August 9, 2021 Meeting – Using Competitive Advantage

Whatever YOUR competitive advantage is, use it! If you do not have one yet, build it! Notes under the video.. See the video:< Hannah MLIC DVH - In CRM, Please indicate whether it is Legacy or Select (new plan w/ first-day coverage) Please remember to add the “New Lead - MONTH” tag in the CRM. A special reminder to agents since they are not the ones typically creating leads. Why is it important? It’s how we track lead flow. If you want us to be able to tell when the leads are slowing down and we need to ramp it up, we need everyone using this tag. Ameritas apps will be automatically approved. Please save the Member ID from the top right of the app on the client sheet so we don’t have to email them to get it. This is also their policy number. Referrals - Very important that we are tracking these correctly. We have missed several recently and it will make us look bad if we are promising referral incentives and not following through because we aren’t tracking them properly. Admin if you find out a lead is a referral, please indicate it in the radius and give it to the appropriate agent. We should also list the referring client’s name in radius and link the two profiles. If the referral is for a spouse, make sure to use the “spouse” link instead of the “referred by” link. Agents, if you get a lead that is a referral and it’s not already indicated in Radius (either because it was missed or because we didn’t know it was a referral), it’s now up to you to complete those tasks. You will also need to indicate on the client sheet that it is a referral when written. Saving Docs to Radius - Don’t assume someone else will do it. If we send them to you, take two seconds to save them in Radius & Dropbox. (client bills, supporting docs, ID, Medicare cards, etc.) Christopher Talking to an existing client on a policy question? See when the last time was that they had a review! 2. Demonstrating Value before Selling Something. How are we demonstrating value? Verbal only? “It’s better if you don’t have to say you’re an expert, but people conclude you are an expert by the body of work you do.” Let’s leverage the body of work we already have vs. trying to explain concepts verbally when we have effective tools. Like: www.PlanNMedicare.org www.AllAboutMedicareAdvantage.com www.StartPartD.com www.HowtoStartMedicare.com www.AmericanDentalCoverage.com www.SeniorSavingsNetwork.org/under65 www.SeniorSavingsNetwork.org/travel 3. We would rather lose a client/sale over losing our integrity. ex: A guy wanted us to lie and mark “nonsmoker” because he did not want to pay the smoker’s rate. We cannot and will not lie. His policy can be rescinded and will not pay for anything. We can lose our license. 4. Robert will be implementing a time automatic lock to the computers. YOU will still need to LOCK your computer every time you step away or leave! This will be a backup to ensure they are locked when we are out of the office. Robert Computer Updates are listed on the Google Calendar. There is one on every 2nd Tuesday of the month. You need to make sure you are completing the updates on the laptops as well

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