Do NOT Sell By Phone Without This

There are folks that excel in sales and folks that struggle in sales. The cause of each result can be traced back to the quality of conversations you're having with those you could help. Notes for the meeting - and links to resources mentioned are under the video: NOTES Chris The Quality of Your Questions Determine the Success of Your Organization The caller says, “Why should I do business with you?” You know, what , I really appreciate you asking me that question. Frankly, at this point in the conversation, I’m not sure that you should. Would it be OK if I just asked you some questions to see if we are, in fact, a good fit? Questions for Prospects - See Document Top questions someone New to Medicare are asking - See Document Buying decisions are made emotionally, then justified logically. They are asking themselves, “Does this person have my best interest in mind? Do I feel like this person GETS me? Can I trust this person?” Talking too fast, “you can trust me”, coming straight at them does not do it. Differences between effective communicators vs. Ineffective ones - See Document BOLO COF Be on the Lookout for Centers of Influence. Not only ask for anyone else they know but listen for clubs, activities, groups, etc, that they may be in - ask if the topic of Medicare ever comes up. We can send cards by the dozens to folks interested in helping their friends. Mikayla Shoutout - Melanie has been doing great at implementing our sales training of staying neutral with MAPD and Supplemental policies. Also, she has been making sure to sell cancer policies along with her MAPD sales. She was the first agent to hit her minimum on Friday. Kendall Physicians Mutual E-signature - Do not do the IVR; after submitting the enrollment, the client will get an email within 24-48 for a Docusign to be completed. The client will need to log in with the last 4 numbers of the phone number we put on the application to log in. Are you busy or are you productive? What is this task actually accomplishing? Are you keeping yourself busy to avoid tasks? “Being active is getting things done, being productive is getting the right things done” - Hannah NCD Nationwide & MetLife - Handout printed cheat sheets. The online cheat sheet is available in the library under training links. Gabby Part A Premium - If someone doesn't have the 40 quarters/credits for free Part A, they also can't enroll online for Medicare. They will need to call Social Security to schedule a phone appointment or an in-person appointment. See on Medicare.gov Income Related Monthly Adjustment Amount (IRMAA) - You’ll pay a higher premium for Part B & D if your income is above a certain amount. IRMAA is based on how you file your taxes and your modified adjusted gross income, as reported on your IRS tax return from 2 years ago. If you had a life-changing event that reduced your household income, you can ask for a reconsideration. This is now done by calling Social Security vs. filling out a form: https://www.ssa.gov/medicare/lower-irmaa#:~:textCall%20%2B1%20800%2D772%2D,an%20amended%20income%20tax%20return.

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