Growing Your Business With HCC Medical Insurance Services: Atlas Travel Series
HCC Medical Insurance Services You’re already aware that our international travel medical product, Atlas Travel, is second-to-none, but how can you use it to grow your client base in this tough economic climate? In the next few minutes I will show you what type of clients typically need international travel medical coverage and where to find them. Some may already be in your book of business, unaware that international coverage is not only available, but necessary.Presented by Dave Cataldi, HCC Medical Account RepresentativeA subsidiary of HCC Insurance Holdings, Inc. For producer use only. Not for public distribution.
What Kind of Clients Have International Exposure and Needs?You may be thinking to yourself, “Are there really that many people whohave international medical insurance needs? “ The short answer is, yes,hundreds of thousands a year, in fact. According to a recent article inForeign Policy magazine, “Some 260,000 U.S. students studied abroad inthe 2008-2009 academic year, up from around 75,000 20 years ago. Morethan 1 million Americans reported volunteering abroad in 2008. And ofcourse, a lot of people come to the United States to visit or stay. Just shy of60 million tourists came to the United States in 2010, according to theWorld Bank. Add to that the 723,000 foreign students studying in thecountry and all those who come to the United States to work.”* That is a lotof potential clients.So, armed with that information, we need to find out who makes up yourclient base, where can you find more clients with international exposure,and out of those clients, how does our Atlas Travel plan fit their needs. HCC Medical Insurance Services 2
Ideal Candidates for International Health InsuranceLet’s take a brief look at some of the types of clients you may already have in your book of business, and who makeup the majority of our Atlas Travel members.Vacationers, whether couples, families or singles, make up a lot of the travel medical market. Many US vacationerstravel to the Caribbean and South America, as well as Europe, for a week or two at a time; Atlas Travel is availablefrom 5 days on up and can cover individuals or immediate family.According to the US Census Bureau*, 40 million US residents are foreign born. Of those, many have family memberswho come visit them in the US at some time. Atlas Travel can cover those inbound clients up to age 80, guaranteed-issue. International business travelers also make a large portion of our Atlas Travel clients. We have plans thatwould satisfy a short-term, one-time travel need with Atlas Travel, multiple trips throughout the year with AtlasProfessional, or a group of travelers with Atlas Group.Working and volunteering abroad is a popular option for those who want to expand their horizons or are looking for alittle adventure. Atlas Travel, with its terrorism and political evacuation coverage, has been a popular option forcontractors working abroad, especially in the energy and construction industries. Remember, Atlas provides coveragein almost every country. Study abroad students, and professors on sabbatical, are another large segment of our members. AtlasTravel would be ideal for high school or college students’ excursions overseas, while our Student Secure plan istailored to those who will be studying abroad for a semester or more. HCC Medical Insurance Services 3
Cues and CluesSo now that you know of our usual types of Atlas Travel clients, how do you go about finding them? Let’s start off withyour current book of business. We need to know what kind of questions you should be asking and what clues you shouldbe listening for to find out if your clients might have international exposure. You are all insurance professionals, so thiswon’t be anything entirely new, but let’s review them with an ear towards international exposure. If a clients’ son or daughter is in college, ask if they have considered study abroad. Or if you have a collegeor university in your area, do you know about their study abroad options? Almost all institutions of higher education havesome sort of international component, either US students going overseas, foreign students coming here to study, orvisiting foreign professors and their family. Listen for clues about any clients who may work for a company that does business overseas, or if theymight have visitors from a foreign office on a business trip here. For example, are you already supplying liabilitycoverage or employee benefits to a local automotive supplier? Chances are they have their own clients, offices orbusiness relations in Asia or Europe. Some of the more rural agents I’ve spoken with claim to not have any international medical need at first,then I ask about churches in their area and they suddenly remember the missionaries they send abroad. This is a verybig market and is growing even larger. Churches in big cities and small, rural towns are involved with missionary andvolunteer work and many that I’ve talked to only provide personal property insurance while they are overseas. Not havingthe necessary travel medical coverage is an oversight they can’t afford to make. As you are all insurance professionals, I don’t have to tell you how to cultivate your relationships withclients, but you may have to pry a little bit more than usual to see if your clients might have a need for internationalhealth insurance through our Atlas Travel plan. The reason is that many clients don’t even know travel medical insuranceis available or that it’s needed when they travel abroad. HCC Medical Insurance Services 4
Clients’ Needs and Questions, AnsweredSometimes clients, and their agents, are under the assumption that their domesticinsurance carrier will provide the same coverage abroad that they would here in TheStates, but that is incorrect in most cases. Typically, domestic carriers will only provideselect emergency coverage to their clients and the client will be stuck with the bill formost other expenses, such as medical evacuation coverage and hospital room charges,let alone less life-threating injuries and illnesses. So, what information do your clientsneed to know in order to make them into Atlas Travel members? What does Atlas Traveldo that their domestic carrier can’t and won’t? 24/7 coverage, anywhere in the world. We have multilingual support that notonly assists with our medical coverage, but we can help with lost passports and luggage,recommend a doctor or lawyer, or translation services.International network Other benefits, such as evacuation, terrorism, etc. Its affordability Guaranteed issue HCC Medical Insurance Services 5
Where To Find ClientsYou now know what type of clients would need our international coverage, AtlasTravel in particular. Here are some locations where it would be beneficial tospeak with an administrative or HR official or distribute the personalizedbrochures and fliers provided to you by HCC Medical when you becomeappointed.Churches and volunteer organizationsColleges, universities and even high schools with exchange and travel programs Ethnic communities Immigration organizations and offices, foreign consulates Multinational corporationsBusinesses with international clients and/or overseas offices HCC Medical Insurance Services 6
Marketing Avenues So, we’ve covered the who, what, where, why and when, but what about how? How can you make these plans more visible to potential clients? Let us help you with that. HCCMIS has a dedicated Marketing Department and pre-designed templates to assist with your print or digital marketing efforts. All agents receive personalized online links that are coded to you. They are not only how we track commissions, they are your primary tool used to quote and sell policies, either by email or through your website. You have instant access to website banners, logos and graphics as well. Our agents also have immediate access to personalized product brochures. We can customize flyers or pamphlets to display or pass around too. If you are trying to reach out to as many customers as possible, HCCMIS can assist with our Co-op Advertising program for print or web advertisements. HCCMIS has even assisted a few agents with designing materials for a mass-mail campaign.HCC Medical Insurance Services 7
Grow Your Commissions Even More with Sub-Agents & Overrides As this chart shows, you can also grow your business by signing up other health insurance agents, in the US or abroad, to sell our international medical products. Parent agents would then make overrides on their sub’s commissions as well as be able to track which sub sold what policy. We can also install tracking numbers and quoting links with a zeroed out commission if you prefer to have all the commission paid directly to the parent, then choose yourself how to compensate sub agents. HCC Medical Insurance Services 8
Thank You,Please Contact Me with Any Questions Thank you for your time. I hoped that you learned more about how to most effectively grow your business through utilizing our Atlas Travel medical plan and accompanying marketing avenues. Please do not hesitate to contact me by phone or email with any questions or if I can provide any assistance. HCC Medical Insurance Services For producer use only. Not for public distribution.