As we have discussed before, quoting is an integral part of the health insurance sales process. Many new brokers jump straight to quoting. However, there are a few questions you should be asking before starting your quote.
Start With the Employee Census
Naturally, you will want to ask for your client’s latest employee census. After all, you will need this information to get an accurate quote.
10 Pre-Quote Sales Questions for Your Discovery Call
But here are some other up-front questions you might consider:
1) What is the request for a new coverage quote based on?
a. An approaching renewal date
b. A market check
c. Some other motivation:
i. Current rates
ii. Proposed renewal rates
iii. Service
iv. Plan network(s)
v. Plan dissatisfaction
2) What is the savings target for your next plan?
3) What is your current employee participation rate?
4) What is your strategy to improve future participation?
a. Contribution change?
b. Limited Network(s)?
c. Other? __________________________
5) How many waivers apply to your current plan? __________
6) What has your client’s plan persistency been over the past five years?
7) Is the employer in growth mode? Will the plan need to support an expansion into other states in the near term?
8) Is claims information available?
9) Have your confirmed client information (typically part of an RFP)?
a. Renewal date
b. SIC
c. Corporate ZIP Code
d. Employer contribution toward employee premium
10) Does the group plan to use an onboarding enrollment system?
Getting answers to these questions will help you – and your clients – and lead to a better experience.
How Word & Brown Supports Your Sales Process
Your Word & Brown team will support you throughout your sales process:
- Quoting assistance using our updated, industry-leading platform: WBQuote
- Strategic market analysis and benchmarking support
- Review and “scrub” of cases to safeguard smooth sailing through selected carriers’ systems
- Simplifying the RFP process for larger groups with RFP review to ensure cleaner, complete cases
- Assisting with carrier negotiations and positioning strategies
- Presentation support in person, by phone, and online – alongside you or in your place
- Ensuring accurate entry into your preferred enrollment platform (Ease, Employee Navigator)
- Providing bilingual open enrollment meeting support (in-person or virtually)
- Carrier acceleration if your case is stuck in Underwriting or dealing with a claims issue after your client’s coverage begins
Quoting Tools That Help Clients Decide Faster
Start to finish, you can count on us to help you find the right solutions for your clients. Our quoting system’s built-in provider search ensures clients get access to their preferred doctors, medical groups, and hospitals in the plans being considered. Our safeguards prevent inaccurate rates or the improper pairing of plans that cannot be sold together. Highlighted plan differences and side-by-side comparisons streamline client decision making.
We are a recognized industry leader, and the last privately owned General Agent in California. We have 40+ years of experience and a history of providing Service of Unequalled Excellence. Contact your W&B representative today to learn more about how our partnership can benefit you and those you serve. If you’re not already working with us, register online or reach out to Jim Pippins, W&B’s Senior Director of
