In the first article, we discussed how to look beyond monthly premiums and create a distinct marketing advantage by selling a dental product tied to a PPO network. This article will provide a specific example illustrating the cost differences when accessing a PPO Network Provider or a Network Provider compared to a Non-Network Provider.
With the passage of health reform and reduction in agent commissions from the implementation of the MLRs, we have noticed a significant increase in quote requests for ancillary products. As agents compete for group business, they tend to focus on bringing the lowest priced product to the client. Dental insurance is no exception, especially since it has become a predominantly voluntary (100% employee paid) program. However, agents need to take it one step further and look at the advantages carriers bring to the table and how to alter plan designs rather than selling on price alone. This is the first article in a series that will improve your closing percentage for dental insurance.