Insurance Broker Blog

How Dental Insurance Brokers Get Straight Answers from Prospect Clients

You know your products and your industry. However, as dental insurance brokers it takes more to get a prospective client to commit to what you are offering. We have all been there! So, what does it take for a broker to get straight answers from prospect clients?

Key Takeaways:

  • Create a rapport with your clients.
  • Be curious about their goals and why they need your product.
  • Actively listen and address any concerns.
  • Speak in plain language.
  • Follow up and be communicative.


It is easy to fall into a routine, especially during open enrollment season. By taking the time to evaluate your sales pitch you can meet your goals and serve your clients effectively. This involves gathering detailed and accurate information about your prospective clients to provide them with tailored insurance solutions.

The window of opportunity to enroll clients in an insurance plan is only available for so long. To get you on your way we have tips to help insurance brokers maximize their sales efforts. You can obtain clear and honest responses from your prospects.

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Build and Maintain Relationships

Pitching insurance to a client goes beyond simply being a transaction. Start by building a rapport and establishing trust. A friendly and approachable demeanor can encourage them to be open and provide the information you need to guide them. Once they are a client, continue building and nurturing the relationship year-round. This will increase their loyalty and the likelihood of returning to your business.

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Ask Open-Ended Questions

Use open-ended questions throughout the process. These will require more than a simple "yes" or "no" response. These questions will encourage your prospects to go into detail about their needs and circumstances. It also gives you a chance to show your empathy. Open-ended questions can be used to go over many topics like:

  • Why they are looking to switch insurance providers.
  • Their future goals and aspirations.
  • Preferred budget and financial limitations
  • Any questions on next steps.

Cheerful businesswoman listening to her workmate talking in bright office

Actively Listen

As you gather information, pay close attention to what the prospect is saying. This will show that you are genuinely interested in their situation and will help uncover vital information.

Also listen carefully for any concerns and objections so that you can offer solutions to overcome any hesitations as soon as you can. And give prospects time to think and respond. Rushing them can lead to incomplete or inaccurate information.

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Use Straightforward Language

Avoid using intimidating or complex insurance language that might confuse the prospect. Keep the conversation straightforward and easy to understand.


Highlight Value and Benefits

You can put clients at ease by highlighting your expertise and the value you bring to the table. You will want to come prepared with various insurance options and clearly articulate how the coverage will benefit them. You can go over cost savings, coverage scope, and any additional rewards.

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Encourage Communication

Let the prospect know that you can be easily reached with any questions or concerns. Make the most of the options available, whether that’s phone, email, or video conferencing. You can also use online forms and questionnaires.

However, it is important to remember that some people find it easier to communicate via in-person meetings and in the written form. Nothing wrong with pen and paper!

Dental Health Twitter Accounts You Should be Following

Follow Up

If prospects are hesitant to share certain details during the initial conversation, let them know that you can follow up with additional questions as you go along. This can give them time to think and gather the necessary information.


Remember that success in sales requires a combination of knowledge, communication skills, and a client-centric approach. By offering personalized guidance brokers can increase their sales and help clients make informed decisions about their insurance coverage.

Plus: Download your free tipsheet on Make Your Dental Benefits Stand Out from the Rest. 

Download our FREE Tipsheet on Making Your Dental Benefits Package stand out!

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