As of January 30, 2015, the MedicareAgentTraining.com site is providing the best quote engine in the Medicare Supplement business as a free benefit for its members. The quote engine includes all states in the country, and the value is over $100 per month to our member. However, it's included in the regular membership.
This quote engine provides not only the hottest carriers in the market, in real time, but also rate increase history, company earnings and loss ratio information, AM Best rating and more. This can be vital information to help you help your senior client to the facts that will help them save money by making you their client.
This is only one of the benefits available to members, making participation in MedicareAgentTraining.com a “no brainer”, as they say!
Watch this short video clip from the webinar announcement:
Summary of the chapter from the book discussing this topic:
CHAPTER 44: CHOOSE MONOGAMY OVER POLYGAMY
No horse gets anywhere until he is harnessed. No steam or gas ever drives anything until it is confined. No Niagara is ever turned into light and power until it is tunneled. No life ever grows great until it is focused, dedicated, disciplined. ~ Harry Emerson Fosdick
Chapter 44 Quotes and Highlights
A scattered focus leads to scattered results. Instead of one business that thrives, the polygamist-opportunist has 20 businesses that suck. Ten businesses earning $10,000 cumulatively are not better than one business that does it singlehandedly. When you segregate your effort among assets, you build weak assets. Weak assets don’t do heavy lifting, and they don’t build strong pyramids.
To hit the top of your game, business or otherwise, you have to eat, live, and shit your thing. If you’re dabbling in 10 different things, your results will be dabbling and unimpressive. Focus on one thing and do it in the most excellent way.
Fastlane success comes from monogamy; not split attentions among wives and mistresses. It’s marriage. Yes, good old-fashioned monogamy. Focus on one Fastlane business and kick ass at it.
Chapter Summary: Fastlane Distinctions
Tekel Syndrome sufferers are polygamist-opportunists who opportunity hop.
A weak business commitment commits you to weak assets.
Weak assets do not accelerate wealth.
The most successful entrepreneurs lived their business and were 100% committed to it.
Successful business monogamy can lead to successful business polygamy.
Are you having a difficult time getting your prospects to answer your call when you are calling them back?
This is very often due to the fact that you are calling from an area code outside of their service area. One study showed that you can increase answer rates by 40% by using local Caller ID. Is this compliant with the Trust in Caller ID Act of 2009? Yes, when you in fact own the rights to the number you are calling from.
There is an active discussion going on in the Member Forums here at MedicareAgentTraining.com where agents are sharing their solutions to this issue.
– AHIP has released data showing that enrollment in the Medicare Supplement, Medigap, has seen a steady increase from 2014 to December 2015. The data represents statistics from 11.8 million enrollees with policies from 305 separate insurers.
The steady increase is due to the standard deductible, and rising out-of-pocket costs for Medicare members, AHIP says. As an essential source of Medicare supplemental coverage, Medigap fills a critical need in the healthcare coverage ecosystem.
The report states that in 2015, Medicare Part A had a $1,260 deductible per benefit period for inpatient hospital care and coinsurance beginning with day 61 of hospitalization. Part B required a 20 percent coinsurance for outpatient and physician care after an annual deductible of $147.
The AHIP data showed four main trends within the Medigap data:
All Medigap enrollment increased from 11.2 million in December 2014 to 11.8 million in December 2015.
Plan G enrollment, which provides coverage of all Medicare deductible and coinsurance amounts except the Part B deductible increased by 28 percent from 2014 to 2015, or by 198,000 enrollees.
Enrollment in Plan K, which provides partial coverage for coinsurance and copayments and has an out-of-pocket limit of $4,940, also increased by 28 percent from 2014 to 2015, or by 16,000 enrollees.
An increase in the percent of fee-for-service (FFS) Medicare beneficiaries with Medigap plans increased from 30 percent in 2014 to 32 percent in 2015.
A partial explanation for the increase in Medigap coverage is directly related to the shifting sands of Medicare coverage since 1990, which has left beneficiaries and payers in flux.
This began in 1990 with an omnibus spending plan that required Medigap plans sold after 1992 to conform to one of 10 uniform benefit packages.
Then in 2003, the Medicare Modernization Act (MMA) required elimination of prescription drug benefits, authorized two new plans (K and L) with cost-sharing features, and encouraged development of standardized benefit designs with additional cost sharing features.
More cuts came in 2008 with the passage of the Medicare Improvements for Patients and Providers Act (MIPPA). This legislation led to the elimination of at-home recovery benefits to be replaced with hospice care. It also included the removal of preventive care benefits in response to increased FFS coverage. 2008 did see the introduction of two new Medigap policies (Plans M and N) with increased beneficiary cost-sharing features.
Medicare SELECT plans are identical to standardized Medigap plans but require policyholders to use provider networks to receive full benefits. This results in Medicare SELECT plans to generally cost less than related Medigap plans.
In April 2015, Congress passed the Medicare Access and CHIP Reauthorization Act of 2015 (MACRA).
MACRA states that as of January 1, 2020, Medigap insurance carriers may no longer sell Medigap plans covering the Part B deductible to newly eligible Medicare recipients. Only individuals who are age 65 before 2020 or those Medicare eligible due to a disability will qualify.
Three states maintain waived Medigap plans, exempt from all legislative changes from 1990 on. The three states (Massachusetts, Minnesota, and Wisconsin) continue to offer standardized Medigap plans. Individuals who had purchased Medigap plans in these states do have the ability to keep their coverage if they move out of the three waiver states.
According to the NAIC data, 97 percent of Medigap policies in force on December 31, 2015 were standardized plans. Pre-standardized plans made up only three percent of existing Medigap policies.
Medigap plans are “guaranteed renewable” regardless of when they were purchased. This means Medigap policyholders can maintain their coverage and not have their policy cancelled if there is continued payment of premiums.
AHIP noted that Medigap plans with the highest rate of growth offered the beneficiary a predictable and consistent premium. This feature was especially important to fixed-income Medicare members.
It also saw plans that mirrored features seen in traditional commercial products (coverage for copayments, coinsurance, and deductibles) favored by consumers.
Riding the train from Lucerne to Zurich as I write this, I am reflective of my journey to this point in life and what I had to go through to get here. Traveling Europe this month with my beautiful wife who with me through it all from the beginning, we often take the time to reflect back on the twisted and mangled path that led us, finally, to where we call ourselves “successful”.
Growing up, the only thing I ever wanted to be was a police officer, the guy who helped everyone by getting the “bad guys” and putting them in jail. My world view changed somewhere between 19 and 35 years old, after chasing as many of them as I could and doing my best to rid humanity of the evil-doers.
What impact did I have in that role?
Absolutely none, I'm certain now. My new role in life is much less exciting but much more rewarding at the same time.
In my role now as an insurance agent, trainer, and sometimes role model for others entering this profession, I have heard hundreds of agents from around the country tell me that I was somehow inspirational in their quest from living a possibly exciting, yet for the wrong reasons, life to one of fulfillment, non-excitement, and financial rewards. Sometimes, pursuing the non-exciting life is a reward all in itself.
Not having to respond to everyone's emergency, and being able to build financial freedom slowly and methodically, has its perks. The knowledge that this profession has now given me the opportunity to build a true residual income that builds and builds, versus the old salary days of having to count how long it would be, in days, until the next paycheck where we could buy what we really needed for our young family – truly a blessing. I can clearly recount the horrors of a car problem that would leave us sidelined and having to rely on friends or family to shuttle the family around as we checked the credit card balances to see how we would pay for our one minivan's repair to get us back into some state of “normal.”
It's not all about money, not in the least. As I am now passing through the beautiful countryside of Switzerland, I am reflecting back to my start in insurance. I was in the City of Deltona, Florida, where the majority of the population appeared to be at or below the poverty line. Or, maybe that's just the side I got to see every day in my profession, as we would respond to all of the most horrific of human tragedies on a daily basis. Murders, suicides, car crashes and human-on-human suffering created for no reason other than that folks felt like they had nothing to look forward to and nothing to live for. This is what I saw all day, every day. Unfortunately, it had a very negative impact that grew over time.
Here, in Switzerland, we have been experiencing not only the majesty of the snow-capped mountains and the beautiful lakes and crisp, clean air, but we are alongside other tourists from around the world who are here celebrating where their life has brought them to this point where they can experience the world and take it all in. We have enjoyed tram rides up to the peak of Mount Pilatus with folks from China. We rode a train in Amsterdam with to the tulip fields with folks from Japan. Each of these experiences reinforced to me that there is a much bigger world that has been going on during my whole lifetime, that I have been 'til now, missing out on because of where I chose to spend my first career trying to get the bad guys and suffering, right along with the rest, in daily human suffering.
It is true that being a first responder and seeing it every day does not make you so much a participant in the tragedy you witness, but after a number of years the toll it takes on you and the paradigm through which you see the world becomes grossly desensitized and numb. It creates the apathy we have seen many times in the news, whether truly reported or not, where police officers seem now callous to the plight of victims. It is not that the officers are somehow sub-human or incapable of human empathy. Rather, it is that they have been exposed so often and so long to the absolute worst of humanity that they come to expect the worst from everyone – everyone not in a uniform, that is. That self-created isolation gets very lonely. Shedding the uniform and entering life as a regular person was probably the biggest transition I ever made.
It is by a true miracle that I landed in a profession where communication and effectiveness are rewarded with monetary gains. Countless times we have encountered super impressive people who instantly built rapport with us and made us feel at home and welcome. Whether it was the front desk staff at the Art Deco hotel in Amsterdam or the Food Fresh stand at the Lucerne train station, these effective human communicators are all around us. Their chosen profession, however happy they are to occupy them, will never give them the rewards that my chosen profession can give, simply by having a small percentage of their communicative abilities and genuine care for others.
While many jobs reward positive interactions with the public and effectiveness in the position with increases in hourly wage and bonuses from time to time, it is only by being self-employed where these positive attributes are truly judged by the ultimate rewarder of human performance – the marketplace. If you are good, and you put yourself out there to the marketplace using a vehicle that increases your compensation based on effectiveness, you cannot help but win. The vehicle that I chose, insurance, is just one of those that bring limitless rewards for this kind of effectiveness.
Countless times I have mentioned to my wife that we had just experienced a person with super ability, both with communication style and passion for their role. It is very simply these same traits, I'm certain, that are the only ones needed for success in my field. The complexity of product design, the insurance landscape, and myriad of benefit options available are all far less important than a genuine feeling of empathy for someone else's plight and the ability to latch on to a personal connection with them.
The age-old question, “Are good salespeople born that way or are they taught to be that way?” has, in my humble opinion, two answers.
Yes, there are people who have naturally evolved into excellent communicators. Those people are certain to be a “natural” when selling any product or service and a sales/delivery career is definitely where they should be. However, I have been through enough sales training courses in my life, from my metamorphosis from a police officer to an insurance professional, to know that the there is training that, when fully applied, definitely results in an individual possessing enough skill to make a very successful salesperson, no matter what “natural” ability they brought to the transformation process from the beginning.
In other words, I truly believe that anyone can be successful in this profession. Sure, there are those who prefer to drive a taxi and they leave 50% of their mental capacity at home when they go to their job every day. There is absolutely nothing wrong with choosing to live a simple life and, for many, that is exactly where they want to be.
But, for those who decide to live a different kind of lifestyle or those frankly who are sick and tired of the lifestyle they have chosen up to this point in their lives, I know that there is a path to success in this or any other profession where results are significantly rewarded. Whether it is by merely pointing an already-effective communicator into another profession or by a non-communicator making an affirmative decision to seek the training necessary to become one, both paths work if chosen.
From the age of 5, I wanted to change the world. For now, I am content to leave the adrenaline chase to those half my age while I am happy to watch the world go by and to explore it, one country and one experience at a time.
All the best… from Switzerland, Christopher Westfall, Sr.
We will be doing an in-depth webinar very soon all about online marketing. As you may know, my agency now does over 1,000 applications a year and it comes exclusively from free or super cheap online marketing. Part of the secret to that success is having a site for someone to come to that makes us look professional and reinforces the credibility we need to establish a connection.
I have been quietly using this WordPress plug-in to get a head start on looking professional. Now, they've just launched a new, updated version of this highly-effective tool and I strongly recommend you look at it. This is an affiliate link, so I will make a small commission if you buy it, but the only reason I am sending this announcement to you about the launch is so that implement it in your business if you are already paying for a site that is costing you too much or want to have a very professional site at the lowest possible cost.
This new update includes a funnel builder, where you could sell products online, capture leads with an auto-responder easily (I'm still recommending SendLane as the best new autoresponder right now). You can also build your entire agency website and/or blog with this tool and it removes the frustration many have, and the learning curve typically associated with WordPress sites.
Just look at some of the things “Profit Builder” can do for you:
– Create amazing marketing pages that capture new leads effortlessly – Easy to use on all your WordPress sites with ANY theme – Drag and Drop LIVE editor permits quick on the fly updates – Get 50+ pre-done, proven marketing layouts for every need – Plus 50+ instant elements to enhance any page on your site – Create all types of pages with irresistible features for new leads – SEO and Mobile Optimized for maximum effect – Transform Your Site into a massive lead generation tool – All of this and much more…
Many of us are guilty of constantly seeking the next “shiny object”, thinking that it will be, finally, the solution to easy profits with MUCH less effort.
While there is a lot to be learned from attending seminars, buying courses, and studying non-stop, there is a point where a successful person stops searching for the next-great-thing,and actually goes to work.
When you find yourself circling about to the things you've already seen before, and YOU have not implemented anything, it's time to look in the mirror and make a decision. Which way are you going to go?
How much money should you have saved before you go all in? That's the subject of this Q&A. The good thing is that it does not take much money. The bad thing is, also, that it does not take that much money to get started. A smart business person will start the enterprise having a backup nest egg of savings to carry them through the initial start-up phase.
Yes, it is true that you could start with almost nothing but a telephone. The reality is, though, that you will need to wait for contracting, appointment, a learning curve, prospecting time and sales to happen. Then you're waiting for the New Business department to issue that business and then to ultimately get paid by direct deposit.
So, the best advice would be to have 3 months of living expense saved before starting your Medicare Supplement marketing business. If you plan on using telemarketing for low cost lead generation, it should run around $600 a month total for a full-time (or two part-time) telemarketers. That is, someone working on the phones for you 40 hours per week and that includes the cost of the dialer and data for that dialer = $600 a month should do it.
So, if you can control your living expenses, focus on lead generation and sales pipeline-filling activities immediately, you should have commissions coming in starting at least in month #2 and getting better in month #3. The progression gets better and better as three things are then beginning to happen.
1) You are getting better as you are listening to more training and then implementing what you're learning. 2) Your pipeline is filling up with people at various stages in their decision-making process. 3) Those that you have written initially will begin to get issued and paid and this picks up pace as you continue along.
As you make it through your first year, you are home free. In the second year of the Medicare Supplement business, your residual income starts from year 1 as you continue to create advanced commissions in year 2. The sales and application process continues to get easier and your referrals start to come in, as well as a full pipeline IF YOU DO NOT STOP PROSPECTING – EVER!
Some agents are trying to convince themselves that they're doing what is necessary to build their business. Some even are trying to convince their spouses that they're “working hard” in this business.
The reality is found down at the bank. If the agent is writing 4 to 5 applications a week with absolute COLD market prospecting, they're working and doing it right. If they're writing 4 applications in four months, they're not doing anything right except pretending to be in business.
The only thing that matters, the gauge as to whether or not you're doing it right, is down at the bank. Is the business building? If not, you're doing something wrong or not doing enough of what is right.
Excerpt from https://www.salesgravy.com/sales-articles/automotive/five-lessons-i-learned-at-starbucks.html
“Lesson #1 – Make sure you ask for the business. I have just watched a beggar collect at least $5 worth of donations in the last half hour with a sign that says – “I am saving up for a hooker, weed, wine and a steak dinner.” Not one of the people bothered to read his sign and know what they were even donating for. Not the family man with his wife and children, not the group of older people probably in their 80s, not the business man in the suit, nobody. The beggar obviously learned the power of asking, no matter what.
Lesson #2 – It’s not the money. People pile into Starbucks one after another spending three and four bucks on of a cup coffee. Obviously you can get a cup of coffee at a diner down the street for a lot less money. But yet, people willingly spend a $100 per month or more at Starbucks. Why?
People are buying the experience and the perception of the brand. I am sitting here writing this article in a busy Starbucks and people watching when I could be in the quiet and seclusion of my nice hotel room. The person in the seat next to me is listening to music on an iPod when they could obviously do it for free in the Square with a less expensive cup of coffee. The gentleman in the big living room type chair is reading a novel. People want the experience. Understand your customer and the value they want and the money will become less important. The big three U.S. auto manufacturers give huge rebates, and imports are still kicking their butts. It’s not about the money.”
I'm always surprised with agents who are failing at business discover that it was because they were not asking for the business. They would present options and then just leave it, never politely suggesting that the client move forward with an application.
And, if you feel the product costs too much, it's too hard for them to sign up online with you, or it's crazy for you to ask for their personal information over the phone – so will they. YOUR objection will become their objection. It's true! You have to be convinced, first, that the sale is in their best interest. When you are convinced, get out of your own way – ask for the sale and deserve it and you'll have it.
The reason I picked this niche of insurance was two-fold. One, I could work with a great generation of people and help calm their fears about their next transition in healthcare and, two, I could create a residual income for my family.
Both have come true, and it's the most amazing thing that 10 years ago I would have never believed possible. In this video, I talk about a police officer in Mount Pleasant, SC I met today (Doug), and our conversation about what starting officers now make.
Guess what? It's about the same that we made starting 10 years ago. That is absolutely crazy. I do not know how anyone can raise a family on a salarty like that, and it's totally wrong.
I told Doug that if he ever has had enough of the politics, chaos, and public resentment now happening against law enforcement, he can look me up. I'm easy to find online!
It is my sincere wish that all of the good guys, and ladies, that I used to work with could now be enjoying this lifestyle with me. It'd be even more fun! – Christopher Westfall
A question was recently asked, “Should I get an office or work from home as I'm starting to grow and it's obvious I need admin help already?”
I was still a one-man show when I rented my first EXPENSIVE office in a Regus complex in Lake Mary, FL. It was an investment in appearance for the clients, which never once came because I sold over the phone, and an investment in accountability of having somewhere to SHOW UP every day. This was the key for me.
When I started working with someone else, knowing that they were going to show up, so I had to show up, created a very productive environment for both of us. I would swear to you that business really began taking off as a result of that simple move. It was great to be around other productive people that were showing up every day to work.
I know you don't have this problem and laziness/accountability are not factors in what you're asking, but if you're ever going to grow to 5 or 10 employees or 100 if you so desire, it is going to happen sometime, anyway, and I would argue that it is best to build it before you need it. Create the envelope bigger than you need and then you will find a way to fill it.
Now looking to move offices for the third time due to growth, I know that if I had not stepped out in faith to get outside of my home office, I would never have been where I am today. Why? Because it was comfortable; it was TOO comfortable to work from home. Yes, it's cool to be running my own company, but I knew early on that I could not grow enough on my own.
Having a remote admin assistant did not work for me. When I had someone working next to me, who heard everything, then started repeating the answers I gave to the people they were then talking to, it created a synergy that has now replicated over and over again.
In my office now, someone will say something that's a great answer and then the others will start repeating it and a best practice is born. That cannot happen with remote folks. – my two cents. –cw
Having been asked to listen to recordings of hundreds and hundreds of agents getting started in selling by phone, one common theme has held many back.
Brett Kitchen, in this video below, talks about this problem when selling over the phone and how to address it. I call it “practice it until you perfect it.” Others call it, “Fake it 'til you make it.” Either way, you have to be aware of the potential to sound TOO interested in the sale outcome and you have to know what effect it has on people.
Brett's group sells IUL (indexed universal life) products by phone to high-income individuals using radio ads.
No matter what you're selling over the phone, this issue can be a problem! They can hear desperation through the phone!
And remember what Mike Brooks says in the Top 20% Webinar series (at the bottom of this page), “A bad lead never gets better.” Move on from angry, disgruntled, difficult people!
Approximately 30% of Americans turning 65 are opting for a Medicare “Advantage” plan. In my experience, this most often happens for the following two reasons:
They have been relatively healthy up to 65 years old
They believe this great health will continue into their senior years
Medicare Advantage plans at $0 per month can be quite attractive
They miss, or minimize the often $6,700 Maximum Out-of-Pocket PER YEAR
Sadly, there are many situations that we have seen where a Turning 65-senior has chosen one of these “free” Medicare Advantage plans only to have to experience the limitations and large hospital admission co-payments by having a serious illness that takes them into full usage of their chosen plan.
When they were first turning 65, they thought their great health would continue far into their senior years, only to discover that this is the time frame where most all medical claims are experienced in life. Sadly, when they signed up for a Medicare Advantage plan, particularly an HMO plan, they find that the restrictions now imposed on them, the trade off for little or no monthly premium, now can significantly and adversely not only affect their availability of specialty care (replaced with tight networks) but also expose them to more money spent for medical care than their non-“Advantage” plan senior counterparts.
On the contrary, the biggest proponents of Medigap (Medicare Supplement) plans are those who have had to use them with a serious illness. For example, those with a special kind of cancer who can now choose the best cancer treatment centers in America without consequence because their Medicare Supplement plan allows them to go anywhere. Those who would have otherwise been exposed to a $6,700 out-of-pocket cost with their Medicare Advantage plan for a series of hospital admissions who though, because on a SUPPLEMENT plan instead, pay $0 for their admissions and, more importantly, get to CHOOSE their hospital instead of only being able to go to the one that was the lowest bidder that joined the “Advantage” plan's restrictive network.
In an illuminating article by the non-profit Kaiser Family Foundation, the choice of a Medicare Advantage plan when a senior is turning 65 can prove disastrous for future healthcare choices for the rest of a senior's life. See the article here:
The Justice Department has filed two separate suits to prevent the merger between both Aetna and Humana and the merger of CIGNA and Blue Cross.
Today, Aetna said that they will defend their acquisition of Humana and gave the substantial reasons why such a merger is a good thing for the country.
Among the reasons given, Aetna says that the combined company would “Improve affordability, quality, and consumer choice.” Their stats show that a combined Aetna/Humana company would still only serve 8% of eligible Medicare beneficiaries, far from the monopoly that the Justice Department will argue would result from the combined forces.
We are continuing to monitor the situation and expect that Obama's Justice Department will do everything in their power to prevent the merger, and it might ultimately be settled by a federal judge.
Instead of a case that would pay $269.69, this video shows how the commission, first year, is $1,067.70 because CJ asked told of the availability of the cancer plan. He asked about heart attack/stroke coverage, and he asked about life coverage.
This sweet lady was used to paying $700 per month for her employer plan that had restrictions, networks, and co-pays. Now, she has a MUCH better plan (Plan G), lump sum coverage for Cancer, Heart Attack or Stroke, AND permanent Life Insurance coverage locked in now at the age of 64.
The is in a much better position, fully covered, and happy with her new security and price.
See the video:
Perfect example of a great cross sell.
CIGNA's electronic application makes this point and click easy without having to re-enter the client's information again in multiple applications.
Decades ago, companies like McDonald's learned that if you merely asked, “Would you like fries with that?” that a significant amount of people WOULD. Their profit is all in the extras..just like the movie theaters. They make nothing on the ticket sales. It is all on concessions.
This is good coverage, provides peace of mind, and because of a process like this, helps the agent to make additional income by taking care of clients in a meaningful way.
Many friends and relatives have been contacting me recently to ask more about the business I’m in. Why? For a variety of reasons including, but not limited to, their changing life circumstances where they may be seeing change ahead or no progress where they currently are.
More, though, are seeing the lifestyle that this business can afford those who have put the time in to build a residual income business by helping people, and they want more of that in their lives. This is, perhaps, the best reason because I firmly believe that if you want something bad enough to trudge through the unpleasant parts of getting there, you will absolutely have it.
In the last 30 days, my wife and I have traveled to Rome, Italy (with Mutual of Omaha’s Sales Leaders trip) and to Iceland with Aetna. We will soon be taking another trip to Vancouver, BC with yet another insurance organization and then I’ll be going on to a “mastermind” event in Alaska just before the busy season begins yet again.
The first week of May, Chris and the other top 150 or so Aetna agents, and their guests, were in Iceland for the production award from 2015. Many on this trip, including Chris and his wife, Nicole, had just returned back to the states from Rome with the Mutual of Omaha trip just less than two weeks prior. It was a quick turnaround for another out-of-the-country adventure.
The weather was cold, mostly due just to the incredible wind in Iceland, but the camaraderie forged between new friends made the trip a priceless gift. Sharing ideas and various business practices with the folks there just proved, once again, that it all works.
Just like the Rome trip, Chris met with many agents and discovered that what they were doing was working just as well. Whether it is direct mail, a phone room setting appointments, or agents dialing for their own leads on a predictive dialer, it is all working. Some were there because they do seminars. Some just get lead lists of T65 folks and go “door knocking”. Still others hire in-house telemarketers to find interested folks. It all works. That was the biggest point.
While on this trip, Chris was greeted about around 10 agents throughout the week that came up to introduce themselves. They were members of MedicareAgentTraining.com and had found the site valuable in their business. This was very humbling and had continued from the week prior, at the National Medicare Supplement Conference in Kansas City, where this happened approximately 50 times. It was great for Chris to be able to meet members and others from the Medicare community who he might have only seen online as their black and white username!
One of those that came up to Chris in Iceland was 20 year old Bridge.
Bridge sets his own appointments, using the predictive dialer. As one of the winners of the Aetna trip, he is obviously doing very well in the business. He sat down with Chris and talked about this, and how he just got his 19 year old cousin to get into the business with him recently. His cousin, who just turned 20 now, sold six policies this week on his own, the week that Bridge was in Iceland with Chris and the Aetna crew.
See Bridge tell the story:
This is a quick video Chris did about Iceland that relates to the Medicare field:
Photos Chris and Nicole took on the 2016 AETNA trip to Iceland:
If you are communicating to the senior market that you have Medicare products, guess what? Every other agent in America also can sell Medicare products.
What is it that you are bringing before you are asking for them to buy? Are you providing valuable information that they can use or do they feel that the entire conversation is geared toward driving them to a sale?
It has been often quoted that people want to buy, they DO NOT want to be sold. They make their decision emotionally, based on what has been provided, and then justify that decision, later, logically. By merely providing yet another channel where someone can buy, without first providing value, you are just like every other salesperson out there and nothing separates you from what anyone else can do.
A recent survey conducted by Hubspot shows that people want to be provided service FIRST, as the most important deciding factor before they make a buying decision. This should not be news, if you examine who you, yourself want to buy.
When my wife and I were in Rome recently, we watched in awe as these young boys were on the steps to a thousand+ year old monument, attempting to sell their wares. What they were selling where 11×17 inch replica water colored paintings of the various monuments around Rome. These same replica paintings were being sold on many street corners, but these boys were very creative, and it showed.
What they did differently was that one of the boys had a coloring pencil in his hand, and a variety of colored pencils at his feet. He sat on those steps and appeared to be just finishing the next painting, himself. He appeared to be putting a lot of attention into the detail of what he was working on, as the other paintings were surrounding him on full display. This gave the illusion that HIS paintings had all be hand-done and had been created meticulously with care.
To the passing tourists, what appeared to them was that they had an opportunity to purchase custom artwork of Rome, drawn right here on the steps of one of the monuments. How unique and valuable!!
While these two kids were selling the exact same thing as everyone else, they created the perception of unique value that their particular paintings brought that other similar paintings in the area did not have. With the other unmanned displays, folks were just buying copies. With this one, they bought value.
In a similar fashion, many top producers in the industry have shared with me the various ways in which they paint the picture of unique value in the mind of their potential consumer. Whether it is researching drug plans for their clients, or promising an amazing amount of follow up, they attempt, at every turn, to separate themselves from the agents who merely provide only an application and a policy delivery.
Agents who make no attempt to separate themselves and their business from the competition will be bland, boring, and will reap the rewards that befall nothing interesting.