Cross Selling A Guide for Agents Version 1.2016 - Revised 02/2016 1
Who is Agent Pipeline? Agent Pipeline, Inc., founded in 1988 as Integrated Benefits, is a privately owned and operated National Insurance Marketing Company dedicated to serving Independent Insurance Agents and Agencies. The company s original focus was on the Individual Health and Group markets. In 2001, Agent Pipeline expanded into the Senior Market and made a steady nationwide footprint. For over 25 years, Agent Pipeline, Inc. has been a revolutionary component in the insurance industry. With a dedicated team of experts working around the clock to ensure agents have all of the tools to provide the utmost support, Agent Pipeline has changed how Independent Agents and Agencies do business forever. Using technology, agency building programs, individualized growth plans, and product/region specific training Agent Pipeline, Inc. is providing a remarkable way for agents to conduct business in the ever changing industry. Constructing departments that center around the specific needs of agents, has given Agent Pipeline an opportunity to excel with agent support, adding a merit and distinction from other marketing organizations. By providing a value added proposition for their Partners, Agent Pipeline, Inc. has created a long lasting reputation of being a distribution solution. With compliance reviews and assistance, enrollment intake, and commissions departments, the company takes pride in the ability to assist in the growth of product, nationally. Agent Pipeline, Inc. has been able to provide unique and innovative marketing techniques and strategies to assist with the distribution of products, and provide partners with production numbers that have far exceeded their goals and expectations. Agent Pipeline, Inc. has transformed the way agents & partners do business. They are experts in the insurance industry, providing new opportunities and robust options for networking channels. Version 1.2016 - Revised 02/2016 2
Table of Contents Cross Selling I. Client Education 4 What is Dental, Vision and Hearing? 5 II. Mailers 6 Sample Mailers That Work! 6 III. Marketing Strategies 8 5 Simple Sales Steps 9 IV. Getting Referrals 10 Simple Ways to Just Ask! 10 Version 1.2016 - Revised 02/2016 3
Client Education Client Education is the most effective way to gain the trust, confidence, and loyalty of the individuals you work with. Your clients depend on you for all of their healthcare needs, from explaining their benefits, reviewing their drug formularies, and providing them coverage and ensuring financial security. Do individuals really need Dental, Vision and Hearing Coverage? Many individuals are unaware that their Original Medicare, or ACA plans do not cover all aspects for their dental, vision and hearing needs. It s important you help your beneficiary understand that prescription eyewear, contacts, dentures, root canals, hearing aides, and other auditory services may not be covered with the plans they are currently enrolled in. Costs for specialty doctors, like optometrists, are significantly higher for the services performed. Most individuals today have a strict budget and can not afford an unexpected bill. Providing an affordable dental, vision and hearing plan is a great solution. How can I demonstrate the need for these products? Part of client education is showing rather than telling, the benefit of the products. Your client can hear why they should purchase a dental, vision and hearing plan from you but until they see the affordability of the monthly premium, and the money they save with out-of-pocket expenses your clients will not understand the financial security of enrolling today. Version 1.2016 - Revised 02/2016 4
What is Dental, Vision and Hearing? Dental, Vision and Hearing Plans are perfect for every client in your book! Original Medicare beneficiaries, small business owners, families enrolled in ACA coverage, and those with Short Term Medical plans! Most Dental, Vision and Hearing Plans, or DVH, are designed for individuals aged 18-89 with no coverage or limited coverage. DVH plans are usually guaranteed acceptance, with no health questions, very non-restrictive networks, and low deductibles. DVH Plans vary by private insurance carrier with waiting periods, from immediate coverage, 3 months, 6 months or a year waiting period for some major surgeries and benefits. The great part of Dental, Vision and Hearing Plans are that your clients have all of the best benefits in one plan. Dental: Coverage for filings, extractions, x-rays, cleanings, annual exams, root canals, bridges, dentures Vision: Coverage for eyeglasses, exams, contact lenses Hearing: Coverage for hearing exams, hearing aids Version 1.2016 - Revised 02/2016 5
Mailers One of the main purposes for the Mailer Approach is to increase your client base and create opportunities for additional sales. There are several lead generation tools, but some of the most returning ways is to use lead generation cards, or mailers. For more information, on assistance with marketing strategies such as mailers, please contact one of our Regional Sales Consultants for discount programs and other information. The DVH plans may be sold over the phone, online, through the mail, or face to face. Version 1.2016 - Revised 02/2016 6
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Marketing Strategies Opening Statement: Mrs. Client, I am confident you will be faced with some type of dental, vision or hearing issue in the future. Do you have coverage for that? Or are you expecting to privately pay? How will you pay? Will these payments cut into your nest egg or savings? Do you know how much out-of-pocket services are for dental, vision and hearing? Typical Dental Expenses for Demonstration Purposes Routine Dental Exam up to $125 Cleanings up to $135 Bite Wing X-Rays up to $135 Deep Cleaning up to $400 per quadrant Routine Eye Exams up to $100 Glaucoma Screening up to $50 Computerized Retina Analysis up to $200 Prescription Eyewear $30 - $500 Contact Lenses $100 - $300 Diagnostic Hearing Exam up to $150 Outer Ear (Hearing Aid) up to $1,000 for basic pair Inner Ear up to $4,000 (or more) for a pair Would you budget allow for $14 to be spent on the financial security knowing if something happens you would be covered? Version 1.2016 - Revised 02/2016 8
5 Simple Sales Steps 1. Get the prospect involved with the calculations during client education. 2. Demonstrate their Budget vs. Out-of-Pocket costs vs. Monthly Premium of DVH Plan 3. Show the prospect how the Dental, Vision and Hearing Plan works 4. Ask how plan would fit in their budget, show a variety of options based on their Zip Code 5. Enroll them! Version 1.2016 - Revised 02/2016 9
Getting Referrals Just ask! 1. Ask your client if they know anyone who wears glasses, contacts, or has braces. 2. Talk to your client about their friends and ask if they could benefit from a conversation with you. 3. Partner with a local dentist and create kid-friendly kits with your business card and product brochures 4. Host an Educational Event regarding Eye & Mouth Health Version 1.2016 - Revised 02/2016 10