Thats Right Health Insurance Brokers will Never Understand Voluntary Benefits

1
Thats Right! Health Insurance Brokers will Never
Understand Voluntary Benefits
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The Basics

• Health Insurance Brokers are good shoppers.
• Health Insurance Brokers know that someone has to
  get fired before they get hired.
• The least expensive price is the best price.
• Spread sheets rule. (See Brokers are good
  shoppers)

3
Why should Health Insurance Brokers Do Worksite?

• Increases income, hmmmm
• A good defensive strategy
• What is the future of health insurance
  commissions? (We all know the answer.)
• Keeps the competition out. My bet is someone is
  already doing worksite in your accounts.

4
So Whats Different

• Worksite is sold not bought.
• Worksite done right complements the existing core
  plan.
• Even the census is different.
• Every carrier has different product and a
  different risk preference.
• The lowest rate is not the best product but it
  could be.
• Commissions are vested.

5
Its About Enrollment

• Working Conditions
• The 4 Sales of Worksite.
• Guaranteed Issue
• Carrier Choices
• Benefit Counselors

6
Its About Details

• Billing
• Deductions
• Claims
• Reservice
• Process

7
You Need the ToolsTo Make The SaleListen
Drill Down Build Adjust
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Products

• Voluntary
• Group
• When working conditions are not possible.
• Where group already exists
• White collar groups

• Worksite
• Individual or group
• Employees prefer portability
• When working conditions exist
• All groups

9
Disability Insurance

• Short Term and Long Term
• Elimination/Waiting Periods
• Income Replacement
• Durations
• Features, Partial Disability, Pre-X, Survivor
  Benefits

10
Life Insurance

• Whole Life
• Guarantees (Cash Value, rate, Paid Up)
• Guaranteed Issue
• Universal Life
• Cash Value
• Guaranteed Issue
• Term Insurance
• 10,20,30 year
• Guaranteed Issue

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Critical Illness

• Cancer Plus
• Covered Diseases
• Life Chassis
• Guaranteed issue

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Other Products

• Gap
• Long Term Care
• Accident
• Hospital Indemnity
• Blah, Blah, Blah

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The Issues

• Spreadsheeting
• Commission Splits
• The Enrollment
• Finding the Right Partner
• Reservices

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Thats Correct, Only Benefit Brokers Get Worksite
(Get out of the Health Only Business)
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Increase Worksite, Increase Income
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Go Ahead Ask!