In Middle of 1990 Critical Illness Insurance Emerged to the United States
Long a popular product and accepted in
European countries and a newer product, but popular in Canada, critical illness insurance had a root,
having harder time in the United
States. That
is truly a bit of a surprise, since the
particular disease situations such as
cancer and heart attack / stroke insurance have been one of the most preferred
voluntary advantages for over 25 years. The
purpose of this article is to help improve your practice, making health
insurance critical of much of what they sell insurance agents.
Step 1: Identify Your Target Market
Critical illness insurance has wide
application as a financial planning tool, so it is the professional insurance
agent to identify a target audience. Some
potential target audience may include:
Independent individuals
Entrepreneurs by employee size
The staff member advantage market by
employee size
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Step 2: Identify Goals In Perspective
Once you have identified your target market your
next step is to identify what they want to accomplish. A key principle of my
method of sale free of objection is ignoring a perspective and focus on what
you want. So the important
question is: what do you want your target prospects?
1st. Control
premium on health insurance - cost reduction that is distinctly different from
a strategy to gain control of premiums and minimize future rate increases.
2nd. Freedom
to seek care from non-network - The problem is that the co-insurance and
deductibles are significantly higher when a facility off-network is used by an
insured.
3rd. Income
Replacement - The sad reality is that according to the association of health
insurance plans for 55% of working Americans have no income protection to
individuals 45 years and don't have sufficient savings to last for more than 3
and half months.
Step 3: Create a List of Interesting Questions
Is important to recognize that people do not
know what they do not know. The
prospect is highly unlikely to initiate a conversation of critical illness
insurance simply because he doesn't realize why it is essential. Create big questions is useful in
arousing the interest of a prospect. A
question like Mr. Entrepreneur is being treated for cancer and was unable to
work, where the money would come from hiring a replacement employee? An additional benefit of the big
issues is that they become the basis for their marketing.
Step 4: Identify The Tools of Marketing
There is a world of marketing tools
available for use. Their
marketing tools can be direct email, telesales, networking or some other of a
vast world of other tools. Begin
this step first identifies the tools you're secure with. The 2nd step is to
identify the tools that your target market is likely to respond to.
Step 5: Create a Marketing Program
With their tools of choice it is time to
design the marketing plan real. If
you are using direct mail you can create a program where you send 100 letters
every morning on Tuesday and follow up each and every Monday. Your marketing
strategy identifies the tools, time of use and the goals. How to choose your tools is imperative
that you create a program that is in alignment with who you are. Do not over-commit or activity will
not follow you.
If you stick to these 5 steps you'll
discover yourself selling a lot more critical illness insurance than you ever
imagined possible.
