5 Ways to Sell Health Insurance to Singles

#4: Let them sell themselves
We all know that the client should do most of the talking. Get them to think and respond by asking pointed, thought-provoking, emotional questions, such as: What would you do if you were uninsured and suffered a devastating automobile or skiing accident or developed a chronic illness? How would it affect you financially if you had to pay tens of thousands of dollars a year to stay alive? How would it affect your family if you didn’t have the ability to pay? Stop and wait for the answer.

Let the client tell you how they would feel and how it would impact them and their family personally and emotionally. Any potential client only believes a small percentage of what you, the “salesperson,” tell them. However, the client believes 100 percent of what they say themselves. Thus, if the words come from the client’s mouth, they have internalized the concept and likely bought into it.

#5: Sell the high-deductible options
Another strategy that I have found to be beneficial with singles is to emphasize high-deductible products with lower premiums. Since healthy singles tend not to visit the doctor too often, these can be the perfect plans for them.

All too many singles buy into the concept of the limited benefit indemnity plan. Although some insurance is better than no insurance, a limited benefit plan offering $250 or $500-per-day hospital benefits is of little use when you are sick and not working. As the average hospital room and board now costs thousands of dollars per day, the sicker your clients become, the greater the financial burden.

A much better strategy is to offer single clients a high-deductible product; even if that deductible is $5,000 or $10,000, the client knows the maximum exposure. Although most limited benefit plans will pay for some routine medical expenses, the client would be much better off having the exposure and expense of their own routine expenses knowing that catastrophic occurrences and chronic conditions will be covered.

By implementing these five strategies, you will be engaged in the most important task that an insurance producer can be — helping their clients. By helping today’s single population see the risk of being uninsured, they will be more likely to think of you as they move on in life, getting married, having children, and running businesses with employees who all need health insurance, as well.

William H. Friedman is senior vice president of direct sales for Atlantis Health Plan. He can be reached at 718-440-0722 or [email protected].