Questions and Answers on Medicare Marketing

Over the last week, I requested questions from members on topics in their business where the answers could help others. In this video, my friend Eugene and I did our best to answer them based on our experience thus far. The questions covered are under the video. Mentioned in the video: States recommended for marketing - Medicare Supplements Page Tools You Need page After-Application Checklist Salting Down the Sale (AUDIO) Here are the questions that are answered on the video: (1) What can you do when your leads start slowing down? - and a discussion on cross-selling to “bad” leads. (2) What’s the best way to establish credibility with a senior who does not have a computer? (3) Should you call the same list more than once or twice? (4) How do you handle an incoming call from the internet? - and a discussion on screen sharing for credibility & building trust (5) “My prospects are hanging up before I can tell them everything.” (6) Do I need to use a CRM to track prospects? (7) How Medicare claims are paid.. any advantage from one company to another? - and a discussion on the Part B deductible (8) Would you tell us which states are difficult to do business in? hint: Covered on the “Medicare Supplements” training page. (9) My upline is only in Ohio, but I want to sell by phone in other states. Can I contract elsewhere for other states? (10) Is it better to go with an agency that’s going to give me “FREE LEADS?” (11) “Do you still recommend setting up all the tech tools prior to calling? I just started calling and having limited success, UNTIL I get face-to-face with them.” (12) “What web service, domain service, 800 number, etc. should I use?” - Also see the “Tools You Need” page on MedicareAgentTraining.com Talking numbers with lead generation. What are your metrics? What are you measuring as to what works or not? Then a discussion on what the BIG call centers are doing with their numbers and when they can determine whether lead generation is profitable or not. Gary Vaynerchuck then talks about overthinking this business vs. speed of execution and trying different avenues in your business NOW. At the end of the video is Don Runge talking on “What is a lead?” and setting the expectation that a lead is nothing more than a good excuse to start a conversation.

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