Deborah J. Pisano
Levittown,NY
Summary
Dedicated, motivated, and self-starting professional with extensive experience in outside business development. Demonstrated success in cultivating long-term and productive relationships with businesses and brokers. Proven track record of retaining and generating new business on current broker book of business. Utilizes various prospecting methods, including networking, referrals, and canvassing. Highly skilled at organizing and prioritizing activities to maximize productivity, consistently surpassing company quotas and meeting all deadlines. Delivers clear and positive presentations. Handles daily duties and services accounts promptly, addressing any issues that arise. Equally effective as a team member or independent producer.
Overview
37
37
years of professional experience
Work History
Broker Manager
ShelterPoint
03.2017 - Current
- Company Overview: A New York State licensed life & health insurance agent
- As a broker manager I guide the activities of insurance brokers, focusing on business development, client relations, and ensuring compliance, while helping to manage the insurance agency's operations
- Solely responsible for Suffolk County, Dutchess, Putnam, Ulster territory
- Territory consisted of 1000 brokers registered with ShelterPoint for the placement of DBL- PFL Dental- Vision and Term Life Rider EAP Rider for groups of 1 to 1,000
- Reengaged 25% of brokers that had not submitted a case or who had not had contact with ShelterPoint in a year or more prior to my taking on the territory
- Result: a significant increase in new business and repeat business from a population of brokers who had stopped doing business with ShelterPoint increasing territory revenue 25% brought in over a $1.0 million new annualized premium
- Managed a book of business of $14.0 million
- Over time brought in 40 new brokers and created a 30% increase in revenue for the territory
- Provide value to broker relationships: organize and present lunch and learn, bi annually, meetings with brokers and their staff to update on new products, compliance issues and industry trends; recognition of broker efforts and submitted businesses using company provided perks such as guest invitations at industry events and networking opportunities
- Provide ongoing superior customer service to brokers and staff by: supporting quoting, cultivating new business with marketing ideas, materials and training to staff cultivation skills and techniques; attending client meetings as subject matter expert; helping with training of broker portal, assisting with claims, billing and commissions processes; assist brokers with Large/Small group RFPs, backdating binding, filling out of invoices, etc
- Result: significantly improved repeat and referral business, creating an uptick of 40%
- Every year consistently met or exceeded company set goal both monthly and annually
- Maintain expert knowledge of DBL/PFL products and riders (Life Insurance, Hospital Cash, EAP, Vision) for all PFML mandated states plus SalesForce, Word, Excel, WebEx and all internal proprietary systems and processes
- Work effectively and efficiently with sales assistants on daily issues of customers/brokers
- Identify with brokers any customer concerns or problems and discuss with the appropriate department, resolving any customer/brokers issues or concerns
- A New York State licensed life & health insurance agent
Broker-Employee Benefit Consultant
Island Group Plans
01.2007 - 03.2017
- Identify potential new business opportunities
- Responsible for the pursuit and delivery of new business opportunities
- Solicit new contacts through various marketing tactics: networking, developing referral partners, utilizing professional and personal contacts and canvassing
- Prepare and present sales proposals and quotes for corporate executives
- Develop and retain relationships with decision makers to meet new business and renewal targets
- Implement product marketing, strategies and sales objectives
- Service and support client decision makers, i.e.: owners, CFOs, procurement specialists, HR professionals; in resolving daily issues and service concerns
- Create and continually grow, a diverse client base of local businesses throughout the Long Island arena
- Train new brokers, assist with product knowledge and closing the client
- Attend various workshops to keep abreast of product knowledge
Regional New Business Development and Account Manager
DELTA DENTAL
08.2006 - 01.2007
- Company Overview: Delta Dental one of the largest, national dental carrier
- Responsible for prospecting and developing a new client base of employers with 100 employees in the Nassau and Suffolk County
- Created, managed and retained a book of business of over 100 clients, averaging 150-500 employees
- Resolved claim issues, assisted senior brokers with renewals, and negotiate renewal with under writers
- Delta Dental one of the largest, national dental carrier
Broker Representative/Account Manager
HEALTHPLEX
05.1988 - 03.2006
- Company Overview: New York Largest Dental Provider
- Recruited and maintained relationships with brokers, General Agents and direct clients
- Offer full sales support to brokers and direct clients on underwriting issues
- Visit brokers on a regular basis to educate them on policy changes and deliver updated material
- Develop new techniques to motivate brokers to sell proprietary products
- Prepare and present formal proposals to both brokers and their clients
- Research and analyze competitor’s products
- Redesigned marketing material
- Train new sales team member, assist with product knowledge, assist with closing account
- Organize trade shows for Unions, H.R
- Directors and brokers
- New York Largest Dental Provider
Assistant Customer Service Supervisor
HEALTHPLEX
10.1992 - 10.1994
- Company Overview: New York Largest Dental Provider
- Maintain continuous work flow and integrity of the department
- Coordinate and troubleshoot dental insurance benefit problems with dentists, unions and insureds
- Research/solve numerous problems that do not have standard solutions and trained new staff
- New York Largest Dental Provider
Enrollment Specialist
HEALTHPLEX
05.1988 - 10.1992
- Company Overview: New York Largest Dental Provider
- Serve as an exclusive account person to members and dentist offices
- Coordinate enrollments with enrollment support staff
- Set a time frame for enrollments to be enrolled
- New York Largest Dental Provider
Education
Skills
- Excel
- Outlook
- Word
- SalesForce
- Constant Contact
Social Media
Broker Portal
- Proficient with Health Connect
- Zwayve Insurance Portal
Education Licenses Certifications
- Health/Life Broker, up to 2025-2027
- PFML/PFL regular update class
- New York Shop Exchange Certification
- New York State of Health Individual Market
Timeline
Broker Manager
ShelterPoint
03.2017 - Current
Broker-Employee Benefit Consultant
Island Group Plans
01.2007 - 03.2017
Regional New Business Development and Account Manager
DELTA DENTAL
08.2006 - 01.2007
Assistant Customer Service Supervisor
HEALTHPLEX
10.1992 - 10.1994
Broker Representative/Account Manager
HEALTHPLEX
05.1988 - 03.2006
Enrollment Specialist
HEALTHPLEX
05.1988 - 10.1992
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