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As a broker, you likely want to stand out among the crowd as the broker that businesses want to use. You’re in a competitive market, but there are ways to emerge from the crowd.
As a broker, you earn commissions on the plans you sell. More importantly, you can serve the best interests of your prospective clients by helping them find the best options for eye care in Oklahoma and nationwide. Remember, only about a third of employers offer vision care. Your skill and knowledge can help add to that number.
Knowledge Is key
Educate yourself about vision health issues. Learn the fine points of all the plans you offer. Customer needs vary; plan benefits differ even more. Leveraging your skill and knowledge in both areas will help you to guide your customers to the right decision for their companies.
As a knowledgeable broker, you can help employers and employees alike understand the immense value that eye care can present. Many physical health problems can be discovered through routine eye exams, and thus, employees gain better vision while improving their overall health.
Share your knowledge
Be transparent and communicate with your customers. Make sure they understand the costs of the plans they’re considering and the benefits they will receive. Make clear how much the plans will pay and how much plan beneficiaries are likely to pay out of pocket.
Some plans cost so much out of pocket that your clients can lose money on them, while other plans save them money. You won’t gain points with a prospect by minimizing costs and overstating benefits. Customers should view you as their expert, not as a salesperson.
Offer a wide selection of plans
As an independent vision plan broker, you have a real opportunity to offer each potential client the best available plan. Prepare for this by building a portfolio of plans that you know well and are comfortable offering to your clients. Understand each plan option and the value those options provide at the given cost. Be prepared to explain how each plan will integrate into a company’s new or existing health coverage plan.
Plan to discuss knowledgeably whether plan participants can make pre-tax contributions. Remember to consider local independent sources who may offer more than do the large market-dominating providers.
Vision Care Direct of Oklahoma plans, for example, permit payment with pre-tax dollars. Your prospects will definitely appreciate knowing which plans can do this.
Be flexible for your customers
Another advantage of being an independent broker is that you can be flexible. Your clients will have varying needs based on their budget and on the desires of their employees. You should be the objective consultant who listens attentively and knowingly. That way, you can recommend offering potential clients the best available plan. For instance, consider offering multiple options for vision plans which is common among dental plans. Offering a high and low plan option will demonstrate your flexibility and willingness to bring plan designs that work for the C Suite down to the part-time hourly employee.
Creating a strong local presence
The world of vision care plans is dominated by a few large companies who control a majority of the market regarding price and benefits. However, there are still smaller local plan suppliers. This strong local presence can often deliver more value for plan participants compared to the larger, less personal providers. For brokers who offer potential clients the best available plan, you have the opportunity to choose Vision Care Direct.
Being a partner to your clients
Your value to your customers is finding the best plan for them over both the long and short term. It’s not just about making a sale. Rather, it is about using your broad knowledge and understanding of vision care plans to find the best options in vision care benefits for your clients.