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.