5 Tips for Health Insurance Client Retention-Part 2

Health insurance client retention

When too many of your clients are cancelling their health insurance policies, you start to feel the impact at all levels of your business—lost clients could increase administrative costs and you could also see issues with debt management if you’ve already budgeted certain commissions that are no longer coming in.

And acquiring new clients is not cheap.

Here is part 2 for our tips on how to choose clients who will stick around:

(Read part 1 here.)

3. Use Stories

People respond to stories. You can demonstrate the value of a certain policy or package by telling a story about how the policy has worked for an unnamed client in the past and the benefits it provided them.

Insurance consultant Keith Leech likes to use a 4-question process to further drive the point home in a prospects mind. You can use these questions yourself:

  1. “Who do you know who has suffered a heart attack, cancer, or stroke?”
  2. “Were they expecting it to happen?”
  3. “Did they suffer financially or emotionally?”
  4. “Would cash have helped?”

Everyone has been affected by heart attack, cancer, or stroke in one way or another. By relating your products to a personal experience of your client’s, they will better understand the immediacy of their health insurance needs.

4. Maintain Communication

To keep your clients on board with you, it’s important that they not only hear from you at renewal time or when a premium is late, but other times as well.

Show your clients appreciation and they will stick around. 

Remember: you and your client are business partners.

The best way to maintain contact is to create a repeatable communication schedule that you replicate for every client.

No, you don’t want to send any “Dear, client” emails. But when your client signs on with you, you may want to send yourself some Google alerts to remind you to ask them questions to head off common conversations you may have in the first 30 days of partnership.

“Did you receive your insurance cards?”

“Do you have any questions or concerns with your coverage so far?”

Make sure some of these are phone calls as well.

Don’t inundate them with phone calls and emails. However, you can use special insurance events as a good reason to contact them. For example, May is national disability insurance awareness month, September is national life insurance awareness month, and June 28 is national insurance awareness day.

Also, around the new year they may need to renew their policy. Your best practice is to see if they’ve had any life-changing events in the past year such as a wedding or a child. Find this out from your client and suggest some options to better suit their new needs.

5. Assume You’ll Be Their Agent for Life

Building a long-lasting relationship with your clients isn’t about selling products, per se; it’s about selling your services. It’s about being there when they need you.

A truly great health insurance agent will get referrals from parent to child.

As your relationship extends over the years, consider offering life insurance. Many people are under the misapprehension that life insurance is expensive. Like most people, they may simple have whatever plan they were offered through their job and have left it at that.

If you are always looking out for your clients needs in their interest, you’re sure to continue these long-lasting relationships.

(Read part 1 here.)

naples real estate school

Larson Educational Services

13040 Livingston Rd. #12,

Naples, Florida 34105

LarsonEd.com

239-344-7510

5 Tips for Health Insurance Client Retention–Part 1

Health insurance client retention

When too many of your clients are cancelling their health insurance policies, you start to feel the impact at all levels of your business—lost clients could increase administrative costs and you could also see issues with debt management if you’ve already budgeted certain commissions that are no longer coming in.

And acquiring new clients is not cheap.

Here are 5 tips to make sure you choose clients who will stick around:

1. Pre-Qualify

The road to client retention starts before your relationship with a client even begins. First, you want to discover if you and a particular prospect are a good fit for each other.

In all industries, the best salespeople ask the right questions. 

You may also benefit from a shift in thinking: rather than focusing on acquiring clients, think about it in terms of finding out if a prospect is a good business partner. Ask yourself, “Is she a good fit for the services I offer?”

You must be willing to say no to certain clients if you think you cannot provide them with the services they need. Or you may say no if you foresee this prospective client requires a larger investment of time than you can afford.

The same insurance product won’t fit every potential client. Determine their budget.

If, for example, you run into a prospect who qualifies for high subsidies, it will be important for them to know the value of supplemental products, though they may not have the budget for these voluntary products.

Work together with them to find the best potential options to fill in the gaps created by high-deductible ACA plans, for example.

2. Find Your Niche

You will need to project professionalism and trustability to potential clients. If they have any qualms whatsoever about your ability to serve their health insurance needs, assure them that you specialize in this field—you are the content expert. 

Oftentimes, you can put an apprehensive prospect’s worries to rest by letting them know what others in their situation are purchasing. Decisions of any kind are difficult, let alone when healthcare is involved.

Make the decision easier by providing them with a road map of previous clients’ experiences.

The language you use may sound like this:

“This is our most common package.”

“Many of our clients are happy with this package, and here’s why.”

“This is our most popular package.”

Again, you don’t want to sell them something they can’t afford—sure, you won’t be able to retain them as a client, but more importantly their needs won’t be met.

Click here to read part 2!

naples real estate school

Larson Educational Services

13040 Livingston Rd. #12,

Naples, Florida 34105

LarsonEd.com

239-344-7510

9 Tips for New Health Insurance Associates–LarsonEd

9 Tips for New Health Insurance Associates–LarsonEd

Thinking of becoming a health insurance agent in Florida? Then you have to keep in mind  that there are many other agents just like you who earn a lot of money per month.

But don’t be intimidated: even if you’re a beginner, you can easily make a living in this industry. Take these tips into consideration and you’ll set yourself up for success.

1. You need to come with the right expectations.

There is no overnight success in the health insurance world. You have to work hard and you need to provide the best results for your clients– this will lead to the very best results. Your start won’t likely be easy, but you need to power through the opening phase to reach success.

2. If you already work with clients, keep close communications with them.

This is the best way to generate return clients, because customers will come back to you whenever they need health insurance as long as you offer them quality services.

3. Use social media and create a website.

You need to make sure your services are easily found on the internet. With help from these two mediums, you get to have a massive exposure, and you also stay in touch with potential clients. It also helps with you SEO (search engine optimization).

4. Be transparent and professional.

You won’t get repeat customers and word-of-mouth referrals unless you’re professional and offer them the very best value on the market.

9 tips new health insurance sales associates

5. If you’re a newcomer and send prospects emails, proofread them multiple times.

The reason is simple: first impressions matter and you want to make them as good as possible. When customers see grammar problems, they will most likely stay away from your offer instead of calling you.

6. Relate to your clients.

Understand what they need and figure out what insurance product can help them. It’s not about you making a sale–it’s all about helping your customer get the right solutions!

7. Always dress in a professional manner.

Dress nice and be respectful with your clients. As we mentioned earlier, first impressions matter quite a lot. Dress properly and you will make a great impression.

8. Work with a team.

If that’s not possible, it’s okay, but try to find a team that you can trust and which will be able to help you. It will be a lot easier to handle multiple customers this way.

9. Provide the very best customer service.

Customers will always line up to you if you sell health insurance at the right price and you also take care of their needs. This is why you have to bring in front a stellar customer service if you want to get a stellar outcome.

As you can see, it’s not that hard to provide high-quality insurance products/services. It all comes down to understanding what your customer wants and what health insurance products they need. Follow courses from a health insurance school and always try to brush up your sales skills. Take care of all these tasks, and you’re have no problem delivering amazing insurance services to your clients even if you are a newcomer.

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About Larson Educational Services:

Utilizing 30 years of real estate training and professional education experience, Florida real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.

Brad Larson

Larson Educational Services

13040 Livingston Road #12

Naples, Florida 34105

info@LarsonEd.com

239-344-7510

www.LarsonEd.com

7 Traits of Successful Insurance Agents [VIDEO]

About Larson Educational Services:

Utilizing 30 years of real estate training and professional education experience, Florida real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.

Brad Larson

Larson Educational Services

13040 Livingston Road #12

Naples, Florida 34105

info@LarsonEd.com

239-344-7510

www.LarsonEd.com

Your Florida Insurance School of Choice–LarsonEd

Your Florida Insurance School of Choice–LarsonEd

florida insurance school

Sign up for classes here: https://www.larsoned.com/insurance/

About Larson Educational Services:

Utilizing 30 years of real estate training and professional education experience, Florida real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.

Brad Larson

Larson Educational Services

13040 Livingston Rd. #12

Naples, Florida

34105

info@LarsonEd.com

239-344-7510

www.LarsonEd.com

Add Life and Health Insurance–Naples Real Estate School

Real estate professionals: have you considered adding health and life insurance to your wide range of products?

Check out more here:https://www.larsoned.com/insurance/

Naples insurance school

About Larson Educational Services:

Utilizing 30 years of real estate training and professional education experience, Florida real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.

Brad Larson

Larson Educational Services

13040 Livingston Road #12

Naples, Florida 34105

info@LarsonEd.com

239-344-7510

www.LarsonEd.com

7 Traits of Successful Insurance Agents–LarsonEd

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1. A Client-First Mentality

Having a commission-only mindset won’t serve you well in the insurance industry. Focusing on making the sale without first considering the needs of the client may work in the short term, sure, but over the years this mentality will cripple your sales.

Listen to what your clients and prospects needs are in order to earn their trust, which can be one of the most difficult parts of sales.

2. Accessibility

Make yourself available to your clients–this helps them rest assured that they’re well taken cared of. And respond to phone calls and emails in a timely manner. A major complaint of those who buy life insurance policies is that there is nobody to answer their questions after they’ve made the purchase.

3. A High EQ

Your emotional intelligence will serve you well in this industry. Your ability to listen and practice empathy with your clients will help you connect with them on a deeper level. A good life insurance agent can their help their client see their financial situation with clarity and tact.

4. High Energy

To their clients and business connections, a good insurance agent will appear happy and excited to work. A negative personality trait doesn’t sell well. Even if you’re not the most excited at any given moment, remember the key word: appears. Sometimes you have to fake it ’til you make it.

Naples insurance school

5. Perseverance

If you want to be successful in the insurance field you’ll have to be prepared to handle rejection on a daily basis for years. Remember: without taking risks, you have no chance of succeeding in this industry.

6. Forthrightness

Using deception or your client’s fear (whether it is their fear for their own future or their financial situation) may work in the short term, but over time you could end up making a bad name for yourself. Your success will come from repeat business. The only way to get word of mouth and repeat business is to gain your clients’ trust.

7. Wide Array of Products and Knowledge

A successful insurance agent will have many products to offer their clients, and they know which of their products will be best for them as well. You also need to understand the legal components of your products in order to convey that information to the client.

If you’re already a LarsonEd student who has taken our real estate licensing courses, you’ll notice something interesting about this list:

These traits of successful insurance agents are the same traits that make a successful real estate agent.

The transition from real estate to insurance may seem arbitrary, but consider this: by offering your current real estate clients an even wider array of products, including health and life, you may be able to better serve their needs and help your business boom.

For more information about our brand new insurance licensing courses, check out our website: https://www.larsoned.com/insurance/

About Larson Educational Services:

Utilizing 30 years of real estate training and professional education experience, Florida real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.

Brad Larson

Larson Educational Services

13040 Livingston Road #12

Naples, Florida 34105

info@LarsonEd.com

239-344-7510

www.LarsonEd.com