Using Dental/Hearing/Vision Benefits as A Door Opener

Transcription

1 Using Dental/Hearing/Vision Benefits as A Door Opener

2 Marketing? Do your marketing efforts have you running up against these?

3 Why? Folks can be hard to reach if what you are offering is not of immediate interest to them. Additionally, you can cold call for some products, some you cannot. So, what are you to do?

4 Find one of these!

5 Where do I find one? Remember the folks you enrolled during AEP? Or are also in your current book-of-business? What about the ones that went elsewhere, but you could still reach?

6 And everyone else?

7 Do they need help for this?

8 Or this?

9 Or even this?

10 Did the individual Medicare and ACA Plans you offer provide Dental, Vision, or Hearing benefits? If so, were they what folks needed? Were they even available?

11 Then do this:

12 Legally! That s the truth!

13 How? You are allowed to call your clients for Medicare products, and your clients and whomever else you d like for non-medicare products, if you abide by Do-Not-Call regulations. This includes to offer a product of need and interest to most of the population a program to help with Dental, Hearing, and Vision needs. Aren t most folks you know interested in learning more about plans that can help for those needs?

14 How do we reach them? Most MA companies with whom you have enrolled membership are asking that the agents who wrote business reach out to their clients to solidify the sale. Since these folks are your clients, and you can reach out to them in a number of ways. You can reach out via telephone, and you can send them information by mail (or by , if you have that).

15 But before we begin Let s get our bearings and learn a few facts before we Smile and Dial In most cases, the plan requires approximately $500 in anticipated annual expenses to be of solid value to the prospect.

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17 $500+? Typical dental costs: The charge for a standard teeth cleaning and dental exam ranges from $50 -$135. Often dental insurance will cover some or all of this cost for a specific number of cleanings each year. The more extensive deep cleaning process called scaling and root planing is done by quadrants (upper right, upper left, lower right, lower left) at a cost of about $100 -$400 per quadrant depending on the severity of the problem or $400 -$1,600 for the entire mouth. Most dental insurance includes these procedures. Cost estimates taken from costhelper.com

18 More dental costs? Additional costs: Periodic X-rays ($13 -$135) are needed to see if any problems are developing inside the teeth, and are generally required before cleaning the teeth of a new patient. These are often covered by dental insurance. A full mouth debridement (cleaning away excess buildup so the gums and bones are visible and can be evaluated) at $75 -$150 or more may be needed for new patients who have not had dental treatment for quite awhile. Dental insurance may not cover debridement.

19 What about dentures? Typical costs: Prices vary depending on the complexity of the denture needed. Any tooth extractions to remove remaining (but damaged or loosened) teeth will add to the total cost. A basic denture plate starts around $300 -$500, or $600 -$1,000 for a full set of both upper and lower teeth. At this price range the dentures usually have extremely limited warranties, don't last as long as higher-end models and tend to not look lifelike. A mid-range denture costs $500 -$1,000 per plate or $1,000 -$2,000 for a set of two. These look reasonably good and usually come with a 1- or 2-year warranty.

20 Dentures? Premium dentures can cost $1,000 -$4,000 per plate, or $2,000 -$8,000 for a full set. Dentures in this price range use high-end materials to simulate the look of gums and teeth as closely as possible, last a long time and are warranted against chipping and cracking. Often the price includes several follow-up visits to fine-tune the fit. Partial dentures can start as low as $300 -$500, average around $700 -$1,800, and can run $2,000 -$4,000 or more in gold (instead of acrylic or another metal).

21 Extractions? Typical costs: A simple extraction (for a tooth that is fully erupted from the gum and has small roots) starts around $75 in some locations but generally runs about $100 -$150. A surgical extraction, such as when a tooth is broken off at the gum line, is around $150 - $300; for a soft tissue extraction of a partially impacted tooth (an incision has to be made into the gums) the cost is about $200 -$350; and for a partial bony extraction (the tooth has some bone covering it) expect to pay anywhere from $300 -$600.

22 It s like pulling teeth Extracting a wisdom tooth (also called a third molar) starts around $150 -$350 for a tooth that is fully erupted from the gum. Extracting a partially or completely impacted wisdom tooth ranges from $350 -$650. The above fees often include a follow-up office visit to check healing or remove sutures. Additional costs: Related fees may include an initial surgical consultation ($50 -$135), x- rays ($13 -$135) and sedation ($200 -$400 or more).

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24 Vision costs? Generally, eye exam costs can range from less than $50 (usually at a retail store or optical chain) to $100 or more (usually at a medical clinic or private eye doctor's office). Also, eye exams for contact lenses nearly always cost more than routine eye exams to update the eyeglasses prescription.

25 The Numbers? An eye exam is required for patients who would like to purchase eyeglasses or contact lenses from a U.S. retailer. The American Optometric Association recommends that children and adults ages 6 through 60 have an eye exam every two years. For patients over age 61, the association recommends an eye exam every year to maintain eye wellness. Typical costs: The national average charge for an eye exam is $114 for those without insurance, according to the Vision Service Plan. The cost varies depending upon the clinic and region of the country. Some clinics have a separate charge for retraction, a test that determines the patient's prescription. This varies by clinic, ranging from $15 to $40.

26 Eye Exams? When comparing how much an eye exam costs, be sure you are comparing "apples to apples." A comprehensive eye exam should include at least the following: A review of your personal and family health history and any history of eye problems Evaluation of your distance and near vision with an eye chart Evaluation for the presence of nearsightedness, farsightedness, astigmatism and presbyopia Near vision testing to determine if you have presbyopia and need progressive lenses or bifocals Evaluation of your eyes' ability to work together as a team An eye pressure test and examination of the optic nerve to rule out glaucoma Examination of the interior of your eyes to rule out other eye problems, such as cataracts and macular degeneration

27 Where? There are multiple eye care chains to choose from to get your eye exam at. The main ones are: Walmart Vision Center, Lenscrafters, Pearle Vision, America s Best, Empire Vision, JCPenney Optical, Sears Optical and Costco Optical. On average, for a regular eye exam, you can expect to pay between $40 and $70, without the aid of cost cutters like coupons. Walmart Vision Center generally is one of the lowest cost eye care chains. The Walmart eye exam cost on average is about $50. Lenscrafters has been operating since The Lenscrafters eye exam cost usually is about $60 for the basic exam. Pearle Vision has been in operation since 1961 when Dr. Stanley Pearle founded the company. The Pearle Vision eye exam cost will set you back usually around $50 $60. The JCPenney Optical Eye Exam Cost varies from store to store, but you can expect to pay a similar price to that at other eye care chains, which is around $50 $60. The Eye Care Club, which for a fee offers discounts and freebies not only for eye exams, but also for other products such as frames and contact lenses. Empire Vision Centers were established in The Empire Vision Eye Exam Cost is around the $50 mark. The Sears Optical eye exam cost is generally around $50. The Costco eye exam cost is about $50 as well.

28 But what about the glasses? Eyeglasses are both a medical device and a fashion accessory. According to national law, patients purchasing eyeglasses from a U.S. retailer must have an annual eye exam to accurately determine their prescription. Typical costs: Prices vary tremendously, depending upon the type of frame, lenses and type of retailer. Glasses can cost just $8 or up to $600 for those without insurance. For name brands, prices can range between $50 and $1,000 or more. The average price for eyeglasses nationally is $196, according to Vision Service Plan.

29 More about the glasses? Discount retailers, such as LensCrafters or Pearle Vision, offer a range of options. Prices range from $159 for standard, metal-alloy frames to more than $500 for designer frames. Patients can also purchase eyeglasses online, through discount merchants, like Eyeglasses.com and ZenniOptical.com. Prices for discount lenses purchased online range from plain metal alloy frames with lenses for $8 to designer eyeglasses with lenses for $535. Specialized lens materials and lens coatings will be an extra cost. These upgrades can range between $20 for a UV coating on the lenses to $300 for light-weight frames. The cost for these items will vary tremendously.

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31 Can I hear you? A hearing screening includes a series of tests that evaluate the patient's ability to hear loud and soft noises, and sounds at high and low decibels. Typical costs: Hearing tests can cost nothing or can be as much as $250 for people without insurance, depending upon the clinic and the practitioner performing the test. Hearing specialists known as audiologists typically charge at the higher end of the price range. Many hearing aid vendors offer free hearing screenings, but may pressure the patient to purchase hearing aids through their company.

32 Can I hear you? The cost of hearing aids has actually decreased relatively over time, when compared to the rate of inflation. Hearing aids range from approximately $1,000 to $4,000 each, depending on the technology selected. Several factors contribute to the cost of hearing aids, including: research and development costs; customization of each hearing aid to fit the needs of the wearer; manufacturing costs; time spent with the professional who selects, fits, programs, adjusts and services the instruments. Averaged over the lifetime of the instruments (3 5 years or more), the cost per day of a pair of highly featured, advanced digital hearing aids is about $3.

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34 Hearing Aid Types The following are common hearing aid styles. Completely in the canal Completely-in-the-canal hearing aids are molded to fit inside your ear canal and can improve mild to moderate hearing loss in adults. A completely-in-the-canal hearing aid: Is the least noticeable in the ear Is less likely to pick up wind noise because the ear protects the instrument Is easy to use with the telephone Uses smaller batteries, which typically don't last as long as larger batteries Doesn't contain extra features, such as volume control or directional microphones

35 Hearing Aid Types In the canal An in-the-canal hearing aid is custom molded and fits partly in the ear canal, but not as deeply as the completely-in-the-canal aid. This hearing aid can improve mild to moderate hearing loss in adults. An in-the-canal hearing aid: Is less visible in the ear Is easy to use with the telephone Includes features that won't fit on completely-in-the-canal aids, but the small size can make the features difficult to adjust May not fit well in smaller ears

36 Hearing Aid Types Half-shell A smaller version of the in-the-canal hearing aid, the half-shell is custom molded and fills the lower portion of the bowl-shaped area of your outer ear. This style is appropriate for mild to moderately severe hearing loss. A half-shell hearing aid: Is bigger than an in-the-canal hearing aid Is a little easier to handle than are the smaller hearing aids Includes additional features, such as directional microphones and volume control Fits most ears

37 Hearing Aid Types In the ear (full shell) An in-the-ear (full-shell) hearing aid is custom made and fills most of the bowl-shaped area of your outer ear. This style is helpful for people with mild to severe hearing loss. An in-the-ear hearing aid: Is more visible to others May pick up wind noise Contains helpful features, such as volume control, that are easier to adjust Is generally easier to insert into the ear Uses larger batteries which typically last longer, easier to handle

38 Hearing Aid Types Behind the ear Behind-the-ear hearing aids hook over the top of your ear and rest behind the ear. The hearing aid picks up sound, amplifies it and carries the amplified sound to an ear mold that fits inside your ear canal. This type of aid is appropriate for almost all types of hearing loss and for people of all ages. A behind-the-ear aid: Is the largest, most visible type of hearing aid, though some new versions are smaller, streamlined and barely visible Is capable of more amplification than are other hearing aid styles

39 Hearing Aid Types Open fit These are very small behind-the-ear-style devices. Sound travels from the instrument through a small tube or wire to a tiny dome or speaker in the ear canal. These aids leave the ear canal open, so they are best for mild to moderate high-frequency losses where low-frequency hearing is still normal or near normal. An open-fit hearing aid: Is less visible Doesn't plug the ear like the small in-the-canal hearing aids do Uses very small batteries Lacks manual adjustments due to the small size

40 Do the math Dental costs: Exam: $50 Dentures - $2,000 Vision costs: Exam: $50 Eyeglasses: $100 Hearing costs: Hearing Aid: $2,000 Total: $4,200 That s a bit more than $500

41 So, what do we do? Dental, Vision & Hearing Insurance

42 The Plan?

43 The Plan?

44 The Plan?

45 Guaranteed Renewable

46 And what s in it for you? 40% Commission ($1,000 Max for couple 40-54) $31/monthly premium x 2 = $62.00 $62.00 x 12 = $ annual premium $ annual premium x.40 = $297.60

47 When do you start? NOW! We will help

48 The Brokerage, Inc. 233 West Main Street Lewisville, Texas Call: Fax:

49 Thank you!