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Isn't THAT the friggin' truth! I showed a perfectly healthy 32m and 27f couple how to reduce their premiums (they'd been paying 350 a month with Unicare) with an HSA and they said they need to have copays - even though they never go go to the doctor. It's maddening! What are these people thinking??? I'll give them what they want, and I'm confident that I've explained the whole thing (being a big HSA fan), but sometimes logic is defied and they need those stupid copays. Craziness...
How do you diffuse the prospect who wants to challenge you? I will volley with them a few times and then move on. Most of the time I remember a snappy comeback . . . but only AFTER I have hung up.
Here are a few that have been successful.
All carriers are the same.
You are correct. That is why I only use one carrier.
PI: Yes, they all have their good MM plan and they all have their limited bennie plan, I dont deal with the little limited bennie plans.
The last time I had (insert carrier name) they didn't pay my claim.
So which carriers do pay claims the way you want them to?
PI: Then we best not deal with those dogs again, thats why i'm a broker, I get u what u want.. not what i want u to have
I really need a copay plan and a lower deductible.
My wife just loves it when I find clients like you. She can spend more time at the mall. The small commission checks I earn when a client buys a high deductible plan just don't last as long.
PI: no problem, they are the most popular, always have been and always will be... now, whats the highest deductible u can stand if I write a policy that pays for pap, mammy prevent care physicals and routine dr visits and drugs with a co-pay?
I just got a rate increase and I didn't even use the plan last year.
I feel your pain. The last time I filled my tank, gas was $3.49 a gallon. Today it was $3.58. I think the oil companies are in cahoots with the carriers to stick it to us.
PI: I hear u and it sucks, whee s your agentand why has he not shopped the business when that happens? See, every year, weather u want it or not, i'm calling u to discuss options cause I promise u WILL get a rate increase and I also promise that as a broker I will shop the business and recomend what we need to do. Heres the deal, I get paid every month on your policy, if the rates go up and u hop on the internet shopinf insurance some slick talking agent is gonna try and take the business from me. I have to call u to protect my paycheck
I don't need a plan with Rx benefits since I don't take any medicine.
Good for you. Which carriers allow you to buy homeowners insurance after your house catches fire?
PI:I didnt either, untill I was 40 yrs old and told I had polycithemia vera di to prior use of preformance enhancing drugs. Now i'm stuck with 600 bucks a month in drug expenses, bet u wish u had drug coverage then
If your plan doesn't cover (insert medicine name) then why do I need your plan?
What was I thinking? Your medicine is $180 per month, but I can show you how to get the same for $110 per month . . . even less if you want generics or equivalents. I have another plan that is $150 per month more and will cover your meds, after you satisfy the $500 Rx deductible. Once you do that, your monthly copays will run you $100 per month.
PI: (i assume this is a pre-x condition?) throw the lead in the trash or get credit on the lead and change the filtering on the leads. Also, just sell Aetna or some other carrier that is favorable towards that medication and wont pre-x it
I don't mind the higher deductible, but I still need my copays.
How much is your copay for brakes, new tires or gutters for your home?
PI: Great, no problem, our most popular plans have about a 2500 deductible and co-pays for dr's and drugs... will that work? ok, gimmie a sec and i am gona run rates from about 700 different plans, whomever is the cheapest providing they are A rated and all have pert near the same bennies then we will go with them. I will call u back in about 5 minn. I will need your social security numbers and dob and doctors names when I call back cause after we get comfortable with the plan selection we will log onto the carriers secured website and complete the app.
When I call back, I get the client to go to my website then we go over the prices... once we pick a plan, I make them look the plan over with me. then we do the app with the help of web conferencing tools. I spend less that 100 bucks per sale, yes I said sale... if i get u on the phone... your sold... providing u didnt lie when u filled out the lead about pre-x... i also say, u must be local to pull this off
In 16 years I have never told anyone how I sell.... for some reason I felt compelled to do it now. The key, be a broker, have several plans(all the big boys) even if u never use them, u got to have them. people buy when they know they are getting the best deal out there based on what THEY say they want. Give 'em what they want, not what you want.
ask them how much money they have in their savings account. If $0.00, they will need copays to protect their non existent budget. HSA's won't help.
though it's hard to get mom to be for some reason. I don't push clients to hard to get out of their comfort zone on this. I walk them through it, some get it, some don't, some don't want to, some don't like the idea. I don't beat them over the head, it's their health insurance, not mine.
But office visits ARE repriced in an HSA. Which insurance carrier allows $150-200 for an in-network office visit?
In 16 years I have never told anyone how I sell.... for some reason I felt compelled to do it now.