7 Questions Every Prospect Will Ask About Health Care Sharing

The conversations that build trust, and why every Producer should be ready for them.

Every experienced Producer has had the moment.

You're having a great conversation with a prospective Member. They're engaged. They're nodding along. Everything feels like it's moving in the right direction.

Then they stop.

They lean back in their chair, cross their arms, and ask a question.

"So...is this insurance?"

It's a simple question, but how you answer it often determines the direction of the rest of the conversation.

That's because people rarely make decisions based on information alone. They make decisions based on confidence. Before someone chooses a Program, they're deciding whether they trust the person explaining it.

The best Producers understand that questions aren't interruptions, they're invitations.

An invitation to educate instead of persuade.

An invitation to replace uncertainty with understanding.

An invitation to prove that you're there to help someone make the right decision, even if that decision isn't made today.

Ironically, the Producers who seem the most confident usually aren't the ones with every answer memorized. They're the ones who know how to listen, explain clearly, and guide prospective Members through the conversation without sounding rehearsed.

The good news?

Most appointments don't require dozens of different answers. The same handful of questions come up over and over again. Once you understand what prospects are really asking, and how to answer with honesty and clarity, you'll find that conversations become more relaxed, more natural, and ultimately more successful.

Let's start with the first three questions every Producer should be prepared to answer.

1. "Is Health Care Sharing insurance?"

If you've spent any amount of time talking with prospective Members, you've probably heard this question more than any other.

At first glance, it sounds like someone is asking for a definition.

They're not.

What they're really asking is much more personal.

"Can I trust this?"

Most people have spent years, sometimes decades, using traditional insurance. Health Care Sharing is unfamiliar territory, and before they can understand how it works, they need to understand what it is.

This is one of the few moments in your conversation where being straightforward is far more powerful than trying to soften the answer.

The answer is simple:

No. OneShare Health is not an insurance company. It is a religious Health Care Sharing Ministry that facilitates the voluntary sharing of Eligible Medical Expenses among Members according to the Membership Guidelines. Medical expenses are not guaranteed in the same manner as an insurance policy, and eligibility for sharing is determined according to the Membership Guidelines.

Notice what isn't in that explanation.

There's no attempt to compare OneShare Health to insurance.

There's no effort to convince someone it's "basically the same thing."

And that's intentional.

The more comfortable you are explaining the difference, the more comfortable your prospective Member becomes asking the next question.

One of the biggest mistakes newer Producers make is trying to answer this question too quickly. They worry that acknowledging the difference between insurance and Health Care Sharing will create resistance.

In reality, the opposite is usually true.

People appreciate transparency. When they feel you're giving them a straight answer instead of a sales answer, trust begins to develop naturally.

Sometimes the best response is followed by another simple statement:

"Understanding this difference is the key to understanding everything else about OneShare Health."

That invites the conversation to continue instead of ending with a yes-or-no answer.

Because once prospects understand what OneShare Health is, they're ready to understand how it works.

2. "How does Health Care Sharing actually work?"

This is where curiosity replaces skepticism.

Once someone understands they're looking at a Health Care Sharing Ministry, not insurance, the next question is almost always about the process.

People want to know what happens after they become a Member.

Don't assume they're looking for every detail. Most prospects simply want to understand the journey.

A helpful way to explain it is to walk through the process in the same order a Member experiences it.

Members make Monthly Contributions, and a portion of those Contributions is designated to help share fellow Members' Eligible Medical Expenses. When a Member receives medical care for an Eligible need, a Sharing Request is submitted and reviewed according to the Membership Guidelines before eligibility for sharing is determined.

That's the framework.

From there, make it personal.

Instead of staying in the abstract, explain what that might look like in everyday life.

Imagine a Member schedules a procedure with an in-network Provider through the First Health Network. After receiving care, the appropriate documentation is submitted for review. Throughout the process, OneShare Health serves as the facilitator, helping coordinate the Sharing Request according to the Membership Guidelines.

Now the process feels real instead of theoretical.

One habit I've seen among experienced Producers is that they rarely rely on memory alone during this part of the conversation.

They open the Membership Guidelines.

They point to the relevant sections.

They show prospects where the information comes from.

That simple act changes the dynamic.

Instead of asking the prospective Member to trust you, you're inviting them to read the same information every Member receives.

That's confidence.

Not because you memorized every page of the Guidelines, but because you're comfortable letting the facts speak for themselves.

Prospects remember that.

3. "What happens if I have a major medical event?"

Every Producer eventually reaches this moment in the conversation.

Sometimes it comes early.

Sometimes it comes just before enrollment.

But eventually almost every prospective Member asks a version of the same question.

"What happens if something serious happens?"

Notice what they're not asking.

They're not asking about paperwork. They're not asking about terminology. They're asking about peace of mind.

This is where some Producers unintentionally get themselves into trouble.

Wanting to reassure the prospect, they begin making broad statements or promises that go beyond what they should say.

The better approach is actually the simpler one.

Slow down.

Acknowledge that it's an important question.

Then walk through the process together.

Explain that Sharing Requests are reviewed according to the Membership Guidelines and the Member's selected Program. Rather than offering blanket assurances, show the prospect how eligibility is determined and where those Guidelines can be found.

There's a reason experienced Producers often keep the Membership Guidelines open during appointments.

Imagine the difference between these two responses.

The first sounds like a sales pitch.

"Don't worry, you'll be taken care of."

The second sounds like guidance.

"Let's look at how the Membership Guidelines address that situation so you know exactly what to expect."

Which answer would you trust?

Most people choose the second.

Not because it's more exciting.

Because it's more believable.

One of the best lessons a Producer can learn is that confidence doesn't come from having every answer memorized.

Confidence comes from knowing where to find the right answer. That's a subtle difference, but it's one your prospective Members can feel.

And it often becomes the moment they realize they're talking with someone who genuinely wants them to make an informed decision, not simply complete an enrollment.

As the conversation continues, prospects usually become less concerned about whether they can receive care and more interested in how they'll receive it. That's where the next questions begin to emerge.

As the conversation continues, prospects usually become less concerned about whether they can receive care and more interested in how they'll receive it.

That's where the next questions begin to emerge.

4. "Can I choose my own doctor?"

This question often comes from experience.

Many prospective Members have spent years navigating restrictive provider networks, changing physicians because of network changes, or paying more than expected after seeing an out-of-network Provider. They're not simply asking about doctors—they're asking whether they'll have choices.

This is a great opportunity to move beyond telling and start showing.

OneShare Health Members have access to a broad network of Providers through the First Health Network. While Members are not required to use network Providers, choosing an in-network Provider can help speed the Sharing Request process and may reduce additional sharing responsibility.

Rather than stopping there, open the Provider Locator.

Ask the prospective Member who their primary care physician is.

Search together.

If they already have a Provider they know and trust, seeing that name appear on the screen changes the conversation. Suddenly, they're no longer imagining an unfamiliar experience—they're picturing themselves continuing care with someone they already know.

Even if their Provider isn't listed, you've demonstrated something equally important: transparency. You didn't dodge the question or rely on a generic answer. You showed them exactly how to find the information for themselves.

That's what trusted advisors do.

The goal isn't to "win" the conversation.

The goal is to help someone make an informed decision.

5. "What if I need care in the middle of the night?"

Not every health concern happens during business hours.

Someone's child wakes up with a fever at 10:00 p.m.

A sinus infection flares up over the weekend.

A persistent cough suddenly gets worse while traveling.

These are the moments prospective Members are picturing when they ask this question.

Instead of reciting a list of Membership Features, help them imagine what those moments could actually look like.

Every OneShare Health Membership includes access to Virtual Urgent Care (Telemedicine) through Clever Health. Available 24 hours a day, 365 days a year, Members can connect with board-certified Providers for many common, non-emergency medical concerns without waiting for their doctor's office to open.

That's more than a feature.

It's convenience. It's peace of mind. It's knowing that when life doesn't happen on a schedule, help is still available.

Experienced Producers often notice something interesting when they talk about Virtual Urgent Care.

Prospects stop asking theoretical questions.

Instead, they begin asking practical ones.

"Could I use that for my kids?"

"How quickly can I speak with someone?"

"Would I use the app on my phone?"

Those are buying questions.

Not because someone has decided to enroll, but because they're beginning to picture themselves using the Membership in real life.

Whenever a prospect starts imagining ownership, you've moved the conversation in the right direction.

6. "What about my prescriptions?"

Sometimes Producers spend so much time discussing larger medical needs that they overlook something prospective Members encounter far more often.

Prescriptions.

For many households, prescription costs aren't occasional expenses.

They're monthly expenses.

That's why this question deserves more than a passing mention.

OneShare Health Members have access to prescription savings resources, including Rx Valet, Clever Rx, and WellCard Savings, allowing Members to compare pricing and identify savings opportunities on eligible prescriptions.

Rather than presenting these resources as an extra benefit at the end of your appointment, introduce them as part of the everyday value of Membership.

After all, many Members may never experience a major hospitalization.

Nearly every Member, however, will fill a prescription at some point.

Helping prospective Members understand that the Membership can provide value during ordinary moments, not just extraordinary ones, creates a much more balanced conversation.

It also reminds people that Health Care Sharing isn't simply about preparing for life's biggest challenges.

It's about supporting Members throughout their health care journey.

7. "Is OneShare Health really faith-based?"

For some prospective Members, this is the final question.

For others, it's the first.

Either way, it's rarely a question about marketing.

It's a question about values.

Many people are looking for more than another way to manage health care expenses.

They're looking for a community that reflects what matters most to them.

This is where OneShare Health's Mission becomes one of its greatest strengths.

OneShare Health is a Health Care Sharing Ministry founded on biblical principles. Members voluntarily come together to share one another's Eligible Medical Expenses while embracing a shared Statement of Beliefs centered on caring for others, carrying one another's burdens, living healthy lives, and supporting one another through prayer and community.

Don't rush through that explanation.

This isn't the time to pivot back to Membership Features or Monthly Contributions.

Instead, let the Mission speak for itself.

People may compare prices.

They may compare Programs.

But they can't compare purpose.

When prospective Members understand why OneShare Health exists—not just how it works—the conversation often becomes much more meaningful.

And meaningful conversations create lasting relationships.

Three Mistakes Producers Make When Answering Questions

By now, you've probably noticed a pattern.

The strongest answers aren't always the longest answers.

They're the clearest.

Over the years, many Producers have discovered that the same three mistakes tend to create the most confusion.

Talking too much

When a prospect asks a simple question, resist the urge to answer the next five questions they haven't asked yet.

Answer what's in front of you.

Pause.

Listen.

More often than not, your prospect will tell you exactly where they want the conversation to go next.

Overpromising

Every Producer wants to reassure prospective Members.

That's natural.

But confidence should never come at the expense of accuracy.

The Membership Guidelines are one of your greatest resources because they allow you to explain how Health Care Sharing works without relying on assumptions or promises.

Transparency doesn't weaken trust.

It strengthens it.

Sounding scripted

People can usually tell when they're hearing a memorized presentation.

They can also tell when someone genuinely understands what they're talking about.

Your goal isn't to memorize perfect wording.

It's to become so familiar with OneShare Health that every conversation feels authentic, natural, and focused on helping the person across the table.

Because at the end of the day, people trust people, not scripts.

The Conversation Is the Difference

Every Producer has access to brochures. Every Producer has access to marketing materials. Every Producer can explain Membership Features.

What separates great Producers isn't the information they have. It's how they share it.

The most successful Producers understand that every appointment is really a conversation about trust. Prospective Members aren't looking for someone who has every answer memorized.

They're looking for someone who listens carefully, answers honestly, and isn't afraid to open the Membership Guidelines when the conversation calls for it. When people feel informed instead of pressured, they're more confident in the decisions they make.

That confidence leads to better enrollments, stronger Member relationships, and fewer surprises after someone joins the OneShare Health family.

Before your next appointment, take a few minutes to think through these seven questions.

Not so you can memorize a script. So you can have a better conversation.

Because when conversations become more honest, expectations become clearer.

And when expectations are clear from the very beginning, everyone is Better Together.

Ready to Help More Families While Growing Your Business?

If you believe the best sales conversations begin with listening, honesty, and serving others, you'll fit right in at OneShare Health.

Our Producers aren't just introducing prospective Members to a different approach to health care—they're helping people find a faith-based Health Care Sharing Ministry built on community, compassion, and shared values.

Whether you're expanding your existing business or looking for a new opportunity, OneShare Health provides the tools and support to help you succeed, including competitive level commissions for the life of the Program, a fast enrollment experience with a Spanish translation option, access to the First Health Network, and dedicated Sales Support committed to your success.

Most importantly, you'll have the opportunity to build lasting relationships while making a meaningful difference in the lives of the people you serve.

If you're ready to grow your business with purpose, become a OneShare Health Producer today.

Contact our Sales Team to learn more about joining the OneShare Health Producer family and start making an impact, one conversation at a time.