People have certain hesitations when approaching medical insurance brokers. They already have reservations about getting medical insurance, but when dealing with the professionals themselves, there is usually a wall that forms between the broker and the professional client. A lot of that stems from the sensitive nature of the business, money and health matters being what they are, and some of it comes from the demeanor of the brokers themselves.
To better provide the type of service that medical insurance brokers usually do, a level of trust has to be cultivated between the client and the broker. It’s up to you, the broker, to make the choice to be the guide a client needs to get the best medical insurance deal they could possibly need. Here are a few suggestions that would help you, as a professional, to break down some of the barriers that hinder the achievement of a good professional relationship:
1 – Empathize
Understand that in the potential clients’ mind, a huge risk is about to be taken. Be sure to avoid alienating the client by dismissing their fears or reservations. By putting yourself in the potential clients’ shoes, you can address their fears and reservations much better.
2 – Listen
This is something that even some veteran brokers tend to take for granted. Every client has specific concerns, and no matter how experienced you are in the field, once in a while you will still encounter a case that would surprise you. Treat every client like that potential surprise case. Listening properly will allow you to acquire all the necessary information you may need to do your job properly.
3 – Assure
With the number of professionals out there offering medical insurance, your potential client is most likely confused and looking for assurance. Be the one to give your client that. Especially for those who have no experience in dealing with medical insurance, clients view the field as a complicated industry filled with fine print and conditions. Give your client peace of mind by being the person would try to simplify the complex world of medical insurance to ensure that the client gets the best deal possible.
4 – Inform
No matter how much the clients insist on knowing what they are doing, and you will consistently encounter these types of clients, always assume the role of adviser. Educate your client on every aspect of medical insurance that they need to know. Let them know about the limitations of each premium. By educating your client, you will be working towards a more harmonious professional relationship and avoid any conflict between you and your client.
5 – Guide
Remember that there is a difference between an adviser and someone who is merely out to sell insurance. By guiding your client to the medical insurance plan that truly helps them, you will be seen as an adviser; someone whose judgment is trusted enough to take under consideration. As always, the point of this is to have a good working relationship with your client, and it all begins with being the person your client needs.
About the author :
This article is prepared by CompareHero for Daily Advisor. Compare Hero is Malaysia’s leading financial comparison website. Compare a broad list of financial products – from credit cards to insurance plans