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

Introducing Our Brand New Compass App

We are excited to announce our NEW Launch of our redesigned Compass Agent App.  Here, you will find a multitude of things you can access:   You can sign in from the app for quick, easy access to upcoming webinars Book your appointments with your clients and new...

Goodbye Open Enrollment, Hello Tax Season!!

Now that OE is coming to an end, why not generate a new stream of income? Best part, your prospects already trust you with your health insurance! Welcome to Prime Tax (PT)!! PT is a brand-new Income Tax software built for the Health Insurance Agent/agent space. ...

The 2024 Outlook is a WOW for Compass Health 

Prez Corner  As 2023 comes to a close – I must say – it was a very average year in our sector and company. Since the adoption of the PPACA (Obamacare) in 2014, the market space has now been normalized to the extent the space insures around 20M members with...

Open Enrollment Follow Up Can be Even More Important the initial Signup

After Open Enrollment ends, we often time think its time for a break! I would like to tell you that is true, but the truly successful agent goes right from Open Enrollment into Follow Up Mode in efforts to turn Customers into Clients by adding multiple products that...

The best things in life are FREE

Everyone needs an Rx discount!! Why not offer your clients a free solution to lower prescription drug charges? With one of the most comprehensive discount drug card programs available, the CompassRx card is an added benefit you can provide to every client free of...

Unleashing Potential with Compass Health

As the year ends and we look forward to 2024, I enjoy reflecting on the past year. It's an honor and privilege to work at Compass Health. We work in such a fluid industry, and it's gratifying to know we provide agents the opportunity to generate a residual career...

Big Change Leads to Big Success

Recently I made a big move in my role at Compass Health. I have seen the amazing opportunity store Managers have for years and am a firm believer that a store is as successful as their manager wants it to become. After being approached by Mike and Bruce about the...

AEP is over, but we still have a huge opportunity to sell more Medicare !

First, I want to personally thank you for all of your hard work and dedication during this year's AEP season. Our numbers were not anywhere close to what we have done in the past, but hopefully we can finish this month off strong and kill it next year. Keep in mind...

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...

Call For a Free Quote