That’s Right! Health Insurance Brokers will Never Understand Voluntary Benefits

That’s Right! Health That’s Right! Health Insurance Brokers will Insurance Brokers will NeverNever

Understand Voluntary Understand Voluntary BenefitsBenefits

The BasicsThe Basics

Health Insurance Brokers are good Health Insurance Brokers are good shoppers.shoppers.

Health Insurance Brokers know that Health Insurance Brokers know that someone has to get fired before they someone has to get fired before they get hired.get hired.

The least expensive price is the best The least expensive price is the best price.price.

Spread sheets rule. (See Brokers are Spread sheets rule. (See Brokers are good shoppers)good shoppers)

Why should Health Insurance Why should Health Insurance Brokers Do Worksite?Brokers Do Worksite?

Increases income, hmmmm…Increases income, hmmmm… A good defensive strategyA good defensive strategy What is the future of health insurance What is the future of health insurance

commissions? (We all know the commissions? (We all know the answer.)answer.)

Keeps the competition out. My bet is Keeps the competition out. My bet is someone is already doing worksite in someone is already doing worksite in your accounts.your accounts.

So What’s DifferentSo What’s Different

Worksite is sold not bought.Worksite is sold not bought. Worksite done right complements the Worksite done right complements the

existing core plan.existing core plan. Even the census is different.Even the census is different. Every carrier has different product and a Every carrier has different product and a

different risk preference.different risk preference. The lowest rate is not the best product but The lowest rate is not the best product but

it could be.it could be. Commissions are vested.Commissions are vested.

It’s About EnrollmentIt’s About Enrollment

Working ConditionsWorking Conditions The 4 Sales of Worksite.The 4 Sales of Worksite. Guaranteed IssueGuaranteed Issue Carrier ChoicesCarrier Choices Benefit CounselorsBenefit Counselors

It’s About Details It’s About Details

BillingBilling DeductionsDeductions ClaimsClaims ReserviceReservice ProcessProcess

You Need the ToolsYou Need the ToolsTo Make The SaleTo Make The Sale

**Listen *Drill Down *Build *AdjustListen *Drill Down *Build *Adjust

ProductsProducts

VoluntaryVoluntary

1.1. GroupGroup2.2. When working When working

conditions are not conditions are not possible.possible.

3.3. Where group Where group already existsalready exists

4.4. White collar groups White collar groups

WorksiteWorksite

1.1. Individual or Individual or groupgroup

2.2. Employees prefer Employees prefer portabilityportability

3.3. When working When working conditions existconditions exist

4.4. All groupsAll groups

Disability InsuranceDisability Insurance

Short Term and Long TermShort Term and Long Term Elimination/Waiting PeriodsElimination/Waiting Periods Income Replacement %Income Replacement % DurationsDurations Features, Partial Disability, Pre-X, Features, Partial Disability, Pre-X,

Survivor BenefitsSurvivor Benefits

Life InsuranceLife Insurance

Whole LifeWhole Life Guarantees (Cash Value, % rate, Paid Up)Guarantees (Cash Value, % rate, Paid Up) Guaranteed IssueGuaranteed Issue

Universal LifeUniversal Life Cash ValueCash Value Guaranteed IssueGuaranteed Issue

Term InsuranceTerm Insurance 10,20,30 year10,20,30 year Guaranteed IssueGuaranteed Issue

Critical IllnessCritical Illness

Cancer PlusCancer Plus Covered DiseasesCovered Diseases Life ChassisLife Chassis Guaranteed issueGuaranteed issue

Other ProductsOther Products

GapGap Long Term CareLong Term Care AccidentAccident Hospital IndemnityHospital Indemnity Blah, Blah, Blah Blah, Blah, Blah

The IssuesThe Issues

SpreadsheetingSpreadsheeting

Commission SplitsCommission Splits

The EnrollmentThe Enrollment

Finding the Right PartnerFinding the Right Partner

ReservicesReservices

That’s Correct, Only Benefit That’s Correct, Only Benefit Brokers Get Worksite (Get out Brokers Get Worksite (Get out of the Health Only Business)of the Health Only Business)

Benefits Broker

Health Ancillary Worksite

Increase Worksite, Increase Increase Worksite, Increase IncomeIncome

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HealthAncillaryWorksite

Go Ahead Ask!Go Ahead Ask!