OBJECTIONS
"The first step to being competent in tackling objections is knowing how to prevent them"
"I hear you. So for this policy, the insurance company is completely covering the cost of your underwriting and time with the verifiers. Since they are assuming that cost, they simply want to make sure that the applicant is genuinely interested in pursuing the policy with the intention of taking it if approved"
1. Routing & Account
*This objection is 1,000% preventable. If you are getting bucked on routing and account, there is a good chance it's because you did not establish enough trust with your client or preface that you were going to need this information*
"I hear you. So for this policy, the insurance company is completely covering the cost of your underwriting and time with the verifiers. Since they are assuming that cost, they simply want to make sure that the applicant is genuinely interested in pursuing the policy with the intention of taking it if approved"
2. I don't like UnitedHealthcare-- they don't cover anything
"Sure, have you been insured with them in the past? What exactly were you needing covered that they weren't helping with? I will say, for your major healthcare corporations, there are countless different plan options. I'd assume that if you had a policy with them you didn't like, it could've had more to do with the deductible or copays rather than the specific network. All major carriers will have more comprehensive plans verses more catastrophic options, but maybe we should look into comprehensive coverage for you!"
(Provide BCBS Quotes through marketplace with high rates & deductibles)
3. I want BCBS
"Absolutely, we can check some of those out. Now Blue Cross is going to be your main carrier for full guaranteed issue plans, meaning they cover pretty much any and all pre existing conditions which is wonderful. However, that means those rates are gonna be a bit higher on the monthly side.
(Provide BCBS Quotes through marketplace with high rates & deductibles)
4. I'm talking to other agents
Okay! I think it's great to get a few different options and put some feelers out for what you may qualify for. However, when you're ready to enroll, I want to let you know that a lot of times you get tied to your agent. Because there's so many different advisors & plans out there, if you have multiple applications floating around, the insurance companies aren't sure which one to proceed with. So when you get enrolled with an agent, you want to make sure you're confident in working with that person through the duration of your policy and that they'll answer your calls for customer service.
5. Why is your plan higher or lower than what I was quoted for by another agent?
So these plans are customizable and we can pivot up or down from here. I built these out in a way that I felt would offer you the best coverage at the most affordable rate. However, if you want to forego some of the benefits we can or if you want to increase your benefits we can do that as well! Would you prefer the one I sent you or should we make some adjustments?
6. I'm looking at doing a healthshare, the cost is a lot lower.
Okay.. well so I normally don't recommend health shares because because they're not full coverage. A health share is simply a cost sharing program and is not going to constitute as real insurance, so you may run into issues with facilities accepting it and getting them to pay the claims since there's not specific contract for what they will or won't cover. It's a little more grey, so there's more risk with that.
I can see if you might qualify for government assistance, it looks like the lowest possible premium that I'm seeing is $__
/
mth (Stripped SA). However, that's going to be the absolute bare minimum, so if there's any wiggle room I would definitely recommend a little more coverage.
7. The price is too high.
*OBJECTION PREVENTION: If you can get their household size/income, special enrollment eligibility, and comparable price options, you can usually avoid this objection.*
I can see if you might qualify for government assistance, it looks like the lowest possible premium that I'm seeing is $__
/
mth (Stripped SA). However, that's going to be the absolute bare minimum, so if there's any wiggle room I would definitely recommend a little more coverage.
8. Not enough DR visits / Benefits. Dr Visits can be more than 75
*OBJECTION PREVENTION* We can absolutely increase those benefit amounts if you'd like, but that would obviously raise your monthly premiums but I'm happy to run a quote on that! As far as doctors visits, you have telehealth, 6 doctors visits, plus preventative care. I quoted this plan assuming we probably would never be using all of those benefits in a normal given year, but if we are going to be going once a month or every other month, we may need to revisit going with a guaranteed issue plan. IF you don't use all of those visits in a year, they do roll over into the next year as well.
9. I got another quote through Golden Rule.
So Golden Rule is going to be a carrier for short term and supplemental coverage options. They won't have any plans that can include both doctors visits and catastrophic coverage, it's typically one or the other. Beyond that, you can only keep a plan for a few months at a time before you have to keep renewing and your deductible resets each time as well. They also can opt out of renewing your coverage if you develop major claims or health issues.
11. How am I supposed to know what I'm going to pay? I don't like not knowing.
*Pull up EOBs*
***Freedom Life -- is simply a third party verifier and underwriting company hired out by United Healthcare. Obviously if someone gets denied for underwriting there might be some bad feelings that could result in that, but once you're through underwriting you're on the United Healthcare network. ---------------------------------------------------------------------------------------------------------------------------------------------------------------***United Healthcare -- Unfortunately I'd be hard pressed to find an insurance company with great reviews. Most of the people going online to write reviews are doing so because they've had a bad experience, and the good ones don't think to post anything. But we can look at other options! Is there a company you might prefer? (Pull up said company through marketplace that will be more expensive with a higher deductible).------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ***USHA - this is just a brokerage company that allows independent agents to receive licensing and certification to advise on the healthcare market. Unfortunately there are agents out there that don't practice the most ethically, but I can assure you that I value customer service which is why you have my work line and cell in case you need me.
12. I found bad reviews online.
Okay -- which company are you looking at reviews for (Freedom Life, USHA, United Healthcare) ?
***Freedom Life -- is simply a third party verifier and underwriting company hired out by United Healthcare. Obviously if someone gets denied for underwriting there might be some bad feelings that could result in that, but once you're through underwriting you're on the United Healthcare network. ---------------------------------------------------------------------------------------------------------------------------------------------------------------***United Healthcare -- Unfortunately I'd be hard pressed to find an insurance company with great reviews. Most of the people going online to write reviews are doing so because they've had a bad experience, and the good ones don't think to post anything. But we can look at other options! Is there a company you might prefer? (Pull up said company through marketplace that will be more expensive with a higher deductible).------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ***USHA - this is just a brokerage company that allows independent agents to receive licensing and certification to advise on the healthcare market. Unfortunately there are agents out there that don't practice the most ethically, but I can assure you that I value customer service which is why you have my work line and cell in case you need me.
13. Why should I even get healthcare? I don't even go to the doctor, I'd be better off just to not have it and pay out of pocket.
Cash paying is great for doctors visits, if you want to forego coverage fo those things, but that can get tricky if you have some sort of major events. Unfortunately, even healthy people get hurt and sick, and we hope that never ever happens, but if it does, you would be putting yourself at risk for major medical debt. The other tricky thing is that once you have a pre existing condition if you don't have insurance, you'd be hard pressed to find an insurance company that will sign up to cover those claims.