Our Business is the Best – We Help People – STOP Selling on Price over Needs

Bruce Henry - President

When I formed Compass Health in 2007 – one of the core tenants was to select the Best Companies & Products to the individual under age 65 market.  Of course – since then – we have broadened the markets we serve to include the Senior and Specialty markets (Smart pre-paid Cremation, Life w/Living Benefits, guaranteed issue products and more). We are in an Industry where many Agencies & Agents believe ‘more is better’.  I am not and never have been a proponent of the so called ‘Brokerage’ model of spreadsheeting across a zillion products and boiling the selection down to the 3 lowest cost products.

Think about when you go the Grocery store – do you walk down each isle trying to find the lowest cost product?  If you are like most consumers – you may be looking for specials, good deals, get 2 for 1 etc. but you are probably not compromising on the quality of product which you will be consuming.  You are a smart shopper – even if you are on a fixed budget.  

Always remember one thing about Sales – if you sell someone on price over content – you are going to lose them as a customer at renewal increase or if they are presented with a lower priced product from another agent.  Sell them on BENEFITS – not price.  Understand their budget – Ask Questions:

Here are two components of any good Sales presentation:

  1. Warm Up:  Ask them what they do – do they work – are they retired – what are their hobbies – how is their family etc.  Set the stage for having a friendly no stress casual conversation.  Behave as if you are speaking to a family member and not a prospective commission but a prospective lifelong customer.  Understand you know way more than your prospect does about our products – approach each conversation with the intent of helping them and be willing to walk away from the potential sale if you don’t believe you can improve their situation.
  2. Data Gathering:  Who is this product for? Do they currently have coverage? If not – when was the last time they did? What is important to them about having health insurance and/or Medicare? What other needs to they have – Dental – Life Insurance – Vision – Accident Coverage – Pre-paid cremation?  You are planting seeds – listen to their answers – everyone needs these products.  Mentioning these other products up front ahead of quoiting a health plan sets the stage to re-introduce these products at point of sale and in the future.  You should always include Dental, Accident & Critical Illness with any health quote. Let them know – Mrs. Prospect – I know from experience when my customers have to use their health coverage they generally incur out of pocket expenses not covered by health insurance alone. By adding on Accident & Critical Illness coverage (USAble for ACA & AHS or AFE for STM) you can cover most of not all of these expenses for pennies on the dollar.

If you use this structure when speaking to your prospects for the first time – you will gain their trust and confidence. Don’t come across as a Sales Person – rather an Advisor looking out for their wellbeing. HAPPY SELLING!

More Blog Posts

Bruce Henry Receives Patriotic Award

On November 1, 2023, Steve Ramsey presented Bruce Henry with the Patriotic Employer Award from the Office of the Secretary of Defense. Alongside the presentation of this award was (RET) CPL Frank Henry, a Korean War Veteran. How this came about - Steve Ramsey - SSG...

Huge Enrollment Opportunity for Your Store

During AEP / OE all of us are looking for ways to increase sales. With leads online and Social Media, many agents have forgotten about the immediate success available from Grass Roots Marketing. This past Saturday I was reminded again of how amazing successful results...

How to Recruit in Today’s Job Market

In today's society, finding new talent might seem challenging, but it isn't. Technique and approach are all you need to succeed in today's recruiting world. Here are five tips on where and how to succeed at recruiting.1- Seek the traditional methods, such as...

AEP ends December 7th. Make sure to finish this year out strong.

Make sure your Florida Blue Medicare Certifications are complete in your Florida Blue Learning Portal  2024 AEP Medicare Core Curriculum2024 AEP Medicare Product Curriculum What changes can you make during AEP?  During AEP, you can:  Change from original Medicare...

5 Tips When Selling During AEP & OE

Erin Alcalay 1. Build Rapport as a Trusted Insurance Advisor: Get out and talk to people in the community. Attend local networking events. Reach out to current clients as a good servicing measure. Ask prospective clients to review what they have in place; this could...

Why Smart Cremation is Essential in Todays Marketplace

"The cremation rate is predicted to reach close to 60% percent in 2023, with a forecast that the national cremation rate will reach 80% by 2035." - Us-Funerals One of the main reasons is cost, followed by an eco-friendly way of helping the planet. Granted, not...

5 Benefits to Selling Small Group Insurance

This AEP/ OE season, don't limit your options of selling health insurance to individuals and Medicare recipients; target small businesses too. There are many benefits to selling small-group insurance. For example, employees want to work for a company that the Employer...

Senior Indemnity for AEP 2023

As we all know, sitting down with a person who is turning 65 to assist them in deciding to go with either Medicare Advantage or Medicare Supplement can be a complex process. Most are never 100% sure which will be best for them. The great news is the new Allstate...

AEP brings a great Opportunity

The Medicare Annual Enrollment begins October 15th and ends on December 7th. The Annual Enrollment Period is an opportunity for people who are enrolled in Medicare to review and make changes to their current Medicare coverage. This opens a Great sales opportunity...

Selling Season is upon us – here we GROW again! 

Wow – I hope everyone is excited as we are for the upcoming Selling Season (AEP & OE) with the opportunity to build up your BOB with our Best-in-Class Companies and products!  Of course – we have the privilege of leading the way with Florida Blue – the Premier...

Call For a Free Quote