Broker blog from Delta Dental

Category: Individual dental coverage (Page 1 of 2)

Sell individual plans with resources from Delta Dental

Selling individual plans is different from selling to groups, and helping individual clients navigate all their choices can be challenging. Whether you’re already selling individual plans or just getting started, Delta Dental is here to help you match the perfect plan to every client. Our resources keep you equipped with all the tools you need.

Broker resources

Start with our broker resources page, your one-stop hub for selling individual and family plans. Here you’ll find details on the plans we offer, webinars to keep you up to date with selling tips, information about value-added features and more.

Details on the plans we offer

Know which plans are offered in which states and help clients navigate their options to find the plan that best suits their needs:

  • For clients on a budget, our DHMO-style plan, DeltaCare® USA, is a great way to stay covered with predictable copayments.
  • Our Delta Dental PPO™ plans can help clients who want to keep their current dentist or value flexibility.

Easy-to-use brochures, organized by state, explain all the options available to your clients with each plan, and short videos likewise offer quick and accessible outlines of the PPO and DeltaCare USA plans.

Value-added features

Let your clients know that Delta Dental plans offer great perks. All of our plans come with the additional benefits of special discount programs on hearing aids and LASIK eye surgery from Amplifon and QualSight,  and savings on dental hygiene products through BrushSmart™. What’s more, Delta Dental PPO members are eligible for Delta Dental’s virtual dentistry programs, Toothpic and Delta Dental – Virtual Consult.

Your broker link

Your unique broker link connects your clients to our instant individual quoting and enrollment flow, automatically crediting you for sales when they enroll online. Share it with your clients on brochures, emails, websites and the rest of your marketing materials.

To find your individual plan broker link link, log in to your online account. Select the Business Information tab. You’ll find your link under the Links tab.

Webinars

Find success selling individual plans with this free series of 30-minute webinars. The webinars are available on demand, and topics include:

  • Individual broker resources. Learn about the support and sales resources available to you, where to find answers to benefit questions, how to get appointed, how to navigate the broker portal and more.
  • Plans overview. Learn the details of the plans we offer and get familiar with the plan perks and features that your individual clients are seeking now.
  • Member resources. Take a tour of Delta Dental’s member resources and learn all the best ways to help guide your clients through online purchasing. Learn to navigate the online directory and other support resources for members.

Resources for individual members, language support and more

Navigating benefits can feel especially overwhelming for individual clients, but our member resources keep things clear and simple. You can assure clients they’ll always be able to access information about their plan through our website and easy-to-use member portal.

Individual members simply log in to find:

  • Plan information
  • ID cards
  • Dentist directory to locate in-network dentists by ZIP code, languages spoken, ratings and more

Also on our website, they can find:

  • Information about accessing virtual dentistry
  • Wellness articles, videos, recipes and more

Delta Dental also offers customer support in over 170 languages, including interpretive services and document translation. Customers can also shop for plans, find a dentist and browse our wellness library on the Spanish website

Delta Dental is here for brokers

Still have questions? Our broker services team is here for you:

And of course, don’t forget to keep visiting the Insider Update blog for the latest Delta Dental broker news. Subscribe for email notifications to keep up to date with new posts about the latest industry tips and trends.


Selling dental insurance to young adults

The pandemic has been difficult for young adults. More than half of 18- to 29-year-olds are living with their parents, which is the most since the Great Depression, according to a recent Pew Research analysis. Millennials and Gen Z employees lost their jobs first when the pandemic hit and moved in with their parents to save money and get health care coverage.

But time is running out for them. Many fall off their parents’ dental coverage at age 26. This creates an opportunity for you to sign up young adults for individual coverage. How do you do this? Let’s take a closer look.

Why young adults lack dental coverage

The Affordable Care Act requires plans that have dependent child coverage to extend it until an adult child reaches the age of 26, even if the child is a student or has moved out, gotten married or had a child. Adult children on their parents’ Marketplace plan can generally remain covered through December 31 of the year they turn 26.

But they’re not seeking other insurance after this occurs. After 26, there’s a drop-off in dental coverage for young adults. In 2021, Delta Dental claims decreased about 20% after age 26, which is the largest year-to-year drop by age.

Why is this?

  • Many young people lack employer-sponsored dental coverage. Almost one in every four workers ages 20 to 34 wasn’t working in 2020, according to the National Center for Education Statistics. Those who are working may pick up health insurance from their employer, but only 40% of employees received dental benefits from private employers in March 2021, according to the Bureau of Labor Statistics.
  • Young people may not consider their dental health. Young adults have a tendency to feel invincible, and this feeling overrides any dental health concerns they may have. They’re not thinking about the long-term effects of poor oral health when they are going out on a night with friends, having a latte, or buying a new gadget or expensive vacation.

Selling strategies

To sell to Gen Z and millennials, you need to focus on the immediate benefits of dental insurance. Delta Dental PPO™ plans cover 100% of diagnostic and preventive services, so all members need to do is make an appointment and show up. Two exams a year, coupled with x‑rays and professional cleanings, can pay for their premiums.

Second, make buying easy. Convenience is big for young people. Since they’re used to buying services and products on a smartphone or tablet, make sure you have an online presence with an easy way to compare and purchase plans. And remember to include your unique broker link on your marketing materials.

Finally, stress the long-term impact of dental insurance on their wallet. If left untreated, a cavity can progress to the point where a patient may need a root canal, crown or even an implant. Uninsured patients can pay an average of $2,600 out of pocket on these procedures, according to data for 2021. That’s compared with only about $550 out of pocket for patients with Delta Dental PPO. These figures are for illustrative purposes only, but they show the ultimate savings that dental insurance provides.

Delta Dental offers options 

So, what plan should they buy?

Young adults who are coming off their parents’ plan may want to keep their family dentist. In this case, the Delta Dental PPO plan, which lets them go to any dentist, would be ideal for prospective buyers. They can choose between the Basic Plan and the Premium Plan, depending on their budget and needs.

If young people are concerned about money, DeltaCare® USA, a DHMO-type plan may be a good fit. This plan has no deductibles or plan maximums, and it’s easy to see what services are covered. This makes it easy to understand for consumers unfamiliar with dental insurance. Members have to choose an in-network dentist, but they pay a fixed copayment for covered procedures, so it’s easy to budget for dental expenses.

Delta Dental members also have access to perks such as:

You can also use our broker resources for selling, including brochures, videos and on-demand webinars with tips on selling individual plans.

You may not be selling a new device or a thrilling vacation to young adults, but if you keep the focus on what they’ll get in the immediate future as well as down the road, they may think twice before buying that latte next time and set aside some money for their dental premium.


Upcoming webinars for individual plan brokers

Selling to individual clients can be trickier than selling to groups, but you don’t have to go it alone. Over the next few months, you’ll be able to attend a series of webinars that will cover topics that will help you excel.

Plans overview: February 22, 2022, 10 am PT / 1 pm ET

What’s the difference between Delta Dental PPO™ and DeltaCare® USA? How can you explain these plans to first-time insurance buyers? In this webinar, you’ll learn the following:

  • Details about Delta Dental’s individual plans
  • Plan perks and features
  • Resources and support available for you and your clients

Register for plans overview webinar

Member resources: Coming in March

From online accounts to the value-added features that come with Delta Dental plans, this webinar will show you the resources available to Delta Dental members and how your clients can make the most of them.

Marketing yourself: Coming in April

Succeeding as a broker requires putting yourself out there, but you also need to make sure you’re getting the credit you deserve for your hard work. This webinar has tips and tricks on how to market yourself and advice on how to use your unique broker link to maximize your commissions.

Dental implants are an important benefit

Dental implants are a popular option to replace missing teeth, and the market continues to grow by the day. Here’s a closer look at how fast the market for implants is growing and what kind of coverage Delta Dental offers.

What are implants?

Implants are artificial tooth roots inserted into the bone of the jaw or skull to provide a permanent base for fixed, replacement teeth. Archeologists have found rudimentary implants — tooth-like pieces of bamboo, shells and metal lodged into human jawbones — some dating as far back as 4,000 years ago. Modern dental implants have come a long way since then, particularly since the 1957 discovery that incorporating titanium allows an implant to fuse with bone.

An illustration shows the structure of a dental implant being placed in a jaw.

Why are implants such a popular choice?

Missing teeth are a common problem. The majority of adults ages 35 to 44 have lost at least one permanent tooth, and by age 74 more than a quarter of adults have lost all their permanent teeth.

About 3 million people in the U.S. have dental implants, and another 500,000 implants are placed each year, according to the American Academy of Implant Dentistry.

Implants are an appealing option because they closely resemble real teeth. They’re also permanent and comfortable, and they slow down the bone loss associated with losing a tooth. Unlike traditional dentures, implants aren’t removed for overnight soaking or cleaning, and they don’t require adhesives or anchoring to healthy teeth. Dental implant placement has a 95% success rate with minimal risks or associated complications.

Implant trends

One of the strongest factors affecting growth in the implant industry is the aging demographic in the United States. The Census Bureau estimates that by 2030, people aged 65 and older will outnumber those aged 18 and under. Since tooth loss is more prevalent in older populations, demand for implants is increasing.

An increasing number of dentists have therefore begun integrating dental implant procedures into their practices. A recent market study showed that around 31% of all dental implants placed in 2020 were done by general practitioners rather than specialists, a significant increase from the days when primarily specialists performed implant procedures and a rate which is expected to grow steadily over the coming years.

The growth of group practices and dental service organizations is also expected to drive the cost of implants down and the popularity up, since group practices can make the procedures more affordable and accessible for their patients. Overall, despite the recent slowdown caused by COVID-19, the US market for implants is expected to grow to exceed $1.5 billion in 2027.

What kind of implant coverage does Delta Dental offer?

Implants are an attractive option, but they can be an expensive one for patients. Costs vary, but implants can cost up to $3,000 to $5,000 per implant. It’s one of the reasons enrollees value implant coverage so highly.

Delta Dental offers implant coverage for both groups and individuals:

  • Group-sponsored Delta Dental PPO™ plans vary and may include implant coverage.
  • Groups with DeltaCare® USA coverage can choose the i‑series plans for comprehensive implant coverage.
  • For individuals, the Delta Dental PPO Premium Plan covers implants at 50%, after a 12-month waiting period.

Your clients will feel confident knowing that Delta Dental implant coverage was named Best Overall Dental Insurance for Implants for 2022 by Investopedia.

Covered benefits typically include implants, abutments, implant crowns, retainers (either abutment-supported or implant-supported), removal of implant, maintenance procedures, recement and repairs. Parts of an implant may be covered under prosthodontic coverage, such as the crown, bridge or denture supported by the dental implant itself. Some plans may include waiting periods, maximums and deductibles for implants, and not all plans cover pre-existing conditions such as missing teeth.

Since the many cost factors, such as consultations, x‑rays and anesthesia, may be confusing for members, Delta Dental provides a pre-treatment estimate that details what’s covered. Encourage members to ask their dentist to request a pre-treatment estimate from Delta Dental.

The demand for implants continues to grow every day. In this competitive job market, offering coverage can make all the difference in giving your clients the edge to attract top talent, and it’s also a benefit that individuals seek out and value when selecting a dental plan. With Delta Dental, your clients can find affordable, highly rated implant coverage.

The easiest way to get credit for your sales

Getting credit for your all your sales can make a big difference in your commission. We’ve made it easier for you to get credit for your clients’ online enrollments, no matter where or when your client chooses to enroll.

The easiest way to get credit

Instead of reminding your clients to input your broker information into a form while signing up, all you need to do is include your unique broker link on your marketing materials. (Using a shortened version of the URL may make it easier to type.)

Your clients can visit your link and you’ll automatically get credit when they complete enrolling. The more places your clients see your link, the more likely you are to get credit.

More ways to get credit

Tell clients to choose “Yes” when asked “Are you working with an insurance agent or broker?” on the online enrollment application. Then have them enter your broker number in the Broker Number field.

Or, when your clients are filling out printed applications, remind them to add your Delta Dental information, including your broker number, in the Agent/Producer Information section.

How to find your broker link

To find your broker link, log in to your online account and select the Business Information tab. You’ll find your unique broker link under the Links tab.

If you don’t have your unique broker link or need more guidance, just email producerservices@delta.org or call 866–760‑4080.

For additional information about selling, commissions, appointment and more, check out our broker resources.

Catch up on selling Affordable Care Act plans

It’s open enrollment season for Affordable Care Act-compliant (ACA) dental plans on Health Care Exchanges (Marketplaces). Here’s what you need to know to sell ACA exchange plans to your individual clients.

Dates to know

  • November 1, 2021: Open enrollment begins.
  • December 15, 2021: Last day to enroll in or change plans for coverage that begins on January 1, 2022. (Please note that this date may be subject to extension.)
  • January 1, 2022: Coverage begins for those who enrolled by the December due date and have paid their first premium.
  • January 15, 2022: Last day to enroll in or change plans for 2022 coverage in the following states:
    • Federally Facilitated Marketplace states – AL, AR, DE, FL, GA, IA, IL, KS, LA, MI, MS, MT, OK, OR, TX, UT, VA and WV
    • MD, MN, NV, PA, and WA

After this date, individuals must qualify for a Special Enrollment Period to enroll in a new plan or change their current one.

  • January 30, 2022: Last day to enroll in or change plans for 2022 coverage in the following states:
    • CA, NJ and Washington DC.
  • February 1, 2022: Coverage begins for those who enrolled by the January due date and have paid their first premium.

The American Rescue Plan Act of 2021 expanded ACA access

In March, President Joe Biden signed the American Rescue Plan Act of 2021. Among its other effects, this law will lower premiums this year for most people who currently have a Marketplace health plan and expand access to financial assistance. The Centers for Medicare & Medicaid Services released a factsheet that breaks down the steps required for your clients to make the most of this expanded access.

The basics of exchanged-based dental plans

All plans offered through public exchanges are available in two forms:

  • Health plans that include dental coverage
  • Stand-alone dental plans

Both stand-alone plans and bundled plans are available as high and low plans.

  • High plans. These plans feature higher monthly premiums but lower coinsurance and deductibles. These plans may be appropriate for clients who anticipate needing extensive care over the course of the year.
  • Low plans. These plans have lower monthly premiums but higher coinsurance and deductibles. These plans have lower fixed monthly costs but higher out-of-pocket expenses for dental care. These plans may be better for clients who are in good dental health and anticipate only needing routine cleanings and exams.

Dental insurance is an essential benefit for children, but not adults

For children 18 and younger, dental coverage is considered an essential benefit. That means that dental coverage must be made available by insurers, either in the form of a stand-alone plan or as part of a bundled health plan. Because dental coverage isn’t an essential health benefit for adults, insurers aren’t required to offer it.

Selling Covered California has some unique aspects

As a public exchange, Covered California has much in common with other exchanges. However, there are some differences that are unique to California. One of the biggest is these is extra certification requirements beyond the ACA-mandated training.

As an insurance broker, you’re required to have additional certification to sell Covered California plans. Beyond the regular licensing requirements to sell insurance in California, you must also complete online course, pass an exam and submit various paperwork to receive certification as a Covered California agent.

Here are some other considerations for selling in California:

  • California permanently adopted an extended open enrollment schedule, running from November 1, 2021 through January 31, 2022.
  • California offers both PPO and HMO plans.
  • Children are granted dental benefits under health plans at no extra cost. Additionally, children under 19 can be added to family dental plans to get coverage of services like fillings and crowns.

Selling individual coverage through ACA-funded exchanges presents some unique challenges, but it can be worth the learning curve to reach otherwise underserved markets and receive the 10% premium per member commission. You can also take pride in knowing that you’re helping those without employer-based coverage gain the security that comes from having dental coverage. If you haven’t already, visit the Delta Dental Health Care Exchange page for brokers to get appointed and learn more.

« Older posts

© 2022 Insider Update

Theme by Anders NorenUp ↑