The New Sales Reality
For the
Health Insurance Agent
The Future Is Amazingly Bright!
Three Distinct Worlds
Group
Individual
Senior
Three Distinct Worlds
Group
Small
Group
Individual
Large
Group
20 – 99 EE
Senior
Your World Has Been Changing



Commission Compression
Fewer Carriers
The Rise of the Big Agency



National/Regional Agencies
Banks
Large Rate Increases
And Now
The Patient Protection and
Affordable Care Act
New Challenges Coming
•
•
•
•
Increased carrier selectivity in contracting agents
Fee-based versus Commission
Increased standardization of plans
Exchanges
The Big Question
Are You a Major Medical Insurance Agent
Or
An Insurance Agent That Sells
Major Medical
and Other Health Insurance Products?
Or
An HR and Benefit Management
Consultant?
An Insurance Agent That Sells
Major Medical
and Other Health Insurance Products?
Life &
Annuities
Voluntary
Dental &
Vision
Major
Medical
Medicare
Supplement
LTC
Client
Disability
The HR & Benefit Management Consultant
HRIS
Payroll
Regulatory
Insurance
• Major medical
• Ancillary
• Voluntary
• Executive
Make a Difference with Questions
• If you ask: “What would you like me to do for you?
• Prospects Reply: “Save me money!”
• But that is not what they really want
Which do Prospects Prefer?
• Rate stability
Or
• The Lowest Possible Rates Today
What do companies really want your help
with?
Corporate Benefit Objectives
• Attract high quality employees
• Retain quality employees
• Improve morale and productivity
• Reduce pressure for increased wages
New Agent Challenges
Challenge # 1
Commission Transparency
In a world where clients will know your
compensation (whether fee or line item) you must
be prepared to justify that compensation
In a world where clients will know your
compensation (whether fee or line item) you must
be prepared to justify your compensation
Providing a list of services will longer suffice
In a world where clients will know your
compensation (whether fee or line item) you must
be prepared to justify your compensation
Providing a list of services will longer suffice
You must create value for the client by providing
services that are meaningful to the client
Challenge
Creating Real Value
Creating Value
• The only services that are important are the
services that are important to the client
• Would it be of value if I were able to consolidate all of your various bills into one
single monthly bill?
• In what way would that be of value?
• If I could take the COBRA liability off of your hands would that be of value to you?
• Can you tell me how that be helpful?
• In your mind should there be a connection between the benefits that you provide
and employee morale and productivity?
• Can you elaborate on that a little?
• How effective have you been in achieving that connection?
• And what has your current broker done or suggested as a strategy to remedy
that?
Opportunities Within the PPACA




Section 105 H
Government Grants to Expand Benefits
W-2 Health Insurance Premiums
CLASS
You Must Develop an
Entrepreneurial Mindset
For More Information or Assistance
Mel Schlesinger, RHU, REBC
(336) 777-3938