Welcome to the world of dental insurance. It’s an ever-evolving industry. Dental insurance brokers constantly strive to strike the perfect balance between comprehensive coverage and affordability. 

Dental is a coveted benefit for individuals and groups. Dental plans have the highest participation rate of any non-medical employer benefits. So, you want to ensure maximum client satisfaction. 

But what are the most effective techniques for selling dental insurance? How can you make your dental insurance products stand out from the competition? We will explore the factors to consider. 

Key Takeaways:

• Have a deep understanding of the needs and expectations of your clients.
• Study the market, client demographics, and evolving dental trends.
• Combine preventive dental care with coverage for procedures like orthodontics and oral surgeries.
• Address common pain points - like high deductibles, complicated claims processing, and hidden fees.

Join us as we talk about how to sell dental insurance and delve into the art of unlocking smiles through customized dental insurance plans. 

Know the importance of dental insurance plans.

Dental benefits play a crucial role in the oral health of your clients. Oral health affects overall wellbeing, with gum disease leading to various health conditions. 

Having dental insurance as a safety net, people can get the care they need without the burden of high out-of-pocket costs. These plans provide access to preventive care, routine check-ups, and necessary treatments. Addressing oral health issues now will prevent conditions from developing.

Understand the needs of dental insurance clients.

It is essential to have a deep understanding of the needs and expectations of your clients. This insight allows you to tailor dental insurance plans effectively.

One size does not fit all, whether you’re selling dental insurance to groups or families. Age groups and oral health requirements have to be reflected in the products you offer.

For example, children may require coverage for orthodontic treatments. Meanwhile, seniors could need coverage for dentures or dental implants. 

As an employee benefits broker, you may have an employer group wanting to reduce the costs of the dental benefits provided to their employees. 

By understanding specific oral health requirements for each demographic, you can create tailored plans that address their needs and offer maximum value.

You should study industry trends and complete thorough market research. You can also grow as a broker by analyzing customer feedback regarding pain points and needs.

Learn the types of dental plans on the market.

Your approach will change based on your audience. You could be serving individuals, selling dental insurance to small businesses, or working with large employer groups.

Dental insurance is provided by employers as part of a benefits package or made available as an ancillary option. Individuals and families can also purchase dental insurance directly through the insurance carrier or on the marketplace. Here is a closer look at dental plan types:

• Dental Health Maintenance Organization (DHMO): Members will have fixed copayments and choose a primary care dentist. They would be required to get a referral to see a specialist (orthodontist, periodontist).
• Dental Preferred Provider Organization (DPPO): These plans allow members to receive treatment from any dentist that accepts their plan. DPPO plans only cover costs after a deductible is met. So, there are higher out-of-pocket costs as opposed to having copayments. 
• Coverage amounts: Dental plans have various coverage levels based on the type of service. Many plans cover 100% of the cost of preventive care (routine exams, cleaning). Some dental plans provide 80% coverage for basic restorative procedures such as fillings and root canals. You may also see 50% coverage for major procedures like crowns, dentures, and complex oral surgery.

Tailoring dental plans to meet client needs.

Once you understand the market, client demographics, and trends, you can study coverage types, networks, and pricing. You will be able to deliver plans that not only cater to the specific needs of your clients but surpass their expectations.

When selecting dental insurance plans for your clients, the coverage options should be comprehensive, including preventive care, routine check-ups, and treatments for common dental issues. 

Preventive care is the key to maintaining optimal oral health and reduces the likelihood of expensive treatments in the future. 

In addition to the services covered, you should consider the other nuances of dental insurance like cost, network size, and waiting periods. 

A dental plan may have a lower cost but provides less coverage or fewer network options. There could be a dental plan with no waiting periods, however, it has reduced benefits. Make sure not to overlook the minute details of each plan when you make your selections. 

Pain points in dental insurance coverage

There are shared challenges for clients with dental insurance. Some plans have limited coverage for certain treatments, they may have high deductibles, a complicated claims process, or hidden fees. This can create frustration and erode client trust. 

By identifying the challenges that come with insurance plans, you can differentiate the plans you offer from the competition. The goal is to provide seamless coverage and a hassle-free experience. 

Clients want simple and transparent language in their policy documents, easy-to-navigate member portals, and quality customer support. These factors can go a long way in overcoming the usual challenges of dental plans and ensuring client satisfaction.

How to stand out as a dental insurance broker

Your success as a dental broker will hinge on building relationships and fostering positive word of mouth. 

Clients are savvy and will do their research when looking for prospective brokers. They will be looking for qualities such as:

• Transparency and responsiveness. 
• Knowledge of dental insurance products and client-focused solutions.
• How you leverage technology to improve the client experience.
• Availability and ongoing customer service
• The types of products you provide, as well as your current clients and carriers.

The more you work on this part of your business, the more you will gain a keen sense of how to sell dental insurance. Remember that it is your role to bring a sense of ease and peace of mind so that each client can achieve optimal oral health. 

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