Jenna, Author at Midwest Insurance Brokerage Services Inc

Don’t Overlook the Sweet Spot: Why 5–10 Life Groups Deserve Your Focus

If you’ve read our recent post on why every agent is capable of writing 51+ sized groups, you already know that expanding your mindset is key to growing your book. But let’s talk about another opportunity that often gets overlooked—groups with 5 to 10 enrolled employees. This size segment can quietly become one of the most rewarding parts of your business. These groups are approachable, quote-friendly, and frequently underserved. They’re not just “filler” business—they can be profitable, loyal, and often lead to referrals and growth down the line. Why 5–10 Enrolled Groups Make Sense Easier to Quote and Manage Compared to large groups or small groups under 5, these employers typically have fewer moving parts: You don’t need to chase down complex data or wait for a long decision-making process. You usually only need a simple census, and most carriers will return quotes quickly. There’s often a single decision-maker—usually the owner—so proposals move faster. More Time-Efficient Than You Think Many agents assume bigger groups = more reward, but the reality is that smaller groups often require lessongoing service and follow-up. They don't have internal HR teams, and they value [...]

Jenna2025-04-30T00:22:15-05:00Uncategorized|

What to Do When You Get Ghosted After Presenting a Group Health Quote — And How to Prevent It Next Time

You gathered census data, ran the quotes, analyzed plan designs, and crafted a polished, custom proposal. You finally sent it off or presented it live—and then? Crickets. No reply. No feedback. No next steps. Welcome to one of the most frustrating parts of selling group health insurance. But getting ghosted doesn’t have to be the norm—and it certainly doesn’t have to happen twice. Let’s break down why prospects go silent, what to do when they do, and how to reduce ghosting going forward. Why Prospects Ghost After a Group Health Quote Before you take it personally, know that ghosting is usually more about them than you. Here are the most common culprits: You didn’t set clear next steps. The quote felt transactional—not like a solution. The decision-maker wasn’t engaged or empowered. They were shopping around and not serious. They didn’t know how to say “no.” Whatever the reason, it’s a signal that something in your process needs tightening. Look in the Mirror First: Are You Creating Ghost-Worthy Experiences? Sometimes, it’s not them. It’s us. As agents, it’s easy to blame the prospect when communication drops off—but [...]

Jenna2025-04-30T00:24:35-05:00Uncategorized|

Unlock the Full Power of Your General Agency Partnership

Partnering early and often with your General Agency is the key to unlocking new growth opportunities. As your General Agency, we’re here to support you — but true success comes when agents use us for more than just solving problems. Yes, we’ll always be ready to assist when challenges come up, whether it’s an enrollment issue, billing discrepancy, or carrier delay. But that’s only a small part of what we can do for you. Our goal is to be a proactive partner in your growth — whether your current focus is group health, individual and family plans, or Medicare. We’re committed to helping you build a stronger foundation, expand into new markets, and create new growth opportunities — all while strengthening the relationships you have with your clients. By involving us earlier and more often — not just when an issue arises — you’ll find you can work more efficiently, position yourself more competitively, and deliver even stronger service to your clients. Here’s how you can start utilizing our support more strategically — and unlock even more value from our partnership. Use Us Before You Quote Your General Agency [...]

Jenna2025-04-30T00:13:59-05:00Uncategorized|

Best Practices for Following Up Without Being Pushy

Following up with clients is an essential part of being a successful health insurance agent. However, there’s a fine line between being persistent and being overly aggressive. Clients appreciate agents who keep them informed and engaged without feeling pressured. Here are the best practices for following up without being pushy: 1. Set Expectations Upfront One of the best ways to ensure a smooth follow-up process is to set expectations early. Let clients know when and how you will follow up, whether it’s via email, phone, or text. This transparency reduces the chance of your outreach feeling intrusive. 2. Provide Value in Every Interaction Each follow-up should offer something valuable to the client. Instead of simply asking if they’re ready to make a decision, share important updates, industry insights, or helpful resources that educate them about their options. 3. Use a Mix of Communication Channels Not every client prefers the same method of communication. Some may respond better to emails, while others prefer text messages or phone calls. Diversifying your follow-up methods ensures you reach them in a way that feels comfortable. 4. Time Your Follow-Ups Wisely [...]

Jenna2025-04-05T15:48:08-05:00Marketing & Sales Ideas|

Why Running Quotes Isn’t Enough: How to Actually Win Clients

Many health insurance agents believe that running a quote is enough to close a deal. They plug in the numbers, send the information to the client, and wait for the sale to happen—only to be disappointed when another agent swoops in and wins the business. If you’re wondering why this keeps happening, the answer is simple: you’re not putting in the work beyond the quote. If you want to stop losing clients to agents who actually put in the effort, follow these essential steps to convert quotes into sales and long-term relationships. 1. Stop Acting Like a Quoting Machine If all you do is run a quote and email it to the client, you’re no different from an online comparison tool. Clients don’t need an agent for that—they need someone who will walk them through the options, explain the details, and help them make an informed decision. What to Do Instead: Take time to understand your client’s specific needs before generating a quote. Offer a personalized consultation instead of just sending numbers. Highlight the benefits of the plans, not just the price. 2. Follow Up Like a Professional A [...]

Jenna2025-03-31T15:43:58-05:00Marketing & Sales Ideas|

Boost Your Retention Rates: The Secret Sauce for Health Insurance Agents

Health insurance agents play a critical role in ensuring customer satisfaction and retention. In an industry where trust, personalized service, and continuous engagement are paramount, insurance agents serve as the bridge between policyholders and insurance providers. Their ability to nurture client relationships can significantly impact retention rates and business success. Understanding the Importance of Retention Customer retention is vital in the health insurance sector. Acquiring new clients is often more expensive than maintaining existing ones, making retention a key metric for profitability. High retention rates not only indicate satisfied clients but also lead to sustained revenue and long-term business growth. Agents who prioritize relationship-building and proactive communication can effectively enhance customer loyalty. How Health Insurance Agents Influence Retention Personalized Service Agents who take the time to understand their clients’ needs can recommend suitable policies and coverage options. Personalization fosters trust and ensures clients feel valued, increasing the likelihood of policy renewals. Ongoing Communication Regular follow-ups, policy updates, and check-ins keep clients engaged. Agents who proactively communicate important information about policy changes, benefits, and claim processes help build transparency and confidence. Claims Assistance Navigating the claims process can be overwhelming for policyholders. [...]

Jenna2025-03-27T12:46:02-05:00Marketing & Sales Ideas|

Why Every Agent Should be Offering Level-Funded Health Plans to Their Clients

In today’s competitive healthcare landscape, businesses are constantly looking for cost-effective ways to offer quality health benefits. Traditional fully insured plans often come with rising premiums, little transparency and no opportunity for cost savings, making it essential for agents to explore alternative solutions. Level-funded health plans have emerged as a leading option, offering employers the cost predictability of a fully insured plan while providing the potential for savings if claims are lower than expected. As an agent, offering level-funded options is no longer just a value-add-it’s a necessity to remain competitive. With more businesses seeking alternatives to traditional plans and more agents incorporating level-funded solutions into their portfolios, staying informed about these plans ensures you’re meeting client demands and standing out in the industry. Here’s why level funding should be a key part of your group health strategy. 1. Cost Savings and Potential Refunds One of the biggest advantages of level-funded health plans is the potential for cost savings. Unlike fully insured plans, where premiums are fixed and any unspent funds go straight to the insurance carrier, level-funded plans allow businesses to get money back if their claims [...]

Jenna2025-03-18T12:12:35-05:00Uncategorized|

Understanding Health Insurance Key Terms and Definitions

As an insurance agent, you know that the language of insurance can be full of complex terms that leave clients feeling confused. Whether it’s explaining "deductibles," "premiums," or "exclusions," these concepts can be overwhelming for someone without a background in the industry. In this blog, we’ll explore how you can use clear, simple explanations of common insurance terms to empower your clients. By breaking down these terms in a way they can understand, you’ll help them feel more confident in their decisions and build stronger, trust-based relationships. Let’s work together to make insurance less confusing and more approachable! Here are some terms and definitions that are helpful to share with your clients: Allowed Amount - The maximum payment the plan will pay for a covered health care service. Health care providers are permitted to charge other than this amount. A network provider agrees to accept the allowed amount as payment in full. Appeal - A request that the health insurer or plan review a decision that denies a benefit or payment (either in whole or in part). Balance Billing - When a provider invoices the member for [...]

Jenna2025-03-05T14:26:47-06:00Uncategorized|

How Health Insurance Agents Can Compete in Today’s Industry Against Large Agencies, PEOs and Payroll Companies

The health insurance industry has become increasingly competitive with large agencies, Professional Employer Organizations (PEOs) and payroll companies expanding their offerings to capture a larger share of the market. These entities often leverage technology, bundling services and large-scale marketing strategies to attract businesses and individuals. However, independent agents still have a strong opportunity to complete – and win – by leveraging personalized service, niche expertise and innovative solutions. Here's how independent health insurance agents can thrive in today’s competitive landscape. Differentiate Through Personalized Service Large agencies and PEOs often provide a one-size-fits-all approach, leaving clients feeling like just another number. Independent agents can use this to their advantage by offering a highly personalized experience. Build Strong Relationships – Get to know your clients on a personal level, understand their unique needs and provide customized solutions that large firms can’t replicate. Be Responsive – Quick response times and proactive communication set independent agents apart from corporate competitors. Ongoing Support – Offer continued assistance, policy reviews and benefits education to ensure clients feel valued and supported Leverage Niche Markets and Specialization Instead of competing head-to-head with large firms on volume, independent [...]

Jenna2025-02-28T11:07:28-06:00Marketing & Sales Ideas|

It’s Time to Start Quoting Group Health Insurance

By: Lori Liles – New Business Consultant Now that you’ve asked all of your qualifying questions, and have your answers, you should be ready to collect the information you need to start running a Quote for your Group. To follow is a list of information that you’ll need in order to run a Blue Cross Group quote: What date does the policy need to start? Make sure you leave yourself and your Group enough time to get the quote to them, do the presentation, let them decide what policy/ or policies they’d like to offer, complete the paperwork with them, and get all of their tax documentation together that Blue Cross will require. The entire process can take a few weeks to a month, depending on how long it takes the client that you’re working with to get you all the information you need. Make sure you leave yourself some time, so you’re not scrambling at the end, and keep this in mind when choosing an effective date. If the Group already has a policy with a different Carrier, the effective date will need to line up [...]

Jenna2021-08-26T16:25:19-05:00Marketing & Sales Ideas|

About Jenna