We are ready and our tool is actually MUCH better than using Medicare.Gov We have been using this for two years, quite successfully. Video on the issues of Medicare trying to replace agents: The new look for PlanFinder on Medicare.gov…
How much “crap” do you take from mean people who call you and expect you to worship at their feet? Chris Westfall addresses this topic, as well as two frequently asked agent questions in this video:…
Updates from this week that we spent in Washington, DC and what to expect in Medicare for this AEP and beyond.. NAHU is working on several legislative initiatives. If you’re not a member, consider joining www.nahu.org Some things they…
Update January 2020: Citing losses that require closer supervision to what is being written, Everest has notified all contracted agents that their contracts are being terminated. They will now be marketed exclusively through one agency, as they continue to roll…
As we covered in 2018, CSI entered into an agreement with CSO to run their Medicare Supplement. There is some news out of AM BEST this week on CSO. And, they are still outsourcing their new business, underwriting, support, and…
We have been using the “RadiusBob” (stupid name, eh?) CRM for years now. While it is not perfect, it is functional for the automations we have set up for it. Some of these integrations we use include: Automatic import of…
New E-App coming from Cigna… when? We don't know. There is no date yet announced for the implementation of “Express App 2.0”. The new E-App was announced literally TWO HOURS before the webinar showing how to use it. We…
You know what questions to ask. You know how to fill out an application, but you might be seeing your closing ratio slip and your cost per acquired lead is going up. Why? This is something we identified in our…
REMEMBER: YOU HEARD IT HERE, FIRST: As predicted in our Nashville meeting in early 2018, this shift of focus has now taken another great turn. More carriers are getting behind this initiative and it will be even better for agents…
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…
As we have covered in the past, the California market is very unique from the rest of the country in that they have the Birthday Rule. This allows anyone with an existing Medicare Supplement plan to change to an equal…
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…
Important AETNA Part D As the Aetna/CVS merger has completed today, it means the topic I covered October 14th is in full effect for all Aetna Part D folks, come January 1. See the video: October 14, 2018 -…
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…
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