The New Sales Reality For the Health Insurance Agent

The Future Is Amazingly Bright!

GroupIndividual Senior Three Distinct Worlds

GroupIndividual Senior Three Distinct Worlds Small Group Large Group 20 – 99 EE

Your World Has Been Changing Commission Compression Fewer Carriers The Rise of the Big Agency National/Regional Agencies Banks Large Rate Increases

And Now The Patient Protection and Affordable Care Act

New Challenges Coming Increased carrier selectivity in contracting agents Fee-based versus Commission Increased standardization of plans Exchanges

The Big Question

Are You a Major Medical Insurance Agent An Insurance Agent That Sells Major Medical and Other Health Insurance Products? Or An HR and Benefit Management Consultant? Mel Schlesinger, RHU, REBC (336)

An Insurance Agent That Sells Major Medical and Other Health Insurance Products? Mel Schlesinger, RHU, REBC (336) Client Major Medical Dental & Vision Voluntary Life & Annuities Medicare Supplement LTC Disability

The HR & Benefit Management Consultant HRISPayroll RegulatoryInsurance Major medical Ancillary Voluntary Executive

Make a Difference with Questions If you ask: What would you like me to do for you? Prospects Reply: Save me money! But that is not what they really want

Which do Prospects Prefer? Rate stability Or The Lowest Possible Rates Today

What do companies really want your help with?

Corporate Benefit Objectives Attract high quality employees Retain quality employees Improve morale and productivity Reduce pressure for increased wages

New Agent Challenges

Challenge # 1 Commission Transparency

In a world where clients will know your compensation (whether fee or line item) you must be prepared to justify that compensation

In a world where clients will know your compensation (whether fee or line item) you must be prepared to justify your compensation Providing a list of services will longer suffice

In a world where clients will know your compensation (whether fee or line item) you must be prepared to justify your compensation Providing a list of services will longer suffice You must create value for the client by providing services that are meaningful to the client

Challenge Creating Real Value

Creating Value The only services that are important are the services that are important to the client Would it be of value if I were able to consolidate all of your various bills into one single monthly bill? In what way would that be of value? If I could take the COBRA liability off of your hands would that be of value to you? Can you tell me how that be helpful? In your mind should there be a connection between the benefits that you provide and employee morale and productivity? Can you elaborate on that a little? How effective have you been in achieving that connection? And what has your current broker done or suggested as a strategy to remedy that?

Opportunities Within the PPACA Section 105 H Government Grants to Expand Benefits W-2 Health Insurance Premiums CLASS

You Must Develop an Entrepreneurial Mindset

For More Information or Assistance Mel Schlesinger, RHU, REBC (336)