Selling Insurance Before & After A Storm

Hurricanes and other types of storms can be a problem for people in many areas of our country; those who are directly affected by them, especially multiple times a year, will want to protect their home, business, and assets. In order to do this, they will want to buy property insurance, flood insurance, and homeowners insurance. While insurance companies will not sell policies right before a storm, during a storm, or directly after a storm, there are multiple opportunities for you to sell insurance products and help customers who are affected by major weather events.

Flood Insurance

houses with water rising in a large red triangle sign
Homeowner’s insurance does not cover floods, clients will need a separate policy for that.

Floods can happen almost anywhere in the U.S. at any time, even in houses that have never flooded before. Homeowners insurance does not cover flooding, which is why your customers will need a separate flood insurance policy. The problem is, though, that you cannot sell a flood insurance policy right before a storm because the policy will take 30 days to go into effect. If your clients are interested in flood insurance, make it clear to them that the policy will not cover any damage until the 30 days have passed.

Selling Before A Storm

There is one thing you can do for your customers before a storm. If your customers have any existing policies before a storm hits, you can increase their limits and help them save money that way. As long as you are compassionate and tactful, you can use this time to upsell and help your customers get through the tough time after the storm. If a major storm hits, the damages could exceed their limits, meaning they’ll have to pay more money out-of-pocket to make repairs and replace damaged items. If you upsell their policy, they would end up saving money because their increased limits would cover them if they needed to go to a hotel while their house is being repaired, or if they needed to temporarily close or relocate their business.

Keep in mind, though, that insurers will stop selling additional coverage if there’s a hurricane watch, which will typically be announced 48 hours prior to the storm.

Another way you can help customers is by cross-selling in order to make sure they have comprehensive coverage for all types of damage. For example, if they have homeowners insurance, check if they have coverage for wind damage; if they do not, add it, and increase their coverage limits for their home and belongings. The same goes for a business: make sure they have enough property insurance in their BOP, and add professional liability in case they are unable to render their services or need to break contracts because of a storm.

Be Transparent

two hands shaking Your customers will be dealing with many emotions with a storm coming their way, especially if it looks like a major storm. In order to keep your customers, and win new ones, you have to be transparent with them. Tell them what they can expect with any new policies, and if you cannot sign them up in time, make sure they know that. Make sure they know if a policy will not go into effect immediately. And most importantly, show them that you have their best interest at heart by providing them with the coverage they really need, and that you are not just trying to make a commission. You know the insurance companies’ rules and regulations surrounding storms, so make sure you provide your customers with all the correct and truthful information.

Selling After A Storm

Some states will not sell certain policies weeks after a catastrophe happens, so you need to be clear with your customers about this. When the time comes that you can add insurance to their policy again, you can discuss options and price, and help guide them to what they will need should another storm or flood hit. Offer to bundle flood or wind damage insurance and add it to their homeowners policy to help them save money. If their current carrier won’t do this, take the opportunity to find another insurance company for them with the same plans and better rates.

Depending on where you live, storms can be catastrophic. Some customers might be unprepared for a major storm that causes damage to their home or business. This can leave them feeling lost and hopeless, but as a good agent, you can change that. You can provide your clients with enough coverage so they are prepared before a storm happens. Make sure you convey to your clients the importance of having enough insurance before a storm actually hits, so they can save money and not lose everything they worked so hard for. Remember, it’s not about the commission, but about compassion.

Products To Sell During Medicare Lock-In Period

When the Medicare Annual Enrollment Period comes around, you know that commissions are about to come your way! You will be helping Medicare clients change plans, add Medicare Supplement Plans, and do everything in between. But what happens when the AEP is over? There are other ways to keep earning a commission after it is over, mainly by selling other products throughout the year (lock-in period).

Medicare Supplement Plans

illustration of a man looking at a long bill
Medicare Supplement Plans can be sold at any time, and they help cover Medicare costs, which is valuable to many.

Medicare Supplement Plans are great because you can sell them all year round. Thousands of people turn 65 every day, and each of them has the opportunity to look into Medicare Supplement Plans after enrolling in Medicare. But that is not the only time they can sign up for a Medicare Supplement Plan: technically a senior can apply for a plan anytime, even during the lock-in period, as long as they are enrolled in Medicare Parts A and B. Some seniors will look into changing Medicare Supplement Plans within 30 days of enrolling in a plan, also known as their “free look period.” Or some will want to change their Medicare Supplement Plans anytime during the year to find a more affordable plan. And the great thing about selling Medicare Supplement Plans? You will make residual commissions on them for years.

Dental, Vision & Hearing Plans

Original Medicare and Medicare Supplement Plans do not offer dental, vision or hearing insurance. These plans are the perfect products to cross-sell to your clients because no underwriting is necessary for them, and they are typically inexpensive. You can help your customers find a plan that offers them the extra coverage they need at a very attractive price.

Long-Term Care Insurance

Many Medicare beneficiaries are under the impression that long-term care, such as stays in nursing homes or assisted living facilities, is covered by Original Medicare. Unfortunately, this is not the case, so when selling Medicare products, it is important to note to your clients that long-term care is generally not covered. While Medicare does cover certain things that are deemed medically necessary by a doctor, for the most part, it will not cover costs for people who need custodial care (including non-medical needs such as eating and bathing). This is a great opportunity to suggest long-term care insurance, and if they will not qualify for it, suggest a short-term care insurance plan instead.

Hospital Indemnity Insurancewoman sitting in a hospital bed with an IV in her arm

Hospital indemnity insurance is a supplemental insurance plan that will help pay for hospital admission costs that are not covered by other insurance. Some of these plans offer cash payments to help pay for any extra expenses accrued during hospital stays, as well as deductibles, observation stays, surgeries, medications and more. These plans are beneficial for people with Medicare Advantage Plans, which can sometimes leave beneficiaries with large bills from hospital stays.

Working with Medicare leads is a great way to make an income, but you do not have to solely rely on the Medicare Annual Enrollment Period to thrive. Some insurance agents bank on getting most of their commissions during the Medicare Annual Enrollment Period, but that is only 54 days out of the year. There are so many different ways you can continue to earn commissions during the lock-in period. Seniors need coverage for dental, vision and hearing, help with some hospital costs, and coverage for long-term care if they have a chronic condition that worsens, all which Original Medicare does not cover. If you consider selling (or cross-selling) the insurance plans mentioned, then you can continue to help seniors and grow your business outside of the Medicare AEP!

Strategies To Prevent Medicare Disenrollments

Medicare clients are arguably the best clients because of the residual income they give you when they renew their plan each year. You definitely want to hang onto these customers! But once in a while you’ll have a Medicare client disenroll from their plan, which can hurt you financially, and maybe even emotionally. After all, you put in a lot of hard work to turn that lead into a customer, and if they disenroll, it can feel like a punch to the gut. But, there are some strategies that can help you prevent Medicare disenrollments.

How Medicare Disenrollments Affect Your Commission

man in a suit standing away from a group of people and dollar bills in between them.
If your Medicare client disenrolls, then you lose the commission you made.

When a Medicare customer signs up for a plan, you get a commission for that enrollment from the carrier. When a Medicare disenrollment happens, you guessed it: you will lose that commission. But losing your commission is not the only downside. If you have too many disenrollments, the carriers that you work with will begin to question your practices and whether you are signing clients up for the right reasons, or just chasing commissions. You could also run into compliance issues with carriers, which could mean losing the ability to work with those carriers.

Preventing Medicare Disenrollments

Be Clear About Prescription Coverage

Medicare Supplement Plans do not cover prescription medications, and you need to make that clear to your client so there is no confusion later on. If you do sell them a Medicare drug plan, make sure that their medications are in the plan’s formulary, preferably in lower tiers in the formulary. If their prescriptions are in higher tiers, they will have to pay more for their drugs, so make sure to go over their medications and check the formularies of each plan to help find them the most coverage and savings.

Check for In-Network Providers

One of the main reasons that Medicare customers disenroll from their plans is dissatisfaction with their plan’s network. Most Medicare beneficiaries have been going to the same doctor for a very long time, and they want to continue to do so. If the plan that you offer them does not cover their doctor or the specialists their doctor refers them to, they will most likely disenroll from the plan and use another agent to find them a plan with a better network. If you don’t take the time to find out important details like this, you can expect to lose the sale later.

Go Over All Options & Discuss Costs & Benefitsoptions written on pieces of paper in different fonts and colors

When you connect with a Medicare lead, they will expect you to discuss ALL the different Medicare options that they can choose from. Do not simply offer them the top 3 plans that you think suit their needs; go over all of the plans available to them and explain what each one covers and how much it costs. Give them the option to choose a plan that suits their needs; they are probably living on a fixed income and will want to find a plan that truly fits their budget. Make sure they are comfortable with the price, including how much they will end up paying on premiums, copays and deductibles.

Make Sure They Are Aware Of OEV Calls

It might slip your mind during the sales process, but if you forget to tell your Medicare customer that they will get a follow-up call from the carrier, or an outbound education and verification (OEV) call, they could end up disenrolling from their new plan because they might be confused by the unexpected call. Make sure to prepare your client for the upcoming call and tell them what to expect from it, such as what the carrier will ask them to do.

Follow Up!

man with a dress shirt on with a phone up to his ear.
Make sure to follow up with your client to build a relationship, and help with any questions they might have.

Every good agent knows that the best way to keep your customer is to make sure they are happy, and the best way to do this is to keep a relationship going with them. Follow up with your customer to make sure they are satisfied with their plan and that they understand it. If they do not, ask how you can help, and continue to follow up with them, making sure they know they can contact you whenever they have any questions. The more questions they have that are left unanswered, the more likely they are to begin worrying that they have a bad plan. Check on your clients and answer all questions, address any concerns, and make it known they can reach out to you at any time.

If you play it right, you can have a Medicare client for a long time, meaning you’ll have a great commission for a number of years. But if you do not take the time to sell them the right plan and are too focused on the commission, you can kiss that commission goodbye later. Medicare disenrollments happen more often than you think, but they can be prevented by using the strategies we have outlined above. In the end, truly caring about your clients, and working with and for them, will lead to more success.

Overcoming Buyer Hesitation

Buyer hesitation. This is something you’ve probably already come across while selling insurance, and you will probably continue to experience throughout your career. People want to learn about their insurance options, but when it is time to pull the trigger and purchase a plan, they often hesitate, worrying that they will feel buyer’s remorse after purchasing a plan. They might feel like they need more time to make a decision or look into the options you have offered them. There are steps you can take to help ease their mind and push forward with a sale.

Show Your Credibility

blue circle with two quote bubbles, one with 4 stars and the other with 5 stars
People feel more at ease working with a reputable agent, so show them your positive reviews.

More than 90% of consumers look at online reviews before working with or buying products from a business. If you have at least one positive customer review, approximately 33% of consumers will be willing to work with your business. It all comes down to trust: customers know that there are a lot of businesses out there that are just looking to make a quick buck and don’t care about their customers, as well as fraudulent businesses that could steal their information and money. The more positive reviews you have, and the more credible you are, the better a consumer will feel about working with you and buying insurance from you.

Show Them What You Can Do For Them

One of the best ways to overcome buyer hesitation and put a potential customer at ease is by being completely transparent and showing them all available plans, their prices, and how much you can save them. If you can share your screen with them, do so! When you share your screen, you can show them that there are no added fees or gimmicks. People like that sense of security knowing that they are not getting played or taken advantage of by a sales agent. Show them exactly what is available in their area, and that they will probably not find anything better, or will get the same results from another agent or an online source. This will allow you to build trust with them, and make them more likely to work with you again.

Create a Sense Of Urgency

exclamation point in a red triangle
Show your prospects how important it is to be insured.

Nudging customers toward a sale is one thing, but you have to be careful how you go about creating a sense of urgency. Push too much and you could lose the prospect forever. The best way to create a sense of urgency when working with insurance leads is to show them why now is the best time to purchase insurance. Compare rates from different companies and help them see that the market is in their favor. Remind them that the unexpected could happen, health conditions could arise, and the older they get, the more they will have to pay.

Honesty Is The Best Policy

Do not lie. Ever. If you can’t offer your customer a policy that meets their needs, it’s always best to be honest and tell them that. Prospects will respect you more and even consider your services at a later date or refer you to friends. And if you do find the right plan for them, make sure to explain both the pros and cons of the plan before your customer makes their decision. Customers experience buyer’s remorse because they feel like they got a plan that wasn’t what they thought it was, doesn’t cover the things they want it to, or is too expensive. Avoid all of this and earn a customer for life by being honest.

Buyer hesitation is frustrating and is inevitable with some leads. And rightfully so: they are investing a lot of money into an insurance plan, so they want it to cover their needs completely. You can help them overcome their hesitation with some of the strategies we have mentioned above. These tips will help you to grow your business and master your sales technique.

How To Sell To A Younger Generation

As we get older, some of us look at the younger generation and say to ourselves, “They think they know it all!” While it’s debatable how much they do know, the reality is that many of them simply don’t know much about the insurance industry. They are at a time in their lives when they might not be giving a lot of thought to insurance, but it’s still very important that they get covered. After all, many of them are just getting out of college and into their first job, and don’t have a lot of extra money, so going without insurance could be disastrous. They might also be getting kicked off their parent’s health insurance plan, so they will need to get their own health insurance plan, but they really have no guidance. This is where you can step in – but in order to sell to the younger generation, you not only have to understand their needs but also show them that you do. How can you do this?

Better Marketing Towards The Younger Generation

megaphone with a magnifying glass, YouTube icon and light bulb coming out of it
Know how to market to Millennials by connecting with them through social media.

What type of marketing have you done to attract Millennials to your agency? For example, are you creating YouTube videos? Do you have a strong social media presence? Remember, Millennials spend a lot more time on their phones and engaged with social media than older generations, so marketing to them through these platforms is the best way to reach them – but it has to be done right. You have to know how to engage with them, not just try to sell to them; after all, they can spot inauthentic marketing schemes a mile away! Many are even able to spot fake reviews, and once they do, that company will lose their trust forever.

Not convinced that you need a good online presence? Studies show that younger generations are twice as likely to purchase insurance online; in fact, 62% of Millennials say that if a brand engages with them on social networks, they are more likely to become a loyal customer. In addition, studies show that 89% of consumers will buy from a brand they follow on social media.

Know How To Process Everything Online

It’s not just that Millennials and young adults want to do their socializing and engaging with content online – they want to do everything online! When it comes to making purchases, some want to avoid human contact as much as possible, and just want the ease of doing things with their phones. It is easier and, let’s be honest, faster. When given the choice, Millennials prefer to shop online for health insurance, with 55% focusing on cost when selecting a plan.

If you want to be successful in selling to the younger generation, you have to stay up-to-date on current technology, which you can do with professional development courses. Know how to compare online instantly, sell online, and process claims online for your clients. Even better, share your screen with them and get them involved in the process, showing them all the quotes you’re getting and what insurance companies you’re working with. They might not feel confident when it comes to the different components of health insurance plans, so using technology to keep them in the loop – and get them quotes instantly – can go a long way.

Know What The Younger Generation Wantspink piggy bank

Millennials are referred to as “Super Savers” because, although they are more educated than older people, they are also in more debt. The majority are trying to pay back their student loans, so they will want a plan that is inexpensive. In addition, they might not be as concerned about which insurance company they can get a plan from as much as older people, and would generally choose to switch plans if it resulted in saving more money. When it comes down to it, the younger generation are all about getting the best plan with the most savings..

Focus On Community

An excellent way to get the attention of Millennials is to get involved with your community. Making a difference is important to many people, especially the idealistic younger generation, and they often want to work with a company that they view as ethical or that they feel has strong core beliefs. Give back to your community any way you can; for example, show your future leads that you care by organizing a local charity or food drive. Or, let each customer know that you will give a small donation to the organization of their choice as a way to thank them for trusting you and working with you.

Looking For Leads?

Benepath offers exclusive ready-to-buy leads. We create ads that are targeted to every age group with keyword-specific landing pages. When someone comes to our site, they enter their information on our form with the intention of speaking to an agent afterwards, so you know that they are ready to speak to you. We do all the work to generate leads for you, and even create a thank you page with your picture and brief bio, so the lead knows who they are about to speak to. And there is no need to compete because all of our leads are sent to you, and only you! For more information, enter your information in the bar on the side of the page, or call 866-368-0377.

Let’s Talk About Customer Reviews & Testimonials

Review and testimonials. They’re what many agents are chasing, unless the reviews are the kind that will send customers running in the other direction! Some companies (including agents) even use fake testimonials and reviews in order to lure people into working with them. It might be tempting to throw in a couple of fake good reviews and testimonials on your Facebook page or website in order to increase your traffic and grow your business, but is it worth it?

The Impact Of Reviewsthumbs up with different colored speech bubbles around it

Approximately 93% of customers read online reviews before deciding to work with a business or buy a product. 31% of customers say they will even spend more on a product or service with good reviews! In addition, the better your customer reviews, the higher your website will rank in search engine rankings.

People Can Spot Fake Reviews

Have you ever put the term “fake reviews” into a search engine? Thousands of answers to the question “how do you spot a fake review?” come up on Google, indicating that people are catching on to fake reviews. About 82% of consumers have read a fake review in the last year, and for 18-34-year-old consumers, the proportion is even higher, with 92% saying they’ve seen fake reviews; and studies show that 90% of people can spot a fake review when they see it. Not only that, but 54% of people say they would not buy a product or service if they suspect it to have fake reviews.

Businesses who post fake reviews will not only lose possible customers, but they will then suffer from a bad reputation. We all know that with a bad brand and reputation, you might as well kiss your business’ success goodbye.

Fake Testimonials Are Actually Illegal

Fake testimonials are not only very deceptive, but posting them is actually against the law. Under 15 U.S. Code § 45, the Federal Trade Commission (FTC) has the power to stop and penalize parties “using unfair or deceptive acts or practices in or affecting commerce.” False advertising falls under this law, including false reviews and testimonials. Fake reviews are not based on real customer experience and so are meant to mislead customers.

red bars going downwards on a graph with a blue arrow about the bars pointing downward
Not only are fake reviews illegal and you can get penalized for them, but you will lose a lot of business.

The bottom line is that posting fake reviews is just not worth it. Everyone spends so much of their lives on their phones these days, which makes it easier for them to distinguish fake reviews from genuine ones. You might get busted sooner or later – and, honestly, there should be no need to fake anything. As an agent, customer service is your best asset, aside from knowledge of the insurance industry. Your job should revolve around helping people find a great plan, keeping in touch with them, and making sure they are happy. When a customer is not happy and leaves a bad review, which will happen once in a while, that’s okay, you just need to deal with it in the right way.

In order to stay ahead of bad reviews, address any you get with a comment saying you would love to speak to the customer to see how you can make things right, followed by a phone call. Show that you are willing to fix the issue and keep your customers happy- this will build your reputation and result in great reviews!

If you would like more positive reviews on your website or Facebook page, don’t be afraid to ask your customers! One study found that 68% of customers will write a review if they are asked. So remember, it just isn’t worth it to post fake reviews, they are more damaging than helpful. Instead, keep your customers happy and they’ll be more than willing to help you out with a positive review!

How to Work with Medicare Leads With Poor Health

According to the U.S. Census Bureau, the size of the 65-and-older population has grown by over a third in the past decade. That means there is a large market out there of older adults enrolling in Medicare and looking for a Medicare Supplement Plan. Medicare Supplement Plans are great because they are the easiest Medicare product to sell and have a high-profit potential because of the renewal commission you get every year. But you have to know how best to sell these plans: some of the leads that you’re working with might be in poor health and wondering how best to keep their medical expenses under control. So how do you sell to a Medicare client who is in poor health?

Explain the Best Option

woman in a suit speaking with a man in a suit
Explain to your lead that a Medicare Supplement Plan is a great option for additional coverage.

Some of the seniors you work worth might have health conditions that could be an issue when it comes to signing them up for a Medicare Supplement Plan. The CDC reports that 60% of older adults have one chronic condition, while the other 40% have two or more. Of course, your leads will want the cheapest option, but that might not be the best choice for them if they have health conditions that require medical attention and ongoing treatments. Explain the situation to them, and point out that a more comprehensive Medicare Supplement Plan will be better for them because it will offer more coverage, even if it does cost a little extra.

It is also very important to explain to your clients how signing up for a Medicare Supplement Plan works. Make it clear to them that they will not face any underwriting if they sign up during their Initial Enrollment Period, but that this is not the case if they switch plans. Make sure they are aware of this so that they sign up for the right Medicare Supplement Plan from the start, and will not be denied or be forced to pay a higher rate later.

Medicare Supplement Vs Medicare Advantage

Because Original Medicare does not cover all expenses, and beneficiaries still have to pay coinsurance, copays and more, they will be looking for extra coverage. They have two options: Medicare Supplement Plans and Medicare Advantage Plans. Both can be great options – it all depends on their needs and budget – but Medicare Supplement Plans are generally better for those in poor health.

With Original Medicare and a Medicare Supplement Plan, your clients can better budget their out-of-pocket expenses. Not only that, but they will have access to any Medicare provider across the country that accepts Medicare assignment. Medicare Advantage Plans are more restrictive with their networks, so might not be the ideal choice for Medicare beneficiaries who need to see multiple doctors and specialists.

Finding Customers the Most Affordable Plan With the Most Coverageillustration of a man with a computer screen behind him with logistics

Once you have spoken to your client and are aware of their conditions and familiar with their budget, you can properly search through carriers for an affordable plan. Your client wants the best, so make sure to provide them with that by finding a plan with a carrier that has a positive record and financial history.

Medicare Supplement Plan insurance leads are a guaranteed commission for at least 6-7 years. If you get a lead with no health issues, great! But more often than not, this will not be the case. Don’t worry, you can still get them a great plan, especially if they have guaranteed issue. You just have to do a little comparing to find them the Medicare Supplement Plan that will best fit their needs while saving them as much as possible on their medical bills. If you are looking for exclusive leads that are ready to buy, Benepath will provide them to you! To get more information, call 866-368-0377.

The 4 Customer Personality Types & How To Sell To Them

When you get into the business of selling, one of the best ways to become successful (aside from a great marketing strategy) is to learn how to read people. Learning different personality types will help you understand which types are easiest to sell to, and how to bend your selling strategy to appeal to the more complex customer. In general there are 4 different personality types that you will come across when selling insurance, and if you adapt your strategy to their personality type, you will better understand each one of their thought processes and be able to sell to them easier.

caucasian woman with a straight face
The assertive type know what they want, it is best to be direct with them.

1. The Assertive Type

Assertive buyers know what they want and will let you know it. They come off strong and want to be in control, and will take risks for a great reward.

The best way to work with assertive people is to let them speak and not interrupt when they are telling you what they are looking for. They want efficiency, so don’t waste your time repeating facts or building up to your point with them; instead, cut right to the chase. Be direct and speak in 2-3 sentences at a time.

2. The Analytical Type

People who are analytical like to do their research, and are more concerned with facts and data than others. They like to take their time making a decision, and will only do so after reviewing their options and weighing the pros and cons of each. Don’t be surprised if they already know a lot about different plans when you speak to them.

All of this means that this type of buyer won’t care about personal recommendations, they will want facts and prices. When working with an analytical type, provide them with detailed information, and stay away from emotions. Don’t rush them, and allow them to take their time to process the information you give them. Set up a follow-up appointment in order to give them time to make their decision.

3. The Amiable Type

african american woman smiling
The amiable type are friendly and value a connection, so build a rapport with them.

People with amiable personality types are friendly and value personal connections and relationships. They are not big risk takers, but are open to suggestions and are easy to please. Because they are so friendly, they are more likely to open up and share information. They will listen and will ask more personal questions in order to get to know you better as a professional and a person.

When working with an amiable customer, you will need to build a rapport and relationship with them. Reassure them that you will help take care of them and supply testimonials from similar clients who found great plans they are happy with.

4. The Expressive Type

Expressive people are emotionally driven buyers who make decisions based on their feelings. They are outgoing and tend to be people-pleasers, but also like to look at the bigger picture and understand long-term benefits. If an expressive type trusts you, you will have a client for life, but if you do not keep the personal relationship going and continue to check on them, they will take their business elsewhere.

The best way to work with expressive customers is to reassure them that you are looking out for them; you can do this with testimonials and reviews. You don’t have to focus too much on facts and figures, instead focus on your personal connection and remember to keep the relationship going.

In the sales world, and especially in the insurance industry, you will serve all different types of people and personality types. You will come across some of the personality types mentioned, and will also come across some people who are a mixture of these personality types. The key to being a good insurance salesperson is to adapt your sales approach. Once you are familiar with these core personality types, you can tailor your selling strategy to fit any situation.

How To Help Businesses With Worker’s Compensation

The past year has been a serious struggle for many business owners, and many who have managed to stay in business are confused and seeking help from agents about their insurance options. Many businesses are looking to reduce costs and recover some of the losses they have experienced. In addition, some businesses have had to let go of some of their employees, or have had to change the roles of their workers, which could put those employees at greater risk of injury. Business owners will turn to agents like you for help evaluating their worker’s compensation needs, and will also be looking to save money, so be prepared with your strategy for how to help them.

illustration of money bills over a person's hand with a suit on
Payroll changes will affect the worker’s compensation benefits and costs.

Discuss Payroll Changes

How much an employer pays their employees plays a crucial part in determining worker’s compensation premiums. This also means that the number of employees a business has determines how much they will pay in premiums. The less employees they have (possibly due to layoffs), the less they will have to pay. You can help your customers save money on their premiums by going over their payroll changes with them.

Ensure Employees Are Correctly Classified

During the pandemic, some businesses were forced to lay off workers, or needed to change some employees’ positions – and classifications – due to being short-staffed, or both. These changes will affect how these workers are covered for the new risks they can face. When an employees’ classification is changed, the cost of your customers’ premiums could change, as well. Incorrectly classifying employees, or forgetting to change their classifications, is an easy mistake for business owners to make. Make sure to discuss this with them in order to make sure employees are correctly classified, so you can possibly save them money.

two set of hands each holding a magnifying glass.
When an employee gets hurt, it is important to send them to see a medical professional and then investigate what happened.

Know What To Do When Employees Get Hurt

In the event that one of their employees is injured, your client might come to you for help. Knowing the process will make it easier for your clients. Let them know the steps: first, they should always direct their employee to get checked out when they are injured. Next, your client needs to investigate the accident and take any statements. Finally, they can file a worker’s compensation claim with the insurance company.

Be The Middleman

Sometimes a business owner will come to you to play the middleman between them and the insurance company. It is your job to point them in the best possible direction and, because you work directly with the insurance company, you can serve as the intermediary between them.

Help Build A “Recovery-At-Work” Plan

If your customer’s employee gets hurt, getting them back to work can be a long process. When the employee is able to return to “light duty,” they will have some restrictions. You can help your client come up with a great return-to-work plan to show employees that they can still be productive and be part of the team, when they are ready. You can help your customer identify work activities that their employee can engage in based on their doctor’s restrictions.

The best way to help your client and keep them happy is by explaining employee classifications, how to deal with payroll changes, and what to do when an employee gets hurt. You can help them save money by going over their options, pointing them in the direction of their best option, and providing the best customer service you can.

5 Ways To Make Your Brand More Appealing To Customers

As the former CEO of Amazon, Jeff Bezos, once said, “Branding is what people say about you when you’re not in the room.” Your business and the services you provide leave an impression on your customers long after you make an insurance sale. You need to stay one step ahead of your many competitors by leaving the right impression. How do you do this? By standing out from the crowd, making your brand more appealing and memorable, and getting customers talking about you. Here are some tips that will help you make your brand more unique and appealing.

1. Have A Good Sense Of Humorcaucasian man with a suit on laughing

One way to stand out is by using humor to promote your brand. If possible, tell a funny story or make some jokes about your brand in your newsletters or in your social media posts. Making people laugh will do two things: it will encourage people to share your posts and help them to remember your business.

2. Use Colloquial Language

Sure, you are familiar with insurance jargon because it’s your niche, but this is not true for your customers. Using insurance jargon is a conversion rate killer – customers want you to explain things to them in terms they can understand. If customers can’t grasp what you’re saying, they’re likely to tune out, not ask you what anything means, and possibly move on to the next agent. Remember, people don’t want to buy what they can’t understand! Skip the jargon and talk to your customers like you are talking to a friend, not a client.

3. Humanize Your Brandgroup of hands holding each other's wrists forming a circle of hands

Would you like talking to a robot? One that does not show any emotion or give you any sense of human connection? Probably not. The same goes for leads and customers. Sure, having an automated chatbot is convenient, but people crave human connection. Show people who you are by writing a bio about yourself on your site, and use your social media presence to show your personality and share some behind-the-scenes updates on your business. You can share stories on your site or social media accounts, use live chat support to speak with customers, and take it personally, literally. People want to know about the person behind the scenes, rather than just the business and what it can provide for them.

4. Offer Rewards to Loyal Customers

Who doesn’t like free stuff and discounts? Consider starting a loyalty program to show your customers you value them, and incentivize them for every friend they refer. By doing so, you will not only keep their business, but you’ll also encourage them to promote your business to their friends so they can join in on the rewards. Give your customers as many reasons as possible to continue working with your company!

silver trophy with a gold band around the cup
Customers want to buy from people who are successful.

5. Display Awards

Customers want to buy from brands that they trust. One way to show that they can trust you is by showing any awards, certifications, or recognitions you have been given along the way. You can also share testimonials and reviews from customers, because most customers read reviews of a product or business before purchasing. In fact, testimonials can boost conversions on sales pages by 34%!

Finding the right way to brand your business is important, take the time to incorporate these tips to help grow your business. The more appealing the brand, the more people will remember you, and the more they will talk about you, which leads to repeat customers and referrals. Think about your values, your mission, and the audience you want to target, and think about what they want and how you can make them comfortable. The more comfortable they feel with you and your brand the more they will trust and use you!

Testimonials

What Our Core Clients Say!

Get Your Free Guide to Selling Exclusive Insurance Leads!

Hey there, I’m Ben, your personal assistant. What brings you to Benepath’s website today?