Open Enrollment is like Christmas for dental brokers. Individuals, families, and employees are looking for dental insurance at the same time. And let’s say you have the perfect solutions for people in each of those groups. Without the right approach it could all be for naught.

As a dental insurance broker, you can significantly improve your opportunity to close more deals by using effective follow-up strategies. We have a step-by-step guide of open enrollment best practices. You can use them during and after enrollment to sell, maintain relationships and generate additional business.

Key Takeaways:

• Set clear expectations about the open enrollment timeline.
• Make communications personalized and friendly.
• Provide benefit resources and education.
• Check in with your clients during and after enrollment.
• Be active with prospecting while staying compliant.
  
  

Set Clear Expectations

Navigating the health insurance landscape can be daunting, especially during open enrollment. This is true even for people who have experience in dealing with insurance plans. There are so many options on the market and there is insurance language to decode.

You can be the guiding light during this crucial time. Be sure to set clear expectations for your clients. Explain the open enrollment timeline and what they should expect after they have enrolled.

Provide Personalized Communication

The times before, during and after enrollment are all ideal for looking over your client communications. There is always room for improvement, and one size does not fit all.

You need to tailor your open enrollment communications for each client, based on their circumstances and preferences. At the same time, you do not want to overthink the message. Keep it simple by using these techniques:

• Use a friendly tone and refer to the prospect by name.
• Talk about your previous meeting or a personal anecdote they shared.
• Give them a helpful tip.

Come with Documentation and Resources

Your clients should not be expected to retain all the benefits you go over. Be prepared to provide benefit information in physical and digital form if needed.

Depending on the client’s learning style, it may be helpful to offer additional resources and materials. This will educate your clients about various aspects of their insurance options. And it shows your commitment to their wellbeing.

Keep up on Industry Changes

The insurance industry is always evolving. So be sure to share relevant updates with your clients. It’s important to empower them with the knowledge they need to make informed decisions.

Consider enrolling in continued education and attending industry events. This will further your understanding of insurance trends and regulations. It can also provide you with networking opportunities with other brokers and agencies.

Regular Check-Ins

Establish a schedule for periodic check-ins with your clients. You can start with a personalized welcome email or letter to express your gratitude for their business. You may also send out occasional reminder emails, based on the clients’ needs.

A typical cadence would be reaching out after 30 days, 60 days, and 90 days. You can go over topics such as:

• Registering on their dental carrier portal and the benefits of doing so.
• How to view ID cards and benefit details online.
• The importance of looking for dentists or specialists in their network.
• Preventive care benefits and how they can be used.

Be Responsive and Ask for Feedback

Make sure your clients have your contact information for any questions or concerns. This will let them know that you are easily reachable and help maintain their trust.

After the enrollment process, ask your clients for feedback about their experience. This demonstrates that you value their opinion and are open to improvements.

Referrals and Cross-Selling

Once you know your clients are satisfied with your services, be sure to ask them for a referral. Delighted clients are often willing to recommend your services to friends and family.

You can also use your follow-up interactions with clients to identify potential cross-selling opportunities. You may be able to discuss other insurance products that suit them.

Stay Compliant

It is important to serve clients while remaining compliant. You need to know what is allowable from a selling and marketing perspective. The rules vary based on when the person enrolled and the plan they chose.

For example, people who enrolled in Medicare Advantage can make a one-time change. This happens between January 1 to March 31.

However, you cannot send unsolicited communications to clients about Open Enrollment or their ability to make any additional changes to their coverage. Encourage them to reach out should their situation change following enrollment.

Remember, the key to effective follow-up is building and maintaining relationships. Be genuine, attentive, and focused on providing value to your clients. This approach will not only help you close more deals but also lead to long-term client relationships and a formidable reputation.

For more tips, check out our free eBook on How to Educate your Human Resources Clients during group enrollment and beyond.

Any questions about your current Solstice products? Login to your portal on https://www.solsticemarketplace.com/ 

Want to start selling Solstice? Give us a call at 877-760-2247 or email us at sales@solsticebenefits.com