THE CANCER CONVERSATION
An Agent’s Path to Client Reassurance
Being involved in the health care industry means attending many events, and it can be difficult to remember them all as the years go by. However, there’s one moment from an event that will stay with me forever, At one point during their presentation, the speaker asked, “Do you know anyone, including yourself, who has ever had cancer?” Everyone in the room raised their hands . That sight drove home two things for me: 1. Cancer is a critical health issue impacting the majority of Americans in some way. 2. Few people are prepared financially if they’re diagnosed with it. Most consumers understand and value the importance of having auto insurance in case of an accident, but how many people consider cancer insurance as an option? How many of them know that it even exists? If they’re diagnosed with cancer, how will their livelihood be affected?
With April being Cancer Control Month, I’d like to shine a spotlight on cancer insurance as an ancillary product you can offer clients to help preserve their economic standing and peace of mind. When a client purchases supplemental cancer insurance coverage, they receive funds that fill the gaps left by traditional health policies and help shield them from the risks and financial demands of receiving medical treatment costs and being out of work. A health insurance policy covers a client’s medical bills, but it doesn’t pay their mortgage, utilities, and other living expenses. That’s one of many reasons why cancer insurance can be so valuable to your clients. Cancer insurance is part of a host of ancillary products currently available, such as add- ons for vision, hospital indemnity, and critical illness plans. If you’re interested in selling these additional products, please contact us at contracting@askhpm.com for more information. —Justin Jacobs
That’s where agents can help.
FOCUS, FITNESS, AND FOLLOW-THROUGH
A Q2 PERFORMANCE PLAYBOOK
Consistency drives client confidence. Whether you’re working to lose weight or working to hit sales goals this quarter, consistency is key. You gain your clients’ trust by showing up consistently, responding to their needs dependably, and staying true to what they rely on you to deliver. If you’ve had to reschedule appointments due to issues on your end, work to develop ways to stay on a more reliable
Are you ready to run for the long haul, or are you entering Q2 low on inspiration or enthusiasm? If so, here are three thoughts to help you level up your sales game by being more present, consistent, and intentional.
You are how you look. If you went to visit a nutritionist and noticed they were obese as they entered the room, would you feel
course. Tasks become much easier to complete once they become regular habits, and your clients will notice your dependability.
uncomfortable taking their advice? It’s the same scenario with health plan agents. Yes, sales are important, but you should always remember that you’re selling a human product. Clients need to feel as confident in the in-person salesperson as they do in the product itself. Clients can feel when someone is rushed, depleted, or disconnected from their own well-being. We work in a stressful industry, and we’re all very aware of the demands placed upon us. That’s why it’s critical to mind your physical health as much as possible. Working to stay physically fit isn’t just good for you; it also shows your clients that you understand health care and practice what you preach (and sell).
Service begins with self. All success begins in the mind, and the
importance of positive thinking should never be overlooked. You can’t be of service to anyone, client or otherwise, unless you’re of service to yourself first. Starting your day with positive affirmations and gratitude can go a long way toward setting a clear path for the hours ahead. Even the minor act of journaling can help you focus on goals and accentuate the positive more often. Just as eating too many of the wrong foods can slow us down, a negative mindset can be a minefield in the sales world. Be kind to yourself first, and the rest will follow.
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