May 22, 2013 Conference Call – Interview with Nathan Tinsley

Interview with Nathan Tinsley from St. Louis, MO Click on the Play Button: May 22 2013 Conference Call Recording http://archive.org/download/NathanInterviewComplete/NathanInterviewComplete.mp3 Update: 02-16-14: This is a recent industry post by Nathan that I thought was great.. "For me, it was easier to write 20-30 MS/MA consistently per month the first couple years I was in business because I had more of a need. Now that renewals are piling up, I have gotten a bit (maybe a lot?) lazier and tend to sell less. The degree of difficulty to sell 20 per month is not that high for someone putting full weeks into working this field. Med Supps are a simple product. They are all the same thing from company to company (with same Plan, obviously). If you can save a person more than $100/year and they qualify heathwise, more often than not the agent will make the sale. Any agent that sits down with 30-50 new people every month (that is 2 days a week in the field, running 5 appointments per day) should not have a problem if they are able to explain clearly what a simple product that Medicare Supplements are. ...Being new, I just didn't know what would work best for me. At first, I ran DM leads...the old 'return card to learn more about the recent changes to Medicare and how it affects you...'. Next, I worked pre-approach leads. I worked those for quite a while- Send a targeted letter with something like, 'Are you paying too much for your insurance? I'm an agent in your area and will be contacting you to see if I could save you money with you Medicare Supplement, Cancer Policy, or Life Insurance...'. Then, I'd take a generic copy of the letter and door knock the address. Always the same line to get in, "You recently received this letter (holding up letter) and I AM the agent listed. Do you have a few minutes to go over the questionnaire mentioned in your letter?" You would be surprised how high of a percentage would do a sit down on the spot. The great thing about those pre-approach leads for a new agent was how cheap they were...forty something cents to mail and the piece of paper. I did a lot of cold calling. I bought internet leads. I bought preset appointments. I bought newspaper advertising. Most every lead I could think of. The key was, I was flat broke and needed to earn money. So, I was working a ton of hours. 80 hour weeks with no problem. I would spend nights, even weeks on the road. And now, I'm seeing the rewards for all that hard work. Now that I have a pretty decent income, I am able to spend a lot more on my marketing budget. I've written a number of times of my current prospecting method- I trained/hired a person that works for me making calls and setting appointments. I run those. I have a certain new business income goal each week, as most people do. Main point of this whole thing. I do not believe a brand new agent that gets into the senior health field should think it is a far-fetched idea to sell 20-30 Med Supps per month. It WILL take hard work. There is no way to sugar coat that. But find out what prospecting method works best for you and work hard...results will come. " On the road in Columbia, Missouri I got to meet Nathan Tinsely, too. (click to enlarge) 300 Agents in attendance Got to meet the man behind the microphone at Equitable - Bill Ellsworth on left.

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