Three Questions to Ask During OEP

The Open Enrollment Period is a busy time. Clients are eager to review their health insurance options for the upcoming year, and agents are trying to meet with as many clients as possible. OEP is one of the best times to discuss ancillary products with your clients because they are reviewing their options and might be open to strategies that help reduce some of the out-of-pocket costs associated with healthcare. Incorporating ancillary products into the conversation is as simple as asking a few questions. Here are three to get you started.

Questions #1: Are you currently going to the dentist

This simple question may lead into conversations about SureBridge’s Prime DVH, regardless of the answer:

• If the client answers “NO” (they currently aren’t going to the dentist), reply, “If I can show you a cost-effective way to go to the dentist, is that something that interests you?” I hope that the client is aware of the health benefits of going to the dentist and is eager to learn about the solutions you can provide.
• If the client answers “YES” (they currently are going to the dentist), follow up with, “Great! Are you paying for those services out of pocket or using insurance?”
  • If they respond, “out of pocket,” ask, “Would you be interested in learning about a more cost-effective way to receive dental care?”
  • If they respond, “insurance,” inquire, “Does your current insurance include vision and hearing benefits?”

As you can see, regardless of the response, you are opening up a conversation about Prime DVH.

Question #2: Of these three events that could cause you to reach your health insurance plan’s out-of-pocket maximum, which are you primarily concerned about?

1. Having a heart attack, cancer, or stroke
2. Being in an accident
3. Spending a night in a hospital

This question allows the client to communicate what type of event they are primarily worried about occurring that could lead to having to pay their deductible and reaching maximum out-of-pocket limits. Their answer will allow you to focus on a solution for their primary concern. If they say:

1. Having a heart attack, cancer, or stroke, focus on CIWise
2. Being in an accident, focus on Accident Companion
3. Spending a night in a hospital, focus on HospitalWise

Question #3: Would you be interested in a plan that pays you if you are disabled due to sickness or injury and unable to go to work?

Health insurance is important. It ensures doctors and hospitals are paid so the client can receive care. But what about the client? Who ensures the client will continue to be paid if the client becomes disabled due to a sickness or injury and is unable to earn an income? If this is a concern for clients, then talk to them about the benefits of Income Protection Direct. This product will pay a monthly benefit if the insured is disabled due to a sickness or injury and the client meets the elimination period.

I hope you find these questions beneficial. You can use them year-round with your clients. If you have not started to talk to your clients about ancillary products, these questions will help you get started!

Seth Groff is senior director at SureBridge.

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