Preaching Insurance to the Choir

Some of your best customers are those that have done business with you for years and know the value of having health insurance for those “what if” moments in life. In other words, they have an emotional attachment to not only having insurance, but to the benefits of the health insurance policy they ultimately bought. Those with an emotional attachment to a product are your best referral sources ever. They use the insurance when needed. It keeps them healthy. They understand the value of having health care coverage. This is a valuable source of referrals for you.

You may have already noticed by now that those with zero emotional attachment to a product may buy it, but not renew it. It means nothing to them despite the knowledge that it could help them stay healthy. If that is not a goal for those individuals, your sales pitches fall on deaf ears. Younger millennials sometimes do not feel they need insurance because they are young and healthy. Yes, “you” know the value of being protected no matter what age a client happens to be – but that idea may fall flat on its face. Try sticking to the choir (your existing clients) when it comes to asking for referrals.

Health Insurance Is A Good Companion For Final Expense Insurance

Back to the burial insurance, or final expense insurance. If you sell this type of a policy alongside health insurance policies, it is a natural segue to also talk about burial needs and how an unexpected death could impact a person’s family financially. While there is no need for a hard sell, discussing health insurance is a natural way to open the door to considering what may be needed in the event of a life-threatening health scare.

But, it is also not something to bring up while discussing various health insurance policies. You have a strategy to follow while selling health insurance. Use the same type of strategy you use to sell health insurance to close other possible deals on different types of insurance. For instance, health insurance, particularly for those 65 and over, is something that is very important and part and parcel of Medicaid and being covered for health issues, is the possibility of being hospitalized, sent for surgery and need recovery time in a care home, or need at-home care to recover.

Part of the consideration of health care coverage is what is needed in the event of a fatal illness or sudden, unexpected death. Discussing Medicare and final expense insurance, while perhaps awkward, is a stroke of brilliance. Humans do have a way of avoiding such discussions, but they definitely are necessary. If you can bridge the difficult gap between good health care coverage and making sure all possible related expenses can be covered, your conversion rate jumps.

Mark 2017 Open Enrollment on the Calendar Now

It is never too early to plan ahead for 2017 open enrollment and decide what changes need to be made in everyone’s health care coverage

The annual open enrollment (AEP) for 2017 Medicare coverage begins in October 15 and ends on December 7, 2017. During the enrollment period the following changes can be made:

Change from Medicare Advantage to Original Medicare or from Original Medicare to Medicare Advantage
Switch from one Medicare Advantage plan to another or change from one Medicare Part D prescription drug plan to another
Enroll in Medicare Part D, but a late enrollment fees may be applicable

It is important to remember that to enroll in a Medicare Advantage plan there are basic criteria that need to be met, and these criteria are:

Plan holders must not have end-stage renal disease (exceptions apply)
Plan holders must be enrolled in Medicare Part A and Part B
Plan holders must reside in the plan service area

What if the holder of the plan does not want any changes? If the holder of the plan does not want to make any changes, then there is no need to do anything, provided the current plan is going to be available in 2017. If it is not, then the plan holder will receive a non-renewal notice from the insurance carrier before the AEP. No non-renewal notice? The plan stays in place.

Even if plan holders wish to keep their current coverage it does not mean that there are no new changes coming for the year. Check to see if the current plan is still the best option and find out about any changes. Make sure to clearly understand any changes that may apply to the insurance coverage.


What Our 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?