Table of Contents
Key Takeaways:
- Many don’t realize how crucial preventative eye care is for long-term health.
- A “Good” health plan might not always cover your vision care needs.
- While the upfront cost may seem steep, the savings from a vision plan far outweigh the expense.
- Personal attention and customized advice make all the difference in helping clients make informed decisions.
Vision plans can be a tough sell. Not because they don’t bring value but because clients often don’t realize how valuable they are.
Some think it’s too expensive, others figure they don’t need it, and a few believe their general health plan covers them. As brokers, it’s our job to break down those misconceptions and guide clients toward smart, long-term choices for their health and wallet.
Let’s look at some of the most common objections—and how to turn them into opportunities.
Let’s examine some of the most common objections and how to overcome them.
“I Can Pay for Glasses and Contacts Out of Pocket”
Paying out of pocket seems like the cheapest option, and clients think skipping the monthly payment will save them money. But they miss the bigger picture of what a vision plan offers.
Selling vision plans offers negotiated savings on eyewear and eye exams, which are important for more than clear vision.
These exams can catch health issues like glaucoma, macular degeneration, or eye problems related to diabetes—left unchecked, these can cause serious irreversible damage. Make sure to point out that these conditions go undetected for years!
A vision plan helps your client catch these problems early before they become more complicated and expensive.
“I’m Not Sure I’ll Need Vision Care”
Younger clients tend to feel invincible, so angling this answer as a precaution might be ineffective.
Use real-life examples of the eye degeneration expected with age. Regular eye exams are not only about correcting vision; they are a preventative measure for overall health.
Let your clients know that many conditions have no symptoms but can have significant consequences, such as cataracts, retinal issues, or hypertension-induced eye problems.
Regular exams become even more important for people over 40 or with a family history of eye disease. Tell your clients vision care is an investment in their long-term health, and they’ll see that it’s not just about their needs now but about protecting their eyesight for the future. They’ll be protected from any future surprises.
“I Already Have Pre-Paid Vision Plan”
This is a valid concern for clients with vision benefits through their health plan. Ensure they understand the distinction between general health and vision-specific plans.
Limited Benefits with General Health Plans:
- Often provides only partial benefits for vision-related services like eye exams and eyewear.
- May only offer a small portion of expenses or limit the services provided.
- Clients may face substantial out-of-pocket costs for necessary vision care.
Advantages of a Dedicated Vision Plan:
- Specifically designed to address the gaps left by general health plans.
- Offers significant savings on essential items like glasses, frames, and contacts.
- Includes yearly eye exams at reduced costs, which health plans may not fully offer.
- Provides access to a wide network of eye care professionals, improving access to quality care.
“The Plan Is Too Expensive”
Some may feel the upfront cost is too much, especially if they don’t expect to need much vision care. As brokers, our job is to help them see the bigger picture and show how the plan can actually save them money in the long run.
Break it down to the savings. For example, if they need glasses or contacts, a vision plan can save them a lot of money over time. Instead of paying full price for those out-of-pocket items, the plan will help with the cost.
Many vision plans offer different levels of benefits, so clients can pick a plan that fits their budget. Some even offer extra perks like negotiated savings on laser eye surgery or specialized care.
“I Don’t Want to Commit to a Vision Plan”
Some clients feel that committing to a vision plan is a burden, even if they don’t plan to use it often. But many plans allow for changes or cancellations without penalty, so clients aren’t locked into something that doesn’t work for them. Even if they don’t use the plan every year, it means they won’t be caught off guard when they need to see an eye specialist.
“I Don’t Have the Authority to Commit to This”
Not everyone you speak to will have the final say—and that’s totally normal. If your client says they don’t have the authority to decide, don’t let the conversation end there.
Instead, ask who makes the call and offer to support them with the needed information. You can even suggest hopping on a call together to discuss the plan with the decision-maker.
Remember, you’re not just selling a product—you’re helping them make a smart choice. So, help them connect the dots and get the right people involved.
The Value of Selling Vision Plans
The goal is to help clients see the value of vision plans—not just their scope but their overall well-being and financial security.
Vision care is a long-term investment that protects vision and detects health issues early when they’re easier to treat.
By presenting vision plans as a preventative measure that offers immediate benefits and long-term savings, you’re not just selling vision health; you’re giving your clients peace of mind and the tools to stay healthy for years.
For brokers, we offer vision plans with a 10% commission rate that doesn’t decrease based on volume. Plus, our No Cost Lead Program is here to help you grow fast, and with high-quality plans designed to help your clients save money, we’re confident you’ll achieve a great satisfaction rate.
Schedule a free consultation today to learn more about joining the VCD family as a broker.
FAQs:
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What are the main benefits of having a pre-paid vision plan?
Routine eye exams, predictable pricing, and negotiated savings on prescription lenses and contacts—plus early detection of serious health issues.
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Is a pre-paid vision plan worth it if I have good eyesight?
Yes. These plans offer preventive care that helps catch issues early—even before symptoms appear.
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How is Vision Care Direct different from a general health plan?
VCD’s pre-paid plans are built specifically for eye care. They offer more flexibility, better plan carrier access, and don’t coordinate benefits—so your clients never lose out.
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Can I choose a plan that fits my budget?
Definitely, Vision Care Direct provides several plan tiers so clients can choose the right option based on their vision care needs and financial situation.
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What happens if I don’t use my pre-paid plan this year?
Even without a new prescription, members still benefit from routine care and the financial security of being prepared for unexpected vision issues.
