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I just give the employees X number of dollars per month and they are responsbile for finding their own insurance? Thanks!
I'd ask the owner if you can get in touch with or present to the employees to go over options for coverage. Offer to take him to lunch, on you (if face to face), either way, see if you both can help his employees, making him look like he'll be the hero for helping those employees.
Since I will be selling group and supplemental how do I respond to the business owner who says he cannot afford any insurance?
I'd say this first:
"I can get a lower price as long as you don't mind ________ (examples, a lower deductible, sacrificing benefits, etc.)
Now they have to decide if it's really too expensive or not and worth the lower price. It also gets them to commit.
Option two:(if there's no lower priced alternative):
That's exactly why you should get it now. If you think you can't afford it, the premium only goes up over time so if you ever want to get it, get it now. Remember, you're only one diagnosis away from being eligible for a reasonable price, and you want the insurance before you need it, right?