Back To Main DSA Page

The following Q&A is designed to assist in your understanding of the Direct Selling Association's exclusively endorsed Health programs offering and what they can provide for both your company and your seller.

PRO Insurance Managers is the endorsed insurance brokerage for these programs.  Please feel free to contact Richard Fuchs II, President & CEO of PRO Insurance with any interest, or questions you have toll free at 877-CALL-PRO or 800-821-7383, x7700.  PRO will produce a personalized proposal for your company after you've completed the online Request For Proposal (RFP), to do so Click Here.

Below are questions, and answers, that are may help in your evaluation of these benefits offerings.

How does a seller find information and rates?
Does PRO Insurance require funding by the member company?
Is the product available in all states?
Is the product a "group" product?
Do you have other customers (companies) currently participating?
What support will be provided for Spanish speaking audiences?
Describe PRO's ability to offer a broad scope of coverage options?
How does a member company "launch" these programs?
Please describe the stability of your organization?
Is it possible to share insurance commissions?
Are there promotional materials available?
 

A:     The preferred method is to have PRO Insurance develop and host a branded landing page for their sellers to be linked to from the members "intranet".  This is done at no cost to the member company.  See a sample landing page by clicking here.

After clicking over to the page on PRO's site, sellers will easily find complete program information, immediate free online rate quotes (allowing companies to compete for their business) and they can even go so far as to apply for coverage if desired.

On all pages, toll free telephone numbers are provided so that they may call and speak with a professional licensed insurance agent who can also help guide and advise of plan choices and options.  No involvement by the member company is needed save the area on their site to link to these services hosted by PRO Insurance.

A:     No, except for in the joint marketing and promotion of the benefits programs to members direct selling representatives.  We expect that as partners, we both have responsibility for promoting these programs as vigorously as possible.  A part time selling rep can quickly be converted to a full time rep (and possibly at an earlier point) with the availability of quality health plans to replace those provided by a current "employer".

Market America, a DSA member company, has endorsed our plans since 1997 and can attest to our responsiveness and desire to participate in promotion wherever possible, including many of their national and regional meetings, where we speak to the groups and set up table/booth space for program information and promotion. 

A:     Product is available in all but a couple of northeastern states.  These states known as "Guaranteed Issue" states, mandated a few years ago, that no one could be turned down by any company operating in the state.  Insurance companies, not wanting to be forced into this position quickly exited the state, leaving agents with essentially no companies, or plans to market and residents facing enormous premiums.

The idea was noble, but it backfired on the state, as with no competition for business, two or three carriers remained to write limited HMO coverage at prices starting at $750 for an individual and $1,250 for a family.  Their contemporary’s in neighboring states without this onerous legislation, are paying about ½ of these premiums. 

Currently Rhode Island and Vermont are affected.  We provide information regarding their states position for members and refer them to the HMO plans offered but we do not have facilities (nor does anyone else) to otherwise offer health insurance quotations until the states change their positions.  We do however; have virtually all other services available, health insurance is the only coverage affected.

A:     No, the products offered are generally individual/family coverage and this helps to maintain the independent contractor status required by most association clients.

We started marketing to, and were endorsed by national association groups over 50 years ago.  From direct selling groups to grocers, lawyers, airline pilots and small business associations, not one was keen on, nor did they pursue, providing a "group" product guaranteeing coverage to all members.  The two most fundamental reasons were that even though a "guaranteed coverage" product could be provided to members, the first group to "jump" into the plan would be those who could not obtain it otherwise due to more severe pre-existing conditions.  This would unbalance the insurance plan as not enough "healthy" people would initially come in to offset the sicker ones and the insurance carrier, paying out substantially more in claims than they were taking in, in premium for those with the severe conditions would very quickly cancel the program.  The association then would be left explaining why the best thing to happen since "sliced bread" was now not available.

To be sure, there are group plans in place for some association groups however, they struggle to continue their existence, because even if they do stand the test for a certain period, the ever increasing costs of healthcare, mean that the higher than normal claims activity (again due to guaranteed coverage for even the sickest) will virtually guarantee higher rate increases and it is only a matter of time before these plans too will likely succumb.  This coupled with the exodus of healthy members who find lower cost coverage outside the association offered plan, means the insurance carrier likely pull the plug sooner as their revenue continues to decline on an ever faster basis.

The second reason that our association partners do not pursue a "group" program is that it is a "one horse show".  There may be a few variations, in deductibles, or coverage’s, but it is only one company, one plan.  The variety of customizable plans offered utilizing the current configuration means sellers are more likely to find coverage that suits them and their budget.

PRO Insurance Managers, as an independent national broker, not only represents the interests of each association member, but also virtually all of the major (at a minimum "A Excellent" rated) insurance carriers across the country.

PRO’s approach ensures that companies compete for the business of DSA members, something a single "group" plan can not match.  Members will also likely see plans that they would never have access to through a "local" agent.  PRO is in the top level of most companies agent force due to our consistent, higher production levels.  We utilize the increased buying power that is focused through our agency to continually improve the products offered.

A:     Exclusively endorsed by multiple national association groups, we leverage the aggregated buying power to effectively garner the most beneficial coverage’s and rates from the highest rated carriers for members.  A sample of current and former partners can be found by clicking here.

The programs have proven to be quite successful.  Due in large part to the fact that no one today is untouched by health care issues; whether increasing premiums, lack of affordable coverage or being disenfranchised from their position and coverage through an employer group.  The well orchestrated marketing to members/reps and the easy access to coverage information and premiums via links to PRO Insurance’s web site, make these programs a winner not only for the member/rep but for the DSA member company.  Trust is immediately established with an endorsement and that enables the process to move along more swiftly.

As noted earlier this is an extremely beneficial means of attracting and retaining representatives.  They have the opportunity to move to full time status at an earlier date with the benefits being offered, as this is the single biggest factor to that decision.

The challenges with any new program are of course getting the word out and with the few reps that may not be helped due to pre-existing conditions.  We endeavor to secure coverage for all, however due to some individuals significant current health conditions, insurance company mandates, state guarantee plan availability and other factors beyond our control; we may not be able to do so for a small number of sellers.

A:     Distributors may contact PRO in a variety of ways for information, advice and answers to frequently asked questions. Many of our promotional forms are currently available in Spanish. With the expansion of our customer service area, we are targeting bi-lingual skills including Spanish, in those hires.

A:     We believe that the programs are amongst the most broad and competitive available.  PRO constantly monitors all plans and will align with those insurance carriers that meet program standards.  As a brokerage, we are free to utilize any programs that will help to enhance the benefits.  PRO Insurance currently utilizes the combined power of multiple national associations to ensure the most stable and financially sound insurance companies are utilized and that they compete for the business of our association partners.  No one can offer lower premiums for the same company than we are able to.

To accommodate the greatest number of those who have coverage needs and to cement a lasting, broader relationship with a distributor, the scope of our program offerings is continually scrutinized and evaluated.

Acceptance rates for each program are 100% for those that qualify.  Acceptability under Individual/Family plans is however, dependent on current health conditions, height & weight and established insurance company underwriting guidelines.  An application form is required.  No tests or physicals are required except where agreed to by applicant for betterment of rate.

In addition to being of service to those who qualify for the primary programs, PRO Insurance can be of assistance to the majority of those that have been unable to find coverage in the marketplace due to significant pre-existing conditions.  This is accomplished through guaranteed coverage Limited Benefit Medical plans and through facilities known as "High Risk Pools" in 34 states designed to help in just these cases with both broad and fairly priced coverage’s on a guaranteed issue basis.  We provide convenient links to each state site for rates, forms and more on our web site.

 A:     The DSA and its member companies should vigorously promote the programs in as many ways as are available.  A part time selling rep can quickly be converted to a full time rep (and possibly at an earlier point) with the availability of quality Health plans to replace those provided by a current "employer".  Market America, a DSA member company, has endorsed our plans since 1997 and can attest to our responsiveness and desire to participate in promotion wherever possible, including many of their national and regional meetings, where we speak to the groups and set up table/booth space for program information and promotion.

The more effective method has been via emailed announcements on a regularly scheduled basis to distributors.  Additionally, deriving good scores has been the insertion of a promotional buck slip in distributor checks.

Many of our current association partners provide PRO Insurance with complementary advertising in various ways.  Examples include booth or table at meetings, submission of topical articles by PRO for inclusion in member communications magazines, they will also place ads in these same magazines and newsletters, further promoting the programs.  Companies will comp these costs due to the fact that we are assisting their members to become full time marketers and they in turn are reaping benefit from the increased business placed by that distributor.

As stated previously, the most successful campaign models involve direct links from member intranets to branded pages on PRO's web site.  This method provides immediate access to timely information, FAQ’s, quotations and forms.

To recap, many of the following marketing methods are quite effective:

A:     Our firm’s roots date back to 1951.  PRO Insurance Managers, being an independent brokerage firm, provides members with access to virtually all major carriers through one source ensuring choices not available locally, or through a single company "group" plan.  Having multiple companies compete for a distributors insurance plan, helps ensure that they receive the best in coverage and pricing.

Association benefits programs are what we do, it is our primary business.  We do not, like competing firms, dilute our focus.  We contract with highly rated, financially stable carriers, committed to the segments we target, for plans that provide continuity of benefits across most of the U.S.  Carriers utilized are rated "A Excellent" or higher.

Today, exclusively endorsed by multiple national association groups, we leverage the aggregated buying power to effectively garner the most beneficial coverage’s and rates from the highest rated carriers for members.

A testament to our professionalism is that we have never had a Professional Liability/Errors & Omissions claim filed against our firm.  We have grown our business very carefully, calling on historically sound principals and modern methods of prompt delivery.  We have rigorous hiring and training programs, have specific policies and standards for serving customers and continually monitor the quality of our service.  We will clearly communicate and market to our customers the key differences and advantages in doing business with PRO, as opposed to degrading or "knocking" the competition.  We will be sure that our target customers know that choosing PRO as a broker is the best choice for consistent, high quality products and service.

The infusion of quality personnel will help to ensure an ongoing and stable facility for the DSA now and in the future.  With roots dating back to 1951, we believe stability has been clearly demonstrated, along with a prospering business and quality people committed to a common goal.

 A:     Insurance commissions are regulated and can not be shared with an association, or other entity that is not insurance licensed.

 A:     PRO makes available promotional pieces that can be branded for the requesting company.  They are then provided in electronic format so that the company may print as many as may be required, lead time is generally 1 or 2 days.  PRO does not generally provide printed materials due to the diversity of companies and their individual needs.  If a company would like to have pieces printed, PRO can provide quotes for doing so.  Please contact Richard Fuchs II with any requests at 800-821-7383, x7700 or by email at rfuchs@pro4.us