P&C into Health and Life....

May 20, 2007

  1. Wprice
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    Wprice Expert

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    So, here's the skinny! I'm a P&C agent with a L&H license. Inside my agency I'm one of three people with my license. Once focuses on Commercial and the other is a Manger/co owner. I was asked to come in on Tuesday to our main branch to discuss with the Owner about selling Health Insurance. We're a Nationwide company so we broker out Health Insurance between Assurant, BCBS and a few other companies. Reality is, I've never sold health insurance a day in my life. My contract will be at 15 percent, but I also have a base salary and leads within the existing book of business.

    Considering the current advice I've picked up the following:

    30-60 leads a week, without question to make at least 3 sales.

    Always find out why they are looking for new insurance. (Rates, crappy agent, unsatisfied coverage)

    Ask questions on top of questions about health, from allergies to major medical issues.

    Don't sell on the first call. Build a relationship.

    Any super pointers to help out besides the following, and how many calls do you think I should do. Here's my thing, I'll be telemarketing leads on top of what I have with my current book, my goal for the first call is just to introduce myself and find an appointed time to talk to them when it's more planned. The second call would be to qualify them and then adv them it'll take a few days for me to shop around for them to find them the best coverage for their dollar. The third call or appointment is the actually presentation and sale.

    Does that sound like a reasonable progression?

    With my Telemarketed leads, here's my basic script.

    Me: Hi, may I speak with (qualified prospect)?

    Person 1: May I ask who's calling?

    Me: My name is Travis! I'm with the Altman Agency, Mr/Ms (prospect) wanted me to give them a call about their health insurance.

    Person 1: Once second.

    (Prospect): This is (prospect), how may I help you.

    Me: Hey mr prospect, my name is Travis with the Altman Agency. You spoke with Olivia the other day about looking into some health insurance.
    How are you today?

    Prospect: I'm really busy at the moment!

    Me: Oh I totally understand that. Honestly I wanted to introduce myself, verify some information that I have, and find a a better time when you'd have about 20 minutes to sit down and discuss what kind of health insurance we could find for you that suits your needs and budget.

    Do you currently have Health Insurance?

    (Prospect): Blah blah blah

    Is it a group plan?

    Blah blah blah

    Does your current coverage suit your needs? What's making you consider looking around?

    blah blah blah

    Ok, well I do understand you're pretty busy at the moment, what would be a good time for me to call you back where you have about 20 mins to talk?

    (Answer)

    Alright, well, what I'll do is go ahead and give you a call tomorrow, after I get all the important information out of the way and find the plan that fits your needs, it'll take about 10 mins to fill out the application online. Just to let you know, there's no fee involved in discussing any plans or options that I may come across for you. So I'll talk to you on (answer). OK!

    Ok

    Have a great day Mr Prospect!

    Any feedback would be wicked helpful.
     
    Wprice, May 20, 2007
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  2. salpro22
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    salpro22 Guru

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    I am confused. You said that you don't want to sell on the first call and prefer to use a 3 call close, but from your scripts it sounds like you goal is a 2 call close. Which one is it?

    Script looks nice.
     
    salpro22, May 20, 2007
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  3. Wprice
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    Wprice Expert

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    Well, not really sure. I mean I'd have to take time on the second call to get information and shop around. I won't have all the info til the second call and I'd have to shop around with two or three companies. The second call would be the meat and potatoes of the process. It would consist of this:

    Hey Mr Prospect, this is Travis from the Altman Agency, how are you today?

    Prospect: Who?

    Me: We spoke about Health Insurance the other day, you told me to call you back so I could get some information.

    Prospect: Oh yeah.

    Me: Well, first off I'm going to tell you a little about me, then you can tell me about you. First off, our agency is a multi line agency, we do auto, homeowners, commercial, life and health insurance. We're mainly a Nationwide company. I on the other hand, am an independent health insurance specialist. I work for the client, not an insurance company, which means I don't answer to ANYONE except for you and I'm also able to shop around on your behalf to get you the best rate. With that being said, if you don't like what I'm doing, you have every right to fire me. Does that sound good to you?

    Prospect: Sure

    Me: Well, Mr. Prospect, to start working for you, I'm going to need a complete medical background, which includes anything from minor allergies to heart attacks or cancers. The reason why is because if we don't give a complete account of your medical history and you're issued a policy if something happens to you that you haven't disclosed they can deny the claim or even cancel your policy.

    First off do you take any medication from Asprin for headaches to anything else?

    Well, I take asprin for headaches.

    Well, I'm sure being in business can be full of headaches sometimes, how often would you say you get them?

    Oh, just every once and awhile.

    Ok, is that the only medication that you take?

    Yeah, that's it.

    Good! Have you had any surgeries?

    No.

    Have you had any overnight stays in the hospital in the last 10 years or trips to the emergency room?

    No or yes (with description)


    Any High Blood Pressure? Muscles or nerve disorders?

    Nope.

    When's the last time you've seen a doctor?
    about a year ago.

    What did you go for?
    Routine Check up.

    How did that turn out? Did he tell you anything that he'd like you to work on?

    No yes description.

    Who is your normal doctor?
    Do you see a specialist for anything?
    Have you ever seen a therapist?

    If you have insurance now, who is it with? What is your normal monthly premium? When are you looking to make the switch.

    Ok, with that information, I'm going to start working for you. It make take me a couple of days to get back with you, is there a particular time of the day that is good for me to call you when you'd have about 20 more mins to talk?

    Record time.

    Ok, What I also plan to do is send you an e-mail with the quotes the day that I call you so I can discuss them and find the one that best works for you. If I do and meet your budget we'll fill out the application then. Can I have your e-mail address so I can mail them to you?

    Provides e-mail address

    Ok, well do you have any questions that I can try to answer for you at this point?

    hearing none I close.

    Great, well, I'll call you in a few days with what I find out for you ok? Have a great rest of the day Mr. Prospect.

    (I immediately send an e-mail after I'm done speaking just to tell him it was a pleasure speaking with him and the information that we went over in the call.)

    A couple of days later I call back and give him the quotes from two companies explain the plans, offer my recommendation and ask him which one he wants to go with. Fill the app and be done with it. Immediately I fill out a thank you card with a hand written note adv him that it takes about three weeks to process his app, and if he has any questions beforehand he is more than welcome to call. I also let him know after he gets the policy, he'll be getting a call from me to see to make sure he understands his policy completely.
     
    Wprice, May 20, 2007
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  4. salpro22
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    salpro22 Guru

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    Everything looks fine already. I would stay away from saying "First Off" more than once. It was a bit annoying to read that continuously, but it should work well the 1st time. I would just focus on have a logical process for questions and then fill it in as you go.
     
    salpro22, May 20, 2007
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  5. joshril
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    joshril Guru

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    hmmm... I hope that script was a copy paste...
     
    joshril, May 20, 2007
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  6. CHUMPS FROM OXFORD
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    Random thoughts:

    "Prospect: I'm really busy at the moment!" At that point, I NEVER attempt to ask another question. An appropriate response is to say that you'll give them a brief call later in the week.

    "after I get all the important information out of the way and find the plan that fits your needs, it'll take about 10 mins to fill out the application online." That's the last thing I would say to someone you are speaking with for the first time."

    "A couple of days later I call back and give him the quotes from two companies explain the plans, offer my recommendation and ask him which one he wants to go with" Rather forward of you, IMO.

    Sorry to be so critical, but as a P&C writer for more than 25 years, I'm familiar with the transition to other lines. A softer approach might work better.
     
  7. Wprice
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    Negative, that was typed out.
     
    Wprice, May 21, 2007
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  8. Wprice
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    It's cool, I asked for it. That was meant for my telemarketed leads not my current customers.
     
    Wprice, May 21, 2007
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  9. CHUMPS FROM OXFORD
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    "That was meant for my telemarketed leads not my current customers."

    OK. If it works....no need to change it.
     
  10. salpro22
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    How is the aforementioned rather forward? It seems to follow Sales 103. Do you prefer to do things differently?
     
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