The US government has literally turned the health insurance industry on its ear. The latest healthcare reform legislation has changed the landscape for every insurance agent in the market. Your challenge now is to adjust your insurance business to the new world.
Lots of Health Insurance Questions
The biggest opportunity that I see is the need for education in the market. Literally millions of new insurance customers are going to be coming into the market with tons of questions. The smart health insurance business is gearing up with answers.
I would be finding an efficient way to acquire these curious new customers and getting them into my education program. This could be a newsletter, regular emails, a blog, or maybe just an old fashioned phone call. In any case start writing down and sales scripting what you think are going to be the top 10 questions when this new healthcare legislation goes into full effect.
Current Clients Need Your Guidance
In all of the excitement to gather in all this new business, don’t neglect you existing clients. Even though they have health insurance or other insurance coverage through you the media is probably filling their heads with questions.
Make sure you are touching base with all of them. Get them plugged into a regular education (marketing) campaign too. Explain to them in simple language what all this means to them. Encourage them to call you with any questions or new insurance needs. Remind them to refer their friends and neighbors, which may not be so lucky to have a helpful insurance broker, to you.
32 Million New Health Insurance Customers
The bottom line is that there are 32 million new health insurance customers about to hit the Internet looking for answers. How are you going to get them funneled into you? I just happen to have access to thousands of health insurance leads a day–this might be a good start.
Then all you have to focus on is scripting out your health education sales process.