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…
Selling Medicare Supplements By Phone
Cigna Express App 2.0
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…
CRM Automation – Why You Need It
This is one of the presentations from a recent LIVE event we had for agents in Charleston, SC. Below, Robert explains some of the ways we use automation to make life easier with our CRM. If you use a different…
Cross Selling on the Phone
Here is a recent example of cross-selling where a client needs additional items besides just the Medicare Supplement, and this is one example of how it can be done successfully… hear the call: …
Starting the Sales Call
How you start the call makes ALL the difference. Whether or not you control the flow of the conversation, how you speak, questions you ask, etc mean the difference between taking applications or just having nice conversations. In this video,…
May 31 – June 1 Charleston SC Event
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…
Desktop Screen Sharing
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…
Traveling the World with Medicare Sales
What would it be like to travel the world, full-time, and work less than 20 hours a week on building your residual income? See the video: Find out, in this interview with Ross in New Zealand: Q&A After the Video:…
Renewals for Residual Income
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…
Trouble Getting Personal Information with Telephone Sales
(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:
Important AETNA Update
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 -…
Telemarketing for Medicare Advantage Leads
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…
Tips to Writing More E-Apps
This is an interview with Daniel Joy, of Mindfulware. They develop software for insurance carriers, FMO's and MGA's who want to increase sales and use technology to do so. They designed one of the most-liked E-apps that we are currently…
Transamerica Things You Should Know
On July 6, 2020, Transamerica announced that their Medicare Supplement product would no longer be available through independent agents. They're gone, folks! Now, they only sell direct-to-consumer, which they were actually doing the whole time that they were in…
Carrier Rate Increases – What YOU Need to Know
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…
Best Way to Present Quotes
This is just one man's opinion, but I have found an overwhelmingly positive response when things are presented to prospects by video. Whether it is LIVE-streaming screen share, showing them a credibility presentation about who we are and what we can offer, to a static video just delivering the best recommendation – VIDEO is the way to go in my humble opinion.
Union Security Life Med Supp
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 -…
How to Reach Leads More Efficiently
Having a hard time getting leads back on the phone? We have been testing this for six months and you should give it a try. It is also highly effective for sending a broadcast message out to existing clients to…
Cigna Update Webinar – July 10, 2018
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. You can expand the video size by…
How to Select an FMO for Medicare Sales
Here, in this real call I received from an FMO recruiting operation, you can hear some good questions you should be asking before you are contractually obligated to an FMO.
See the video, then the tips underneath:
Questions to ask:
- Full commission. This means nothing short of the same the carrier offers, directly.
- Release upon request. The top FMO in the country DOES NOT offer releases, ever. Find out.
- Actual sales experience in the market.
(An insurance license is easy to get. How much success have they had actually selling, personally?) - Availability during YOUR sales hours.. Do you speak with clients after hours? Weekends? When is YOUR upline available?
Bankers hours, only? When will they get back to you on actionable intelligence to help close the sale? - How many “President's Club” and Carrier Awards trips has your immediate upline been on? What does that mean or not mean?
- Relationship with carrier reps who know what products are coming, where, and when.
Would you like to discuss where your contracts are? Write to: [email protected] anytime.
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