Q. I am talking to another agent who represents some of the same carriers you have. He says his plan has more doctors in their network and he says his plan is better than the one you suggest. Why don’t you push the same plan he is offering?

A. The answer is simple. Although the rates and benefits are similar between the two plans, the difference is you will have full coverage under the plan I have suggested. With that other plan, which I can offer, you will not be covered for hypertension. That means your medication, doctor visits and anything related to hypertension will be denied.

So why is the other plan better for you?

It isn’t.

But the other plan is better for the agent. Assuming he earns the same commission I do on both plans, he makes twice as much if you buy the other plan but you get less coverage.

Now who wins?