Click the glasses to bring some handy selling tips into focus.
Part 4: How to sell it
Maybe you've never sold Health & Dental Insurance. Or maybe it's been awhile since your last Health & Dental sale. To help you get started, here are some useful tips.
Tip #1
Promote online:
Add web links customized with your logo.
Tip #2
Target groups:
Recommend FollowMe as a retiree plan.
Tip #3
Cross sell to existing clients:
Use email, direct mail, banners and more.
Tip #4
Partner with others:
Join home and auto advisors, group advisors, and living benefits specialists.
* Advise your client to contact the Canada Revenue Agency or seek the advice of a tax professional to confirm eligibility for tax deductions (not available in Quebec).
If you already have a strong online presence, getting started could be as simple as adding some banners and links promoting Health & Dental Insurance.
In person, you can cross sell to existing clients. There are many common questions clients might ask, but you can be proactive by answering them in advance, like this:
Even if you already have a health plan through work, it can be cost effective to add a second plan.
Sell them on the idea of a “supplemental” plan. Ask them if their plan covers 100% of their claims. Most people don't have 100% coverage. For a few more dollars per month, they can get a Flexcare plan to supplement their work plan. When combined, clients can often get 100% of the money back that they've spent on covered health care needs.
Many people wonder if they'd save by setting aside money for health care costs, rather than buying a plan. But that can be risky.
Sure, routine dental costs can be predictable, but unpredictable health care expenses can prove very costly. What if an illness requires expensive medication? What if your client is injured and requires a hospital stay and expensive therapy? It could be difficult to save for those scenarios, but with a health plan in place, they'd be covered.
If you own a successful small business, you may think you're financially prepared to deal with health care costs. But you might want to reconsider.
Here are three strong reasons why this client should purchase a health plan:
- Premiums may be able to be written off as a business expense.*
- Being self-employed, you are highly unlikely to join an employer-sponsored group health plan.
- Your business depends on your good health to succeed.
Even if you're completely healthy, it's a good idea to have a health plan.
Your client's good health is all the more reason to apply for a drug plan now. Health insurance is more about the high cost of prescription drugs than dental protection. They can get a dental plan at any time, regardless of their health - FlexCare DentalPlus™ Basic and DentalPlus™ Enhanced are guaranteed-to-issue plans. They'd be wise to take the best plan available now while they are physically and financially healthy. It may not be available if their health changes in the future.
Although the ComboPlus™ Starter Plan's benefits are somewhat limited, it's a great bargain.
If an unexpected illness or injury suddenly strikes, the benefits you receive can far exceed the premiums you pay. ComboPlus™ Starter is protection against the unexpected costs of health care.
It's true that the FollowMe Health Premiere Plan is a little pricey, but remember, it covers more than just prescription drugs.
It covers dental (including dentures), vision, hospital, hearing aids, registered specialists and therapists, and much more. If they select a less expensive plan now, upgrading to Premiere in the future will require medical underwriting. Here's the key: It's always easy to downgrade, but it can be difficult to upgrade. If they're applying within 60 days of losing a group plan, their acceptance is guaranteed, so recommend that the client go with the guaranteed opportunity to obtain the best coverage available by selecting the Premiere Plan now. If they find it's not the right plan for them, they can downgrade after a year with no medical underwriting.