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Newsletter - May 2008 |
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In This Section In The NewsHealthcare Insurance is Not a Modern Development The misconception that healthcare insurance is a modern day practice is being explored. There is evidence to prove ancient China and Rome using a form of insurance. $110 Billion on Reform Plan for Healthcare Insurance Clinton issues a mandatory health care insurance plan. Clinton's "American Health Choice Plan" was announced as she gave a speech on a stop in Iowa for her campaign trail. McCain pushes for Tax Credit, Choice to Health Insurance Fix On Tuesday, Republican presidential candidate John McCain stated that the greater the competition for healthcare coverage, the lower the cost would be. |
Where Do the Front Run Candidates Stand?
As the primaries get more and more heated, the candidates continue to
voice their stance on healthcare issues. As many publications warn: this is
the "candidates' stated positions, not what they will do if
elected."
As the candidates continue to campaign and give their stance, we are able
to look at where the economy and the healthcare insurance market may go.
Generally speaking, the Democrats' have said they plan to offer all Americans
a variety of insurance choices similar to the ones that are offered to federal
workers. Republicans plan to remove restrictions and regulations on the
insurers. They argue that a free market will drop costs and increase the
quality of both parties agree that savings will come through advances in
digital medical records and disease prevention.
Candidates were asked for their position on topics, here are the break downs
for where each individual stands on these issues.
Premium Subsidies to Individuals
Premium Subsidies to Employers
Changes to Private Insurance
In summary, it appears that all candidates regardless of party affiliation provide
incentives to consumers to purchase health insurance from existing
channels at least as elements of their healthcare solution. Due to this
commonality amongst the candidates the expected outcome is likely to drive
more consumers to agents who provide health insurance solutions.
Solera Offers it's Agents Upgrades & Free Quoting
In the past month Solera has released two new products: the CarePOS for
Groups Dental Plan and the Triple Choice/Dual Option Dental Plan. With
these two new dental products, Solera
provides free quoting services for its agents.
Solera Enhances its Triple Choice/Dual Option Dental Plan Since releasing the Triple Choice/Dual Option Dental Plan, the largest request from our agents and their clients has been that the plan offer a $1,500 maximum option. Realizing that the agent could sell more by better meeting the clients' needs; Solera has enhanced the plan to offer the option of a $1,500 maximum. (The original $1,000 maximum plan design is still available.) Solera continues to provide its agents with competitive plans, as well as a simple and effective sales process. With this enhancements, Solera Agents have more plan designs to offer their clients to increase the appeal of the Solera Triple Choice/Dual Option Dental Plan. Professionalism is Being Prepared
In today's fast-paced, professional world, many important competitive
elements can get over looked. One example may be the way a meeting is
approached. Taking the time to Be Prepared is critical to success in selling
health insurance.
Preparing for a meeting is a deliberate process that is an important element
of a successful meeting. Follow these simple steps to improve your
success in meetings and ultimately your sales conversion rate.
Step 1 - Prepare Materials
As an agent walking into a business you need to be sure to have all your
materials prepared. This breaks down in a number of ways: do your
materials demonstrate professionalism and delivery your message in a clear,
concise way? Do your materials answer the customers questions? Do your
materials provide value? Your materials should be printed with a quality
printer with minimal grain, on quality paper. Finally, your
documents should be organized so that you can get exactly what the client
needs when they ask you.
Step 2 - Dress the Part
All materials have been gathered and neatly organized, now it's time to do the
same to your appearance. Dressing the part is an important factor in being
professional. A good rule of thumb is one step above your audience.
When in doubt go with the more professional look.
With all materials ready and you look professional, being on time is the
next step. Being on time demonstrates respect for your client and provides a
first impression of professionalism. Upon arriving, mannerisms and
behavior can also show your professionalism. You want to conduct yourself in
professional manner that is suitable to everyone that you encounter. Your
conduct and preparedness makes your audience comfortable, which produces a
greater sense of confidence in your capabilities.
Step 4 - Define the Next Step
As the meeting wraps up it is important to close the meeting with a definite
next step. Whether the next step is providing addition
information, a follow-up discussion or closing your sale, successful sales
professionals always have a reason to follow-up with the prospect.
This puts the control in your court rather than waiting for a prospect to
contact you. You always want a reason to come back or make additional
contact to advance the relationship and further demonstrate your
capabilities.
The Bottom Line
Being prepared is a deliberate process that all successful professionals use
as a best business practice in their ordinary course of business.
Close the Divide Between You and Your Prospects
Closing a sale can be a drawn out process, usually consisting of a number of
meetings. Meetings that may tend to veer off your business topic. This is an
important part of relationship building. The question often arises,
"What do I say when the topic changes to personal and how do I get it
back to business without offending?"
When the client or the meeting does go off course the best thing to remember
is to talk less about yourself and your opinions. Let the client talk! Don't
put yourself in a position of offending your client or provide a reason
to dislike you. Sometimes personal opinions can offend or create a divide
between you and your prospect.
By allowing the other person to talk, the discussion stays on their topic of
interest. The result is usually a positive feeling with the prospect.
The old saying of "don't talk about religion and politics" is
true in most cases and can be taken a bit further to ensure positive impact
with prospects. For example if your prospect is talking about
golf, don't mention your membership to a prestigious private golf club.
This may create a divide as few prospects are members of such clubs.
If your prospect is talking about the basketball game, don't mention your courtside
seats as this again can create separation between you and your prospect.
Provide yourself every opportunity to relate to your prospects and give them
every opportunity to relate to you. This produces stronger
relationships.
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