Tips for a New Group Kaiser Permanente Health Insurance Broker
While Kaiser Permanente offers many useful resources to help their new brokers find success quickly, there may still be quite a few other things you may need to learn. This is especially true when it comes to selling group health insurance plans, as there seems to be very stiff competition in the industry.
Also, quoting lower rates to try converting a lead into a sale is no longer effective, as most businesses nowadays know better and understand there are many other important things involved.
With that being said, here are the things you may need to learn in order to utilize the stage offered by Kaiser Permanente to turn into a successful group Kaiser Permanente health insurance broker.
Being a Consultant is a Must
If you think selling group health insurance plans is about being a great salesperson, you have got it all wrong. In fact, being a salesperson is probably the last thing you would want to do while selling such plans.
While you can use some of your sales skills to make the selling process more effective, it will eventually come down to how good you are as a consultant.
It’s more about understanding the business’ needs and offering an effective solution for it in terms of the right plan than anything else. It’s how you would usually get most of your sales.
Finding Out the Problems the Business is Dealing With
One of the important parts of the selling process is to figure out the challenges or problems the business is dealing with. While the business owner may not share them with you or think about how they can affect their employees’ insurance needs, it’s going to be your job to do that.
Try asking them relevant questions to find out about the problems so that you can come up with better solutions for them.
Understanding the Decision-Making Process
You also need to find out how the business’ decision-making process works, who are the officials involved, and who’s decision is going to be most influential.
This will, in turn, help you decide when to get the real decision makers involved, as well as understanding their specific needs and expectations. This will help you serve them better with your plan choices, making it more likely to turn them into a (long-term) client.
Be Practical
Talking about interesting theories may be good for a start, but they alone won’t cut it. You would eventually have to back your theories and claims with practical and valid evidence, including specific numbers relevant to the business.
This will help gain the confidence of your potential client, as well as give them a better insight about their insurance needs.
It Takes Longer than You Think
One of the most common mistakes many new brokers make is trying to close the deal as early as they could. This isn’t a very effective approach to say the least.
You would usually need to talk with your potential clients 7. 8. 9 or even more times to convince them to buy your product. However, it doesn’t mean talking to them just for the sake of it. You actually need to provide value every time you talk to them.
Finally, you would want to talk benefits instead of talking product. This helps connect with your potential clients them and build a relationship with them.