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How To Market
 

How To Market

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  • This is by no means an exhaustive list of prospective industries, but is only a starting point.

How To Market How To Market Presentation Transcript

  • How To Market Our Programs to Employers and Employees
  • Business Market Statistics
    • More than 70% of American companies had
    • double-digit healthcare cost increases in 2006
    • 59% of companies intend to keep down rising health-care costs in 2009 by raising workers' deductibles and co-pays
    • From: Insurance News
    • 144 million Americans have no form of dental coverage, [including those with jobs]
    • 175 million Americans are either uninsured or underinsured, [regardless of employment status]
    • From: NADP
    • From: NAIU
  • Group Sales Training Prospective Industries
    • Manufacturing
    • Security Firms
    • Law Firms/Finance Svcs.
    • Real Estate Agencies
    • Construction
    • Plumbing Companies
    • Electrical Companies
    • Restaurants
    • Day Spas & Hair Salons
    • Entertainment
    • Trucking
    • Child Day Care
    • Adult Day Care
    • Home Nursing
    • Landscaping
    • Painting
    • Franchises
    • Retail
    • Warehousing
    • Staffing Agencies
  • Marketing Materials
    • Brochure 8 ½ x 11
    • DVD
    • Job Site Save Money
  • Group Marketing Systems
    • Pitcher/Catcher/Designated Hitter
    • VITO Marketing System
    • Survey Marketing System
    • Direct Mail Marketing System
    • Cloverleaf Marketing System
    • Horizontal/Vertical Marketing
  • Business Lists Resources
    • Infousa.com
    • Referenceusa.com (Ask your local library if you can access this site through their login page. If so, you receive 10-15 FREE business listings per day.)
    • Salesgenie.com (Receive 100 FREE listings of your choice; click “TV offer” banner and receive 200. )
    • The above sources allow your choice of type of business/industry, owner’s name, # of employees.
    • Yellow Pages FREE current listings by type of business/industry.
    • Referrals Business clients can refer their vendors and competitors. Associates, family & friends can refer businesses & business owners they know or do business with.
  • Employer Advantages
    • NO
    • Contribution Requirements
    • NO
    • Participation Requirements
    • Flexibility
    • Ease of Administration
  • Employer Advantages
    • Employee Retention – 2 nd highest reason employees move to another company is for benefits
    • No Mandatory Participation – Unlike insurance, there is no required percentage of employee participation
    • No Mandatory Contribution – Unlike insurance, there are NO contribution requirements placed on employer. Employer may choose to pay all, part or NONE of monthly fee. Employer may decide which employees/full-timers/part-timers or independent contractors to contribute to or not contribute to.
  • Employer Advantages continued . . .
    • Payroll Deduction at Employer’s discretion
    • One List Bill Sent to Company (w/ 5+ participants)
    • Auto Draft (w/ less than 5 participants)
    • Ease of Administration (easy adds and drops)
    • Qualifies for Section 125 – Pre-Tax Dollars
    • No Mandatory Open Enrollment; at Employer Discretion
    • NO COBRA Administration
    • Employee Education by Independent Representative
    • ID Cards mailed directly to employees’ homes
  • Employee Advantages
    • Affordability
    • Freedom of Choice
    • Coverage for Family
    • No Waiting Periods
    • No Medical Qualifying
    • Pre-Tax Dollars Portability
  • Employee Advantages
    • Drastically lowers cost of Healthcare
    • Low Monthly fees, whether Employer contributes or not
    • Payroll Deduction Available at $ 3.42 /week - $ 13.85 /week depending on plan selected
    • No Waiting Period to use Plans
    • No Deductibles to meet
    • Instant Savings
    • Up to 80% Savings or More
  • Employee Advantages continued…
    • No Exclusions of pre-existing or ongoing conditions
    • May Select Plan of choice of 4 options
    • May use Pre-Tax Dollars
    • No Paperwork or Reimbursement Worries
    • Specialists included, where available, even cosmetic
    • Orthodontics & Cosmetic Dentistry included with Dental Plan
  • Employee Advantages continued…
    • May choose and change provider within network without prior approval or notification
    • May refer and recommend personal dentist or physician if not a participating provider in network
    • No Limits of Services or Visits
    • Never Pay Retail for Health Services
    • No Age Limits
    • Household Fees include anyone living at residence, regardless of relationship or age
  • Plan Options and Comparison
    • A Comparison of our Dental Plan vs
    • Traditional Dental Insurance.
    • Our 4 Plan Options,
    • what they include and Pricing.
  • Comparison
    • Dental Insurance
    • Consumer-Driven Dental Plan
    • $50.00 - $75.00 per month
    • 60 to 180 day waiting period
    • 6-12 month waiting period for pre-existing conditions
    • $50 - $100 deductible
    • Claim forms to file
    • $750 - $1500 annual maximum limit
    • State restricted
    • Orthodontics may not be covered or may exceed annual limit
    • Approval req’d for change of dentist
    • Specialists may exceed annual limit
    • Premium rate may vary any time
    • Vision, Rx, Chiropractic extra cost
    • $14.95 - $19.95 per month
    • No waiting period
    • On-going conditions accepted with no waiting
    • None ------ Instant Savings!
    • No paperwork to file
    • No limits on services or visits or age
    • Nationwide access to services
    • Orthodontics for children and adults, with no limits
    • Change dentist without approval
    • Specialists included
    • Fees guaranteed for two years
    • Vision, Rx, Chiropractic at NO extra cost
  • Plans to Choose From
    • PLAN I
    • Dental with
    • Vision
    • Prescription
    • Chiropractic
    • Individual :
    • $ 14.95 /mo or $ 3.42 /week
    • Household :
    • $ 19.95 /mo or $ 4.61 /week
    • PLAN II
    • Medical with
    • Doctor Visits
    • Laboratory
    • Ancillary (MRI, etc.)
    • Hospital Advocacy
    • 24 Hour Nurseline
    • Household :
    • $ 29.95 /mo or $ 6.92 /week
    To Learn More About Our Programs, go to legacystartup.com
  • Plans to Choose From continued…
    • PLAN III
    • Dental with Medical
    • Including:
    • Vision, Prescrip., Chiro,
    • Doctors Visits
    • Ancillary
    • Hospital Advocacy
    • Nurseline
    • Household :
    • $ 39.95 /mo or $ 9.23 /week
    • PLAN IV
    • Dental with Medical as in
    • Plan III details;
    • Including also:
    • Auto Club (Sign & Drive)
    • Discounted Legal Services
    • Identity Theft Protection
    • Household :
    • $ 59.95 /mo or $ 13.85 /week
    To Learn More about our Programs, go to legacystartup.com
  • Commissions
    • Breakdown of
    • Advance Commissions
    • And
    • Residual Commissions
    • Paid on Each Plan
    • Residual Income is the Key
    • To Financial and Lifestyle
    • Freedom
  • Commissions Paid on Plans
    • PLAN I ($14.95-$19.95 /mo)
    • Dental w/ VPC
    • Individual :
    • 6 mo advance: $26.91
    • Monthly residual: $4.49
    • Household :
    • 6 mo advance: $35.94
    • Monthly residual: $5.99
    • PLAN II ($29.95 /mo)
    • Medical w/ Visits, Lab, Hospital, etc.
    • (Dental, VPC)
    • Household :
    • 6 mo advance : $53.91
    • Monthly residual: $8.99
  • Commissions Paid on Plans continued…
    • PLAN III ($39.95/ mo)
    • Dental & Medical with VPC, Visits, Lab, Anc, Hospital, etc.
    • Household:
    • 6 month advance : $71.91
    • Monthly Residual : $11.99
    • PLAN IV ($59.95 /mo)
    • Dental, Medical, VPC, Visits, Lab, Anc., Hosp,
    • with Auto Club, Legal,
    • & Identity Theft
    • Household:
    • 6 month advance: $107.91
    • Monthly Residual: $17.99
  • Compensation Example
    • PERSONAL PRODUCTION COMPENSATION 30% Commission Paid on Personal Production
    • Plan IV 6 mo adv Monthly Adv Commission
    • THP $108 x 10/wk=43.3 plans=$4,676/month x 12 months= $56,118 Advanced Commission*
    • +$56,118 Residual Commission**
    • =$112,236 Annual Earned Income
    • *$56,118 advanced commissions represents only ½ the total commission earned.
    • **There is also $56,118 in residual income earned.
    • The above example is assuming only 10 Plans per week are sold.
    • Consider enrolling a Group of 49 employees.
    • The Advance Commission alone would be $5,292. Then you would earn another $5,292 in residual income that year on that group alone. Also, you would have $882/monthly residual income thereafter for the life of that business on the books.
    • Consider just one Group of 100 employees. The residual income would be $1,800 per month ,
    • month after month, year after year , for the life of that group’s business .
    • The above example does not include 15% - 34% Over-ride Commissions nor Trainer Bonuses.
    • Income examples shown are strictly illustrations of how commissions are earned in the compensation plan.
    • Your earnings will depend solely on your efforts as you develop your business/agency.
  • Representative’s Options
    • You do have Options as a Representative (IBO).
    • Use them wisely and grow a solid group business portfolio.
  • Representative (IBO) Options
    • IBO may waive $20 - $30 Registration Fees on each employee if there are between 5 to 49 employees participating in payroll deduct.
    • This can be used as an incentive to get the business.
    • If IBO chooses to waive the Registration Fees, then IBO is paid on an as-earned basis and residual income will begin immediately .
    • If IBO does NOT waive the Registration Fees, then IBO is paid 6 months advance commission with residual income beginning month 7 .
  • Options continued…
    • Split Team Commissions:
    • If IBO (Designated Hitter) has a
    • team partner (Pitcher/Catcher) who assisted in the sale or set-up,
    • IBO may split commissions with
    • team partner at their agreed upon percentage.
    • This split is accomplished by whose ID number is placed on each individual application.
  • Group Requirements
    • Although requirements
    • are minimal, there are requirements that must be met in order to have a smooth group sales process .
  • Group Requirements
    • Must have minimum 5 employees for montly List Bill
    • Under 5 employees, corporate will auto-draft the company account
    • With 50 + employees, registration fees ( $20-30 ) are waived automatically
    • and representative is paid as-earned; no advance paid.
    • Must send 1 st month payment with applications and Employer Acceptance Letter
    • 1 st month’s payment may be made with company check or company credit card (photocopy of credit card required)
    • May NOT fax initial paperwork into corporate.
    • Must mail initial paperwork (originals) and 1 st month’s payment into corporate (recommend overnight or 2 nd day air with delivery signature required)
    • Future adds/drops to existing group account may be faxed to corporate Group Division
  • The Paperwork
    • Though there is NOT much paperwork, what there is must be done right.
    • Essential Paperwork
    • Non-essential ,but helpful.,
    • Paperwork
  • Paperwork
    • REQUIRED FOR PAYROLL DEDUCTION:
    • Individual Application – Group
    • Employer Acceptance Letter
    • OPTIONAL PROPOSALS & FORMS:
    • Auto-Generated Proposal (customized and emailed to you)
    • Broker of Record Letter
    • Analysis and Comparison
    • And other forms and documents
    • All Forms Can Be Downloaded/Printed from Your
    • Back Office Support Site: ameriplan.net
    • Look Under “Group Resources”
  • Service Your Accounts
    • The Key to
    • - Business Retention
    • - Strong Residuals
    • - Referrals
    • - Alliances
  • Service Your Accounts - Personally
    • Your Clients are Business Owners. They are busy, harried, and under extreme stress.
    • They usually will not call you unless and until . . .
    • there’s already an unresolved problem , then it’s YOU in the
    • HOT SEAT !
    • Why not –
    • - stay in touch on a regular basis
    • put out fires before they start
    • catch new business in the process.
  • Service Your Clients - Regularly
    • As soon as you sign a Group, mark your calendar right then for a follow up call.
    • Make sure all is going well:
    • -Confirm that employer received Group Administration Manual.
    • -Confirm that employees have received their cards.
    • -Are they are any concerns or questions?
    • Resolve any issues and mark your calendar for the next “service” call.
    • Send a “Thank You” Card.
  • Service Your Clients and serve your Business
    • In one simple phone call each month or so, you can…
    • Determine any new employees to add to the group plan.
    • Ask for referrals of client’s vendors.
    • Ask for referrals of client’s competitors.
    • Discover any issues that can be handled and resolved before they escalate.
    • Find out about company events that you can sponsor or attend: picnics, Christmas parties, etc.
    • Find out how your client is doing personally and professionally . . .
    • Is business good or struggling?
  • Service Your Clients – The Employees
    • Remember, your clients are also the employees.
    • Although you cannot (and it is probably not appropriate) to call each employee, you can keep in touch . . .
    • Applications have their birth date and birth date of their household members
    • Take a few minutes when you collect the initial paperwork to register these birthdates with an automatic birthday card service, whether
    • US Mail or Email .
    • Attend company functions (stay in touch and you’ll be extended invitations). Mingle with the employees at these company events.
    • Call the employer to set up donuts or breakfast sandwiches or box/bag lunch delivery for staff or employee meetings.
    • Remember also, our plans are portable; the employees can take them with them when they leave the company. The company may lose an employee, but you don’t have to lose the employee as a member.
  • Service Your Clients – Use Your Support Site
    • Back Office Support Site has facts about each of your Groups. Look under : Group Resources – - Reporting.
    • See amount being billed to the Group
      • and if they are paying on time.
    • Check for employee adds/drops.
    • Know the state of your Group Business.
    • Find Group FAQ in the Support Site.
  • Group Certification
    • If you are NOT a currently
    • Licensed Insurance Agent,
    • Group Certification is a Requirement for Writing
    • Group Business.
    • This Home Study Course will prepare you with information and the understanding needed to be successful in working with businesses.
  • Group Sales Certification
    • Required unless a currently licensed insurance agent
    • Home Study Course
    • Provides you with basic training to assist you in prospecting and effectively communicating with group business decision makers.
    • Gives you an understanding of insurance-based programs your prospects may currently have or may be considering.
    • Order the Group Sales Certification Course from the Sales Aids Store in your Back Office Support Site
  • Group Certification and Marketing Kit
    • Contains:
    • Home Study Course
    • Prospecting List
    • Job Site Marketing DVDs
    • Group Brochures
    • Employer Acceptance Letters and Individual Applications for Group
    • Cost: $59.95
  • Group Sales Division Corporate Contact Information
    • Group Sales Division
    • 5700 Democracy Drive
    • Plano, TX 75024
    • 1-800-550-9726
    • [email_address]
  • How Big is The Need and How Large is The Market? The Dental Crisis in America
    • Millions of Americans Need
    • Affordable Dental Care.
    • Not only is it affecting people's teeth and quality of life, but its affecting their overall health!
    • Over 100 million Americans do not have dental insurance and the lack of coverage is leading to problems such as school absence, unemployment, and death.
    • Michelle Miller, CBS News
    • We have a solution !
    • CBS News special report on the
    • Dental Insurance Crisis
    •  
    • Click this link:
    • CBS News Special Report On Dental Insurance Crisis in America
    • A new window will open and a short commercial will precede the Report.
  • Group Sales Job Site DVD -Movie may take several moments to load- Our Programs are NOT Insurance. We are a Discount Medical Plan Organization. Our Programs are Consumer-Driven Health Care.