How to Sell Insurance On High Value Instead of Low Price

What do computers, monkeys, and my 3 year old daughter all have in common?

They can all sell insurance on price alone.

A professional insurance salesperson (like you) must be able to connect with prospects and help them understand and internalize the value of the insurance you’re selling.

If you only sell insurance on price, you will eventually be replaced because:

There will always be another company with lower rates.
When people buy from you just to save money, they’ll leave just as fast.
A call center employee can quote more people faster and cheaper than you.
A website can give millions of quotes per second even faster and cheaper.
I’m not an idiot. I know that price is the primary driver of insurance sales. But I also know that selling on price alone will be the downfall of you, your agency, and the entire agency sale model.

Here’s 14 tips you can implement today to sell insurance on value.  Not one of these tips takes more than a little conscious effort.

1) Talk About Claims

When your health care plan fails

What happens if the health plan you signed up for on your state exchange fails?
It's not a crazy question.
More than three-quarters of the 23 co-op plans created under the Affordable Care Act went out of business.
If your health plan fails, you can look for a new plan, either through an exchange (See “Checklist for buying a policy on a health insurance exchange.”) or on the open market (See “How to buy an individual health plan.”
Ordinarily, you can only enroll in a new health plan during the individual health insurance open enrollment period, which runs Nov. 1 to Dec. 15 in most states. However, you likely qualify for a special enrollment period if your health plan fails. That period allows you time to sign up for another plan outside of open enrollment.

You no longer must have insurance
You don't have to enroll in health insurance anymore. The days of being fined at tax time for not having health insurance is over.
However, it's still a good idea to get health insurance.


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