Convincing clients to purchase individual dental plans for themselves can sometimes be challenging. When considering purchasing individual dental insurance plans, clients might not be convinced it’s worth the expense. Young, healthy clients may wonder if they need dental insurance at all.
To help your individual clients understand the value of dental coverage, we’ve complied some of the most common roadblocks to sales and provided responses that should help convince even the most skeptical client of the value of dental insurance ― and that it’s something they need.
One of the most common reasons clients are hesitant to purchase individual dental insurance is that they don’t believe it’s a good value. Between the cost of the premium and coinsurance, these clients may doubt they’ll save much money, if any at all, when they visit the dentist. Here’s why that argument falls flat:
Your clients’ teeth may be healthy now, but keeping them that way requires regular preventive care which, as we noted, your clients are far less likely to receive without dental insurance. Routine dental exams and cleanings are important for maintaining oral health. Here are some of the obvious (and not-so-obvious) reasons why:
It’s true that PPO plans typically have waiting periods, but they often cover a variety of procedures from day one. (Plans won’t pay toward basic and major procedures until after the required plan enrollment is met, however.) DHMO-type plans, on the other hand, don’t have waiting periods.⁵
Note that employer plan enrollment waiting periods depend on the plan. Clients enrolled in employer plans should refer to their plan booklet for waiting periods and other information about their plans.
For many people, the thought of having to leave their current, trusted dentist if they switch plans can be a real worry. Here are some facts that can help address your clients’ concerns.
As you can see, there are many reasons why a dental plan makes sense for your clients, both from a financial and health standpoint. So next time you’re working with a reluctant or skeptical client, remember to refer to these talking points. Hopefully your client will leave satisfied knowing their dental plan will help them maintain their oral and overall health, all at a price that will make them smile.
¹ The 2023 State of America’s Oral Health and Wellness Report, Commissioned by Delta Dental Plans Association, 2023
² The 2022 State of America’s Oral Health and Wellness Report. Commissioned by Delta Dental Plans Association.
³,⁴ Welcome, Delta Dental PPO™ members. https://www1.deltadentalins.com/members/welcome-ppo.html
Welcome, DeltaCare® USA members. https://www1.deltadentalins.com/members/welcome-deltacare-usa.html
⁵ Limitations and exclusions apply. Refer to the policy documents.
⁶ We negotiate rates with in-network providers that save members up to 40% on covered procedures. Savings estimate is evaluated according to National Provider File average procedure fees in August 2023. Savings may vary in your location, and these rates may not apply to your clients. Some procedures may have waiting periods that apply before plan coverage takes effect. In California, this applies to covered individuals utilizing an in-network provider.
This material is for information only. This information is not a substitute for diagnosis or treatment by a licensed medical professional.
West Virginia: You may view the Delta Dental of West Virginia, Inc., Network Access Plan, as required by the Health Benefit Plan Network Access and Adequacy Act, online at deltadentalins.com. You may also contact us by calling 800-422-4234 to request a copy.
Delta Dental PPO is underwritten by Delta Dental Insurance Company in DC (Policy-IENT-P-CORE-DC-R22) and by not-for-proﬁt dental service companies in these states: PA, MD – Delta Dental of Pennsylvania; NY – Delta Dental of New York, Inc.; DE – Delta Dental of Delaware, Inc.; WV – Delta Dental of West Virginia, Inc.
DeltaCare USA is underwritten in these states by these entities: CA — Delta Dental of California; DC (Policy-I-P-DC-dc-20) and FL — Delta Dental Insurance Company; MD and TX — Alpha Dental Programs, Inc.; NV — Alpha Dental of Nevada, Inc.; UT — Alpha Dental of Utah, Inc.; NY — Delta Dental of New York, Inc.; PA — Delta Dental of Pennsylvania. Delta Dental Insurance Company acts as the Delta-Care USA administrator in all these states. These companies are ﬁnancially responsible for their own products.