HCC Medical Insurance Services offers the Atlas Travel Series, one of the industry’s leading international insurance products, to protect you while traveling outside your home country.

1. HCC Medical Insurance Services
You’re already aware that our international travel
medical product, Atlas Travel, is second-to-none,
but how can you use it to grow your client base
in this tough economic climate? In the next few
minutes I will show you what type of clients
typically need international travel medical
coverage and where to find them. Some may
already be in your book of business, unaware
that international coverage is not only available,
but necessary.
Presented by Dave Cataldi, HCC Medical Account Representative
A subsidiary of HCC Insurance Holdings, Inc. For producer use only. Not for public distribution.

2. What Kind of Clients Have International
Exposure and Needs?
You may be thinking to yourself, “Are there really that many people who
have international medical insurance needs? “ The short answer is, yes,
hundreds of thousands a year, in fact. According to a recent article in
Foreign Policy magazine, “Some 260,000 U.S. students studied abroad in
the 2008-2009 academic year, up from around 75,000 20 years ago. More
than 1 million Americans reported volunteering abroad in 2008. And of
course, a lot of people come to the United States to visit or stay. Just shy of
60 million tourists came to the United States in 2010, according to the
World Bank. Add to that the 723,000 foreign students studying in the
country and all those who come to the United States to work.”* That is a lot
of potential clients.
So, armed with that information, we need to find out who makes up your
client base, where can you find more clients with international exposure,
and out of those clients, how does our Atlas Travel plan fit their needs.
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3. Ideal Candidates for International Health
Insurance
Let’s take a brief look at some of the types of clients you may already have in your book of business, and who make
up the majority of our Atlas Travel members.
Vacationers, whether couples, families or singles, make up a lot of the travel medical market. Many US vacationers
travel to the Caribbean and South America, as well as Europe, for a week or two at a time; Atlas Travel is available
from 5 days on up and can cover individuals or immediate family.
According to the US Census Bureau*, 40 million US residents are foreign born. Of those, many have family members
who come visit them in the US at some time. Atlas Travel can cover those inbound clients up to age 80, guaranteed-
issue.
International business travelers also make a large portion of our Atlas Travel clients. We have plans that
would satisfy a short-term, one-time travel need with Atlas Travel, multiple trips throughout the year with Atlas
Professional, or a group of travelers with Atlas Group.
Working and volunteering abroad is a popular option for those who want to expand their horizons or are looking for a
little adventure. Atlas Travel, with its terrorism and political evacuation coverage, has been a popular option for
contractors working abroad, especially in the energy and construction industries. Remember, Atlas provides coverage
in almost every country.
Study abroad students, and professors on sabbatical, are another large segment of our members. Atlas
Travel would be ideal for high school or college students’ excursions overseas, while our Student Secure plan is
tailored to those who will be studying abroad for a semester or more.
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4. Cues and Clues
So now that you know of our usual types of Atlas Travel clients, how do you go about finding them? Let’s start off with
your current book of business. We need to know what kind of questions you should be asking and what clues you should
be listening for to find out if your clients might have international exposure. You are all insurance professionals, so this
won’t be anything entirely new, but let’s review them with an ear towards international exposure.
If a clients’ son or daughter is in college, ask if they have considered study abroad. Or if you have a college
or university in your area, do you know about their study abroad options? Almost all institutions of higher education have
some sort of international component, either US students going overseas, foreign students coming here to study, or
visiting foreign professors and their family.
Listen for clues about any clients who may work for a company that does business overseas, or if they
might have visitors from a foreign office on a business trip here. For example, are you already supplying liability
coverage or employee benefits to a local automotive supplier? Chances are they have their own clients, offices or
business relations in Asia or Europe.
Some of the more rural agents I’ve spoken with claim to not have any international medical need at first,
then I ask about churches in their area and they suddenly remember the missionaries they send abroad. This is a very
big market and is growing even larger. Churches in big cities and small, rural towns are involved with missionary and
volunteer work and many that I’ve talked to only provide personal property insurance while they are overseas. Not having
the necessary travel medical coverage is an oversight they can’t afford to make.
As you are all insurance professionals, I don’t have to tell you how to cultivate your relationships with
clients, but you may have to pry a little bit more than usual to see if your clients might have a need for international
health insurance through our Atlas Travel plan. The reason is that many clients don’t even know travel medical insurance
is available or that it’s needed when they travel abroad.
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5. Clients’ Needs and Questions, Answered
Sometimes clients, and their agents, are under the assumption that their domestic
insurance carrier will provide the same coverage abroad that they would here in The
States, but that is incorrect in most cases. Typically, domestic carriers will only provide
select emergency coverage to their clients and the client will be stuck with the bill for
most other expenses, such as medical evacuation coverage and hospital room charges,
let alone less life-threating injuries and illnesses. So, what information do your clients
need to know in order to make them into Atlas Travel members? What does Atlas Travel
do that their domestic carrier can’t and won’t?
24/7 coverage, anywhere in the world. We have multilingual support that not
only assists with our medical coverage, but we can help with lost passports and luggage,
recommend a doctor or lawyer, or translation services.
International network
Other benefits, such as evacuation, terrorism, etc.
Its affordability
Guaranteed issue
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6. Where To Find Clients
You now know what type of clients would need our international coverage, Atlas
Travel in particular. Here are some locations where it would be beneficial to
speak with an administrative or HR official or distribute the personalized
brochures and fliers provided to you by HCC Medical when you become
appointed.
Churches and volunteer organizations
Colleges, universities and even high schools with exchange and travel programs
Ethnic communities
Immigration organizations and offices, foreign consulates
Multinational corporations
Businesses with international clients and/or overseas offices
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7. Marketing Avenues
So, we’ve covered the who, what, where, why and when, but what
about how? How can you make these plans more visible to
potential clients? Let us help you with that. HCCMIS has a
dedicated Marketing Department and pre-designed templates to
assist with your print or digital marketing efforts.
All agents receive personalized online links that are
coded to you. They are not only how we track commissions, they
are your primary tool used to quote and sell policies, either by
email or through your website.
You have instant access to website banners, logos and
graphics as well.
Our agents also have immediate access to
personalized product brochures. We can customize flyers or
pamphlets to display or pass around too.
If you are trying to reach out to as many customers as
possible, HCCMIS can assist with our Co-op Advertising program
for print or web advertisements.
HCCMIS has even assisted a few agents with
designing materials for a mass-mail campaign.
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8. Grow Your Commissions Even More with
Sub-Agents & Overrides
As this chart shows, you can also grow your business
by signing up other health insurance agents, in the US
or abroad, to sell our international medical products.
Parent agents would then make overrides on their sub’s
commissions as well as be able to track which sub sold
what policy. We can also install tracking numbers and
quoting links with a zeroed out commission if you prefer
to have all the commission paid directly to the parent,
then choose yourself how to compensate sub agents.
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9. Thank You,
Please Contact Me with Any Questions
Thank you for your time. I hoped that you learned more about how
to most effectively grow your business through utilizing our Atlas
Travel medical plan and accompanying marketing avenues. Please
do not hesitate to contact me by phone or email with any questions
or if I can provide any assistance.
HCC Medical Insurance Services For producer use only. Not for public distribution.