Common Objections We Hear
This week we want to review the most common objections we hear when we're on the phone with employee benefit advisors talking about our solutions.
Objection Number One - This isn't real insurance.
Our Approach - All of our minimum essential coverage plans are in fact a health plan and they are ACA compliant, and you can offer these solutions to your clients.
Objection Number Two - There's no way these particular solutions pay enough commissions based on the premiums.
Our Approach: Our commissions are often on par with or even far exceed the major medical commissions with the group. A lot of times the broker only has a core amount of employees insured on a plan and they haven't cast a net over the entire population, offering solutions to those that waived the major medical or those who are part time or variable hour. Once we do an open enrollment, you see that the commissions are actually very lucrative.
Objection Number Three: Advisors say they are not comfortable in talking about these solutions because they don't want to jeopardize the commissions from the major medical plan that they have in place.
Our Approach: I completely understand that, but that's really just another way of saying I don't understand this solution, and I'm not comfortable talking about it, so I'm not going to talk about it.
At the end of the day, these are all very easy conversations to have. I'd be happy to talk through our solutions with you in detail so you will be comfortable showing them to your clients. I often join benefit advisors on calls with their clients as an extension of their team and subject matter expert. I want to help you add more value to the services you offer.
I look forward to connecting with you soon.