive a new inquiry, we are persistent in our follow up, deliver what we promised our new customers and ask for referrals.
We also publish a monthly newsletter containing good information for our clients and prospects. We also conduct telephone and e-mail campaigns centered around enrollment periods and policy anniversary dates.
Which Professional Associations Do You Belong To?
I am currently serving on the Board of Directors or Executive Committee of these local organizations:
Lower Bucks County Chamber of Commerce, Rotary, Feasterville Business Association and LeTip of Lower Bucks County
Which (Client) Industry Associations Do You Belong To?
We are member of the National Association of Alternate Benefit Counselors, the National Association of Chartered Benefit Consultants, the Pennsylvania Association of Health Underwriters and the Society of Human Resource Managers.
What is the Latest Professional/Personal Development Book You Read and Recommend?
Little Black Book of Connections, 6.5 Assets for Networking Your Way To Rich Relationships by Jeffery Gitomer.
How Do You Volunteer or Give Back?
I especially enjoy my work with Rotary and the Gift of Life Donor program.
This Is A Little Known Fact About Me!
That I am a tech geek and love my gadgets.
What Should Other Top Sales Producers Do To Convince Me To Buy From Them?
Ask me questions and then Listen for the answers.
Don't read me your script with out first qualifying my needs and requirements.
Biographical Information
Name: Ed MacConnell
Title: President and Chief Sales Officer
Company: The EMA Group, Inc.
Type of Company: Employee Benefits Provider
Contact Information
2381 Philmont Avenue, Suite 117
Huntingdon Valley, PA 19006
Telephone# (215)947-5471
E-Mail Address: EdMac@EMABenefits.com
Web Site: http://www.emabenefits.com/
