When you start combining major medical plans with ancillary plans, is when you will start separating yourself from your competition, protecting your book of business from client poachers and increasing your average commission per client. Ancillary or supplemental plans are your tools for closing benefit gaps created by trying to decrease premiums.
For example, for most clients the premium for a $5,000 or even $10,000 deductible plan is attractive, but the high deductible can make them nervous. So here’s what I do. I automatically include the A&I (accident & injury) coverage into the proposal and many times even the CI (critical illness) coverage as well depending on the age of the adults. And here’s exactly how I propose it: “Mary I am going to recommend that you consider the $5,000 deductible plan over the lower deductible plans and here’s why. The premium is $200 per month less than the $1,500 deductible that you were interested in. What we’ll do is add the ancillary accident and critical illness coverage to your plan. Continue reading ‘How to Combine Ancillary and Supplemental Plans With a Health Insurance Plan to Fill in Benefit Gaps’ »