Part 1: Initial Call

1. Break the Ice

   “Hi ____, this is ____, how are you today? Good deal, are you working away today or do you have the day off? *ask them about what they do and make conversation about their occupation*  Awesome, well I’m sure you’ve been dying to talk about insurance, but we can be quick, I’m sure you have a lot going on!

   2. Floor

   “So tell me a little about what’s going on, are you changing jobs, or what has you in the market for health insurance?”

   Need to know: Why are they looking? Do they have coverage right now? If so, what is the plan, price, and when does it run out? Do they have a start date in mind? Do they have a qualifying life event (moving, loss of coverage, married / divorce, change in household size in the LAST 60 DAYS). If they have a special enrollment, what is their projected gross household size/income for this year ? (Gross = Before Taxes)

   3. About Me 

   “Great, that’s all super helpful! I know we’ve been texting but just to formally introduce myself, my name is _____, I am a licensed health advisor with access to all available plans in the state, both public and private. My job is to look at all the different options to help you find your best fit, and hopefully make the process less overwhelming for you!

   4. GI v Approval 

   “So outside of employer insurance, there are two types of coverage available, guaranteed issue and approval based plans. These basically mean exactly what they sound like. 

   A guaranteed issue plan is guaranteed to anyone and everyone, regardless of health. This is amazing for those who do have significant health conditions or multiple daily medications. These premiums can sometimes be a little higher, but there are ways around that. 

   Now the other type of plan is called an “Approval” based plan. In this type of plan, the insurance company can be a little more selective and has to actually approve you based on your age and medical condition, so not everyone can qualify for this type of plan.
   
   I want to make sure we choose the one that saves you the most money and gets you the most bang for your buck. 

   So that kinda begs the question, X, where are you at health wise?”

   Any preexisting? ______

   Daily Meds that have been prescribed in the last few years?______

   Hospitalizations/Surgeries in the past 10 years?______

   Grill them until they say nothing else/ DO NOT TAKE MEDICAL NOTES IN YOUR CRM. Use a notebook or a doc on your computer. 

   
   Ok perfect, that’s super helpful, so it sounds like we can look at a full range of options to find your best fit. 

   
   5. Essential Benefits

   “As I am looking at various different options, there are a few things I like to look for within a plan:”

   A.) Company/Network

   “First, a nationwide PPO network with a well known company that you can use anywhere and everywhere, that means you can choose your own doctors and do not need referrals to see specialists. I personally like PPOs backed by United Healthcare, Cigna, Aetna and Bluecross Blueshield that everyone has heard of. Do you have any doctors you might want to hang onto?”

   B.) Deductible

   “The second thing I pay attention to is the deductible. If you’re not familiar with how deductibles work, a lower deductible is going to be ideal so that your benefits kick in right away without you having to pay a large deductible upfront. Since you’re relatively healthy, you would probably never be meeting a high deductible, so we want to look at plans that have a low to $0 deductibles preferably.

   C.) Catastrophic Coverage

   “Now, let’s talk about a worst case scenario. God forbid something catastrophic happens, a heart attack, a bad accident, we don’t want you getting hit with a crazy high medical bill, so we also want to look at plans with strong back-end coverage to protect you in those situations.”
   

   “Is there anything else you’re used to seeing on your plans that you want to make sure to keep on your new health plan, such as dental, vision, life or short-term disability?”

   “Perfect, let me do some digging for you. I can go ahead and have some plans prepared for us for our next call. I have availability this evening as well as tomorrow morning, when is best for you? How about ____ or _____? (Nail down time)”