We know—that’s a weird question, but it is a relevant one. Insurance agents don’t just sell individual and group health insurance policies; most are also covered by one. And that means that many of you are facing the same challenges that your clients have: finding an affordable plan that protects you from financial loss and covers your doctor visits and prescriptions. The trouble is, plans that check off all of these requirements are pretty rare, so you probably have to make some of the same sacrifices as your clients.
If you answered yes to one or more of these questions, we know how difficult these changes can be, and, unfortunately, being an insurance expert doesn’t seem to make it any easier when you and your family are affected.
There is a silver lining, though. If you’re experiencing the same challenges that your clients are, then it’s a lot easier for you to put yourself into their shoes—because you actually are in their shoes! Consumers like buying from people who they trust, and they tend to trust people they can relate to. Use this to your advantage. When your clients complain about the high prices or lack of options, you can honestly say “I understand” and tell them your story.
Most importantly, if you’re facing the same challenges as your clients, you’re probably also looking for solutions for yourself and your family. Maybe you’ve selected a High Deductible Health Plan and set up an HSA. Maybe you’ve purchased a separate telehealth benefit so you can call a doctor and get a prescription refilled. Maybe you’ve discovered some new transparency tools and are “shopping around” for lower-cost health care options. If so, these are ideas you should definitely be sharing with your clients. You may not get paid a commission for all of these solutions, but telling your clients about them will help them save some money and will certainly strengthen the relationship. You’ll be much more than a broker; you’ll be their trusted advisor.
Often times, brokers will tell their clients something like “this is the same recommendation I’d make to my parents.” If sincere, that’s a powerful statement. It’s even more powerful to say “we’re struggling with the same issues and this is what my family is doing.” You can even pull out your insurance card as proof.