8 Things you must discuss with your clients when choosing coverage

At JAR, we know firsthand the importance of earning your client’s trust: when clients trust your advice, you retain their business. To ensure the longevity of your client relationships, and your success, we share the industry-proven discussion points that will boost your performance and get you choosing the best plan possible for your client’s needs.

1.     Coverage: Ask your client what medical services and treatments they need. Identifying what they’re looking to get out of their coverage will empower you with the confidence to make the right recommendations for them.

2.     Additional coverage: Is your client receiving coverage from a source outside of Medicare? Switching plans may affect the coverage they’re currently receiving and leave them without essential services. Understand how Medicare might interact with their coverage and work with them to choose a plan that supports the care they need to build their trust.

3.     Cost: How much your client is paying for coverage through deductibles, copays, and out-of-pocket fees might decide which plans are better fits for them. Tackle the financial discussion by working with them to see what they may be required to pay for new coverage.

4.     Doctor and hospital choice: Working with providers in settings we trust is vital when we receive care. Your client might have doctors and hospitals they would like to stick with or might need guidance in finding care within a new network. Coordinate their coverage and keep care within their reach to strengthen your relationship with them and propel your business upward.

5.     Prescription drugs: Will your client need coverage that takes care of their medication costs? Get familiar with the options they’re eligible for and ensure your advice continues their treatment.

6.     Quality of care: Spend time with your client discussing the parts of their coverage and care they’re happy with and the parts they’d like to be better. Recognizing what could be improved through the right Medicare plan keeps your clients coming back to you.

7.     Convenience: Roadblocks like distance, time, technology, and pharmacy accessibility shouldn’t prevent your client from receiving care. Talking with your client about their location, preferences, and availability will shine a light on the plans that will keep them on the road to care — and on your client list.

8.     Travel: If your client is planning on traveling, either to another state or to another country, the care they may need out-of-state could influence the coverage they need. See what your client’s plans are and double-check that their coverage keeps their needs covered.

At JAR, your long-lasting success is our top priority. As a downline agent, we will connect you with marketing tools that propel your business forward. We’ll supply you with a copy of our Medicare 101 Guide so that you can streamline your discussions with clients and select a plan that keeps them covered. Find out how you can become a JAR agent to and ensure your clients’ trust and loyalty to your expertise.