He GOT CANCER!

You WILL feel horrible when your client says this to you, too.

See the notes under the video:

     


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July 5, 2022 Office Meeting

We did an internal look at our numbers for the past few months.

See meeting notes under the video:

 

  • Annual Certs – Start this week w/ AHIP
    1. Office Chat – too much banter/memes. 
      1. This is a work chat first and foremost. I love that we have an office full of people who enjoy being around each other, but the “work hard” part has to come before the “play hard” part. 
      2. We are losing real work chats amidst the chatter. 
      3. When agents are on the phone every one of those is a notification dinging in their ear. I’m surprised none of them have snapped on us yet. 
      4. SMS has access to all our chats. They aren’t actively watching us, but if there was ever an issue where HR called our chats into question, do you want to be remembered as the person who speaks in memes and gifs? 
    2. Back to Basics of Medicare
      1. Part A does NOT have a 20% coinsurance. 
      2. Costs at a Glance from Medicare is a great tool for explaining how Part A vs. Part B works: https://www.medicare.gov/your-medicare-costs/medicare-costs-at-a-glance
    3. Cliented wanted to wait until the end of his OE to enroll to save money. Was then mugged and landed in the hospital where he will now owe the full Part A deductible. 
      1. Great story to share with our healthy clients who want to risk having A/B only. No matter how healthy you are, you are still taking a big risk. Life is full of surprises. 
    4. Make sure you are checking the notes and sending the correct booking links. 
      1. We should make an effort to get leads/clients back to their most recent agent if they want to add DVH, Cancer, etc. Ideally should not be using the random booking link for these. 
    5. Use the Sales Call Checklists
      1. Continue to get clients calling/emailing that they were surprised by the initial draft. 
      2. Make sure you are reviewing these important points with them again at the end of the call. 
  • LA Pro – Quoting D-SNP
    1. If you don’t have extra help/Medicaid status added under their profile, LA Pro will quote the premium the client would pay if they lost their Medicaid mid-year.  See example here.
  1. June Competition Winners: 
    1. Sales (Most Cross Sales Q2) 
    2. Admin (Total Call Count Q2)
  2. July Contest
    1. Sales- Best Closing Ratio
    2. Admin- Most calls answered
  3. June Sales- Looking good
    1. DVH Ratios improving overall – shooting for at least 30% (anything under 10% and you aren’t bringing it up enough)
    2. Cancer Sales- an improvement from half the office – 5% is the bare minimum – this is not a high standard. You should be shooting for 20%

Chris 

  1. What happens when an insurance company goes into receivership?
    1. Reinsurance 
    2. State guarantee fund
    3. GI right if the company goes under
  2. Letting clients off the phone before they submit their signatures – don't do it.
  3. While we are writing Prosperity Life Medicare Supplement (SLBI), their Underwriting has approved 1 out of 5 cases, so far.

 

     


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March 7 2022 Office Meeting

Medicare Advantage in the news again..

Today, we talked about news in the Medicare Advantage world, including the proliferation of employer-sponsored Medicare Advantage plans and how they can vary greatly from the commercially-available Advantage plans.

See this internal office meeting video below. Notes from the meeting are under the video.

     


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Surviving AEP and Life Tips

Surviving AEP means starting with the right frame of mind. We cover agency improvements and important reminders.
See this internal office meeting video below:

See the video:

     


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August 3 2021 Internal Office Meeting

Buyer's Remorse happens after nearly every transaction. How can it be prevented?
Also, preparing for AEP – what to tell our clients NOW.

Notes under the video..

See the video:<

     


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Gaylan Hendricks on Effective Cross-Selling

Gaylan Hendricks has a proven track record of setting records and creating unique products for our industry.

She is the creative force behind the Aetna Cancer plan and the super popular Manhattan Life dental/vision/hearing plan, among others.

Gaylan came to Charleston to talk with our folks about how and why to bring up these critically important topics.

     


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Office Meeting September 28 2020

In this week's office meeting, we covered the Blue Shield (CA) household discount, Aetna Medicare Supplement prep for AEP and 1/1 effective dates, Manhattan Life's new $3,000 benefit option and more. See the video: To see more of our office…

     


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24-Year-Old Wrote 11 Cases Last Week, This is How:

This is an interview with Hunter. He lives in Ohio and sells 100% by telephone in multiple states.

Hunter talks about his lead generation method and what he says on the phone.

He came from a background with a Cancer insurance-focused agency and talks about his approach with that, too.

From how he schedules his day to how he unwinds at the end of the week, Hunter tells all in this informative and inspiring interview:

&

     


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Cross Selling on the Phone

Here is a recent example of cross-selling where a client needs additional items besides just the Medicare Supplement, and this is one example of how it can be done successfully… hear the call:  …

     


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Mutual of Omaha Sales Leaders Trip 2018

The Mutual of Omaha Sales Leaders trip for 2018 was awesome. We went to Milan, Italy the week before and then met the Mutual trip folks in Killarney, Ireland right after spending St. Patrick's Day in Dublin. What a trip…

     


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Mutual of Omaha Cancer Plan Webinar

This is the new (in 2017) Critical Advantage Portfolio webinar. This plan from Mutual of Omaha covers Cancer, Heart Attack, and Stroke. This plan is unique in that it also covers Alzheimer's Disease. The Critical Illness (comprehensive) policy can be…

     


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Cancer Plan Cross Selling

This is the long-awaited training on how to successfully add Cancer plan marketing to your existing business. By doing so, agents are able to double their first-year commissions on cases and get referrals from folks impacted by Cancer that would…

     


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