Feel the buttons on the phone dialing 911. Hear the screeching ambulance sirens. The lights are brightly flashing across your blurred eyeballs. Your pain intensifies as your body is raised on the stretcher. Once inside the ambulance you are strapped down and giving an injection. You try to answer questions, while the ambulance ride feels railroad track bumpy, jolting your body around. Is this your final journey, as this seems more like a trip to enternity, than it does to relief. When you arrive, a one minute check is given, and you are placed in the hall. People determined to be in even worse shape are taken first.



Do you have insurance? Where is your card of proof. Your benefits are checked on quicker than your medical condition. What it you did not but that medical coverage you were offered? Will they treat you their or send you to another hospital? Will they release you in 6 hours instead of admitting you to a room? Dont ask me. I have personally had the above situation numerous times, but I had insurance.





Remember that few people buy insurance because of your company name. Fewer purchase because of your insurance company industry rating. Even less are influenced on how your rate compares. And hardly any prospect cares what you name is, and what designations you have.



Way more then half of the people who buy car insurance, purchase it because they have to. No one wants a ticket if pulled over. The majority are more concerned about the lowest price, and tickets than the actual amount of coverage they have. Selling major medical insurance takes an entirely different skill level to be successful.



Major medical insurance is obtained by prospects through an insurance salesperson they can trust in. Even more important to making a decision comes from the agent who can skillfully sell based on need. Just hammering away on policy benefits will not make the grade. Showing the client how good your rate is compared with others, merely reminds them there are other companies they can check with. Do you want to close this transaction now, or after your proposal is picked from a stack of others?



People know about relatives, friends, and family members that have medical conditions, some of them serious. But they block out of their minds personally being in a critical health or accident situation. They worry more about gas going up 10 cents a gallon than about their own health. Take it from me. I sold disability insurance, later dropped it, and in 2002 became Social Security disabled.



THE ONLY TRUE COMPETITION YOU HAVE IS YOU



YOU BECOME THE INFLICTOR OF PAIN. Your prospects need their pain emotions jabbed at. Not physically, but by you painting a grim picture. You have to visually implant in the prospects mind being in the emergency room, in a possible near death situation. The family, friends, and relatives are all rooting for him to pull through, but there are some doubts. In addition, the immediate family has to worry not only about the bills that have already occurred, but will continue to rise if your prospect survives for recovery services.



INJECT A LITTLE MORE PAIN. I was in the hospital recently for spinal-neck fusion survey, and they needed to insert a double plate. My final bill exceeded over $50,000, all paid by insurance. This is the point where you plop down 4 total hospital bill statements in various amounts. Have the amounts highlighted in yellow. Now explain that you are not there to only get them treatment for accident or sickness pain, but also the financial pain which can be just as agonizing to endure.



Use non-pressure. If you are an insurance salesperson it is your job to do it right. You have to convince your prospect they need your major medical insurance now. If not, a week from now they could be near death and near bankruptcy. Or in turn they could hit the lottery and never have to worry about any financial strain.



Ask, Is this the right time for me to show you two options to solve your risk? 85% or more will give you a positive indication. Say As a major medical insurance specialist, I have two types of clients. The first wants a plan where they will pay more initially when a health situation arises, but less in monthly or yearly insurance payments. About twice as many choose where they pay very little to nothing for health or accident problems, and are willing to pay out more now. I will show you both, and then you decide. Does that sound fair? If you do not get a yes here, pack up and leave. Do not fight objections. This is not a prospect.



REFERRALS The insurance sales managers are so stupid that they tell you to get three referrals right when you make a sale. WHY? When your sales manager goes to a sporting event, does he give 3 referrals at the ticket window? If he goes to church, is he pressured to give 3 referrals when he puts money in the collection plate? THE CORRECT TIME to get referrals from major medical insurance clients is when they have a sizable claim paid. It was you, the insurance salesperson specialist, whose actions that started the benefit provisions. You have earned the right for your client to help you with a couple referrals.