1. Accident & Critical Illness Insurance Weekly Sales & Product Training
Wednesday, April 19, 2017

2. Dickerson Individual Market Product Portfolio
New Products Being Added Weekly!

3. What You’ll Learn Today:
Why your clients need Accident & CI
How to cross-sell Accident & CI to 95% of your customers
How to double or triple your commissions per sale

4. Is in your Savings Account?
Why Do My Clients Need Accident & CI?
62% of bankruptcies are due to illness & 78% of those filers had health insurance
People are living longer after suffering a critical illness
60% of Americans have less than $1,000 in their savings account and 34% have no savings at all
Survey: How Much
Is in your Savings Account?

5. Why Your Clients Need Accident & CI
Single biggest risk
Deductibles, copays, coinsurance
Expenses not covered by insurance
Rent, mortgage, everyday living expenses
Advanced & alternative medical treatments

6. 29m+ 5.25m Accident Facts Did You Know? Falls are 1 of the top 10
leading causes of
non-fatal injuries
people go to the ER
every year
Auto accidents happen
each year

7. 1 in 3 #1 50% 75% Critical Illness Facts Did You Know?
of males will get
diagnosed with cancer
females will
develop cancer
heart disease is the
#1 killer in the US
of people who suffer
a heart attack will
survive at least 3 years

8. Accident Medical Expense
No waiting period
No annual or lifetime limits
Freedom to go to any doctor or hospital
Everyone is approved
pays a cash benefit up to the
selected benefit level in the
event of an accident.

9. Out of pocket medical costs
Accident Medical Expense Example
Out of pocket medical costs
$5,000
AME deductible
$250
AME pays
$4,750

10. Critical Illness pays a lump-sum benefit upon diagnosis of cancer
Diagnosis pays at 100%
pays a lump-sum benefit
upon diagnosis of cancer
or heart disease.
Advanced Alzheimer’s, ALS, cancer, coma, heart attack, major organ transplant, end-stage renal failure
Diagnosis pays at 25%
Benign brain tumor, cancer in situ, coronary artery bypass

11. Accident & Critical Illness Plans
Carrier
Plan
Benefits
GAC
VBA Accident + AD&D
$2,500-$25,000
SASid
Smart Accident Plus+
Critical Illness Rider
$5,000 & $10,000 AME
$5,000-$25,000 CI Rider
Surebridge (CLICO)
Accident Direct
Accident Hospital Lump-Sum
$5,000-$25,000
Critical Illness Direct
$10,000-$100,000
A1 Healthcare
OneCare Accident Expense
AME + AD&D
$2,500-$10,000
OneCare Critical Illness
CI + AD&D
AME + CI + AD&D

12. GAC VBA Accident

13. SASid Smart Accident Plus
Additional Riders Available:
Benefit Amounts: $5,000 & $10,000
Deductibles: $500, $750, $1,000
AD&D Rider:
up to $100,000
Accidental Hospital Indemnity Rider:
$ 100 or $250/day
Funeral Expense Rider
Critical Illness or Cancer Rider
Benefit Amounts: $5,000, $10,000, $15,000, $20,000, $25,000

14. Smart Accident Plus Sample Premiums 40 Year-Old Male Non-Smoker
$5,000 AME/$750 Deductible
$16.51
$10,000 AME/$500 Deductible
$19.88
$10,000 CI Rider
$10.04
$25,000 CI Rider
$25.10
$100,000 AD&D
$9.78
$250/Day Accident Hospital Indemnity Rider
$1.52
Funeral Expense Rider
$0.36

15. CLICO Accident Direct pays a lump-sum cash benefit when hospitalized
for an accidental injury

16. A1 Healthcare OneCare ACCIDENT AD&D AME + AD&D CI + AD&D $2,500 $5,000
$7,500
$10,000
CI + AD&D
CRITICAL ILLNESS
AD&D
$2,500
$5,000
$7,500
$10,000

17. A1 Healthcare OneCare AME + CI + AD&D ACCIDENT CRITICAL ILLNESS AD&D
$2,500
$5,000
$7,500
$10,000

18. Emotion-Based Sales Facts alone will not influence buying decisions.
Health communication studies by Stanford, Northwestern and New York University reveal:
Tell a story from your own life experience.
Here is a great story from an HR Manager
Learning she had cancer:
It is critical to relate to the emotional state of your listener.
Focus on the consequences of an illness (or a decision) for the individual or the impact on their family or friends.

19. Emotion-Based Sales Establish a baseline by: Read this:
Sharing your own story
Engage your client by discussing their own lives
Make up a story if you don’t have one

20. How to Position Introduce Discuss Include
Introduce the idea of Accident & CI when discussing how major med, STM or limited medical plans work.
Discuss when you review the plan’s deductible and out-of-pocket expenses
Don’t go into great detail, let the client know that you will include that with your quote

21. Talking Points
Most clients address this with Accident & Critical Illness insurance
The “ACA Coverage Gap”
All ACA plans have some gaps in coverage
No plan pays 100% of everything
Bronze/Silver maximum out-of-pocket: $6,500 individual, | $13,000 family
Pays a tax-free cash benefit directly to you
Use cash to pay medical bills, household expenses, replace lost wages

22. Sales Presentation
“All of my clients buy Accident & Critical Illness Insurance to provide much-needed cash if they get injured, have an accident, get diagnosed with cancer or have a heart attack or stroke.”
“If I sold you health insurance without Accident and Critical Illness insurance, I wouldn’t feel right… It would be like selling you a car without a seat belt.”
“Think of it as ‘deductible protection insurance’, although you can use the money for anything you want.”

23. Sales Presentation
“Your health insurance with (CARRIER)…and…the optional Accident Insurance with (CARRIER)…which pays up to $XXX in cash benefits to cover your deductible and out-of-pocket costs if you have an accident or injury…
And the optional Critical Illness Coverage with (CARRIER) which pays you a lump-sum, tax-free cash benefit of $XXX if you have a heart attack, stroke, major organ failure or get diagnosed with cancer, is only:
$XXX.XX per month…is that affordable?”

24. Sales Presentation
“As I mentioned before, the Accident and Critical Illness coverage is optional and it’s not required to enroll in Covered California, however as your Benefits Advisor, I highly recommend it as I do to all of my clients.”

25. Sales Presentation You MUST break out the premiums:
Your total cost each month is $_____ for 3 policies:
Your health insurance with…is $XXX
Your accident coverage with…is $XXX
Your critical illness coverage with…is $XXX
All together that totals $XXX as we discussed before. You will see 3 drafts on your account:
Your health insurance will appear as…on your statement
Your accident coverage will appear as…on your statement
Your critical illness coverage will appear as… on your statement

26. Avg. major medical commission Avg. accident and CI commission
Double or Triple Your Commission Per Sale
Avg. major medical commission
$180
Avg. accident and CI commission
$400 - $600
TOTAL
$580-$780

27. $25 Visa Gift Cards Last week’s winners:
Michelle Y. Wong
Genine Chambers
Susan M. Fujimoto
Be one of the first three agents to send in contracting for at least one carrier today and win a $25 Visa Gift Card

28. Dickerson Telesales Incubator
$250/month all-inclusive
Desk, computer, phone, office amenities, IT support
DYL dialer & lead management system
“All-you-can eat” leads
Month-to-month contract
Daily sales training
One-on-one sales coaching
Located in Burbank off the 5 freeway near the airport
if interested

29. Here Are the Next Steps:
We’re Here to Help!
Here Are the Next Steps:
Practice what you preach
Rehearse your presentation
Include Accident & Critical Illness with every presentation
Get Contracted: A1 Heathcare GAC CLICO SASid
Register for 2017 Sales Training Bootcamp!
Call Luis for help!
Luis Sanchez
Direct: | Office:

30. Don’t Miss It!

31. Upcoming Webinars & Events
Date
Format
Topic
4/26
Event
*2017 Sales Training Bootcamp
5/03
Webinar
CLICO Life Insurance & Final Expense
5/10
Carrier Spotlight: GAC
5/17
How to Start Selling Medicare
*Register Online: dickersonbootcamp.eventbrite.com

32. Join us for our 2017 Sales Training Bootcamp next week
Thank You
Join us for our 2017 Sales Training Bootcamp next week