Posts filed under 'Video Training Posts'
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
Add comment January 8, 2009
How to Navigate Your Underwriting Guides
Video Post – scroll down
A fantastic tip for new health insurance agents is not only to go through their agent/broker guides and brochures but also to organize the information. You always want to quote proper rates and also put client’s with the correct carrier.
For example, assume you have a client who’s 56 and hasn’t had a physical within the past 3 years. You recommend “Carrier A” but unfortunately come to find that they require a full physical within the past 3 years. Declined. You could have put them with “Carrier B” that did not have that requirement.
Another very important piece of information is how your carrrier’s deal with pre-existing conditions in conjunction with prior creditable coverage. The video tuturial below will get more into that subject.
Add comment December 30, 2008
How to Get a Non-Resident Insurance License
Video post: Scroll to the bottom for a video tutorial
There are many reasons you may want to obtain a non-resident license:
- You live in a guaranteed issue state for health insurance
- You wish to sell with a certain carrier(s) that are not competitive in your state
- You live in a state that has low lead flow
- You have a referral and do not wish to find a resident agent to split commissions
Getting a non-resident insurance license is actually very easy. Scroll down and watch the video tutorial which will show you how to apply online in a matter of minutes.
There are, however, some points to discuss before you apply for a non-resident insurance license
- Do your homework first since states have different mandates. For example, for health insurance you do not want to get licensed in a guaranteed issue state. You also need to be aware that some states have special underwriting mandates. Michigan and California for example do not permit exclusions while New Hampshire only allows a maximum rate increase of 25%. If you wish to sell in other states, try to target states that have the most liberal underwriting guidelines.
- Fees vary widely from $8 to over $250 depending on the state. If you’re budget challanged you should be looking for states with low fees.
- Make sure your products are competitive. You may be used to selling through certain carriers in your resident state and falsely assume they will be competitive in other states. For health insurance this is not the case. A carrier that has fantastic rates in one states may be uncompetitive in another.
- Your carriers may offer entirely different products in other states.
Click the link below for a larger version
Add comment December 23, 2008
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
Click the link below for larger version
Add comment December 17, 2008
