07Apr

How To Manage A Client’s Expectations With Health Insurance

For several years health insurance advisors have been struggling with figuring out ways to get new
clients in and keep them happy despite the rising costs in health care coverage. The industry continues
to grow and get more expensive, and services and products might not be available for some time. As the
providers you work with want you to increase the number of customers they are carrying, you need to
know how to keep those customers well managed so that they continue to renew their coverage.

Most people get their health insurance through their main employer or through Medicare. However,
that still leaves millions of people who have to get independent coverage which requires the help of a
health insurance advisor. The roll an advisor plays is to help find the most affordable plan that offers the
coverage the person wants while coaching them on the benefits and options available to them. While
you may not have a lot of contact with them throughout the year, the stronger you build that
relationship, the easier it will be to get them to renew.

Why People Get Frustrated With Coverage
The most common reasons why people get upset with their coverage is because of the costs and
limitations of their plan. A simple consultation might cost hundreds of dollars, or they might have to use
different doctors or facilities because of who is available within their network. It is also at the discretion
of the insurance company if they want to offer coverage on a certain treatment or medication to an
extent. Knowing all of that it's easy to understand why people would get frustrated with their insurance
provider.

Part of the real issue here has to do with communication and education. Were people actually told what
their plan covers and how it will impact them, as well as any changes that have been made to their
plans? Or have they simply been told a lot of confusing information and then their standing there
surprised when the cost for their health care is far higher than they expected?

How Can You Help
Imagine a patient who goes to a specialist once every three months for a very quick and simple
procedure. The patient is not put under or given any sedatives of any kind. At one point, the insurance
company covered that procedure. At another point the insurance company stopped covering that
procedure and forced the patient to cover the costs without giving them a notification of the change of
coverage. Even if the company did make an attempt to notify the patient about the change in coverage,
more than likely the information was not understood by the patient.

This is an example of how a lack of understanding can create a very frustrating situation. While you
cannot alert every single client of changes with their health care providers policies, you need to try to be
more open in your communication with your clients and allow them to contact you if they have
questions. This may give you the opportunity to help them understand the situation which while it will
not be less frustrating to take on those costs, they will be less frustrated with you.

How Can You Reinforce Your Help
You should not be waiting around for people to contact you with questions about changes to their
coverage. Send out monthly emails or write a monthly blog and let your clients know about these
changes and how it might impact their costs or coverages. If they are routinely hearing from you, even
with the monthly newsletter, they are more likely to rely on you for updated information including what
their options are for getting new coverage.

People tend to spend more money with suppliers and vendors that they can trust rather than ones that
offer the cheapest deal. We know this because we still go to the same person to cut our hair or change
our oil in our car because we appreciate how trustworthy they are, and they appreciate how loyal we
are. Be that person for your clients and they will show appreciation and loyalty for years.

Building On Your Efforts
If you are really doing a great job of building your relationship with your clients and keeping
communication open throughout the year, then you can expect additional benefits from these
relationships. Consider developing a stronger online presence where people can learn about the services
you offer and especially since the quality of the services you are giving them. Health insurance is a major
expense for everyone, and it cannot be overlooked.

If people feel that they can communicate with you and ask questions, especially if there are sudden
changes to their coverage, it builds a confidence and trust in you that will lead to a stronger presence
among those looking for new coverage. When you are seeing new business come in by way of referrals
from current clients, you know that the extra effort is working. And networking and referrals are much
more affordable and easier than any other form of marketing.

Take some time to make notes about your last communication with each client. Was it just to get the
deal done? Was it a random message about some new update they probably will not care about or
something they probably wouldn’t understand? Or did you take the time to really put together some
informative content that will help them get the information they need to make the best decisions for
themselves moving forward? Your experience allows them to be confident in their selection and being
there throughout the year is the easiest way to get a renewal for another year.

Focus on communication rather than just trying to get new clients. Great communicators are able to find
clients and work quickly because people want to assist them because of the great service they received.
Learn how to communicate with your clients whether it’s with email, text, directly calling them or
something else. Dedicate some time each day to contacting one to ten clients and letting them know
that you appreciate their loyalty.

07Apr

How Insurance Agents Can Affordably Advertise

Advertising for any business is challenging, especially in today’s market. If you want to be aggressive you
have to be willing to pay a lot of money. Otherwise, you need to take a different strategy and focus on
making your marketing dollars work for you. It’s easier said than done and any insurance agent who has
invested in digital marketing will tell you that there are no guarantees, and you cannot be sure what will
work.

There are literally dozens of platforms and ways to market to people throughout the web. Local options
like fliers and billboards can also be effective, but digital channels are so vast that they can be more
challenging to advertise on. That’s because they require a unique combination of high-quality content
and a strong budget.

How People Get Their Insurance
One of the first things you have to do if you are building a marketing strategy is to look at where your
customers or potential customers are going in order to get health insurance. Are they going online? Are
they calling in? Do they search for a specific company, or do they search online for options? What do
they care about the most and what do they struggle with the most?

Knowing where people go to make decisions to buy from you or your competition is the key to being
successful in your marketing. For example, what if people are making the decision based on ads and you
are focused on organic, or the other way around? The lucky part is that almost all methods work
somewhat, but the best campaigns involve a variety of aggressive and passive marketing strategies.

Challenges Of Marketing
While it may sound easy, the fact is that marketing is the toughest aspect of running a business. If you
have no customers, you cannot make a business run. If you have customers but struggle in other areas,
you will not have great success, but you will have a place to start. Here are just some of the reasons why
marketing for insurance agents is so difficult:

Competition: The biggest reason why it’s so difficult for advisors to generate leads is because of
competition. When you have dozens of companies in the same area providing or selling
insurance, it’s easy to see why so people are going to be selective. They must compare options
and see what is going to be the best deal for them.

Cost: Another problem that will keep you from generating immediate traffic and leads is the
cost per lead. Companies are spending hundreds of dollars for new clients and that cost is only
going up right now. Keep in mind, even if you spend $1,000 on a campaign and it generates 10
leads, you still have to consider the cost of the content creation, the team doing the advertising
and more.

Customer journey: The value of knowing the journey each person takes to get health insurance
is important but it’s also difficult. People make this decision in so many ways and focus on how they can lower their costs more than all. That means you may get in the right area and be viewed by the right audience, but if you do not have the best deals, you may not get the call.

Employment: More people are working independently than they have in years. That’s because
that’s the area that offers more financial gain right now than regular employment. When you
are considering the different options people have, many are taking jobs because they offer
affordable benefits like health insurance. If that’s the case, it can impact your marketing efforts
as you are hitting a good audience, but they already get health insurance through their
employer.

Knowing who has health insurance and who does not come down to understanding the options you
have for marketing. If you want to be where people look for new plans, it’s going to cost a lot of money.
If you want to contact thousands of people, it will be more affordable but many of them may not need
your services. Consider making some plans and trying out different strategies as you get going.

Build A Strong Presence
A good place to start with your marketing efforts is with a strong online presence. Remember, if
someone wants to get health insurance and they need an advisor they are going to head to search
engines to find the closest and most reliable person or agency around. You can be listed organically
through a variety of options including local maps and directories. These options are great because they
not only list you as a local vendor, but they allow you to track what traffic you did get and what traffic
you came closer to getting.

If you are still not sure where else to market, consider trying to build a newsletter. The easiest way to
build one online may be through a contest on social media where you give something away in exchange
for contact information. This strategy is affordable and effective, but you have to be patient. People may
not take an action right now but seeing your business every month will get you in consideration when
they do need to purchase coverage.

Invest In Content
Whatever your budget is, a large portion of it needs to go into the content creation areas. This is
important because the fact is that it doesn’t matter how good your strategy is, if you are hitting the ideal
target audience with low-quality content, they are not going to take an action. You need to invest in the
best content you can get and focus on relative information, not just an advertisement about who you
are. Give the viewer something and inspire them to consider you.

Health insurance is one of the toughest things to sell someone on when you consider the fact that they
have so many options to find coverage. Your goal is to provide them with the best service possible and
before you can do that, you need to make sure that you are also working with them to show them why
you are the person for the job. Content is a way to build trust and advertising is a way to deliver that
message throughout the web.

07Apr

Top 10 Marketing Platforms For Insurance Advisors In 2022

Marketing is one of the most challenging aspects of the healthcare industry as insurance providers and
health care providers both struggle to distinguish themselves from the competition and advertise their
products and services to the right target audience. Because this matter has to do with the health and
well-being of people including their personal privacy and information, oftentimes there are restrictions
that make marketing even more difficult in this industry.

For many the biggest challenge of marketing for new clients who are seeking health insurance is to get
people to sign up throughout the year, rather than just at the end of the year or the beginning of it.
Everyday thousands of people sign up for new coverage so obviously there is still a market to go after
throughout the year. The right platforms can help you get business regardless of what time of year it is.
Where Should Insurance Advisors Market

If you were to focus your energy on a variety of platforms that promise to bring your content in front of
a targeted audience, the first question you need to ask is how is that audience targeted? If you are
offering them the service of health insurance, then you need to target an audience that is obviously in
need for better coverage. However, in some cases that person may not need your assistance now but
introducing them to your name and brand could offer you benefits the next time they are interested in
finding coverage. As an advisor you should start marketing on these platforms:

1. Google my business: One of the best advantages of being able to market online is the ability to
have a free listing with googles directory and map section. This allows you to list your business
in your area so the thousands of locals can see the services you offer and how to contact you.
You can easily create an account and begin to track how many online visitors and phone calls
the listing generates for you each month.

2. Google organic rankings: If you have a website, you may consider going after some organic
rankings. Studies have shown that experienced consumers who know how to use search engines
will sometimes bypass the maps and paid ads and focus on organic rankings to determine which
vendor they will go with for the service or product they need.

3. Facebook: The largest social media platform in the world is still one of the strongest to advertise
on if you are offering a variety of services including health insurance. Facebook's audience is a
bit older, but they are also more focused on the content they are viewing, especially written
content. This is where a strong headline and a well put together article or blog can grab
somebody's attention.

4. YouTube: The second largest search engine in the world offers you an opportunity to showcase
your personality and knowledge on the subject directly to the viewer by creating and posting
videos. The advantage is that you can add descriptions to the videos that allow you to come up
in searches that are relevant to important topics including health insurance and Medicare.

5. Email: More than likely you are gathering the contact information of your current clients and possible leads. Add every single person to your mailing list and make sure that you are sending emails out at least once a month but try to stay away from promotional content. Offer advice on staying healthy, lowering your health care costs and changes that they need to be aware of.

6. Mailers: Audiences do respond to more traditional methods which includes direct mail pieces to
the person's home or place of work. This type of content should have some type of promotion
or incentive to get people to either call or visit the office if you want it to be successful.

7. Webinars: A great way to connect with an audience and get them interested immediately is to
host a webinar. People can join these webinars and unlike the videos on YouTube they can ask
you direct questions to get important information that they need from a professional. It's easy
to promote a webinar and this might be something you want to do closer to enrollment season.

8. PPC: If you have a budget and can afford pay per click advertising you may want to consider it as
it still generates immediate traffic and potential sales. People who are getting health insurance
on their own for the first time are more likely to click on these ads because it's the first thing
they see, and they want to find affordable coverage as quickly as possible.

9. Instagram: Another popular social media platform is now climbing up the charts as a place
where health insurance advisors and providers can start to advertise. While Instagram has not
been seen as an ideal platform because it usually focuses on content directed towards a
younger audience, because younger people are becoming entrepreneurs or going into work for
themselves as independent contractors, they are needing to find their own source of health
coverage much earlier than usual

10. Display ads: If you can create quality video content you might want to consider using it on
display ads that will show up on a variety of areas including when people are streaming video
content, reading blogs, playing games on their phone or browsing the web.
Ideally, you should invest a large amount of your time and marketing budget into creating the best type
of content you can. You should also dedicate a large amount of your time to developing the content
routinely every week. For example, if you are writing blogs or doing online videos you need to make sure
that you have new content to post every week so you may want to start with creating a batch to begin
with.

If you are producing high quality content and showing people the value of working with an insurance
advisor, these platforms will be great for displaying that content and reaching audiences everywhere.
Some platforms might require a bit of a budget to get going and some may benefit from simply adding
quality content each week. Be patient with this strategy as it will pay off, but it may take some time,
especially if you are working with a smaller budget.

17Jul

Where Should Health Insurance Agents Market Themselves Online?

For health insurance agents, 2020 has been a very interesting year. You have the coronavirus pandemic sweeping the globe, turmoil in the United States with the elections coming up at the end of the year and that’s all before we even got to August. It’s easy to see why so many professionals are struggling to adjust to these hectic times and one of the areas many are struggling in is marketing, digital marketing especially. While this may not be on the top of your list of things to work on right now, the fact is that the end of the year will bring millions of Americans who are unsure what to do when it comes to their health insurance.

Whether it’s regular coverage or Medicare, these people will need answers and they will look to agents to find them the best options and solutions that fit their healthcare needs as well as their budget. It’s not a simple task for anyone, even an experienced agent but right now your biggest focus needs to be on how to position or market yourself prior to open enrollment. The first thing you have to understand is that you do not have months to wait. Yes, that period is not here but it can take years to reach the top pages of Google, build email contacts, create quality information to market on social media and establish yourself as an expert in this field. That’s what people will be looking for this year, expert advisement.

If someone meets you or sees your ad somewhere, what do you think they are going to do? Call you? Probably not, the first thing they are going to do is head over to Google and research you. If they do not find information on you or your business you can be sure that they are not going to be interested in calling you because they will question how reliable an expert you are. On the other hand, having strong positions on Google and other sites can not only help you close more deals but can also generate leads for you throughout the year, something every agent will be interested in. Starting with a website and basic Google listings is a great way to establish an online presence and give people information that they can and will utilize when they are debating on whether or not to hire you or one of your competitors so make sure that you do not wait too long to get started.

 

29Jun

How Coronavirus Changed Health Insurance Marketing Strategies

The coronavirus has changed everything we have grown accustom to. Whether it’s been altered or put on hold, there is a never-ending list of things that we have to adjust in order to get back to some semblance of normalcy. The same can be said about marketing strategies for health insurance companies, especially agents. The fact is that the end of 2020 will be very interesting considering the influence of the pandemic and also the election.

18Jun

5 Affordable Ways Agents Can Reach People During Open Enrollment

Open enrollment will certainly be interesting this year and there are going to be plenty of people looking for new assistance with their health coverage. People between the ages of 22 and 72, if not older, will be looking for the right guidance for finding coverage for the upcoming year and it’s up to you to not only help them, but to let them know that your services are available.

10Jun

Are Health Insurance Agents Overlooking The Value Of Millennials?

Millennials are defined as people who were born between the years of 1981 and 1996. That’s a lot of space and even those born within the set years may vary in personalities and grasp on technology. Someone who was born in 1981 will certainly have challenges when it comes to adapting to technology while someone who was born in 1996 will have grown up learning directly during the advancements in technology and as they became more common-place in our society.

08May

Free Ways To Market Medicare Insurance Services To Seniors

Medicare insurance, especially supplements, are some of the most contested keywords in all of internet marketing. Google can charge over $100 for a single click for this keyword during open enrollment and lead generation companies will charge much more than that for qualified leads. So, how do you know the best and most affordable ways to market during this time, or any time throughout the year? What about better than affordable, what about free?

12Apr

What Does HPM Give You As A Health Insurance Agent?

The competition for health insurance agents has never been higher as people have shifted from wanting to meet face to face to now wanting to go online and get answers. Why would someone talk to a complete stranger when they can easily call one of the time insurance providers in the state or country and get a quote directly from them? That’s a good question and it’s one you have to answer before you can expect anyone to take the time to work with you and then give you their business for years. You have to put in the work and make sure that you are giving that person amazing service if you hope and expect them to be with you for a long time.

22Jan

Why Agents Need To Do Monthly Newsletters To All Prospects & Clients

Monthly newsletters, especially via email are nothing new and they often get deleted before you even read them. How many times a week do you look at your email and see newsletters from companies you’re familiar with and those you are not familiar with and decide to just delete the message? So, if that’s the case then why should health insurance agents spend their time to generate and send out monthly newsletters? Think about the question again,

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