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The guy at the hospital that found out so quickly that he wasn’t really covered was lucky, in a way. Some people don’t find out they weren’t covered until six months or so after they get out and go home.

Mark Twain once said there were three kinds of lies.. Lies, Damned Lies, and statistics. These people calling around to everyone in the community in faint hopes of finding someone foolish enough “to save money on their health insurance,” probably never made any survey at all of their own — but they have some nebulous knowledge that someone did make a survey at one time or another — and they couldn’t care one bit if the money they help you save ends up costing you a fortune.

“Statistics show –” doesn’t show one damn thing when it comes to health insurance. Statistics will always vary according to the administrator. I’ve seen people go with the best of carriers and not be covered at all, and I’ve seen people go with the worst of them and be more than satisfied with the coverage they received. But the sad fact remains: Without a proper and thorough investigation they might not know for 30 or 40 years if the coverage they stayed with actually deserved their trust.In my travels with great insurance agents I have seen some of the strangest reasons produced for choosing the insurance company to settle with. “Farmer Jones, down the road, said you guys were the best.” so down goes the signature on the dotted line.

Well, Farmer Jones (being a successful farmer) may have a very fine brain, but when I asked how he had decided which company to go with, he responded: “My sister Sue married a man that delivers mail to an independent insurance agent in town and he says this company (here) is the one that sends them the most mail.”

Now, since the guy signed up with the company my friend was promoting, I won’t deny that Farmer Jones helped our prospect make a wise decision, but I do deny that this system of choosing the right company could be exported one state over on either side, and help someone make the wisest decision over there. That company that paid off so well for me in Oklahoma isn’t even allowed to compete in the state of Arkansas.

Once upon a time (back when Lady Bird ruled the roost) the state of Texas gave so much preferential treatment to one insurance company that other entities felt like they were there on suffrage. “We had to do more than cut our benefits before being allowed to sell insurance in Texas, we had to SLASH benefits.”

And now the great state of Texas has changed its financial policies so much that virtually every major insurance company in America has a regulating office established there so it can bask in the goodness of having “favorite son” status.

Then sixty two MORE days of coverage were needed before I emerged from hospital care, still shaking and trembling, but with all bills already paid by my insurance carrier.

In Fort Worth I was sitting in on one big training session provided for new recruits from all over the country and we were listening to the “best” appointment setter in the world perform live. He gave a good buildup. “I will be calling people plucked by random from lists provided by the very same leads company you will be getting your leads from, and show you how I set up eight out of ten contacts for an appointment.”

Then the very first lady answered the phone and our “best” setter began his spiel. She stopped him in his tracks. “Is this (such and such company) ?” Our setter paused, then admitted it was indeed that very company he was calling in behalf of. “HOW DO YAWL GET MY NAME AND PHONE NUMBER FOR EVERY BIG TRAINING SESSION YOU HAVE?”

We had been admonished to maintain complete silence because it was a live mike, and I had to leave the room or die laughing. When I came back in our “best” appointment setter had just proven himself still the champion by setting nine out of ten contacts that morning up for an appointment. Two witnesses from the audience pool went with him to make those appointments and they confirmed that (without hanky-panky) our champion had made three sales out of the (only) four appointments they had time to perform.

Later I went out with that company’s “best” sales maker and (in new sales alone) he earned $13,000 that week, right in front of my eyes. Salesmanship was a big part of his success, but the major reason was that the company he was with had seventeen different grades of health insurance, and my friend was able to match company coverage with customer expectation.

One fascinating aspect of that company’s sales policy was the custom of keeping each salesman apprised of the usage their customers were receiving from the policy they had bought: Tom Fermount has just left the hospital with congestive heart failure fixed. (we) paid (within three days, I might add) $39,000. — and my friend would write - or call - each of his customers returning home to make sure they were satisfied with the coverage he had helped them to obtain. That man could have lived the life of a king just on the referrals that washed back to him, without asking for them.

Your genes, your finances, and your location are the main factors determining which company you should buy protection coverage from right now.

Instead of looking to another company to help you save money your best course may well be to explore the company you are with for alternative coverages. Because of your age you may be best served by immediately spending more to get more coverage — since your father’s side of the family all died of congestive heart failure, and you are now approaching that age of vulnerability — or maybe your mother’s side of the family is riddled with diabetics now and therefore you need to make sure you will be covered if and when you become diabetic.

In any event, you will want to make a wise, informed decision as to which company you trust with your coverage. Then, after you have tentatively narrowed the field, investigate the performance of those companies with your state’s insurance regulatory commission. How many legitimate complaints did each company receive during the past twelve months? Another thing you’ll want to do is confirm that YOUR favorite medical assistance provider is on the new company’s Preferred Provider list. If I were asked to leave behind my doctor that has kept me alive these last few years just in order to save a few bucks I am quite likely to rise up with rages of indignation.

As things slide on down to the wire, ask your doctor’s office manager — No, No, NO — not your doctor, the office manager — if s/he would approve the new company you are considering. Then ask the same thing from your spouse’s side — and then from the pediatricians serving your children, if you still have them living with you. Then, if you still haven’t satisfied your own mind with your decision, check out the hospital staff serving each of your physicians (each one will probably have a different hospital backing them up) and ask if they have any reservations about your final choices.

If all this sounds like a lot of trouble just to save a few dollars then take my advice and STAY WHERE YOU ARE! Chances are good, you made the right decision for you the first time.

Now here is the brass tacks bottom line, ANYBODY selling insurance by “saving you money” on the premiums has a fair chance of making the sale if you listen to them long enough. Manufactured, or sincere, their bubbles of enthusiasm can carry you right up to the dotted line. Therefore, before you make any company switch, visit your old insurance company on the web and ask its opinion of how much you’ll save when the dust settles from you proposed change. You’ll probably hear a whole new side of the story.

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