When I started in this business, the only ancillary products were AD&D and Term Life. We are fortunate these days to have so many options available to our clients. Ancillary products build value to every sale and makes you stand out as the agent that cares about your client. Think about it for a minute?
You pitch your client a Florida Blue Plan that has a $5000 deductible. He decides to think about it for a day or two. He is really saying, you haven’t given me enough value and I am going to get another quote from a Florida Blue agent. That client calls someone like me. Well, our rates are going to be $38-$46 difference but, on my call, I am going to explain how that USAble accident plan will cover that $5000 deductible in case of a broken bone or dislocation. I would continue to say 80% of the reason you will be in the ER is due to a slip and fall. Lastly, the plan includes a one $75 wellness benefit to be used each year. Generally, one of the adults will use this benefit in tandem with your ACA plan which provides $0 cost wellness coverage. As a result, a payment of $75 will be provided to you. You can use this as a savings against your annual premium. In addition, I will ask the client if they plan on keeping their teeth. Then sell a dental plan.
What I have found in my career is a way to stand out. Ancillary sales give you that opportunity to stand out. Be the agent that cares enough about your clients to talk about accident coverage, hospital confinement coverage and dental in every sale. Build the value and you will distinguish yourself from the
competition.
I am a numbers guy; I include 2-3 ancillary products on every pitch 100% of the time. Six out of ten say no. That means on 40% of your business has 2 ancillary products and you have given yourself a huge raise.
Please follow up with me if you want further information on where to add your ancillary products in
your pitch.
Thank you and have a great day!
“You are going to sell the most of what you talk about” -Larry Goode
Any questions on requirements and certifications please ask your manager or contact sales support in the home office. (772) 546 – 2299