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Do you create employee packets for your group clients?

These days, employee communication is more important than ever. Obviously, the government requires that certain information be communicated and notices be provided to employees, but, even without that requirement, it’s critically important that employees understand their benefits. If they don’t, they won’t appreciate them, and the employer will not get the return on investment he or she was hoping for by offering benefits in the first place.

Put another way, companies offer health insurance and other employee benefits to attract and retain quality employees, but if the employees do not understand and appreciate their benefits, the company is just throwing its money away.

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Every agent likes getting referrals. They’re easier to sell—and certainly less expensive—than leads you buy online, and talking to someone who actually wants to talk to you is far more enjoyable than cold calling.

That said, it’s even better to talk with prospects who aren’t just interested in talking with you but who are actually ready to sign up for coverage. Sure, you’ll still need to review their options and make sure they understand the benefits and limitations of the plan, but the sales call is much different when the client is ready to buy.

So how do you find these sorts of prospects, ones who are not just willing but actually eager to visit with you? The answer is, you don’t. Instead, you let your current clients find them and have the initial discussion with them. In order to do that, you have to make sure your clients are informed enough to explain the product offering accurately and in a way that makes sense.

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Short, Fun HSA Quiz

As premiums continue to increase, more and more people are purchasing plans with higher deductibles and no up-front copayments. Most of these plans are HSA-compatible, so we thought it might be fun to test your HSA knowledge. Below are five questions that you could get from clients relating to Health Savings Accounts. See how you do.

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How much is a client worth?

Some larger firms that focus primarily on employee benefits will only work with clients that meet a minimum group size or annual revenue amount. Other brokers will spend hours with an individual client knowing that the commission they’ll receive will never fully compensate them for their time. Most brokers are somewhere in-between—they’ll accept most customers who want to do business with them, but they try to make a profit off every client.

With that in mind, one question that’s probably worth asking is how much a client is actually worth. Of course, the answer will be different for every single one of your clients, but if you’re trying to do the calculations here are a few items that are worth considering. Some of these factors are easier to put actual numbers to than others.

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A couple of months ago, we posted three “done for you” letters that you could copy and paste into an email to your small group, individual, and Medicare clients. Here’s another “done for you” email that you can send to your individual clients and prospects to let them know about three important changes for 2019.

Subject Line: Three important updates about your health insurance coverage

Hi! As we enter the annual open enrollment period in the individual market, I wanted to send you a quick email to let you know about three big changes that could impact your health insurance coverage. Over the next few weeks, I’ll be in touch so we can review your renewal offer, discuss your specific options, and determine what’s best for you and your family. In the meantime, please let me know if you have any questions about the below changes or anything else.

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Help Your Clients Save Money on Prescriptions

Prescriptions costs are skyrocketing. We all know that. But did you know that there are several ways for employees and individuals to save money on their monthly medications? Here are a few ideas that are worth sharing with your clients.

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A great way to serve more clients during the open enrollment period is to reduce the amount of time you have to spend with each one. Unfortunately, that can be difficult to do without a corresponding reduction in service. Difficult, but not impossible. What if you could save time AND provide better service to your group and individual clients?

Here’s an idea: instead of re-inventing the wheel every time you communicate with a client or prospect, use Outlook templates for emails you regularly send during the quoting, enrollment, and renewal process.

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How to Find More Time During the Fourth Quarter

Here we are. Another fourth quarter. The busy time of the year. The three-or-so months when we have little time for friends or family, or anything else for that matter. Most agents work long hours from October through December, trying to take care of their existing clients and hoping to grow their business at the same time. Unfortunately, while the fourth quarter can be an exciting time, it can also be exhausting. Most of us find it difficult to get everything done, and naturally some things slip through the cracks. In this article, we wanted to share a few ideas to help you find more time during the fourth quarter. We hope you find a few that work for you.

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The Medicare Advantage Open Enrollment Period Is Back!

If you sell Medicare Advantage and/or Medicare Part D plans, then you are no doubt familiar with the Annual Election Period (AEP), which starts October 15 and ends December 7. The AEP is sometimes referred to as the “Open Enrollment Period for Medicare Advantage and Medicare prescription drug coverage.” In fact, the Medicare.gov web page devoted to Medicare enrollment periods describes it this way.

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The quick and easy way to create blog or newsletter content

We’ve written multiple times about the importance of providing news and information to your clients through regular blog posts on your website, client newsletters, and social media updates. The benefits of this marketing strategy are numerous:

  1. It establishes you as an expert in your field.
  2. It provides clients with important information that will help them make decisions and stay compliant. It may also encourage them to make a buying decision.
  3. It’s easily shared and can lead to referral business.
  4. It keeps you in front of your clients and prospects so they’ll think of you when they have an insurance need.
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