How to Sell HSAs

For today let’s go over my favorite way to sell HSAs. I feel it’s a mistake to simply show the HSA plan by itself. When you watch the training video below you’ll get a great way to sell HSAs. As always, if you have any questions please vistis the www.ihiaa.com

 

more about “How to Sell HSAs“, posted with vodpod

Online Insurance Training

Note: Video post – view our video at the end of this article

Are you still driving all over creation to see prospects? Still filling up your tank two or three times a week? Getting tired of hearing “You got a card?” or “We need a few days to think about this?”

Technology has made it possible to sell insurance online. Selling online maximizes your time. Instead of time wasted driving to and from appointments you’re spending more time with prospects and clients. Clients also prefer this method since it saves time on their end.

Before we get into some online insurance training let’s go over the benefits of selling insurance online:

• Savings on gas and wear and tear on your car
• More time in the day to conduct presentations and work with clients
• Expanded territory – sell hours away from your hour or in other states
• Clients prefer this method. It is far easier to conduct an online presentation then it is to schedule a meeting
• Better quality of life. Spend more time with your family instead of running around at night
• Promotes more ethical selling. When you don’t have to get an application signed on the spot it allows you to relax
• A better for agents who do not enjoy the “hard close” at the end of a face to face presentation

So, let’s get into the steps for selling insurance online either from your home office or work place:

Step 1: Qualification

When you call your prospect you’ll want to start a 4 step qualification process: 1) What is their level of interest? 2) Do they qualify? 3) What is their time frame? 4) What is their budget? After you’ve conducted a qualification you’re off to the next step.

Step 2: Desktop Share Presentation

With today’s technology and products available you don’t need to launch into a boring and confusing sales presentation. We highly recommend using a desktop share application. After you start the desktop share conference on your end you can either email and invitation or direct your prospect to a web address where they can log in and attend.

After they’re logged in they are now viewing your screen. It’s as if your prospect was sitting next to you. Now the presentation is visual and takes on an entirely new dynamic. They are impressed, interested and everything you discuss is easy to follow. They can view quotes, brochures, and underwriting guides.

Step 3: Offer Choices & Apply

After you’ve conducted your presentation always give your clients a choice. People do not like to be sold but they love to buy. If you allow them to buy you’ll have a client. If you try to sell you’ll hear “…get back with me in a few days.” People love choices and options so always give them at least two choices but never more than three. No one wants to sift through 4, 8, or 10 different products or options.

For example, for health insurance sales I would compare a HSA to a copay plan. For life I would recommend different term periods or term versus some permanent coverage.

For questions about this article contact the IHIAA or email us at admin@ihiaa.com

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Selling Online Video