Switching health insurance plans can feel overwhelming—even downright intimidating—for most consumers. Time is tight, and the idea of pouring hours into dense research or navigating endless customer service menus is far from appealing. On top of that, if someone is even moderately satisfied with their current plan, they are likely to stick with what they know. The idea of disrupting an established relationship with a trusted doctor can be enough to stop any curiosity about better options in its tracks.
But here is where your role as an agent becomes so important.
Your clients’ hesitations are real, and they deserve to be acknowledged with empathy. At the same time, it is your job to guide them toward coverage that truly supports both their health and their financial well-being. By understanding their concerns and learning how to address them effectively, you are not just making a sale, but you are also making a difference.
If Your Client Has No Time
One of the most common reasons people give for not exploring a new health plan is “I just don’t have the time.” And to be fair, it is not always an excuse—people really are juggling a lot. But more often than not, it is less about time and more about perception. Most clients simply don’t realize how quick and easy the switching process can be—or how much money it could save them in the long run.
That is where you, as the agent, step in—not to pressure, but to simplify. Your goal is to present the option to switch in a way that feels non-disruptive and respectful of their time. Be transparent and specific. For example:
“I only need two minutes of your time to see if I can reduce your monthly premiums...”
-or-
“I’ll handle the paperwork. All I need from you is thirty seconds to sign, and you are golden.”
Small changes in how you frame the conversation can make a big difference. One Empower agent found major success just by tweaking his opening line. Instead of diving into plan details right away, he began with:
“You may qualify for a reduced premium price. Are you available for a quick five-minute chat?”
That simple shift led to more than half his prospects agreeing to hear him out—after months of hearing nothing but no.
And if it is appropriate and honest—and your client is open to it—being candid about your compensation can also quickly build trust. Some of our best agents have found success saying something along the lines of:
“I’m actually not being incentivized to pitch this plan. In fact, I’ll be paid less if you choose it. But I’m bringing it up because it will help you save money and stay healthy. I’d rather you be well covered than chase a commission.”
That kind of honesty can go a long way. At the end of the day, people make time for what feels valuable and aligned with their needs. When you show that your goal is to serve—not sell—you create space for real conversations and meaningful change.
If Your Client Is Satisfied
The second most common objection you will hear is simple but stubborn: “I’m fine with what I’ve got.” Their current plan may not be perfect, but if it seems to be working well enough, most people won’t see a reason to change. And frankly, it’s hard to blame them—why fix what isn’t broken?
That is why, when dealing with satisfied clients, your strategy has to shift from general benefits to highly specific, personalized value. Your job isn’t just to tell them there is something better—it is to show them exactly what they are missing.
For instance, if a client has a known pre-existing condition that isn’t covered under their current plan, take time to research new or updated plans that offer coverage for that condition. The same goes for individuals who’ve expressed interest in particular treatments—braces, weight-loss surgery, tobacco cessation programs—or name-brand prescriptions like GLP-1 medications, insulin, or blood thinners.
These kinds of upgrades can be game-changers—but your clients won’t know they exist unless you bring them to light.
That’s where your notes, your memory, and your follow-up matter. When you reach out with a solution that clearly relates to their unique health needs or personal goals, they’ll notice. It sends a message: “I see you. I remember you. I’ve been working behind the scenes on your behalf.” That kind of attention builds trust—and trust builds buy-in.
Another key opportunity arises when a carrier updates a plan in a way that reduces coverage. Many clients never realize their benefits have changed until it’s too late. If you spot this kind of shift, don’t wait. Be the one who calls to say, “Hey, your current plan just changed, and here’s what you’re losing. Let’s look at your options together.” That proactive outreach turns you from a salesperson into a guardian of their healthcare.
The bottom line? Most people won’t consider switching until they clearly see what their current plan lacks. That means you’ll have to do your homework—but when you do, you’ll earn the right to be heard. And more often than not, that knowledge leads to action.
If Your Client Is Afraid of Losing Their Doctors
Another common—and completely valid—objection to switching plans is the risk of losing a trusted doctor. Finding a great provider is no small feat. Encountering a doctor who listens, explains, diagnoses accurately, respects your time, and feels like a true partner in your care. That is gold. Add in a convenient location, modern facilities, and a kind, capable office staff—and it is no wonder clients hesitate to walk away from that kind of experience.
As an agent, you must treat this concern with the seriousness it deserves. Too often, agents try to gloss over the doctor issue with savings talk: “Yes, you will need to switch providers, but look at all the money you will save!” That approach might get a nod in the moment, but it won’t build long-term trust. When clients feel like their priorities are being sidelined, they remember.
Instead, position yourself as someone who is not just trying to change their plan—you are helping them find care that matches or exceeds what they already have. If you know your client is doctor-attached, do the legwork. Research comparable providers ahead of time. Don’t stop at checking whether a physician is in-network—go deeper. Read reviews. Note common patient experiences. Call the front desk and gauge how helpful and professional the staff are. This extra step shows your client that you’re not just chasing a sale; you’re protecting the quality of their care.
And finally, remember this: sometimes, the relationship a client has with their doctor outweighs any cost savings or coverage perks. That’s okay. The best thing you can do in those cases is respect their decision, stay in touch, and keep the door open. Check in with them down the line. If their plan changes or their doctor retires, you’ll be the first person they think to call—because you proved you were always in their corner.
Takeaways
In the end, getting a client to consider switching their health insurance isn’t about persuasion. It’s about preparation. Clients will always have valid concerns. They are too busy, satisfied enough, or attached to their doctors. But none of these are deal-breakers if you approach each conversation with empathy, insight, and a commitment to adding real value.
What makes the difference?
- Filling in the knowledge gaps. Many clients don’t know what they’re missing until someone like you shows them.
- Doing your homework. When you bring personalized, well-researched options to the table, clients feel seen—and more likely to engage.
- Respecting their time. Lead with clarity, be concise, and make it as easy as possible for them to say yes.
- Knowing when to back off. If the fit is not right, inform the client you are ready to help when the time is right. That kind of integrity leaves a lasting impression.
Switching health insurance may seem like a big leap to your client, but with the right approach, you can make it feel like a step in the right direction.
Another way you can help your clients in the long term is by encouraging them to incorporate smart habits into their lives so that their chances of getting high bills and health problems are minimized as they age. If you would like to read more about the kinds of habits that keep people living well for a long time, check out our article titled, The Science of Longevity.
Agents
We hope that this information on switching health insurance plans has been useful to you.
Empower Brokerage is dedicated to helping you make informed decisions about your health and finances. Whether it’s through webinar training, one-on-one calls, seminars, or marketing plans, we want you to be successful!
Give us a call at 888-539-1633 or leave a comment below if you have any questions.
Quick links:
This article was updated on 4/11/25.
