Find the Selling Point

You don't need a plan that's better at everything. You need to identify what matters to this client.

Ask yourself these before you recommend anything

• 01
  Why are they considering a change?Get the real reason in their words, not your assumption.
• 02
  What matters most to them?Cost, doctors, drugs, a specific benefit — let them tell you.
• 03
  What do they like or dislike about their current plan?Dislikes are often the real opening.
• 04
  Did something change?Health, address, income, household, or coverage status.
• 05
  Did their Medicaid or LIS status change?This can open or close entire categories of plans.
• 06
  Did another agent recently enroll them?Check MARx before assuming they're on their original plan.
• 07
  Are they moving PPO→HMO or HMO→PPO?That's a meaningful structural change worth discussing on its own.
• 08
  Would they lose a benefit they value?Don't let a good-looking new benefit hide a real loss.
• 09
  Would they gain something they actually need?Not something that just sounds appealing.
• 10
  Are their doctors covered?Verify, don't assume, especially across network changes.
• 11
  Are their prescriptions covered appropriately?Covered on paper isn't the same as covered at a reasonable cost.
• 12
  Are there meaningful cost differences?Meaningful to them, based on how they actually use care.