New Health Agent Solutions

In this folder I put everything in order of presentation.  First I put in a standard brochure with the highlights of the insurance company, then the application (whoa, isn’t that the last thing you present? No.  More about the why for that later.) Then two quote sheets for the same policy,  one printed with every rider in the book and all the prices listed, and the other with just the benefits that might be of value to the customer and only the prices of the base plans themselvs including the few additional riders.   On the second one I highlight all parts of the policy that are part of the base plan.  The last thing is the actual product booklet that you leave with a policyholder and has the receipt on the back. 

 I also make sure to have my calculator, business cards and a refrigerator magnet ready.

Step 1:  Meet and greet

As you walk to the door of your health insurance prospect’s home make sure you are carrying the folder in your left hand.  leave the right hand free for a friendly handshake and to knock or ring the doorbell.  When the prospect comes answers the door introduce yourself, shake hands, and ask if you can set at the kitchen table to talk.  Always do business at the kitchen table or like setting, even if you have to help them clear it off.  Then tell them to get the list of things you asked them to get ready for you. (see this past post about setting appointments).  This establishes the pace of the appointment with you assuming controll.  As they get the list get out your business cards, calculator and set the folder on the table so that it is setting there in a nice, orderly fasion when they return.  This is the first pre-close because when they see that they know they are there to do business.

Step 2:  The Warm Up

When your health insurance prospect comes back ask them to have a seat and when they sit down ask them a couple of general open ended questions preceeded by a statement of compliment.  Here are some examples:

Your yard looks so nice, do you do it yourself or have a landscaper do it?

This sure is a pretty area to live in, how long have you lived here?

That sure is a nice car, how does it ride?

This again gets the health insurance prospect into the mode of talking about themselves.  Let this go on untill you see that they are comfortable with talking to you, then it is time for the next step:

Step 3:  Disclosure and Fact Finding

This part of the health insurance sales presentation is vital because it contains your biggest and most effective pre-close.

First I tell the health insurance prospect that I am in the business of helping people with all of their health and life insurance needs then hand the several business cards and tell them that if they have any fanily or friends that need help with their insurance I would be glad to talk to them anytime, even if they just need advice.  If nothing else I can get them pointed in the right direction. I then give the health insurance prospect a refridgerator magnet and say: “Its easy to lose a business card, but how hard is it to lose a refridgerator?”  I follow that up with: “I make the point of being accessable to my customers so I want you to have my number available if you need me for anything.”  This is my disclosure to the prospect that gives them a sense of trust.  Now to my fact finding and their disclosure.

At this point I pull out the application and tell them first i need to get their information and have them answer a few health questions so that we can make a good decision of the type policy they need.  I the get the information and fill out the health insurance application, and go over the health questionaire carefully reading and having them answer each question.  I never have them write or sign anything at this point.  When we are finished with that I close the application and put it to the side where it is still in veiw.

This is a huge pre-close.  (It is called an application close.)  They have now answered more questions and this gets them out of the mode of forming objections and into the mode of choosing the correct policy.  It also sets up correctly the tempo for your presentation and helps you determine if there was health conditions they did not originally disclose to you.  If this happens just look for the rate up in underwriting guide and prepare to add whatever percentage it says to whatever price you come up with after doing the product demonstration.

Step 4:  Health Insurance Product Presentation

My health insurance product presentation is a very simple line item presentation that quicly answers all of the questions they have before the health insurance prospect has time to let these questions become objections.

I first pull out the company overveiw pamphlet and open it up to where it has the list of advantages the company plans have. (AM Best Rating, choice of doctors, PPO discount, etc.)  With my pen I go down the list pointing these out one by one and reading each one.  This makes my health insurance prospect comfortable with the company and also answers many of the questions they might have about a company upfront.  When I finish I close the pamhlet and tell them to put it with their cards and magnet.

Next I pull out the two quote sheets and show them both to the health insurance prospect.  The one with all the prices listed for every possible rider I let them see breifly so that they can see the larger prices and then tell them that this is just a shopping list that everthing possible is added in.  I write shopping list on it then turn it over.

I then show them the other health insurance quote sheet that I have prepared with the riders I think they might be interested in with only the totals listed.  I tell them that this is the policy I have prepared specifically for them based on what they have told me on the phone earlier.  Remeber how I highlited all the core plan benefits?  This is where I start, covering the small things first.

The hospital deductible is always the last thing I discuss because they will immediately form objections about the small things being covered if you present that first.

I go down all of the highlited mandatory core benefits first, always using my pen to keep their attention.  I then go over the optional health insurance riders and explain each one and ask them what they think of each additional benefit.  I mark each one yes, no, or maybe.  This is letting them make choices instead of foming objections.  If they ask about a benefit you have not went over, simply point to it and tell them you havent got to that yet , but you go over the benefits in order so that they don’t miss something important.

At this point go back to the shopping list to subtract the costs of each health insurance benefit they said no to.  Write out the totals above the totals on your presentation sheet.  Ask them how these prices look to them.  If they want to get the prices lower give them a choice of eliminating some of the maybees or choosing a higher hospital deductible, this also gives them a choice and helps them feel in control.  You are now in the process of closing them by choice. 

Step 5:  Closing The Deal

Now to seal the deal and walk away with all parties happy!  When you and the prospect settle on price you then pull out the product booklet and usually on the back page is a conditional recipt.  Immediately start filling it out and tell the customer all you need is the check number (or credit authorization number) to complete it.  They almost always go and get their checkbook and start writing a check.  Let them finish and collect the checks.  Give them the product book with their receipt.

Step 6:  Assurance, preventing buyers remorse

The last part is really simple and quick.  Get the application back out and fill out the remaining mandatory forms, most of which only require your and the Customer’s signatures.  Make sure to breifly explain what each form is for to reassure them.

Then breifly explain the approval process and that during that time you will be in constant contact with them to make sure things go smoothly.  Then say your farewells, along with a few compliments, so that they feel good about their puchase.  Remember, health insurance is an intangible product so they won’t be able to go out to the garage and admire it like they would a new car.  You will be the main thing they remember about their purchase.

Now get out there, help some people, make some money, and have fun!

Categories

• 1. my story
• 2. Getting Started In Health Insurance
• 3. Health insurance Lead Generation
• 4. Health insurance Prospecting and Sales Presentations
• 5. Running your new Health Insurance Business



 

 

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