Many ACA customers live ‘paycheck to paycheck’ which is 80% of Americans. However, this does not mean they cannot afford anything. It means they budget their money in a weekly manner.
The correct question you should always consider as a trusted advisor is this: Can my customer afford not to have this protection? These clients cannot afford to be out of work for a month, but they can easily afford 30 dollars a month or a dollar a day. It is important that we do not assume what a person can afford but instead make our recommendation based on what we know to be a person’s needs.
Take a moment and put yourself in the shoes of your clients:
Example:40-year-old Mechanic/34-year-old Secretary
(Husband–21k/Wife11k) Two Children: Son 8 and Daughter 7
The parents were doing some painting over the weekend and John falls off the ladder breaking his arm and 2 ribs. The Doctor tells him he cannot work for 3 to 4 weeks. Within most families this would cause immediate panic.
- How will we pay the rent next month?
- Will we have enough for groceries?
- Can we pay our car insurance?
This family – like most families – works to budget their money carefully so they will be able to pay all their bills each month. If one cannot work this can cause a huge financial crisis. I guarantee if you went to them now and asked if they wanted an accident plan from USABLE that in this case would pay them out almost 4k and the plan will cost you only a dollar a day they might knock you over trying to sign up.
Instead of trying to save a family 30 dollars a month picture the good the policy will provide for this same family if they ever have an accident and cannot work and/or incur large non-covered expenses.
Even if you do establish the great value and benefits of these products – some may still fight you on incurring any cost at all. If you come across this type of situation sometimes using some simple comparisons to money already spent each month can
Help such as:
- Do you stop for coffee in the morning?
- Do you buy lunch at work or bring it from home?
These small changes will save your prospect $14.00 per day. They can now easily pay for the protection their family needs. If you have established value in the protection giving up buying lunch will seem like a small sacrifice. USABLE is key for your client but also you as an agent. In the ACA world we know we will not see any huge commission increases. So, it becomes important to optimize each sales opportunity by including ancillary products. Simply by adding USABLE Accident and Critical Illness to each sale you will DOUBLE your commission AND provide these vulnerable clients with affordable and valuable protection!
Rather than doubling your actual ACA sales – simply include USAble on each sale. Make today the first day of creating a new sales habit including USAble Ancillary with every quote!
