Leads Vs. Business Owners

jackflashdrive · 02-02-2009, 05:58 PM

How do your sales tactics differ when you are trying to win over an individual who is just purchasing health insurance for his family, VS a business owner for whom you are trying to put the whole office in a group policy or something similar (e.g., HSAs)?

Is the one much more difficult than the other? I'm getting pretty good at moving through leads or even business owners I meet who just need insurance for their family. I'm kind of unclear on how one "does business" when you want him to sign the whole office on something.

emptyeternity · 02-02-2009, 08:56 PM

Good question
Anybody???
I guess it would be with qualifying. ask the business owner if its just him, his family, or his entire employee stock that needs it, ask questions. qualify, then quantify

GetInsurance · 02-02-2009, 10:43 PM

You can always contact a Group specialist and split the commission for them to do the presentation in front of you. That might give you some first-hand knowledge of the pitch.

Josh Winter · 02-02-2009, 11:00 PM

It depends on what demographics you are targeting. Depends on the industry the business is in and also how many employees the business has. Also, if they are already group health purchasers. Most businesses with 5 or less people usually do not offer group so that is when you can usually get a bunch of individual policies and even list bill them. If the business has never had group health then it is going to be sticker shock to them to see how much one employee cost to insure, especially if the owner is contributing 50-75%.

From my experience, most small employers in the manual labor fields are not health insurance buyers. So that is when I usually just write the owner and his family policies and maybe a couple of key employees. If you want more group health clients target employers with 10+ employees and focus on a specific industry. Like Accounting Firms, Doctor's Offices, Engineering Companies etc. Hope this helps feel free to contribute.

Josh Winter · 02-02-2009, 11:38 PM

Get an Employee Census then go from there.

Try to deal with Businesses who already have Group Health in place, it makes things alot easier. Especially from a cost stand point from the business owners point of view. None of them like shelling out thousands a month on health insurance and if they have never done it before, then odds are they probably never will.

So if you want to get some group clients go after certain demographics. Employeers with 10+ employees and then target an industry like Doctors, Lawyers, Engineering Firms. Alot of those type of businesses already have group health and are buyers of what you are selling where as some labor intense companies such as contractors are not.

ABC · 02-03-2009, 11:07 AM

Small group sales are just like individual with some additional rules and regulations that you need to be a ware of.

Dealing with small group and when you fact finding with owner. Ask a simple question. Mr owner are you taking care of your employees with a group health plan?

For a company to put in a 1st year group health plan is a very difficult sale right now but it can be done.

Soaringagent · 02-04-2009, 10:45 PM

If you can be an expert in a certain type of business (like auto body shops or restaurants), that would probably help.