As you know, here at DBL Center Ltd., we are proponents of consultative selling – digging deep to understand your client’s needs and then recommending the products that meet those needs. If you are currently selling enhanced disability coverage and want to expand your book of business to other ancillary benefits, dental insurance coverage is a logical next step.
Scientific evidence shows that gum disease (gingivitis), tooth decay and other oral problems may contribute to heart disease. Any dental insurance policy should include preventative care, including full coverage preventative and diagnostic care such as check-ups and X-rays, twice annual cleanings, sealants, and fluoride treatments.
What else should you look for in the best dental insurance for your customers? On the surface, it may look as if plans are comparable, but when you start reading the fine print, you’ll realize that coverage levels and out of pocket costs can vary widely.
That’s where the DBL Center Ltd. and our InsuranceWholesaler.net site can help. As your insurance concierge, offering white glove one-on-one service for our brokers, we can help you choose the best dental plans for your customers – along with disability coverage, vision, Group Life/AD&D and more.
To get you started, here are some of the features you should look for in dental coverage.
Low Out-of-Pocket Costs
If going to the dentist becomes a financial burden, employees are less likely to go regularly, which can ultimately lead to time off work for dental care and even oral surgery, pain, and – as we mentioned above – a host of other medical issues, too.
Your customers and employees will appreciate a plan that pays for most services without sharing the costs with the patient. Some dental insurance carriers offer balance-billing plans, which are just discounts on services. Ideally, the plan you offer will cover most services and the patient will only be responsible for an affordable co-pay.
Additionally, the covered parties should not have to meet a large deductible or out-of-pocket maximum expense before coverage kicks in. Your customers save money on dental benefits by choosing a plan with a higher deductible, but it’s a risky proposition if they need emergency services like a root canal and can’t cover the deductible.
Choice of Dentists
Many people are adamant – even passionate – about their dental provider of choice. Look for a plan with plenty of choices in providers; you may want to offer your customers a choice of a PPO and a more expensive Premier plan so they can decide.
A Vast Range of Coverage to Appeal to Employees at all Stages of Life
Just as not all dental insurance plans are the same, neither are all employees and their families. First, look at the demographics of your customer’s business. Is it stocked with Generation X-ers whose kids might need braces in the near future? Millennials who are primarily interested in preventative care? Or Boomers who may face extensive oral surgery and rely on preventative care to keep their teeth and bodies healthy?
If your customer employs a broad range of employees – as many companies today do – you’ll want to offer a comprehensive plan that covers all of these services with low out-of-pocket expenses and plenty of choices in providers, too.
It’s easy to find out – just ask. The owner or HR director may even want to offer their employees a survey to determine what kind of plan and coverage they would prefer and how much they are willing to spend for it, if the employer isn’t covering all premiums.
Working with the DBL Center Ltd. will help you offer the lowest rates in dental insurance to your customers. We can write a comprehensive plan for disability insurance, dental, vision, and more, so you can take advantage of multi-line discounts.
Consultative Selling for Dental Benefits
A good insurance agent making the most of his or her consultative selling skills will work with their customers to help them determine their employee’s dental health, possible future needs, and overall budget for dental insurance, including costs paid by the employer and by the employee as a pre-tax ancillary benefit.
By placing the emphasis on preventative care and emphasizing the importance of dental health as part of a person’s overall well-being, you’ll be in a good position to increase your profits by selling dental benefits and know you’re offering your customers an important insurance product that will increase productivity around the office and contribute to the employer and employees’ peace-of-mind.
by Dawn Allcot
Are you an insurance broker who has seen your commissions drop due to the Affordable Care Act and health insurance providers’ new policies? Struggling with falling commissions and uncertainty about the future of the industry, two years ago 49 percent of insurance brokers were thinking about leaving the industry, while 67 percent said they knew someone who had, according to the Aflac Workforces Report for Brokers.
Finding Profits in Ancillary Benefits
But for those who stayed the course,. Your customers will love ancillary benefits like vision, dental, life, and enhanced disability insurance because it gives them an “extra” to provide to their employees in the face of healthcare cuts. And you will like ancillary benefits for the added commissions and multi-line discounts that make it easier for you to purchase these products from one carrier, saving your customers money and streamlining paperwork and administrative costs for you.
Consultative Selling: The Key to Ancillary Benefits Sales
But it’s important to remember these benefits don’t sell themselves, and a consultative approach is a proven method to closing more deals. Rather than the traditional features-and-benefits approach, consultative selling is a more active sales technique. Initially, it may take some time to establish trust and get your customers onboard with your recommendations. But once you’ve established that relationship, it’s easy to sell them the ancillary benefits to meet their needs and budget and nurture the relationship through continued service.
How To Shift to Consultative Selling
Consultative selling focuses on identifying your client’s needs and choosing the solution that meets those needs best. “Consultative selling means brokers will need to show that they have a high level of knowledge about the product,” writes Jeff Kolesar in an article published at LifeHealthPro.com. “That knowledge will create a bond between the buyer and seller allowing brokers to recommend ancillary options once the big medical decision has been made.”
Although healthcare insurance has become difficult and complicated to sell, ancillary benefits haven’t changed in recent years. The options remain straightforward and profitable. It’s all a matter of learning about the different carrier choices and finding the bundled plan that appeals to each customer. With that difficult step done, the insurance sells itself because your client already trusts your recommendation. But how do you get to that point when you’re already strapped for time and trying to make bigger insurance sales, faster? That’s where your insurance wholesaler comes in.
It’s All About the Service
Consultative selling is all about the service you provide as a knowledgeable insurance consultant (hence the name…) for your customers. In his article on ancillary benefits, Kolesar writes, “I recommend leveraging your carrier expertise, where possible. If brokers are strapped for time, they should partner with a carrier that’s equipped to step in and answer questions.”
At DBL Center Ltd., we provide the knowledge of not just one, but multiple carriers, so you can give your customers more options and better prices. We serve as your back office, shopping the various carriers to find the best plans to offer your customers. We share our knowledge. You establish trust through that knowledge and then sell the products. We all win. Your customers get the ancillary benefits they want, we provide white-glove service, and you cash the big commission checks.
Start cashing larger commission checks right away with ancillary benefits:
Get the white glove service you deserve with DBL Center Ltd.
The Affordable Care Act (ACA) saw many employers – especially small-to-medium size businesses, forced to reduce their company healthcare benefits in order to afford coverage. Healthcare insurance providers modified their plans to include higher premiums, larger deductibles, less coverage, and fewer options in healthcare providers. Additionally, ancillary benefits such as vision and dental care, which were previously part of a comprehensive health care package, are being dropped from healthcare plans.
Employees who still have basic medical coverage are counting their blessings: “Well, at least I still have coverage and I’m not being fined for not having healthcare at all.” Other Americans, who are self-employed or unemployed, face a scenario of healthcare options they can’t afford through the government marketplace, or paying fines for being uninsured.
If you look at it that way, employees are fortunate to still have coverage. But these hard-working Americans are doing the same work for their employer, working the same long hours, earning the same pay, but saw their take-home pay or their healthcare benefits reduced for no logical reason. Is that “lucky” or “fortunate?” We don’t think so.
Could you imagine joining a company with full dental coverage, expecting to have your children’s braces paid for or knowing you were covered if you needed oral surgery, only to find those benefits gone as a result of ACA? Maybe you have worn glasses your whole life and specifically requested a vision plan during salary negotiations to save you hundreds of dollars a year. Now, that benefit has been taken away and your employer isn’t sure how to make it up.
To be sure, changes in healthcare coverage place employers in a difficult spot, because they might face reduced company morale. They have to get creative with affordable perks or think outside the box in terms of benefits. (Continue reading and we’ll share more on how you, as their insurance broker, can help with this….)
Finally, insurance agents are seeing profit margins erode. Healthcare is more difficult to sell, while commissions have dropped. Your customers are unhappy, but the products aren’t available for you to provide them with a better deal.
Insurance agents are fleeing the business in droves. According to the AFLAC Workforces Report for Brokers, 49 percent of insurance agents are leaving the industry, while 67 percent say they know someone who has already left.
The upcoming 2016 election brings even more uncertainty about the Affordable Care Act, the future of health care in the U.S., and the profitability of a career as an insurance agent. But there’s no need to fear. Brokers across the U.S. are finding increased profits in selling ancillary benefits, including dental, vision, Group Life/AD&D, and enhanced disability benefits.
For employers, these ancillary benefits – which can be offered as 100 percent coverage or on a cost-sharing basis – can be the answer to reducing dis-satisfaction with current benefit plans and improving company morale. In some cases, they can replace benefits – like vision and dental – that were previously part of a company’s comprehensive healthcare coverage. In other cases, they can simply reduce the sting of higher healthcare premiums and deductibles, fewer choices in providers, or overall reduced coverage.
Ancillary benefits put the power back in the insurance brokers’ hands, so you can provide your customers with products that will make them – and their employees — happy.
As your full-service provider and back-office administrator for ancillary benefits like dental, vision, Group Life/AD&D and enhanced disability coverage, The DBL Center Ltd. can point you to the benefits packages that offer the greatest value to your customers, with multi-line discounts when you purchase benefits from the same carrier – and put money in your pocket.
If the Affordable Care Act has you shying away from selling health insurance, isn’t it time to consider bolstering your business with ancillary benefits?
Contact The DBL Center Ltd. today to see why ancillary benefits are the answer to increased profits and disability insurance is just the beginning.