Advantages for Specializing in Healthcare Organizations

When you’re working with a home healthcare organization, the owner or operator is directly involved with the purchase. This allows you to build an ongoing relationship (with the decision-maker) and retain more business.

Insurance costs are a major expense to home health operations – however, the risks typically move within the first year, if the terms are right.

Home health organizations are very interested in Workers' Compensation because many of their workers are serving patients outside of their facility. This is a major pain point for these clients and a great conversation-starter.

Home healthcare organizations are everywhere and the industry is growing. Approximately 12 million people in the U.S. require some form of home healthcare and the number of Americans ages 65+ is projected to more than double by 2060.

Due to the personal nature of this business, hospice organizations have formed a tight-knit community. To supply you with a broad basis to build your book, Glatfelter has a close working relationship with the National Hospice and Palliative Care Organization (NHPCO), the largest association for hospices in the country, and has developed brand-recognition within the community.

Hospice organizations tend to be written by local agents and the insurance decision-maker is typically of corporate importance. This allows you to build an ongoing relationship with each organization.

The combination of personal relationships and the typically-high retention on renewal rates means if you focus on servicing your accounts properly, you’re likely to keep them.

There are accounts around you, ready to be pursued. Hospice cares for more than 65 million Americans and their families each year, and that number is growing. 88% of adults would prefer to die in their homes, with loved ones and free of pain – which hospice can make happen.

Insurance markets for senior living facilities are limited, so agents in the senior living industry must be true specialists. This means that once you’re an expert, there are less agents going after your prospects and current clients.

Senior living facilities are typically large, with multiple buildings and many services, and there is a large premium potential for new business. Plus, as the amount of seniors in the United States doubles and life expectancy grows – there is potential for major growth.

Within senior living there are many classes of business for agents to pursue, including assisted living facilities (ALF), skilled nursing facilities (SNF), independent living units (ILU), continuing care retirement communities (CCRC) and senior living apartments.

Many senior living owners have multiple facilities and will often find one partner to insure them all, so there is potential for agents to build portfolio accounts.

Glatfelter Healthcare serves as a source of confidence for more than 3,700 hospices, home healthcare agencies and senior living facilities across the United States. Our programs offer a wide- range of coverages, industry-focused claims administration and risk management tools designed specifically for caregiving organizations. Our team is comprised of healthcare professionals, knowledgeable underwriters, who specialize solely in healthcare, and accessible sales associates so agents are truly set up for success.

We understand the value of our partnerships. That’s why we’re always ready to get on sales calls with you, explain our coverage advantages and work together to bind business. Glatfelter programs boast retention level percentages in the 90s, with some reaching as high as 98 percent! This allows you to focus on growing new business rather than keeping it, while we do the rest.

We’re specialists and we work with agent partners to help you become the same. We provide you with a broad variety of educational opportunities and resources, including access to a dedicated underwriter, on-site training and an online portal so you can grow your book for the long-term.

We offer a Most Valuable Producer (MVP) loyalty program to provide dedicated agents with the benefits and rewards they deserve, including co-branded marketing materials, co-op advertising, early-access to programs and an invitation to our legendary MVP Conference.

According to the Better Business Bureau, 93% of American adults said that a company’s reputation for honesty and fairness was extremely important to them—and you know as well as we do that relationships are the backbone of insurance. That’s why we’ve built our programs around the unique needs of our clients, and we serve these industries with the highest integrity, responsiveness and dedication possible.

HOME HEALTHCARE, HOSPICE, SENIOR LIVING

Insurance programs as unique and special as the agents who offer them.

ADVANTAGES

FOR SPECIALIZING IN HOME HEALTHCARE

ADVANTAGES

FOR SPECIALIZING IN HOSPICE

ADVANTAGES

FOR SPECIALIZING IN SENIOR LIVING

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