I like watching year-in-review shows that air at the end of the year. It’s interesting to see 365 days shrunk down to pictures or moments. It’s even more interesting when they review the current year and compare it with previous years. Then you really see how much things have changed. And so, it is in the world of healthcare. Headlines that dominate the media include “health care reform”, “the Affordable Care Act”, “private exchanges”, “public exchanges” and more.  Despite the constant changes, dental insurance brokers can survive and thrive amidst changing times. It can be done by developing these three habits of successful dental insurance brokers.

Understand that it’s not about you:

One of the core rules of being a successful dental insurance broker is putting your client’s needs first. As you interact with people, let this core belief permeate every aspect of your interaction, including how you communicate. Become an active listener. What this means is that you are listening more than you are talking. You are also asking questions to make sure you understand what the prospect or client is saying. Now, you may be thinking, “I just don’t have time for that. I need to get in, get out and not be late for my next client meeting.” However, making the time to carefully listen to your clients and prospects is valuable.

Active listening pays off:

• Helps you better understand your prospects and clients.
• Allows you to make recommendations that match their needs.
• Clients will be more willing to trust you and listen to your recommendations.
• People get enjoyment from expressing their opinions and experience, per a Harvard University..so let them!

Ask these essential questions:

When you do speak, be sure to ask the right questions. Neil Rackman, author of the book “SPIN Selling,” shared the best types of questions to help win large sales. His research analyzed over 35,000 sales transactions over the course of 10 years. His team also studied 116 factors that affect sales performance, as well as effective sales techniques in 27 countries. The study observed that asking the following types of questions in the order below helped to win large sales: 

1. Situation Questions – Describe your current situation.
2. Problem Questions - What’s keeping you up at night about this situation?
3. Implication Question – What are the consequences of this problem or challenge for your organization?
4. Need-Payoff Questions – How would solving the problem benefit your company?

Once you know your client’s answers, you can show them how your services can help.

Explore the gold mine in your backyard.

Your current clientele is a gold mine, bursting with renewal business and referrals...that is, if you invest time and take care of them. This means contacting them regularly, not just as the time draws close for renewals. Frequent contacts help build a strong relationship. And if you have a good relationship, clients are more likely to do business with you again AND refer others to you. So, your reputation becomes like money in the bank, accumulating interest that you can live on. 

You’ve heard the phrase that “change is the only constant.” While that may be true, it’s tough to live in a space where there is no constant...no stability. Consistently developing and practicing habits of successful insurance brokers, such as putting the client’s needs first, asking the right questions and taking care of your current clients. This will best position you for success, no matter what direction the waves of change flow.