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

    1. 1. How To Market Our Programs to Employers and Employees
    2. 2. Business Market Statistics <ul><li>More than 70% of American companies had </li></ul><ul><li>double-digit healthcare cost increases in 2006 </li></ul><ul><li>59% of companies intend to keep down rising health-care costs in 2009 by raising workers' deductibles and co-pays </li></ul><ul><li>From: Insurance News </li></ul><ul><li>144 million Americans have no form of dental coverage, [including those with jobs] </li></ul><ul><li>175 million Americans are either uninsured or underinsured, [regardless of employment status] </li></ul><ul><li>From: NADP </li></ul><ul><li>From: NAIU </li></ul>
    3. 3. Group Sales Training Prospective Industries <ul><li>Manufacturing </li></ul><ul><li>Security Firms </li></ul><ul><li>Law Firms/Finance Svcs. </li></ul><ul><li>Real Estate Agencies </li></ul><ul><li>Construction </li></ul><ul><li>Plumbing Companies </li></ul><ul><li>Electrical Companies </li></ul><ul><li>Restaurants </li></ul><ul><li>Day Spas & Hair Salons </li></ul><ul><li>Entertainment </li></ul><ul><li>Trucking </li></ul><ul><li>Child Day Care </li></ul><ul><li>Adult Day Care </li></ul><ul><li>Home Nursing </li></ul><ul><li>Landscaping </li></ul><ul><li>Painting </li></ul><ul><li>Franchises </li></ul><ul><li>Retail </li></ul><ul><li>Warehousing </li></ul><ul><li>Staffing Agencies </li></ul>
    4. 4. Marketing Materials <ul><li>Brochure 8 ½ x 11 </li></ul><ul><li>DVD </li></ul><ul><li>Job Site Save Money </li></ul>
    5. 5. Group Marketing Systems <ul><li>Pitcher/Catcher/Designated Hitter </li></ul><ul><li>VITO Marketing System </li></ul><ul><li>Survey Marketing System </li></ul><ul><li>Direct Mail Marketing System </li></ul><ul><li>Cloverleaf Marketing System </li></ul><ul><li>Horizontal/Vertical Marketing </li></ul>
    6. 6. Business Lists Resources <ul><li> </li></ul><ul><li> (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.) </li></ul><ul><li> (Receive 100 FREE listings of your choice; click “TV offer” banner and receive 200. ) </li></ul><ul><li>The above sources allow your choice of type of business/industry, owner’s name, # of employees. </li></ul><ul><li>Yellow Pages FREE current listings by type of business/industry. </li></ul><ul><li>Referrals Business clients can refer their vendors and competitors. Associates, family & friends can refer businesses & business owners they know or do business with. </li></ul>
    7. 7. Employer Advantages <ul><li>NO </li></ul><ul><li>Contribution Requirements </li></ul><ul><li>NO </li></ul><ul><li>Participation Requirements </li></ul><ul><li>Flexibility </li></ul><ul><li>Ease of Administration </li></ul>
    8. 8. Employer Advantages <ul><li>Employee Retention – 2 nd highest reason employees move to another company is for benefits </li></ul><ul><li>No Mandatory Participation – Unlike insurance, there is no required percentage of employee participation </li></ul><ul><li>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. </li></ul>
    9. 9. Employer Advantages continued . . . <ul><li>Payroll Deduction at Employer’s discretion </li></ul><ul><li>One List Bill Sent to Company (w/ 5+ participants) </li></ul><ul><li>Auto Draft (w/ less than 5 participants) </li></ul><ul><li>Ease of Administration (easy adds and drops) </li></ul><ul><li>Qualifies for Section 125 – Pre-Tax Dollars </li></ul><ul><li>No Mandatory Open Enrollment; at Employer Discretion </li></ul><ul><li>NO COBRA Administration </li></ul><ul><li>Employee Education by Independent Representative </li></ul><ul><li>ID Cards mailed directly to employees’ homes </li></ul>
    10. 10. Employee Advantages <ul><li>Affordability </li></ul><ul><li>Freedom of Choice </li></ul><ul><li>Coverage for Family </li></ul><ul><li>No Waiting Periods </li></ul><ul><li>No Medical Qualifying </li></ul><ul><li>Pre-Tax Dollars Portability </li></ul>
    11. 11. Employee Advantages <ul><li>Drastically lowers cost of Healthcare </li></ul><ul><li>Low Monthly fees, whether Employer contributes or not </li></ul><ul><li>Payroll Deduction Available at $ 3.42 /week - $ 13.85 /week depending on plan selected </li></ul><ul><li>No Waiting Period to use Plans </li></ul><ul><li>No Deductibles to meet </li></ul><ul><li>Instant Savings </li></ul><ul><li>Up to 80% Savings or More </li></ul>
    12. 12. Employee Advantages continued… <ul><li>No Exclusions of pre-existing or ongoing conditions </li></ul><ul><li>May Select Plan of choice of 4 options </li></ul><ul><li>May use Pre-Tax Dollars </li></ul><ul><li>No Paperwork or Reimbursement Worries </li></ul><ul><li>Specialists included, where available, even cosmetic </li></ul><ul><li>Orthodontics & Cosmetic Dentistry included with Dental Plan </li></ul>
    13. 13. Employee Advantages continued… <ul><li>May choose and change provider within network without prior approval or notification </li></ul><ul><li>May refer and recommend personal dentist or physician if not a participating provider in network </li></ul><ul><li>No Limits of Services or Visits </li></ul><ul><li>Never Pay Retail for Health Services </li></ul><ul><li>No Age Limits </li></ul><ul><li>Household Fees include anyone living at residence, regardless of relationship or age </li></ul>
    14. 14. Plan Options and Comparison <ul><li>A Comparison of our Dental Plan vs </li></ul><ul><li>Traditional Dental Insurance. </li></ul><ul><li>Our 4 Plan Options, </li></ul><ul><li>what they include and Pricing. </li></ul>
    15. 15. Comparison <ul><li>Dental Insurance </li></ul><ul><li>Consumer-Driven Dental Plan </li></ul><ul><li>$50.00 - $75.00 per month </li></ul><ul><li>60 to 180 day waiting period </li></ul><ul><li>6-12 month waiting period for pre-existing conditions </li></ul><ul><li>$50 - $100 deductible </li></ul><ul><li>Claim forms to file </li></ul><ul><li>$750 - $1500 annual maximum limit </li></ul><ul><li>State restricted </li></ul><ul><li>Orthodontics may not be covered or may exceed annual limit </li></ul><ul><li>Approval req’d for change of dentist </li></ul><ul><li>Specialists may exceed annual limit </li></ul><ul><li>Premium rate may vary any time </li></ul><ul><li>Vision, Rx, Chiropractic extra cost </li></ul><ul><li>$14.95 - $19.95 per month </li></ul><ul><li>No waiting period </li></ul><ul><li>On-going conditions accepted with no waiting </li></ul><ul><li>None ------ Instant Savings! </li></ul><ul><li>No paperwork to file </li></ul><ul><li>No limits on services or visits or age </li></ul><ul><li>Nationwide access to services </li></ul><ul><li>Orthodontics for children and adults, with no limits </li></ul><ul><li>Change dentist without approval </li></ul><ul><li>Specialists included </li></ul><ul><li>Fees guaranteed for two years </li></ul><ul><li>Vision, Rx, Chiropractic at NO extra cost </li></ul>
    16. 16. Plans to Choose From <ul><li>PLAN I </li></ul><ul><li>Dental with </li></ul><ul><li>Vision </li></ul><ul><li>Prescription </li></ul><ul><li>Chiropractic </li></ul><ul><li>Individual : </li></ul><ul><li>$ 14.95 /mo or $ 3.42 /week </li></ul><ul><li>Household : </li></ul><ul><li>$ 19.95 /mo or $ 4.61 /week </li></ul><ul><li>PLAN II </li></ul><ul><li>Medical with </li></ul><ul><li>Doctor Visits </li></ul><ul><li>Laboratory </li></ul><ul><li>Ancillary (MRI, etc.) </li></ul><ul><li>Hospital Advocacy </li></ul><ul><li>24 Hour Nurseline </li></ul><ul><li>Household : </li></ul><ul><li>$ 29.95 /mo or $ 6.92 /week </li></ul>To Learn More About Our Programs, go to
    17. 17. Plans to Choose From continued… <ul><li>PLAN III </li></ul><ul><li>Dental with Medical </li></ul><ul><li>Including: </li></ul><ul><li>Vision, Prescrip., Chiro, </li></ul><ul><li>Doctors Visits </li></ul><ul><li>Ancillary </li></ul><ul><li>Hospital Advocacy </li></ul><ul><li>Nurseline </li></ul><ul><li>Household : </li></ul><ul><li>$ 39.95 /mo or $ 9.23 /week </li></ul><ul><li>PLAN IV </li></ul><ul><li>Dental with Medical as in </li></ul><ul><li>Plan III details; </li></ul><ul><li>Including also: </li></ul><ul><li>Auto Club (Sign & Drive) </li></ul><ul><li>Discounted Legal Services </li></ul><ul><li>Identity Theft Protection </li></ul><ul><li>Household : </li></ul><ul><li>$ 59.95 /mo or $ 13.85 /week </li></ul>To Learn More about our Programs, go to
    18. 18. Commissions <ul><li>Breakdown of </li></ul><ul><li>Advance Commissions </li></ul><ul><li>And </li></ul><ul><li>Residual Commissions </li></ul><ul><li>Paid on Each Plan </li></ul><ul><li>Residual Income is the Key </li></ul><ul><li>To Financial and Lifestyle </li></ul><ul><li>Freedom </li></ul>
    19. 19. Commissions Paid on Plans <ul><li>PLAN I ($14.95-$19.95 /mo) </li></ul><ul><li>Dental w/ VPC </li></ul><ul><li>Individual : </li></ul><ul><li>6 mo advance: $26.91 </li></ul><ul><li>Monthly residual: $4.49 </li></ul><ul><li>Household : </li></ul><ul><li>6 mo advance: $35.94 </li></ul><ul><li>Monthly residual: $5.99 </li></ul><ul><li>PLAN II ($29.95 /mo) </li></ul><ul><li>Medical w/ Visits, Lab, Hospital, etc. </li></ul><ul><li>(Dental, VPC) </li></ul><ul><li>Household : </li></ul><ul><li>6 mo advance : $53.91 </li></ul><ul><li>Monthly residual: $8.99 </li></ul>
    20. 20. Commissions Paid on Plans continued… <ul><li>PLAN III ($39.95/ mo) </li></ul><ul><li>Dental & Medical with VPC, Visits, Lab, Anc, Hospital, etc. </li></ul><ul><li>Household: </li></ul><ul><li>6 month advance : $71.91 </li></ul><ul><li>Monthly Residual : $11.99 </li></ul><ul><li>PLAN IV ($59.95 /mo) </li></ul><ul><li>Dental, Medical, VPC, Visits, Lab, Anc., Hosp, </li></ul><ul><li>with Auto Club, Legal, </li></ul><ul><li>& Identity Theft </li></ul><ul><li>Household: </li></ul><ul><li>6 month advance: $107.91 </li></ul><ul><li>Monthly Residual: $17.99 </li></ul>
    21. 21. Compensation Example <ul><li>PERSONAL PRODUCTION COMPENSATION 30% Commission Paid on Personal Production </li></ul><ul><li>Plan IV 6 mo adv Monthly Adv Commission </li></ul><ul><li>THP $108 x 10/wk=43.3 plans=$4,676/month x 12 months= $56,118 Advanced Commission* </li></ul><ul><li>+$56,118 Residual Commission** </li></ul><ul><li>=$112,236 Annual Earned Income </li></ul><ul><li>*$56,118 advanced commissions represents only ½ the total commission earned. </li></ul><ul><li>**There is also $56,118 in residual income earned. </li></ul><ul><li>The above example is assuming only 10 Plans per week are sold. </li></ul><ul><li>Consider enrolling a Group of 49 employees. </li></ul><ul><li>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. </li></ul><ul><li>Consider just one Group of 100 employees. The residual income would be $1,800 per month , </li></ul><ul><li>month after month, year after year , for the life of that group’s business . </li></ul><ul><li>The above example does not include 15% - 34% Over-ride Commissions nor Trainer Bonuses. </li></ul><ul><li>Income examples shown are strictly illustrations of how commissions are earned in the compensation plan. </li></ul><ul><li>Your earnings will depend solely on your efforts as you develop your business/agency. </li></ul>
    22. 22. Representative’s Options <ul><li>You do have Options as a Representative (IBO). </li></ul><ul><li>Use them wisely and grow a solid group business portfolio. </li></ul>
    23. 23. Representative (IBO) Options <ul><li>IBO may waive $20 - $30 Registration Fees on each employee if there are between 5 to 49 employees participating in payroll deduct. </li></ul><ul><li>This can be used as an incentive to get the business. </li></ul><ul><li>If IBO chooses to waive the Registration Fees, then IBO is paid on an as-earned basis and residual income will begin immediately . </li></ul><ul><li>If IBO does NOT waive the Registration Fees, then IBO is paid 6 months advance commission with residual income beginning month 7 . </li></ul>
    24. 24. Options continued… <ul><li>Split Team Commissions: </li></ul><ul><li>If IBO (Designated Hitter) has a </li></ul><ul><li>team partner (Pitcher/Catcher) who assisted in the sale or set-up, </li></ul><ul><li>IBO may split commissions with </li></ul><ul><li>team partner at their agreed upon percentage. </li></ul><ul><li>This split is accomplished by whose ID number is placed on each individual application. </li></ul>
    25. 25. Group Requirements <ul><li>Although requirements </li></ul><ul><li>are minimal, there are requirements that must be met in order to have a smooth group sales process . </li></ul>
    26. 26. Group Requirements <ul><li>Must have minimum 5 employees for montly List Bill </li></ul><ul><li>Under 5 employees, corporate will auto-draft the company account </li></ul><ul><li>With 50 + employees, registration fees ( $20-30 ) are waived automatically </li></ul><ul><li>and representative is paid as-earned; no advance paid. </li></ul><ul><li>Must send 1 st month payment with applications and Employer Acceptance Letter </li></ul><ul><li>1 st month’s payment may be made with company check or company credit card (photocopy of credit card required) </li></ul><ul><li>May NOT fax initial paperwork into corporate. </li></ul><ul><li>Must mail initial paperwork (originals) and 1 st month’s payment into corporate (recommend overnight or 2 nd day air with delivery signature required) </li></ul><ul><li>Future adds/drops to existing group account may be faxed to corporate Group Division </li></ul>
    27. 27. The Paperwork <ul><li>Though there is NOT much paperwork, what there is must be done right. </li></ul><ul><li>Essential Paperwork </li></ul><ul><li>Non-essential ,but helpful., </li></ul><ul><li>Paperwork </li></ul>
    28. 28. Paperwork <ul><li>REQUIRED FOR PAYROLL DEDUCTION: </li></ul><ul><li>Individual Application – Group </li></ul><ul><li>Employer Acceptance Letter </li></ul><ul><li>OPTIONAL PROPOSALS & FORMS: </li></ul><ul><li>Auto-Generated Proposal (customized and emailed to you) </li></ul><ul><li>Broker of Record Letter </li></ul><ul><li>Analysis and Comparison </li></ul><ul><li>And other forms and documents </li></ul><ul><li>All Forms Can Be Downloaded/Printed from Your </li></ul><ul><li>Back Office Support Site: </li></ul><ul><li>Look Under “Group Resources” </li></ul>
    29. 29. Service Your Accounts <ul><li>The Key to </li></ul><ul><li>- Business Retention </li></ul><ul><li>- Strong Residuals </li></ul><ul><li>- Referrals </li></ul><ul><li>- Alliances </li></ul>
    30. 30. Service Your Accounts - Personally <ul><li>Your Clients are Business Owners. They are busy, harried, and under extreme stress. </li></ul><ul><li>They usually will not call you unless and until . . . </li></ul><ul><li>there’s already an unresolved problem , then it’s YOU in the </li></ul><ul><li>HOT SEAT ! </li></ul><ul><li>Why not – </li></ul><ul><li>- stay in touch on a regular basis </li></ul><ul><li>put out fires before they start </li></ul><ul><li>catch new business in the process. </li></ul>
    31. 31. Service Your Clients - Regularly <ul><li>As soon as you sign a Group, mark your calendar right then for a follow up call. </li></ul><ul><li>Make sure all is going well: </li></ul><ul><li>-Confirm that employer received Group Administration Manual. </li></ul><ul><li>-Confirm that employees have received their cards. </li></ul><ul><li>-Are they are any concerns or questions? </li></ul><ul><li>Resolve any issues and mark your calendar for the next “service” call. </li></ul><ul><li>Send a “Thank You” Card. </li></ul>
    32. 32. Service Your Clients and serve your Business <ul><li>In one simple phone call each month or so, you can… </li></ul><ul><li>Determine any new employees to add to the group plan. </li></ul><ul><li>Ask for referrals of client’s vendors. </li></ul><ul><li>Ask for referrals of client’s competitors. </li></ul><ul><li>Discover any issues that can be handled and resolved before they escalate. </li></ul><ul><li>Find out about company events that you can sponsor or attend: picnics, Christmas parties, etc. </li></ul><ul><li>Find out how your client is doing personally and professionally . . . </li></ul><ul><li>Is business good or struggling? </li></ul>
    33. 33. Service Your Clients – The Employees <ul><li>Remember, your clients are also the employees. </li></ul><ul><li>Although you cannot (and it is probably not appropriate) to call each employee, you can keep in touch . . . </li></ul><ul><li>Applications have their birth date and birth date of their household members </li></ul><ul><li>Take a few minutes when you collect the initial paperwork to register these birthdates with an automatic birthday card service, whether </li></ul><ul><li>US Mail or Email . </li></ul><ul><li>Attend company functions (stay in touch and you’ll be extended invitations). Mingle with the employees at these company events. </li></ul><ul><li>Call the employer to set up donuts or breakfast sandwiches or box/bag lunch delivery for staff or employee meetings. </li></ul><ul><li>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. </li></ul>
    34. 34. Service Your Clients – Use Your Support Site <ul><li>Back Office Support Site has facts about each of your Groups. Look under : Group Resources – - Reporting. </li></ul><ul><li>See amount being billed to the Group </li></ul><ul><ul><li>and if they are paying on time. </li></ul></ul><ul><li>Check for employee adds/drops. </li></ul><ul><li>Know the state of your Group Business. </li></ul><ul><li>Find Group FAQ in the Support Site. </li></ul>
    35. 35. Group Certification <ul><li>If you are NOT a currently </li></ul><ul><li>Licensed Insurance Agent, </li></ul><ul><li>Group Certification is a Requirement for Writing </li></ul><ul><li>Group Business. </li></ul><ul><li>This Home Study Course will prepare you with information and the understanding needed to be successful in working with businesses. </li></ul>
    36. 36. Group Sales Certification <ul><li>Required unless a currently licensed insurance agent </li></ul><ul><li>Home Study Course </li></ul><ul><li>Provides you with basic training to assist you in prospecting and effectively communicating with group business decision makers. </li></ul><ul><li>Gives you an understanding of insurance-based programs your prospects may currently have or may be considering. </li></ul><ul><li>Order the Group Sales Certification Course from the Sales Aids Store in your Back Office Support Site </li></ul>
    37. 37. Group Certification and Marketing Kit <ul><li>Contains: </li></ul><ul><li>Home Study Course </li></ul><ul><li>Prospecting List </li></ul><ul><li>Job Site Marketing DVDs </li></ul><ul><li>Group Brochures </li></ul><ul><li>Employer Acceptance Letters and Individual Applications for Group </li></ul><ul><li>Cost: $59.95 </li></ul>
    38. 38. Group Sales Division Corporate Contact Information <ul><li>Group Sales Division </li></ul><ul><li>5700 Democracy Drive </li></ul><ul><li>Plano, TX 75024 </li></ul><ul><li>1-800-550-9726 </li></ul><ul><li>[email_address] </li></ul>
    39. 39. How Big is The Need and How Large is The Market? The Dental Crisis in America <ul><li>Millions of Americans Need </li></ul><ul><li>Affordable Dental Care. </li></ul><ul><li>Not only is it affecting people's teeth and quality of life, but its affecting their overall health! </li></ul><ul><li>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. </li></ul><ul><li>Michelle Miller, CBS News </li></ul><ul><li>We have a solution ! </li></ul><ul><li>CBS News special report on the </li></ul><ul><li>Dental Insurance Crisis </li></ul><ul><li>  </li></ul><ul><li>Click this link: </li></ul><ul><li>CBS News Special Report On Dental Insurance Crisis in America </li></ul><ul><li>A new window will open and a short commercial will precede the Report. </li></ul>
    40. 40. 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.