Update from the Mutual Sales Leaders trip March 2019: Approached (day one) by four guys who said that they attribute a significant portion of the credit for their success from the information found on MedicareAgentTraining.com. I cannot tell you how humbled…
Alerted by one of our members in California a few weeks ago, this has come to pass and is a great opportunity for anyone in California. This is one those rare, exception-to-the-rule scenarios where, in most of the rest of…
LIVE EVENTS This event is two days, May 31st (Friday) and June 1st (Saturday). The event will be right near the Charleston SC airport all day Friday and Saturday. We will be going in-depth with lead generation, follow-up and sales…
One of our members, Curtis, posted the following message in the member forums. He was asking specifically whether or not anyone has used RingCentral and their experiences with their new screen sharing/video conferencing platform. Please see the video reply under…
So this is something we have never done before. We turned on cameras and left them running all day. Capturing just a few of the things that happened in our office, to keep it shorter than 8 hours, you now…
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:
Going forward from 2018 into 2019, we are adding new employees in our shop and continuing to learn more about marketing, including the addition of some lead sources. See the video update: For details on what we're doing, see the…
November 29, 2018: Trying to find the PDF of your just-written Aetna app, using the new E-App tool? You won't find it under Pending business, for at least a few days. Here is how to find it and download it…
See the video below.. but the short conclusion: It is established that cold calling seniors as the basis for generating Medicare Advantage sales, using the premise of Medicare Supplement calls, is known as “bait and switch” and is illegal, per…
What will give your computer super speed? Remember your passwords for you, and help you back up your important client files for Free?? You will want to hear this call! Click the Play Button to play it or the down…
There are two components that go into what your clients are likely to receive as their rate increase. When you see a carrier state that they have an X% rate increase in a particular state on a particular plan, that…
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….
Union Security Life Medicare Supplement Union Security Life is administered and reinsured by Aetna. Need contracting? Bonus: Issue 3 Cases within your first 45 days = $500 (See Details here) – AM Best Rating: A – E&O: Not Required -…
Cigna was the #1 Medicare Supplement written by independent agents in the last 18 months. This webinar, from Cigna Supplemental Benefits, goes into their product offerings and how to do business with them. {“@context”: “http://schema.org”,”@type”: “VideoObject”,”name”: “Cigna JUL10″,”description”: “This video…
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. Also, what do…
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