Understanding Special Needs Plans
Laying a Solid Foundation | Lesson 7

C-SNP Prospecting

When it comes to finding C-SNP prospects, it can seem a little trickier at times. After all, health conditions can span different incomes, locations, and demographics.

To help narrow in, you’ll want to focus on organizations or businesses that would regularly interact with individuals with that condition.

Affinity partnership with specialty providers or support organizations could be a great option for prospecting. However, you could also review your current book of business.

Since these will cover specific conditions, you could incorporate questions about these conditions into your sales appointments.

If your client has a qualifying condition, you could review the benefits with him to determine the right fit.

Once you have a few C-SNP clients, provide them with some of your business cards and let them know that you’d be happy to help anyone they know that has the same condition.

Try to go above and beyond, perhaps finding other support options in their community that might be helpful!

This will help you transcend the salesperson role to become more of an advocate who genuinely cares about their health and well-being.

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