Does Time in Business Equate to Being an Expert?
- Thread starter VaDwayne
- Start date
- Thread starter
- #13
Yeah, I like that. thanks for the vote of confidence. You are the man. Have and awesome night!!!
Shalom
- 7,790
Yes, of course!
- 15,319
- 3,384
It's specific to the product and specific to the front or back end of it.
Certainly a newer person can be a great sales agent and see the errors of others who care less or have not learned that aspect as well (and those can be very veteran agents).
Back end, not so much. That comes with experience only. Esp for health insurance.
While I agree with John P about studying and knowing, simply put, there are many aspects of health insurance claims that are in no way disclosed or addressed in any printed document available to an agent. EOCs are good, but not great, period.
Once you have dealt with the myriad of claims issues in something like health insurance, you know that your experience gives you a better perspective than that of the front-end agent.
Same with other types as well. Selling life insurance versus delivering multiple death benefits. The front end is "book learning", the back end is only through experience. Per stirpes, the agent actually set this up per stirpes?
And if you're not sure what I am talking about, I will ask any CA health agent to try and answer the following question correctly (and no, it is not covered in an EOC):
Health Net HSA HIPAA IFP $4000 PPO plan (or any of their IFP HSA plans) where client is pre-auth for an expensive self-injectible formulary medication to be purchased by mail-order through HNet's participating mail-order pharmancy. Client has only $200 until he hits his annual OOP on the HSA plan. He orders a refill costing $3,000. What happens and how much does he have to pay?
Certainly a newer person can be a great sales agent and see the errors of others who care less or have not learned that aspect as well (and those can be very veteran agents).
Back end, not so much. That comes with experience only. Esp for health insurance.
While I agree with John P about studying and knowing, simply put, there are many aspects of health insurance claims that are in no way disclosed or addressed in any printed document available to an agent. EOCs are good, but not great, period.
Once you have dealt with the myriad of claims issues in something like health insurance, you know that your experience gives you a better perspective than that of the front-end agent.
Same with other types as well. Selling life insurance versus delivering multiple death benefits. The front end is "book learning", the back end is only through experience. Per stirpes, the agent actually set this up per stirpes?
And if you're not sure what I am talking about, I will ask any CA health agent to try and answer the following question correctly (and no, it is not covered in an EOC):
Health Net HSA HIPAA IFP $4000 PPO plan (or any of their IFP HSA plans) where client is pre-auth for an expensive self-injectible formulary medication to be purchased by mail-order through HNet's participating mail-order pharmancy. Client has only $200 until he hits his annual OOP on the HSA plan. He orders a refill costing $3,000. What happens and how much does he have to pay?
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- 15,319
Simple. I simply suggest the client contact a HIPAA expert and give him Dave Fluker's phone number.
Now ask a difficult question.
Rick
- 3,384
LOL! Thanks Rick. And you KNOW after 15 years I am still going to get a claim where I call the carrier, scratch my head and say "wtf, that's not what's in the EOC". Each carrier is different in how they handle hundreds or thousands of claims. You get to know them and with HIPAA, since your clients are running higher usage than IFP (hopefullY), get a good idea of them.
Do I owe you another Guinness now?
Do I owe you another Guinness now?
- 4,744
IMO, once you understand how claims get processed, selling health insurance is a breeze. I've had med supp clients bring in large envelopes with provider bills, EOMB's, and, EOB's from the supp carrier. I arrange them in order by date, oldest first and then work forward.
