The "why should I buy this policy if it doesn't cover anything rebuttal" is an interesting way for some clients to say, "I don't see the value in what you are offering."
Case in point, couple in late 40's this evening wanted to purchase the standard $0 deductible plan, w/ copays and full dental/vision for $200-$250 a month. It seems I get that response more from internet leads vs. telemarketed leads, but that is another topic.
Anyways, Mr. and Mrs. Ideal Plan have been paying everything out of pocket for the last few years and decided one night that they should get health insurance to cover themselves in the event anything catostraphic should happen. BTW, one of the members had depression and ADHD, which would result in a rider, decline, large rate-up or CSD with the carriers in VA. They told me that they have no problem paying for prescriptions out of pocket and they don't care if the mental issues are covered, but they want to keep their premium low and benefits high. Of course you do! Fair enough, so it was off to the the one deductible plan after they said they would like to look at HSA's and I think that plan is the best of the best in the area for a PPO plan.
Yadda,yadda, yadda, when they saw the rate for the plan they wanted they went ape crazy on me. Quite expected as I prefer to start off with the ideal plan and knock them into reality and go from there discussing options and letting them pick the rate at the end. The rate they wanted would require a $5000 deductible @ 100% versus the low 4 figure amount I showed them.
I got the, "why should I buy this policy if it doesn't cover anything?," in which I replied, "How do you mean?"
"Well, you're saying that blah,blah, blah, nothing gets covered until we hit the deductible, blah, blah, blah."
"Not at all, this and that is covered at the negotiated rate saving you money right off the bat, combined with the ability to pay for these services with pre-tax dollars, you end up saving money while your HSA account makes money."
(Wife got very upset at this time) "Well that is just not what we want and we will go buy a discount card program and use that at the hospitals, doctors office and everywhere else and just pay cash."
"Oh yeah!," "Do you know what the going rate for a MRI test at the non negotiated rate?
"No"
"Right around $2,000" "What will you do when the hospital says that they do not accept the discount card, you must show proof of insurance or prove that you have the ability to pay for the services before you will be treated."
"We will find a plan that does that."
"Unfortunately, it seems as though the plan you want doesn't exist, but I'll tell you what..........the rest of the story is censored for minors.....
I surmised I was dealing with ignorant people with not a whole lot of money. Always a bad combination.
How do you handle the rebuttal???
Case in point, couple in late 40's this evening wanted to purchase the standard $0 deductible plan, w/ copays and full dental/vision for $200-$250 a month. It seems I get that response more from internet leads vs. telemarketed leads, but that is another topic.
Anyways, Mr. and Mrs. Ideal Plan have been paying everything out of pocket for the last few years and decided one night that they should get health insurance to cover themselves in the event anything catostraphic should happen. BTW, one of the members had depression and ADHD, which would result in a rider, decline, large rate-up or CSD with the carriers in VA. They told me that they have no problem paying for prescriptions out of pocket and they don't care if the mental issues are covered, but they want to keep their premium low and benefits high. Of course you do! Fair enough, so it was off to the the one deductible plan after they said they would like to look at HSA's and I think that plan is the best of the best in the area for a PPO plan.
Yadda,yadda, yadda, when they saw the rate for the plan they wanted they went ape crazy on me. Quite expected as I prefer to start off with the ideal plan and knock them into reality and go from there discussing options and letting them pick the rate at the end. The rate they wanted would require a $5000 deductible @ 100% versus the low 4 figure amount I showed them.
I got the, "why should I buy this policy if it doesn't cover anything?," in which I replied, "How do you mean?"
"Well, you're saying that blah,blah, blah, nothing gets covered until we hit the deductible, blah, blah, blah."
"Not at all, this and that is covered at the negotiated rate saving you money right off the bat, combined with the ability to pay for these services with pre-tax dollars, you end up saving money while your HSA account makes money."
(Wife got very upset at this time) "Well that is just not what we want and we will go buy a discount card program and use that at the hospitals, doctors office and everywhere else and just pay cash."
"Oh yeah!," "Do you know what the going rate for a MRI test at the non negotiated rate?
"No"
"Right around $2,000" "What will you do when the hospital says that they do not accept the discount card, you must show proof of insurance or prove that you have the ability to pay for the services before you will be treated."
"We will find a plan that does that."
"Unfortunately, it seems as though the plan you want doesn't exist, but I'll tell you what..........the rest of the story is censored for minors.....
I surmised I was dealing with ignorant people with not a whole lot of money. Always a bad combination.
How do you handle the rebuttal???
