Most ACA customers do live paycheck to paycheck like 80% of Americans. This however does not mean that they cannot afford anything. It means that they budget their money in a weekly manner. The correct question as an agent you should ask is “Can my customer afford not to have this protection?” These clients can not afford to be out of work for a month, but they can easily afford 30 dollars a month or a dollar a day. It is important that we do not assume what a person can afford but instead make our recommendation based on what we know to be a person’s needs.

Take a moment and put yourself in the shoes of your clients:

Example:

They were doing some painting over the weekend and the John falls off the ladder breaking his arm and 2 ribs. Doctor tells him he can not work for 3 to 4 weeks. Within most families this would cause immediate panic.

• How will we pay the rent next month?
• Will we have enough for groceries?
• Can we pay our car insurance?

This family like most works to budget their money carefully so they will be able to pay all their bills each month. If one cannot work this can cause a huge financially crisis. I guarantee if you went to them now and asked if they wanted an accident plan from USABLE that in this case would pay them out almost 4k and the plan will cost you only a dollar a day they might knock you over trying to sign up. Instead of trying to save a family 30 dollars a month picture the good the policy can do for this same family if they ever have an accident and cannot work.

Even if you do establish to the client the great value of these products some may still fight you on any cost at all. If you come across this type of situation sometimes using some simple comparisons to money already spent each month can help.

• Do you stop for coffee in the morning?
• Do you buy lunch at work or bring it from home?

These small changes will save your prospect $14.00 per day. You can now easily pay for the protection their family needs. If you have established value in the protection giving up buying lunch will seem like a small sacrifice.

USABLE is key for your client but also you as an agent. In the ACA world we know we will not see any huge commission increases. So, it becomes important to optimize each sales opportunity by including ancillary product. Simply by adding USABLE Accident and Critical Illness to each sale you will double your commission. Not by signing up more people but simply by making sure you include USABLE on each sale. Make today the first day of you creating a new sales habit including USABLE Ancillary in every quote.

Need more help, please reach out to our sales team at 772-546-2299