As Q4 and peak season approach, now is probably a good time to remind you of five ways you can present multiple plans options to your clients without overwhelming them.
3 Tips for Simplifying Your Client Presentations
1: Limit your client presentation to three plans.
While it’s true that nearly everyone likes choices, when it comes to employee benefits, too many choices can be overwhelming. A better approach may be to limit your client presentation to three plans, rather than five or 10.
What you want to do is run a plan comparison and narrow the options you will share with your client. The goal is to have a “good/better/best” set of choices before your client meeting ever happens.
This strategy focuses your client on choosing between a budget option, a balanced option, and a premium option. That’s more advantageous than comparing every plan against every other plan and carrier.
2. Ask Clients What Matters Most Before You Present
Get to know your clients, their priorities, and goals. What is their focus? Reducing premiums? Lower deductibles? Keeping a specific doctor/network availability? Richer ancillary benefits? When you know what’s important to your clients, you’re better able to focus on solutions that address those concerns. You can reframe your meeting from “here’s what available” to “here’s what fits you.”
3. Simplify the Choice With a Side-by-Side Comparison
Put your plan comparison into an easy-to-read table, rather than a stack of individual quotes. A side-by-side visual of premiums, deductibles, networks, and key differentiators is dramatically easier to understand than flipping between carrier PDFs.
Fortunately for you, the Word & Brown (W&B) quoting platform, WBQuote, includes the features you and your clients want, including:
• Customizable output
• Built-in safeguards
• Side-by-side comparisons ADD GA SAMPLE
• Integrated provider search to ensure clients get the doctors, medical groups, and hospitals they want
Discuss how the options shown on your grid fit employees’ needs and the employer’s budget. Your visual can also work well in situations where you’re presenting to a multi-person benefits committee or leadership group. It quickly conveys essential information and can lead to a faster collective decision.
How Partnering With Word & Brown Makes This Easier
Aligning yourself with W&B helps you attract, earn, write, and renew more business. We offer unmatched expertise and a wealth of valuable broker tools and resources, including:
• Dedicated insurance pros committed to the growth of your business
• A diverse product and service portfolio to address diverse clients’ needs
• Back-office support for quoting, enrollment, case installation, and renewal
We do it all – plus much more – and we do it without reducing your commissions.
Reach out today to your W&B rep. Or, if you are not yet working with us, register online or contact Jim Pippins, W&B’s Senior Director of Broker Success.
