What are you going to sell the most of? “What you talk about!”

Larry Goode

In my career, I have learned a thing or two about sales. When I first started in this business, health insurance was not what it is today. It was more like selling a life insurance policy then health insurance. Well, the benefits where not the same but the application and underwriting were. Commissions were a lot higher as well.

Today, a QHP has no underwriting, and the application takes 3 minutes. So, it became a lot easier in my opinion to write a health insurance policy. I still qualify my clients and ask questions about current health conditions because I want to recommend the best plan. In addition, I want to have a good idea if they will pass the underwriting of a living benefit/income protection plan. If I think they will pass underwriting, I pitch living benefits/income protection 100% of the time. Not occasionally or if I think they can afford it. I pitch it to 100% of my prospects that I think will pass underwriting. At State Farm Insurance, agents are given the worst life insurance product on the market and because every single agent must ask about life insurance. That policy is one of the highest selling policies in the country. Its because they pitch it 100% of the time.

I remember my first Major Med application I filled out. It was laborious. Back in 2006, an application had 25 pages. Every health question if answered yes had 3 or 4 follow up question afterwards. Your applications had to be completed accurately or it will stay in underwriting forever. After doing two or three applications it became a lot easier. Today, Life insurance applications are so much easier than old health apps because of express underwriting. After 2 or three applications it will become easy for you to complete an application as well.

In my opinion, you will never sell anything you don’t talk about. Talk about living benefits/income protection and you will sell policies. Think of it this way, the only way to get good at something is to practice. Practice writing living benefit applications for your clients and you will become good at it.

More Blog Posts

Why selling USAble & Florida Blue Dental to all your potential and current clients is a MUST

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. We mustn't assume what a person can afford but instead make our recommendation...

Maximize your Opportunities

Agents are always looking for opportunities to increase their income. Often the solutions are right in front of us and because of that we miss them all together. The hardest part of our job is finding a prospect! Once we make a sale so many believe that the...

Medicare Update

As OEP came to an end, I want to take a moment to thank each and every one of you for your hard work over the past 6 months!  I know how busy these times can be while also maintaining a work life balance, and we thank you for helping us drive our mission at FB...

The SMART Way

Statistically, death is 100%. That’s no Joke.  Funerals could cost upwards of $20,000. That does not even include transportation. So, if anyone dies out of state, the average cost of transportation is $10,000, and the country’s average cost is $20,000. Add that to the...

Are You Marketing?

I read once a long time ago that you only get one chance to make a good impression. There is a lot of truth in that statement. Just think about the first time you met your significant other. You had your best smile on, and hopefully best dressed while at the same time...

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

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...

Marketing Technology of the Future Today

Business cards have been a stable in marketing since they were first used in China in the 15th Century. Back then they were called “Visiting Cards” and they were used by the Noble and Wealthy families as a promotion tool or to show they had stopped for a visit. In...

Democratic senators ask Biden administration to limit “junk health plans” that are not ACA-compliant

"Junk plans are leaving Americans with these tremendously expensive bills," says Xavier Becerra, secretary of Health and Human Services.By Alan GoforthAffordable Healthcare Ahead.Jim Vallee/Adobe Stock More than two dozen Democratic senators this week asked the Biden...

Meet Steve Ramsey our New Group Sales Director

I am pleased to introduce myself to the Compass Health Agent Team and look forward to meeting and working with everyone. Our President, Bruce Henry, asked me to write a brief Bio so you all understand my background.I was born and raised in Kentucky and now live in...

New Possibilities

So many people make New Year's resolutions to only found out later that they did not accomplish their New Year Goal. Our Society has basically brainwashed people into thinking that somehow magically you will lose weight, make more sales, buy a bigger house take that...

Call For a Free Quote