Closing on the First Call | 03-15-21 Office Meeting

We discussed Part D start dates, tracking closing ratios, and why folks do not close on the first call.

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01-25-21 Meeting – CLOSING and Covid Deaths

Closing Medicare Sale

We covered the death of our clients recently, closing the sale, and more ways to get them to answer the phone.

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Selling by Phone From Mexico

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…

     


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2 Lessons in Marketing

Excerpt from https://www.salesgravy.com/sales-articles/automotive/five-lessons-i-learned-at-starbucks.html

“Lesson #1 – Make sure you ask for the business. I have just watched a beggar collect at least $5 worth of donations in the last half hour with a sign that says – “I am saving up for a hooker, weed, wine and a steak dinner.” Not one of the people bothered to read his sign and know what they were even donating for. Not the family man with his wife and children, not the group of older people probably in their 80s, not the business man in the suit, nobody. The beggar obviously learned the power of asking, no matter what.

Lesson #2 – It’s not the money. People pile into Starbucks one after another spending three and four bucks on of a cup coffee. Obviously you can get a cup of coffee at a diner down the street for a lot less money. But yet, people willingly spend a $100 per month or more at Starbucks. Why?

People are buying the experience and the perception of the brand. I am sitting here writing this article in a busy Starbucks and people watching when I could be in the quiet and seclusion of my nice hotel room. The person in the seat next to me is listening to music on an iPod when they could obviously do it for free in the Square with a less expensive cup of coffee. The gentleman in the big living room type chair is reading a novel. People want the experience. Understand your customer and the value they want and the money will become less important. The big three U.S. auto manufacturers give huge rebates, and imports are still kicking their butts. It’s not about the money.”

I'm always surprised with agents who are failing at business discover that it was because they were not asking for the business. They would present options and then just leave it, never politely suggesting that the client move forward with an application.

And, if you feel the product costs too much, it's too hard for them to sign up online with you, or it's crazy for you to ask for their personal information over the phone – so will they. YOUR objection will become their objection. It's true! You have to be convinced, first, that the sale is in their best interest. When you are convinced, get out of your own way – ask for the sale and deserve it and you'll have it.

Chris Westfall

Medicare Supplement Training

Secret to Closing the Sale

A new podcast was uploaded to iTunes recently answering the question as to what the secret is in closing the sale – any sale.

This was based on much research into where the failures or shortcomings exist where agents are showing a consistent track record of NOT making sales happen, even though they know the technical knowledge and they know how to present the opportunity to save money to the senior client.

It's worth a listen. In the post that holds the podcast, there is a link to a very valuable book by Mike Brooks. Everyone that convinces, influences, or sells by phone should own that book!

See the post here:  Secret to Closing the Sale

Step-By-Step Presentation by Phone

Sometimes when you hear one, two, or three agents tell you that something is working, it is still hard to believe that you can do it, too. I get that. So, I'm bringing you more detailed, step-by-step information on how…

     


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Medicare Update Webinar 07-18-14

This was the update webinar from July 18, 2014. Update from the companies active in the marketplace right now. Covered the Yes Yes Yes closing formula to get the client on your side. See the video: Mentioned in the webinar:…

     


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Posture and Psychology – August 28 2013 Conference Call

3 Step System for Presentations This is a review of a psychological study into selling that I think will really help you. Click on the play button or download the conference call: http://archive.org/download/0828131/082813_1.mp3 Three Step Setup Script – Download Here…

     


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Webinar with Rob Liano – Rockstar Training

Today we have a special guest, Rob Liano. Please watch the video here: <[email protected]@> See Rob's Materials Here About Rob Liano If the world is a stage, Rob Liano, the “Rock Star Sales Trainer” is front and center. Not only…

     


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What is the Point? – Closing the Medicare Supplement Sale

When you're making the calls, following up with prospects and presenting a better solution, what is your point? If you are merely calling to educate the world that there are less expensive Medicare Supplement plans, you've missed the point and you will…

     


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February 13 Conference Call

Feb 13th Conference Call Replay Topics Covered: Combined Medicare Supplement Launch (We are no longer writing) Equitable Life launch and contracting information (We are no longer writing) Universal Healthcare (MA) Going Under Important Discussion on DRAFT vs. Effective Dates on…

     


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