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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
0
10
20
30
40
50
60
70
80
90
1st Year 2nd Year 3rd Year
HealthAncillaryWorksite
Go Ahead Ask!Go Ahead Ask!