In this webinar, we covered critical information for completing the CIGNA electronic application and where you can find the Outline of Coverage you need to send to your clients after writing the CIGNA application. Click on the image to start…
A new study from the Kaiser Family Foundation reveals some of the inner workings of Medicare Supplements and how seniors are interacting with these plans on a state-by-state basis. One of the revelations in this new study, dated February 2013,…
Replay from 03/27/13 This call had input from several agents one what is working for them. Thank you to those who contributed to this call! http://archive.org/download/032713ConferenceCall/03-27-13%20Conference%20Call.mp3…
Some states have odd guarantee issue rules or what they call “open enrollment”, either once per year or all the time. Those rules usually cause the companies to pay the agent half, or zero, commission when exercising their guaranteed issue…
Click on the image to start the video: Despite a block-wide power outage, the show must go on! Today we covered Medicare Advantage in the news and how to zero in with a laser focus on counties where you will…
March 1 Webinar This is a presentation on the results of a comprehensive study looking at the Medicare Supplement industry and senior satisfaction….
Topics covered: Interview with Fabian B. in Tampa, FL Interview with Andre in Alabama Closing help / more techniques you can use AgentsDialer Predictive Dialer Discount explained (Update: We are not using AgentsDialer any longer. See here.) This conference call…
Topics Covered: Equitable Life & Casualty Medicare Update CIGNA Update Medicare Advantage Penetration Which Medicare Supplement Plan Letter? Chattering vs. Closing – don't talk too much! Learning when enough is enough, and when to SHUT up. Going after the “Low…
This is a good article that goes in depth into how doctors are reimbursed by Medicare. Our our latest webinar, Feb 15th, we covered how the Medicare Supplement plans compare and which ones take care of “Excess Charges”. While most…
“First week cold calling I got 20 leads off of 8 hours of calling. Now I have a background in telesales, but as long as you dont get discouraged, dont take things personally and smile and dial you'll be fine. I would highly recommend a dialer though. It really increases your performance from manually dialing.“
I think this is awesome, and really solves the mystery of door-to-door vs. Telemarketing. The fact that you are relatively new means that you have not been allowed to succumb to what many veteran agents do. They'll look for the easier method, cheaper method, least amount of work method.. and stop doing what WORKED.
Telemarketing, with a predictive dialer specifically, allows you to be reaching out to 3 or 4 people at one time until you find someone able to hear you out. Door knocking involves not only the travel from door to door, but also the limitation of a best case scenario that one person at a time will be there to hear you out.
With telemarketing, you go from one “no” to the next “no” in record time, thus sorting those out from the eventual “yes” and you will find the yes more efficiently.
In order to continue to do something that, at first, appears painful, you must have a consistent set of rewards along the way. Otherwise that painful behavior will not be continued.
When calling folks about Medicare Supplements, in particular, I know that the sale that eventually happens has done two things.
One, it has put more money into the house of a senior who usually desperately needs it, as they're on a fixed income. I've not take anything from them, I've provided money back to them. This is a much easier transaction.
Two, it has provided an on-going income stream to my business and reduces the amount of future calls I'll have to make as I proceed toward my target number of clients. If you're on a constant rat wheel of having to find the next sale in order to continue your flow of income, you'll eventually fall off from fatigue or old age. Or worse, if you're prospecting for final expense, the minute you stop prospecting and going on sales calls, the chargebacks come slap you from behind on that 15% to 20% that cancel in the first 9 months.
Or you could make every sale turn into a stream of residual income so that your one effort turns into a walk-away income from your existing clients and the phone ringing with referrals all the time. This is a big motivator for me as I continue to smile and dial.
UPDATE: July 31, 2013
See the interview with a successful door-to-door agent who sells 8-12 Medicare Supplement policies with zero lead cost.
See the interview here: https://medicareagenttraining.com/getting-started-without-leads/
Update: Much has changed post-MACRA. See the updates here: www.PlanNMedicare.org Plan F vs. Plan G at Renewal Time -Short video presentation. This is VERY common from carrier to carrier. Plan G is the better value, not only today, but…
We discuss T-65 (Turning 65) marketing. We also compare Medicare Supplements to Medicare Advantage. 90% of those on a Medicare Supplement plan are happy with it. We also look at the saturation of Medicare Advantage in the country and where you can…
February 1 Webinar Replay – the Whole System This was a walk through of the ENTIRE process from start to finish. This is a long one! Recorded February 2013 Update since webinar.. the interactive state map has been replaced….
The webinar held February 1st was, as you could say, all inclusive! Yes, it was long – ran three hours, but covered everything in our entire process, with holes filled in from the other training modules. This showed what you…
Today I posted the easiest way possible to get someone to jump right into a screen share with you.
They hardly have to lift a finger.
This is what we're using now, and I highly suggest you use this method, rather than having your potential client go through finding a website, etc. etc.
See the post under the bold text of “That’s it! Here’s what I mean: ” on this page:
https://medicareagenttraining.com/training_modules/selling-100-by-phone/
This is the one we use most often to get a snapshot of the market and it has many of our favorite carriers.
It is very simple to use and it's great for use in a screen-share environment with your client.
Check it out in the member section here: https://medicareagenttraining.com/training_modules/selling-100-by-phone/
Once the product knowledge is digested, the overall important factor that stands between potential failure or success is training in successful marketing. As insurance agents, it is our mission to help others and we are fairly compensated to the extent that we are able to help more people.
The satisfaction of being able to help someone to resolve their confusion and find the best value possible for their chosen plan makes you sleep very well at night.
Our agency has experience in selling Medicare Supplement plans 100% by telephone. This way, our senior clients are not feeling intruded upon by having to meet with an agent in their home or in the agent's office. The convenience by which we are able to transact their Medicare decision is not only comfortable for them but very convenient. We do this through a systematic way of first, building trust, and then showing them their options.
Education then turns to a common sense call to action only when it is in their best interest to take such action.
By consistently reaching out to seniors that we can help, and by consistently providing solutions to those orphaned clients of other agents gone by, we will continue to build a growing, residual income by putting the needs of others before our own.
Thank you for visiting Medicare Agent Training.
Employing a Screener- Here, Chris interviews his screener as they reveal the best ways to screen a potential lead and head toward an application. (From 04/12) If you want to explore outsourcing your cold call telemarketing to the Philippines, it's…
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