Dental care is a critical component of employee health. It encourages preventative care, helps control costs, and increases productivity. Selling dental plans to small businesses is a great opportunity for brokers. But it’s important to understand the nuances of these ancillary benefits, such as cost, coverage, and provider networks.
Understand Your Client’s Needs
Dental insurance plans are a powerful addition to benefit packages for small businesses. These ancillary products are important to many clients, as they help keep their employees healthy and productive. Research has shown that workers with dental benefits are two to three times more likely to visit a dentist than those without a dental plan. Providing a dental benefit can also improve worker satisfaction and retention, which increases productivity and morale. Additionally, it helps employers attract and retain top talent. This is especially important for businesses in competitive markets. Success in selling small business dental plans hinges on deeply understanding each client’s budget, workforce, and oral health priorities. As a broker, it’s important to understand your client’s needs and provide them with options to meet their goals. In addition to considering coverage levels and costs, it’s important to consider other factors such as the type of providers, deductibles, copayments, and more. A good place to start is by comparing the plans offered by your carrier partners. In addition to standard dental insurance, consider the option of a dental savings plan. Similar to a membership buyers’ club, these plans offer a low annual fee in exchange for discounted dental services. This is a great alternative to traditional dental insurance for several reasons, including cost, ease of administration, and more.
Research the Market
Providing dental coverage helps small businesses attract and retain employees. However, it can be not easy to find affordable options. The average dental insurance premium is more than double that of a medical plan. Fortunately, many standalone dental insurers have built robust provider networks and attractive prices to create a loyal customer base. These companies offer a range of plan options, including DHMO, DPPO, dental discount plans and fee-for-service plans. By leveraging innovative technology, these companies can improve claims management and reduce costs while ensuring their members receive the best care. The aging population and a greater demand for coverage of complex procedures, like dentures or crowns, also drive the market. As a result, it is important to offer family and individual plans with affordable premiums and comprehensive coverage. A major challenge is consumers’ need to understand ancillary benefits and how they work. As a result, it is vital to educate clients on the value of these benefits and their role in improving health outcomes.
Additionally, it’s essential to research the marketplace and understand how changes to healthcare may impact your client’s dental coverage. To help you meet your client’s needs, look for a plan that offers fast-paced access to dentists and a range of routine and emergency treatments. This will protect your clients against unexpected disruption and allow them to focus on their business operations.
Develop a Strong Relationship
Whether in person, in a virtual meeting or over the phone, developing and maintaining positive relationships with your clients will help you adjust your sales pitch. This will allow you to meet their needs without overselling. Choosing the right plan for your clients requires digging into the details of each dental benefit program. A good dental plan combines access to top dentists with cost protections that make it worth the investment. It also includes coordination of benefits language, which determines who pays for services provided by a dentist not part of the plan’s network. It is also important to avoid plans that wrap up medical benefits, as this can add extra work and confusion for your clients. For example, medical plan providers typically require a treatment proposal or predetermination for services over a certain dollar amount. This can be a major hassle for small business owners who already have to deal with other healthcare mandates. Instead, look for a standalone best-in-class dental plan that can be managed separately from their medical procedures.
Offer Solutions
Offering dental plans is a great way to show employees your appreciation, attract and retain top talent, and improve overall employee health. However, small businesses can find it challenging to afford group insurance. That’s why offering the right solutions for their unique needs is important. Understanding your clients’ unique oral care needs is the first step in determining their best coverage options. It’s also helpful to consider their budget and how much they are willing to contribute towards premiums. Then, compare the cost of different coverage options to determine the right plan. Depending on their specific needs, your clients may choose to offer a Dental Health Maintenance Organization (DHMO) that requires them to select a primary dentist and have fixed copayments for services or a Dental Preferred Provider Organization (DPPO) that allows them to see any provider but will reimburse them less than a contracted rate. Another option is offering a dental savings plan, a non-insurance type of coverage that’s more affordable and easier to manage. Members pay a low annual fee to access a network of dentists who have agreed to provide discounts for the members. This plan can help you build a predictable recurring revenue stream that can even out any slow times in your practice.
