Questions to Ask New Client

[rjalf]

I'm new to healthcare. I was wondering if some of the pros
here can help me out. When I first get someone who wants
a quote what general questions do you ask to narrow down if they want an hsa, co-pays high deductable etc... so I
can weed through the different plans and then through the different carriers to narrow my search so I don't swamp them
with unnessary information?

 

[jmhopkins40]

I'm new to healthcare. I was wondering if some of the pros
here can help me out. When I first get someone who wants
a quote what general questions do you ask to narrow down if they want an hsa, co-pays high deductable etc... so I
can weed through the different plans and then through the different carriers to narrow my search so I don't swamp them
with unnessary information?

its good to be licensed and trained with multiple products and cariiers and have their brochureS and quoting software downloaded on your desk top. FIRST GET IN FRONT OF THEM.

what type of insurance have you had before?

what did you like/dislike about it?

if cost was not an issue, what plan would you want to have today?

 

[rjalf]

I've been and still sell med/adv./supp. and final expense but have recently branched into health. I'm contracted with uhc, humana celtic and aetna. although i've written a few I'm trying to get a grip on ?'s to ask to pinpoint what advantages/disavantage to show my clients wtihout overwhelming them or me. Thanks for response.

rodney

 

[somarco]

If they have insurance now, your job is relatively easy. If not, you are probably banging your head against the wall.

1) Ask what they have now, how much it costs, and how much they use some of the benefits like doc visit, Rx, ER.

2) Ask when was the last time they had a claim over $1,000 (other than maternity).

3) Price what they have now, then show them ways to save by eliminating things they don't use. Show them how much OOP they have under their current plan vs one with the same OOP but a higher deductible. (The premium savings will probably generate enough savings, especially on a family, to pretty much make the sale for you.

4) There is no reason to go see them. You can handle it all by phone, email.

 

[SRQ Willie]

Yes, it is easy and quicker by doing everything over the phone, BUT.... since you are new and if you have time, GO SEE THEM. You will close just about every one of them if you get them to understand what they want and how things work. It certainly eliminates the " I need to think about it .

Especially if the client is getting quotes from more than just you. It gets you out and seeing people, which makes the it easier to build rapport and get referrals.

 

[rjalf]

all these comments were very helpful.
thank you

 

[Amber Scherloz]

You should be informed of the kind of insurance that the client is interested in purchasing. The main focus of prospect clients is the benefit of the insurance that you are trying to sell to them. Try to highlight what benefits he/she will get from it and ask them what they think of the insurance scheme.