Best practices for maintaining your book of business. In this video, we go over how to create a renewals-notification process that is highly effective and gives you a very high chance of maintaining your clients over the years. Show…
(Public Post)
Are you regularly struggling with objections when it comes time to get personal information for an application when selling by phone?
I saw a question posted in an online forum where an agent was continuing to have objections when asking for the client's Social Security Number on the application.
The problem is ALWAYS trust and credibility.
If you at the application and then you discover there is a trust issue, it is a systemic problem with your overall presentation.
The trust and credibility should be firmly established very early, and often, in the presentation. It can never be skipped.
In fact, they will hear NOTHING of the particulars of the product or solution you are proposing if they do not, first, have the framework of trust and why they should be listening to YOU in the first place. They are bombarded, everywhere, with public service announcements saying that seniors should never give out their personal information over the phone. And they shouldn't.
What makes YOU different and worthy of receiving this information? THAT is the question going on in their head, the whole time you are talking.
We cover this extensively on this members-only page:
https://medicareagenttraining.com/training_modules/selling-100-by-phone/
See the video:
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We had a great time in Nashville! Chris' Keynote Speech {“@context”: “http://schema.org”,”@type”: “VideoObject”,”name”: “Chris Speech in Nashville 2018″,”description”: “This video contains Chris Speech in Nashville 2018″,”thumbnailUrl”: “https://embed.vidello.com/71/mtql27las737wfs7/video/splash.jpg”,”uploadDate”: “2018-08-07T21:28:25.000Z”,”duration”: 2738.84} Kimberly on Selling by Phone Video is below….
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While it is absolutely true that we cannot prevent ALL buyer's remorse from creeping into your world of sales, there are processes we can put in place that reduce it as much as possible. If you are seeing 15-20% or…
Data provided by CMS (Center for Medicare/Medicaid Services) can help you pinpoint where you should focus your marketing efforts. This information helps to find the Medicare Advantage saturation numbers for each county in the U.S. Why? They will tell you,…
On Wednesday, March 18, 2018, Aetna did their first webinar announcing an increase in commissions on Plan N in certain states. Here, in the webinar replay below, you can skip ahead to indicated areas to zero in on the information….
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…
After a meeting in Palm Springs with some top producers, I came away with some good news for those in the Medicare business. On location in San Diego, here's my update on the industry and what's coming: See the video:…
Obviously, if you can sell using the telephone, you can sell from anywhere you can have access to a telephone. In the past few months, I have heard from our members who had just sold a case while out on…
Eugene was kind enough to share this coaching call. He was helping an agent, new to the phone sales routine and there are MANY golden nuggets in here. Notes: The coaching to him is down below. The end of the…
This is the PUBLIC information out there.. the PRIVATE (members-only info) is even better.
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Transcript:
Read more What vehicle are you riding for Medicare sales?
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