Surrounded by Myths? Don't be Spooked!
Every October, as the moon rises and pumpkin spice fills the air, something mysterious is stirring in the insurance world. Healthcare agents slip into enrollment seasons, while wickedly good marketing plans are brewing.
Far and wide, computer screens glow through the night, while agents prepare for their respective selling seasons, powered by caffeine, candy corn, and pure enrollment energy. Eerie? Perhaps. The real scary part of this season is the myths that agents must combat.
In the Fall, when the moon is full, people kind of expect a little lighthearted fun built around spooky stories that aren’t totally true. Everyone loves a good scare, just not when it’s coming from a medical bill or a denied insurance claim.
This season, we are unmasking and exposing the biggest misconceptions about health insurance and the seasonal enrollment periods. Let’s set the record straight so these insurance fears don’t come creeping back to haunt your clients. Agents, share these with your clients!
Health Insurance Myths Busted!
Myth #1
Affordable Care Act (ACA) coverage is only for low-income people.
The Truth: ACA Marketplace coverage is available to eligible individuals. They may qualify for a subsidy based on their income and household size. However, if they don’t qualify for a subsidy, they still have the option to buy an ACA Marketplace plan at full price by paying the entire premium.
Myth #2
I can’t get coverage if I have a pre-existing condition.
The Truth: ACA guarantees coverage for pre-existing conditions. Therefore, insurers cannot deny or charge extra based on the beneficiary’s health history.
Myth #3
Agents are only for wealthy clients or complicated cases.
The Truth: Agents help all income levels navigate ACA plans. They may assist their clients in verifying subsidies and understanding coverage. An independent licensed Marketplace agent may present multiple plans from carriers. Their role is to help their clients find a plan that meets their needs.
Myth #4
It costs to use an agent to enroll in the Healthcare Marketplace.
The Truth: Agents are paid by insurers, not clients. Their services are offered at no cost to the client.
Myth #5
If I use an agent, I will lose control of my choices.
The Truth: The agent’s job is to explain plan options and how insurance works. Clients are always in control and choose their own plan. They make the final decision.
Myth #6
During ACA Open Enrollment Period (OEP), if I am reenrolling in the same plan, my doctor or pharmacy is automatically in-network.
The Truth: Networks can change. This is why annual reviews are so crucial. Clients may meet with their agent, share their Annual Notice of Change (ANOC), and check provider lists and formularies to ensure they have proper coverage.
Myth #7
I don’t need insurance because I’m healthy.
The Truth: Even if you feel healthy, accidents and unexpected illnesses can happen anytime to anyone. Insurance can protect against catastrophic costs that can wipe out your savings. Most importantly, it ensures you can get care when you need it most.
Myth #8
Insurance is always expensive.
The Truth: Insurance is not always expensive when you factor in that millions of people qualify for premium tax credits (PTC). Also, cost-sharing reductions can lower deductibles, copays, and out-of-pocket maximums.
Although this wasn’t an exhaustive list of client beliefs, it does tackle some of the most common misconceptions about buying health insurance during enrollment seasons. Now, let’s turn our attention to agents.
Even seasoned agents can be spooked by myths that appear out of nowhere – especially during selling seasons. Let’s answer a few myths that, otherwise, may chip away at your productivity, play havoc with your decision-making, or leave you questioning yourself.
Agent Myths Debunked!
Myth #1
I have to sell every client a new plan.
The Truth: Not every client will need to switch plans. Your role is to help them find plans to fit their needs. Consider triaging clients who need a change and will benefit from it. This is a much more productive approach. Suggesting unnecessary changes will only frustrate your clients.
Myth #2
I need to know every plan inside and out.
The Truth: Of course, you need to know your products, but you don’t need to memorize every detail like a walking encyclopedia. Instead, lean into your tools and resources, such as quote-and-enroll platforms, cheat sheets, webinars, carrier sales kits, and technology tutorials. These tools are your map, showing the clear-cut route through the maze of plans and options.
Myth #3
Seasonal enrollment is so fast-paced that I have to work nonstop to survive.
The Truth: Yes, enrollment season can feel overwhelming, but you do not have to work nonstop. You do have to work smarter. Think of your client base as a yard full of Fall leaves. How long does it take to rake those leaves? If you use a leaf blower, how many hours can you cut from that job? When you process enrollments and other paperwork manually, it's kind of like raking your yard. Using a quote-and-enroll platform is like using a leaf blower. Pace yourself, but use technology, online calendars, time blocking, and digital strategies to save time, energy, and sanity.
Myth #4
Using technology or tools can make me look inexperienced because I’m challenged using them.
The Truth: Technology streamlines workflows through advancements such as Client Relationship Management (CRM) systems, online calendars, and digital signatures. According to a 2024 Bain & Company Study, automating the quoting process can increase productivity by up to 40%. Tech tools are like a magic wand. They save time, reduce errors, and process enrollments at the speed of light – well, almost. Bonus! Agents have many opportunities for technology training.
Myth #5
More leads will produce more sales.
The Truth: That’s not always the case. Leads come in all types—hot, warm, or cold—and can be at different points in the sales funnel. More leads don’t automatically mean better results. If you spend time chasing every lead without qualifying or prioritizing them, you may end up spinning your wheels. In the insurance world, the best leads often come from relationship-building and word of mouth. When clients trust you, you close more sales.
Myth #6
If I don’t reply the minute a lead comes in, I’ll lose them. I have to respond immediately.
The Truth: You’re an agent, not a 24/7 call center. Set realistic business hours, with maybe a few bonus evenings during the selling season, and protect your sanity. Prompt follow-up is smart business, but instant reactions are not. A rushed or late-night response can lead to errors or incomplete information. Instead, focus on timely, accurate communications.
Myth #7
I need a massive social media following to get leads. Advertising on Facebook is the key.
The Truth: Followers do not equal clients or guarantee sales. Before chasing more followers, ask yourself: Do you have the capacity to respond to inquiries, schedule appointments, handle intakes, close sales, and follow up effectively? It’s not just about reach—it’s about readiness.
Myth #8
I don’t trust too many people, so I must work alone to know things are done right.
The Truth: Working solo doesn’t eliminate mistakes. Even one-person agencies benefit from support. Partnering with an FMO can provide a Marketer who assists with agent needs, such as compliance guidance, automation tools, and back-office administrative tasks. Turn your one-person show into a high-performing sales machine.
Myth #9
I need to meet every lead in person to close a sale.
The Truth: Meeting in person can be helpful, but virtual meetings can be just as effective. The key is to meet your clients where they are—using the communication method they prefer. Many clients are perfectly comfortable with phone calls, video chats, or other digital platforms. Embracing these tools allows you to reach more clients, save on travel time, and free up more hours for research, follow-ups, and other high-value activities. Adapt to your client preferences.
Myth #10
I’m an independent agent and still learning the industry, so I have to figure everything out on my own without any help.
The Truth: Being independent doesn’t mean going it alone. FMOs provide tools, training, proven systems, and administrative support that help new agents navigate the industry, stay compliant, and close more sales. Leveraging an FMO’s resources lets you operate like a whole team, even if you’re a one-person agency.
This Fall, skip the fright and focus on what really matters: delivering value and peace of mind to your clients. Helping someone enroll in a plan shouldn’t feel scary—it should provide clarity, confidence, and reassurance. Be ready to address misconceptions and guide clients with expertise and empathy.
Don’t navigate the upcoming selling seasons alone. With Messer as your FMO partner, gain access to knowledge and hands-on support, backed by industry-leading tools and resources. Move through the selling seasons confidently, while experiencing less stress and more success.
Check out our services, or better yet, call us at 866-568-9649. Speak to a live agent about the benefits of partnering with Messer.