Your Role: Getting Them to "Yes" and Through the Door
Your job ends when the client says yes and starts the signup process. Everything after that is handled by our teams - but knowing the full process helps you set expectations and close with confidence.
Phase 1: The Sale (That's You)
Your responsibility: Get them excited about ICHRA, align around a contribution amount they’re comfortable with, and guide them to signup.
Step 1: Qualify the Prospect
- Use the "Who's a good fit for ICHRA?" framework
- Your best bet for ICHRA will be people who fall into the Renewal Sticker Shock, New-to-Benefits Companies, or Micro Businesses personas
Step 2: Present the ICHRA Option
- Use the 20-second elevator pitch: "ICHRA lets your company set a budget for employee health benefits while giving employees the freedom to choose individual insurance that works best for them"
- Show pricing comparison vs. their current/quoted group plan
- Address objections using the cheat sheet
Step 3: Quote and Close
- Present contribution structure options (we recommend starting at 70-80% of current group premium costs)
- Explain that employees get broker support for plan selection
- Close: "I'll send you a link to get started. You can have this set up in about 10 minutes, and your team will have coverage options within 48 hours."
Step 4: Hand Off
- Send them the Gallagher ICHRA portal signup link
- Set the expectation: "StretchDollar's support team will walk you through setup - expect an email within 24 hours"
- Your commission starts the month they go live
Phase 2: Admin Onboarding (StretchDollar Handles This)
Timeline: 3-5 business days
Your involvement: None - but here's what happens so you can answer questions
What the Employer Does:
- Signs ICHRA plan documents (handled digitally through portal)
- Connects their bank account for employee reimbursements
- Adds their employee roster (either via payroll integration or manual upload)
- Sets final contribution amounts per employee class
What StretchDollar Does:
- Sends welcome email with setup instructions
- Provides dedicated support rep for questions
- Handles all compliance documentation
- Sets up automated reimbursement system
Red flag: If you don't hear back from your client within a week of signup, ping Sheryl. Early onboarding issues are rare but easier to fix quickly.
Phase 3: Employee Onboarding (Automatic)
Timeline: Immediate once admin setup is complete
Your involvement: Zero
Employees Receive:
- Email invitation to join their company's ICHRA
- Link to add their bank account for reimbursements
- Access to plan shopping portal
Three Ways Employees Get Coverage:
- Self-service shopping through the StretchDollar portal
- Schedule broker consultation for guided plan selection
- Call directly and get routed to a Gallagher ACA broker
Phase 4: Plan Matching & Enrollment (Gallagher ACA Team)
Timeline: Same day employee requests help
Revenue opportunity: You earn additional commission on every individual plan sold
How It Works:
- Gallagher ACA team gets daily roster of employees needing assistance
- Employees can book appointments, call in, or email for help
- ACA team matches employees to best individual plan within their ICHRA contribution
- You get broker of record commission on every policy written
What Success Looks Like
Week 1: Employer completes admin setup
Week 2: Employees start enrolling in individual plans
Month 1: You receive first ICHRA admin commission payment
Month 2+: Ongoing monthly commissions from both admin fees and individual plan commissions
When to Follow Up
- Day 3: Quick check-in if they haven't started setup
- Day 7: Escalate to Sheryl if no progress
- Month 2: Touch base to see how rollout went (great time to ask for referrals)
Bottom line: Once you make the sale, our teams take over. Your job is to get them excited enough to start the process - we handle everything else.
