Selling health insurance is competitive, and quoting is one of the most important steps in the sales journey. In the month when the world celebrates love, we’re highlighting a few ways brokers can find more joy in the quoting process — and deliver more value to clients in the process.
How to Fall in Love with the Quoting Process
1: View it as “financial architecture.”
You are not just entering numbers into a calculator. You’re crafting a safety net. Every time you run a quote, you’re designing a plan that could save an employee’s family thousands of dollars – or gives them access to the specialist who can make a difference in their lives. You are not a paper pusher; you’re a risk architect.
Plus, if you don’t want to run quotes on your own, you can count on your Word & Brown to do it for you.
2: Gamify the plan comparison.
Challenge yourself to find the “sweet spot.” When you have a roster of 20 plan options, try to find one (or two) options that offer a lower premium but a better plan network and big-name carriers.
Experience the adrenaline rush that comes from the conversation when you’re able to say to your client, “I found a way for you to offer employees more and still control your costs. Plus, your employees can still see their favorite doctors.”
3: Incorporate the “story telling” method.
Incorporate the “user journey” into your discussions. Ask questions to learn about your clients, so you can find the right solution to their pain points. If you know they had a prior mountain biking accident, talk about how your proposed new plan would help – and potentially save money – if they faced a similar future need. If they are planning a family, discuss how maternity is covered. Talk about the practical aspects of the plans you’re proposing.
Fall in Love with the Process Again: Partner with Word & Brown
Of course, partnering with the Word & Brown General Agency can also help you fall in love with insurance business again. We have been working with brokers for more than 40 years. We’ll help you with quoting – and every other aspect of the business from start to finish: quote to pitch to service to enrollment to renewal.
To learn more about all of the ways we can help you, contact your W&B rep. Or, if you’re not yet working with us, call 800-869-6989 or register online.
Frequently Asked Questions About the Health Insurance Quoting Process
- How long does it take to get a health insurance quote? Most health insurance quotes can be generated within minutes when using modern quoting tools. If you work with Word & Brown, you can run quotes on your own or our team can run quotes for you and help prepare side-by-side comparisons for your clients. It’s your choice.
- What information do brokers need to run a quote? You typically need census details: ages or dates of birth for employees (and dependents, if enrolling), ZIP codes, and basic employer information. Some carriers may request additional data, but Word & Brown can help you gather the right inputs for each.
- How do brokers compare health insurance plans? Brokers evaluate premiums, deductibles, copays, networks, and out-of-pocket maximums. Many rely on quoting platforms or General Agencies like Word & Brown to create spreadsheets, comparisons, and plan summaries.
- What makes one health insurance plan better than another? “Better” depends on the client’s needs. Factors include provider networks, cost sharing, prescription coverage, total out-of-pocket exposure, and carrier reputation. As a broker, you can help your clients find the right balance between costs and benefits.
- Do health insurance brokers charge for quotes? No. Quotes are free for employers and individuals. Brokers are compensated by carriers, so clients can get expert help at no additional cost.
- How do brokers help employers choose the right plan? Brokers discuss employer goals, analyze budgets, compare multiple plan options, and present recommendations for consideration. Many brokers also factor in employee needs, prior claims history, and preferred providers in evaluating potential client coverage options.
- What tools do brokers use to make quoting easier? Brokers use quoting systems, carrier portals, enrollment software, and tools from general agents. Word & Brown provides complete quoting support, including plan comparisons and integrated provider network search tools.
- Can a General Agency help brokers with quoting? Yes. General Agencies like Word & Brown can run quotes, organize plans, prepare spreadsheets, and help brokers present options more efficiently. This saves time and improves the client’s experience.
- Is it better for brokers to run their own quotes or use a GA? Both work. Many brokers run quotes on their own when they want full hands-on control. Others rely on Word & Brown for accuracy, speed, and convenience, especially during peak quoting seasons.
