Finding and Qualifying Prospects for ZaneHRA

Who Partners with Zane Benefits?

Existing partners include: ● Insurance Professionals● CPAs & Accountants● General Agencies● Insurance Companies● Payroll Providers

LEARN MORE: ZaneBenefits.com/Partners

● PEO and HR Outsourcing● Chambers of Commerce● Franchises and Associations● Website Affiliates● Other

DISCLAIMERThe information provided herein by Zane Benefits is general in nature and should not be relied on for commercial decisions without conducting independent review and analysis and discussing alternatives with legal, accounting, and insurance advisors. Furthermore, health insurance regulations differ in each state; information provided does not apply to any specific U.S. state except where noted. See a licensed agent for detailed information on your state. www.ZaneBenefits.com

FREE DEMO: ZaneBenefits.com/Request-a-Demo

Subscribe to Clarifying Health: www.zanebenefits.com/blog

Let’s Connect!

Zane Benefits Awareness

UnitedHealth is encouraging 100s of its independent agents to take an online course offered by Zane Benefits to learn how to market individual plans at companies

Even if Berneche carries out his plan to nearly double the size of his company, he still expects to save at least $360,000 this year with the new [Zane Benefits] program

Zane Benefits works with companies to help them give employees a tax-free allowance to purchase individual policies

Zane Benefits' Founder Paul Zane Pilzer writes that employer sponsored group health insurance will be “mostly eliminated” in the next 20 years.

Zane Benefits' Paul Zane Pilzer speaks on HRAs, Individual Health Policies, and Defined Contribution Health Benefits

Forbes.com on "Getting Better Health Insurance" featuring Zane Benefits' Founder Paul Zane Pilzer

● Founded in 2006● Clients in all 50 States● Distributed nationally by top Insurance Companies, Brokers and

Payroll Cos since 2009

Small Business Health Insurance - Today

Less than 50% of small businesses offer group health:

● Cost is too high - 61%● Firm is too small - 13%● Turnover is too great - 6%● Other - 20%

3,000,000small businesses

without group health

Quick Review of ZaneHRA

What is ZaneHRA?

• Is Zane's stand-alone HRA ("Defined Contribution") product for medical insurance and expense reimbursement

• Allows employers to offer tax-free health benefits without a group health insurance plan

• Increases client conversion and retention rates

ZaneHRA...

Zane Benefits Defined Contribution Overview - Simple

1. Determines contributions

2. Sets eligibility

3. Picks start date

The Employees.... 4. Enrolls employees

6. Reimburses employees for "claims"

The Employer...

1. Purchase individual policies

2. Submit "claims" for reimbursement

5. Sends welcome kits

"Offer Health Benefits on your OWN terms"

HUGE Opportunity

How Broker Benefits

1. Purchase individual policies

● Relationship with employer and employees○ Two Sales - 1) Employer and 2) Employee

● Employer = lead generator ○ Average annual turnover = 50% for small businesses

● New role - help employees choose vs sell○ Like investment advisor helps employee choose best

401(k) investments

HUGE Opportunity

Companies That Setup ZaneHRA Include

I only want to offer health benefits to managers

I can't afford group health insurance

I have employees in multiple states

I want to deduct my individual health insurance expenses

My company is too small to offer group health insurance I need to hire an

important new employee

I just received a huge rate increase on my group health plan

We can't meet participation requirements

ZaneHRA vs Group Health Insurance

No Minimum ContributionsBusiness determines its own contribution strategy

Requires Minimum ContributionEmployers must contribute 50-75% of premium

ZaneHRA Group Health Insurance

Requires Minimum Participation 50-75% of employees must participate in the plan

Requires Additional AdminRequires paperwork and annual renewals

No Administrative HassleSpend less than 5 minutes per month

No Minimum Participation Business sets its own eligibility requirements

How Zane Benefits Works with Brokers

The Ideal Zane-Broker Relationship

Zane Responsibilities Broker Responsibilities

1. ZaneHRA Expert During Employer Sales Process

2. Handles Implementation of ZaneHRA

3. Provides On-Going Support for ZaneHRA

1. Insurance Expert During Employer Sales Process

2. Handles Implementation of Individual Plans

3. Provides On-Going Support for Individual Plans

Integrating Your Insurance Services

There are two BIG opportunities for brokers:

1. The Initial Sales

2. Future Hires (Remember, 50% Average Annual Turnover)

● Welcome Packet Customization ● Advertisements● Quote Engine Integration

Increased Quote Opportunities

Employer Referral and Sales Process

Register Leads at www.zanebenefits.com/refer

Introductory Call

PlanSetup

Demo

Proposal

● We will assist you with every step of the sales process

● Use us extensively for first 3 sales

How to Find ZaneHRA Prospects

Keep it Simple...

The best way to find ZaneHRA prospects is to find people with problems that ZaneHRA can solve...

Companies with Problems ZaneHRA Can Solve

I only want to offer health benefits to managers

I can't afford group health insurance

I have employees in multiple states

I want to deduct my individual health insurance expenses

My company is too small to offer group health insurance I need to hire an

important new employee

I just received a huge rate increase on my group health plan

We can't meet participation requirements

Ideal Prospect Characteristics

● Businesses that do not offer health benefits (or are canceling benefits)

● Businesses with less than 50 employees● Professional Offices, e.g.

● Dentist● Doctor● Chiropractor● Veterinarian

● Franchisees with Managers, e.g. ● Subway Franchises with multiple locations● Domino’s Pizza Franchises with multiple locations

Employer Case Study #1

A metal fabrication facility offers group health benefits. The recent rate renewal has forced additional employees to drop off the plan, and the company no longer meets the carrier's minimum participation requirement.

What’s the problem? The business cannot meet the minimum participation requirements on a group health insurance plan.

What’s the pitch? “ZaneHRA will allow the company to maintain a health benefits plan and 100% of the tax advantages associated with it.”

How does ZaneHRA solve the problem? With ZaneHRA, there are no minimum participation requirements!

Employer Case Study #2

A software start-up employs 6 full-time employees. They cannot afford the cost of a group health plan, but would like to offer something for health benefits.

What’s the problem? The business cannot afford the minimum contribution requirement on a group health plan.

What’s the pitch? “With ZaneHRA, the business determines its own contribution amounts that employees can use to reimburse their individual health premiums tax-free, allowing you to recruit and retain the best employees.”

How does ZaneHRA solve the problem? With ZaneHRA, there are no minimum contribution requirements!

Employer Case Study #3

A company has recently expanded its business into new states and is unable to obtain a group health plan due to carrier restrictions.

What’s the problem? The business cannot find a group health plan that works in multiple states.

What’s the pitch? “ZaneHRA will allow you to offer health benefits without a group health plan.”

How does ZaneHRA solve the problem? With ZaneHRA, employees choose an individual policy in their state that fits their exact needs and can use ZaneHRA to reimburse the costs tax-free.

How to Find Prospects

There are four primary ways to find ZaneHRA prospects:

1. Contact Existing Individual Health Clients (Start Here)

2. Introduce ZaneHRA to Prospective Individual Health Clients

3. Market to Small Businesses

4. Create Referral Relationships

Individual Health Clients

1. Contact individual health clients.

2. Work ZaneHRA into existing individual health sales process.

Would they be interested in having their employer reimburse their individual health insurance costs tax-free?

If so, ask them to refer you to their employer.

Marketing to Small Businesses

Call/email local businesses that fit the ideal ZaneHRA Prospect Characteristics.

Do they currently offer health benefits?

If not, use questioning strategies to determine if the business is a ZaneHRA prospect.

Questioning Strategies for Businesses

Questions to ask businesses to determine if they are a ZaneHRA Prospect:

● Does <company name> offer health benefits?

● How many employees does the <company name> have?

● Do you or other employees have individual health plans?

● Why doesn't <company name> offer health benefits?

If the company is a ZaneHRA Prospect, ASK for a qualification call: I think we can help you. The next step is to schedule a quick qualification call to confirm that we can help. I would invite an expert to join the call. Is there someone in your office you would like to attend?

Common Objections1. We can’t afford health benefits.

This is a new federal program. With this solution, there are no minimum employer contribution requirements.

2. We do not offer health insurance.That’s great. We should be able to help you save money on taxes on your employees’ individual health insurance.

3. This sounds like it will take a lot of time. I hear that a lot. The solution takes less than 5 minutes per month to administer (there is zero paperwork).

4. I already pay directly for my employees’ individual health premiums.Have you set up plan documents to make it tax-free?

Common Questions1. How does it work?

I help each employee purchase an individual health insurance plan. Then, we establish ZaneHRA to reimburse employees tax-free via your existing payroll service.

2. How much does it cost?That is entirely up to you - you determine the cost. There is a small monthly administration fee that is typically financed 100% by tax savings.

3. What size firms do you work with?All sizes. There are no minimum or maximum employee participation requirements.

Creating Referral Relationships

If you know people who work with businesses that don’t offer health benefits, they can refer you ZaneHRA prospects.

Here are 4 referral relationships to create:

1. Group Health Insurance Agents

2. CPAs/Accountants

3. Payroll Sales Reps

4. Chambers/Associations

Group Health Insurance Agents

Contact local group brokers who do not sell individual health insurance.

Do they come across businesses that do not offer health benefits?

If so, you can work out a mutually beneficial relationship.

CPAs/Accountants

Contact local CPAs and Accountants, and introduce them to ZaneHRA, a new way for them to save their clients money on taxes.

Does the accountant have business clients that do not offer health benefits?

If so, you can help them add value to their accounting services.

Payroll Sales Reps

Contact local payroll sales reps (e.g. ADP, AccuPay, etc.) in your area.

Does the rep work with small businesses?

If so, you can help them sell more payroll with ZaneHRA as an add-on benefit.

Chambers/Associations

Contact the local and state trade associations (e.g. Chambers of Commerce, Indiana Restaurant Association, etc.).

What is the number one concern of their small business members?

If it’s affordable health insurance, offer to provide a free webinar or presentation to their small business members on ZaneHRA.

How to Qualify ZaneHRA Prospects

A business may be a ZaneHRA prospect, but they may not be “qualified” for ZaneHRA today.

Generally, qualified ZaneHRA prospects have the following characteristics:

● They do not currently offer health benefits.● They want to offer health benefits, but don’t due to cost,

participation or some other reason that prohibits them from offering group health insurance (i.e. they have a “PAIN” that ZaneHRA can solve).

● They have 1 or more W-2 employees.● They can provide an expected start date for the ZaneHRA plan.● They can agree to a decision date on whether to offer a ZaneHRA

plan.

Who Partners with Zane Benefits?

Existing partners include: ● Insurance Professionals● CPAs & Accountants● General Agencies● Insurance Companies● Payroll Providers

LEARN MORE: ZaneBenefits.com/Partners

● PEO and HR Outsourcing● Chambers of Commerce● Franchises and Associations● Website Affiliates● Other

DISCLAIMERThe information provided herein by Zane Benefits is general in nature and should not be relied on for commercial decisions without conducting independent review and analysis and discussing alternatives with legal, accounting, and insurance advisors. Furthermore, health insurance regulations differ in each state; information provided does not apply to any specific U.S. state except where noted. See a licensed agent for detailed information on your state. www.ZaneBenefits.com

FREE DEMO: ZaneBenefits.com/Request-a-Demo

Subscribe to Clarifying Health: www.zanebenefits.com/blog

Let’s Connect!