Most of us are already all too aware that Spanish speakers are underinsured and have less access as a group to quality health care. Numerous studies both on statewide and national levels have found that Hispanics are less likely to have health insurance than most other groups. Of course, on one level, these reports reflect very unfortunate social conditions. However, in this tight economy, when securing new business is increasingly competitive, insurance salespeople who do not treat these reports as an opportunity are shooting themselves in the foot.
Still, insurance professionals who do not speak Spanish struggle with how best to gain access to this tremendous market. Many will bemoan the fact that, even when sales material and enrollment forms are translated into Spanish, this community tends not to participate — even when an employer has offered a fairly generous contribution toward premiums. While this is often the case, it is not a reason to throw in the towel. It is true that many Spanish speakers cannot afford health insurance, but many others simply do not see it as a priority. This tendency can be reversed, but it requires a lot more than translation. It requires education.
If a Spanish speaker is a janitorial worker earning minimum wage, then, unless her employer covers 100 percent of the premium, she probably cannot afford health insurance. However, many Spanish speakers are skilled laborers earning $20-$25 per hour or more in construction or other trades. These individuals can consider buying their own home or owning a more valuable vehicle. They place an extremely high value on building financial stability and investing in the future of their children, but they are unaware of what a crucial role health insurance plays in this process.
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In order to teach these potential clients the importance of having health insurance for themselves and their families, the following points must be addressed:
o Unpaid hospital bills can jeopardize your property. Most people born and raised in this country are aware that hospitals can place liens on homes, but many recent immigrants do not realize how this can happen. Therefore, they need to be taught that health insurance is essential in securing their property, and that their families should be insured before they buy a house.
o Emergency rooms are for emergencies. Many Spanish speakers see the emergency room as a fallback option when a health issue seems relatively serious. They do not always realize that this is the most expensive option, both for themselves as patients and for hospitals. It is important to explain the role of a primary care physician and the value of preventative care.
o In order to purchase many medications in this country, a patient needs a prescription signed by a doctor. In much of Latin America, pharmacists dispense drugs that would require a prescription here. Spanish speakers need to be taught that they will need to visit a physician and in order to purchase many medicines they are accustomed to buying straight from a pharmacy in their home countries.
o Large debt, even when it is forgiven, can prevent immigrants from sponsoring family members to come to the United States. This issue is of extreme importance to immigrants, and many have no idea that they are taking this risk. Although hospitals, especially public ones, will often absorb the loss from unpaid bills by low-income patients, Spanish speakers need to know that if they have a family member they would like to bring to this country — even for a short visit — they are not out of the woods when this debt is forgiven. The unpaid debt will go on their credit records, and they will be unable to demonstrate to the government's satisfaction that they can support another family member. Thus the relatives even of naturalized citizens can be denied an entry visa.
Once Spanish speakers understand what is at stake in allowing their families to go without health insurance, they are far more likely to choose to participate. However, the typical format for Spanish enrollment meetings is not the right set-up to convey all this information effectively. Separate meetings for English and Spanish speakers must be arranged, and the Spanish-speaking presenter should be very familiar with these typical objections and gaps in knowledge and prepared to address them. Arranging this will require more of an effort and investment than simply bringing in an interpreter, but participation is far more likely to increase when these issues are addressed in a convincing and professional manner.
Melissa Burkhart worked for 10 years as a teacher and school administrator, specializing in cross-cultural education and communication. Ferney Colorado, a native of Colombia, has worked side by side with Spanish-speaking immigrants from all over Latin America in a variety of industries. In 2001, they established Futuro S?lido USA, which provides a wide range of customized Spanish language services and training materials to ensure a solid future for Spanish-speaking workers and their employers. For more information call 303-837-8224 or visit www.futurosolidousa.com.
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