Current trends show that the three major forms of traditional insurance distribution, captive, independent and direct channels, are blurring. The industry is undergoing a merger of distribution channels. All reports, though, seem to agree on the fact that costs of healthcare borne by employers, families, and taxpayers, are escalating. This fact calls for innovative solutions in the health insurance and health care sphere. Health insurance agents have an opportunity to deliver on this value proposition, leveraging their unique competencies in partnerships with providers.
The potential loss of financial security, as a result of health costs, is a widespread fear; even among those with health insurance. How can insurance agents alleviate this anxiety for their clients?
Health insurance agents bring insurance expertise to clients. Yes, technology can bridge the information divide between healthcare shoppers and health providers. But technology fails to match available information to a consumer’s particular pain. This is where the expertise of health insurance agents adds value to a prospective client. They have access to a variety of medical insurance plans and they are best positioned to help the client with his/her insurance needs. In order for an insurance agent to capitalize on the value that he brings, it is imperative to recognize and then match the detailed insurance needs of the prospect to the best available plan. In order to achieve this as an agent it takes a combination of experience, expert insurance knowledge and craftsmanship, in the sense of detailing the prospect’s needs.
As an independent agent you know what questions your prospects should be asking. More importantly though, you have to make sure that all relevant information provided by a prospect over the course of time, is easily accessible. Practically speaking, you have to put technology to use. Emails, notes, texts, phone log and call debriefs need to be at your fingertips next week or next month, when you get in touch again with that prospect. Your professional expertise takes you half-way to a new contract. Maintain a high closing rate by staying on top the needs of prospects; namely, by discovering their needs.
Discovering the insurance needs of a new prospect may come little by little. You can not afford missing on this piecemeal information. Those little post-its of yesteryear made miracles back then. Today, a phone call, or an email may be the reason for a post-it, either physically, or electronically. Insurance CRMs give you the upper-hand, so as to never miss any crucial detail, while working your way to closing a prospective client.
You know that you cannot rush the sales process. Each prospect takes his own time. It is part of your job to understand the real pain of each prospect; to take note and easily keep a detailed log of your communication with them. On the other hand, stay on top of what information you have provided to them and when. This way, you go back and further inquire for their feedback on the information provided by you.
By building a habit to maintain a log of each step, or touch, of the sales process, a health insurance agent sets the stage to an increased closing rate. A log can only be as little as what can fit on a post-it note. But this, seemingly irrelevant information, combined with other intelligence that you collect from the prospect along the sales process, can help you understand their real pain. Listen carefully to what they have to say; and use this data to qualify the prospects. Ensure that, each time you talk to them, you sound knowledgeable about them and their pain. How? By knowing what has been communicated in the past, up until then.
How health insurance agents’ prospects for business have already changed, with a focus on data. Using data from a variety of sources is going to be more and more important when insurance professionals walk into a prospect meeting. The volume of available data is such that it’s practically impossible to operate efficiently without using a CRM. Choose a CRM that best supports your core operation and gives you an edge, when compared to other health insurance agents. Agentbook is best suited to support you in your sales process.