“My client just had his cancer treatment claim denied. Now he’s facing serious out-of-pocket costs because I sold him the cheapest policy. How do I explain this?”
This question comes up frequently in the IPMI world.
And it’s a common problem.
Many IPMI brokers report clients who misunderstood their coverage until it was too late.
A significant number of claim denials could have been avoided if the client understood policy exclusions from day one.
And most expats who switch providers cite “unexpected coverage gaps” as their primary reason.
So here’s the million-dollar question:
How do you shift client conversations from “What’s the cheapest policy?” to “Which policy actually protects me best?”
The answer isn’t just good for your clients—it’s good for your business.
Brokers who sell on value instead of price typically enjoy higher client retention and more referrals.
Here’s how to make that shift happen…
The Price-Only Trap And Why Your Clients Fall Into It
Your clients do not wake up thinking about insurance details.
They are busy people.
They are managing global careers.
They are navigating new countries.
And when they look at insurance policies, they see one clear number: the premium.
Everything else is noise.
So naturally, they pick the cheapest option.
But here is what they do not realise:
When a 35-year-old expat in Hong Kong pays $400/month instead of $700/month, they might save $3,600 per year.
But if that cheaper policy doesn’t cover their unexpected brain surgery, they could be facing enormous medical bills.
That results in a devastating negative return on their “savings.”
5 Ways to Make Coverage Real Before Claims Happen
1. Stop talking about hypotheticals. Use real case studies.
Weak approach: “This policy covers cancer treatment…”
Strong approach: “Last year, we had a client working in Bangkok who was in the same industry as you. He was diagnosed with Stage 2 lymphoma. His treatment cost was substantial. Because he had Policy A, he paid nothing out of pocket. With Policy B, he would have faced significant costs because of its cancer treatment sub-limits.”
Real stories stick. Hypotheticals don’t.
2. Turn policy differences into lifestyle impact
Your clients do not care about “outpatient sub-limits” or “pre-authorisation requirements.”
They care about what happens when they’re sick in a foreign country.
Weak approach: “This policy has a $1,500 outpatient sub-limit…”
Strong approach: “With Policy A, if you need specialist visits, MRIs, or ongoing physical therapy, you’re covered completely. With Policy B, after reaching your outpatient care limit, you’re paying cash—and specialist visits in Singapore can be very expensive.”
3. Use visual policy comparisons that highlight quality, not just price
Most comparison tools focus on price.
But what about showing clients the top 10 reasons claims get denied?
And then visually displaying which policies protect against those scenarios?
This is exactly what we will be demonstrating at the Health Compass Roadshow visiting Kuala Lumpur, Bangkok, Hong Kong, Singapore, and Dubai this April.
Our platform helps you show clients exactly what they’re getting—and not getting—with visual clarity that makes quality differences obvious.
4. Explain three cover levels: Good, Better, Best
Too many options paralyse clients.
Instead, curate three options:
Good: Covers the basics, affordable, but includes clear limitations you explicitly highlight.
Better: The value sweet spot for most clients offering comprehensive coverage without unnecessary bells and whistles.
Best: Premium coverage with all the extras for clients who want absolutely zero worries.
Then explain precisely what each level means when they actually need care.
“With the Good option, here is what happens if you need cancer care… With the Better option, here is how that experience changes…”
5. Create a “Coverage Gap Analysis” for each client
Instead of generic quotes, provide a personalised document that:
- Identifies their specific health risks based on age, family history, and lifestyle
- Maps those risks to policy coverage
- Highlights potential gaps in cheaper policies
- Quantifies the financial risk of those gaps
This is not just good advice but also excellent documentation that protects you professionally.
When a client chooses a lower-tier policy despite your analysis, you have proof you explained the limitations.
The $18,000 Conversation: A True Story from Dubai
A wealth advisor in Dubai always tells this story to explain why he never sells on price alone:
His client who was a 42-year-old executive wanted the cheapest IPMI policy.
The advisor spent an extra 30 minutes explaining the coverage differences and showing real claim examples.
The client chose the comprehensive policy, paying more annually.
Eight months later, the client’s wife needed emergency surgery in a private hospital.
The final bill was substantial.
The comprehensive policy covered everything.
The cheaper policy would have left them with significant out-of-pocket expenses.
That 30-minute conversation saved the client thousands in the first year alone.
And the advisor? He’s received multiple high-net-worth referrals from that grateful client.
Regional Hotspots: Where Coverage Quality Matters Most
Different regions have unique IPMI challenges that your clients need to understand:
Hong Kong & Singapore:
Private healthcare costs rival or exceed US prices.
A routine appendectomy can be extremely expensive.
Cancer treatment costs can be substantial.
Many hospitals require significant upfront deposits for admission.
Thailand & Malaysia:
Two-tier pricing at many private hospitals means foreigners pay more than locals.
Thailand’s top private hospitals in Bangkok charge premium prices but are often excluded from budget IPMI plans.
Dubai & UAE:
DHA compliance requirements mean some treatments are mandatory in coverage.
But the quality of that coverage and accessible providers networks varies dramatically between policies.
Certain hospitals only accept specific insurers for direct billing.
Explaining Value When Clients Push Back on Price
When clients balk at premium costs, try these approaches:
1. The Cost Per Day Breakdown
“This comprehensive policy costs just a small amount per day more than the basic one. That’s less than your gym membership. But it’s the difference between full cancer coverage and potentially devastating out-of-pocket costs.”
2. The Medical Inflation Reality Check
“Medical costs in Singapore are rising rapidly each year. The policy with 100% coverage protects you from that inflation. The one with percentage co-pays exposes you to those increases.”
3. The “Insurance is for Disasters” Reminder
“We’re not buying this to cover your GP visits. We’re buying it to protect you from expensive cancer treatments or cardiac surgeries that could otherwise bankrupt you.”
4. The Network Quality Discussion
“The cheaper policy covers the same treatments on paper. But its network excludes the top specialists and hospitals in Asia. If you need complex care, that difference becomes crucial.”
Why This Matters Now More Than Ever
The IPMI landscape is changing rapidly:
- Medical inflation is outpacing general inflation in expat hotspots
- Hospitals are becoming stricter about which insurers they accept for direct billing
- Policy exclusions are becoming more complex and harder for clients to understand
- Many expats report feeling “vulnerable” about healthcare access in their host country
This is why at the upcoming Health Compass Roadshow across Asia and Dubai this April, we’ll be showcasing new tools that help brokers and advisors visually demonstrate these differences to clients.
The old way of selling IPMI is not working for clients or brokers.
Price-based selling leads to disappointed clients, denied claims, and damaged relationships.
Value-based selling leads to protected clients, professional pride, and a thriving referral business.
Practical Tools You Can Use Today
While comprehensive technology solutions (like what we will demonstrate at the Health Compass Roadshow) make this process seamless, here are tools you can implement immediately:
1. The “Three Scenarios” Exercise
Create a one-page document showing what happens with different policies in three scenarios:
- Minor outpatient care (GP visits, prescription drugs)
- Medium hospital stay (appendectomy, 3-day admission)
- Major health crisis (cancer, cardiac event, serious accident)
Show the out-of-pocket costs for each scenario under different policies.
2. The “True Cost Calculator”
Create a spreadsheet that shows:
- Annual premium costs
- Minus tax benefits (where applicable)
- Plus expected out-of-pocket costs based on typical usage
- Plus “risk-adjusted costs” of uncovered catastrophic events
This gives a more accurate picture of the true cost of cheaper policies.
3. The “Quality Coverage Checklist”
Create a simple checklist of the 10 most important coverage elements beyond price:
- Full cancer coverage without sub-limits
- Direct billing network quality and breadth
- Coverage for chronic conditions
- Mental health coverage
- Preventive care coverage
- Evacuation and repatriation terms
- Pre-existing condition terms
- Maternity coverage specifics (if applicable)
- Dental and vision inclusions
- Renewal guarantee terms
Rate each policy from 1-5 on these factors to give a “Quality Score” alongside the price.
FAQ: Answering Your Clients’ Toughest Questions
“Why is this policy so much more expensive than the other one? They look the same.”
“The policies might appear similar on the surface, but there are crucial differences in how they handle serious conditions. For example, Policy A fully covers cancer treatment with access to leading specialists. Policy B caps cancer coverage at a level that may be barely enough for the first few months of treatment in Hong Kong. We’re not just buying insurance for the common scenarios; we’re protecting you from financial disaster.”
“I’m healthy. Why do I need comprehensive coverage?”
“Many of our clients who made major claims had no pre-existing conditions or health concerns when they purchased their policy. A broker in Bangkok had a client who was a marathon runner who suffered an unexpected brain aneurysm. His treatment costs were substantial. Health events often come without warning, which is precisely why insurance exists.”
“My company already provides some coverage. Is that not enough?”
“Company plans typically offer basic coverage with significant limitations. We had a client in Singapore whose company plan capped hospital stays at a certain amount per day. The actual cost was much higher, leaving him with thousands in unexpected costs. Let us review your company plan and identify the gaps we need to address.”
“Can I just fly home if I have a serious health issue?”
“That is often not medically possible. When a client in Dubai had a stroke, he was not stable enough to fly for several weeks. By then, his local hospital bill had become substantial. Additionally, many conditions require immediate treatment, and waiting for an international flight could genuinely risk your health or life.”
The Bottom Line: Better Client Outcomes Create Better Business
When you help clients understand the true value of quality IPMI coverage:
- They make better decisions
- They appreciate your expertise
- They refer more high-quality clients
- They renew their policies
- They thank you when claims happen smoothly
And you sleep better knowing your clients are genuinely protected.
If you want to see how technology can make these value conversations easier and more impactful, join us at the Health Compass Roadshow this April across Asia and Dubai.
Register at health-compass.com/tour or schedule a personal call with founder David Eline at calendly.com/health-compass/45-min-meeting.
Your clients deserve insurance they can trust. And you deserve a business built on value, not price.