PUBLIC POST… West Virginia has always had a law that prohibits agents/companies from writing Medicare Supplements more than 30 days from the effective date. This was a very strange restriction and quite bothersome for any agents working the Turning 65…
Prospecting? How Many Times Should You Call? POSTED ON FEBRUARY 22, 2016 BY MICHAEL PEDONE “What is the number of times a Sales Development Rep (SDR) should attempt to contact a prospect before moving on?” Before you put a system…
At some point, you really have to talk to people. I have witnessed agents, new members, who for months plan, plot, get ready to get ready, all without the first intention of talking to a single prospect. That simply won't…
In this update, we cover a new product launch coming out this summer, also Q&A on why companies change their names and how to overcome the #1 objection you get when selling by phone. Also, I talk about pre-existing conditions…
Chris, his son CJ, and friend, Eugene, took a trip to Puerto Rico this past week to investigate this incredible tax incentive further. Since 2012, businesses such as ours (where we work over the phone) can move to Puerto Rico…
Chris documented parts of a couple of days in his agency. This video is one hour long and includes the actual application processes, in their entirety, of two people. One was an Aetna application and the second one was going…
Back in September, 2015, Chris shared his epiphany of late that selling the “cheapest” possible plan is not always in the client's long term best interest. Today, we're shown another example. When you sell plans that are very small, and even…
Here are some ideas for those times when you hear, “Thanks for the information, I want to think it over and I'll get back to you.”: Objection: “I want to think it over” Option 1: “I understand. Just out of…
How anyone can get a Medicare Supplement without underwriting “hypothetical scenario”. CSI E-app Update that you need to know! Transamerica E-app Tip that will save frustration AETNA Underwriting tip saves days off U/W time & Change to AETNA's New State…
This was the update going from 2015 to 2016: Update since the video.. the 2016 budget deal will make the Part B deductible $166 for all. Updates since the update: The 2017 Part B deductible is $183. Action from seniors,…
One of THE most common objections we face, when setting someone up with an electronic application, is that they hesitate to give out their banking information because they do not trust other people to have access to their bank account….
Covered in this webinar: T65 Marketing, T65 Process, Part B knowledge, Data for Dialing, and Open Enrollment vs. Guarantee Issue See the video: Skip to 25:00 minute mark for the T65 process overview. UPDATE: New Medicare cards no longer contain…
Updated August 7, 2015: Manhattan Life’s eApp now features an expedited underwriting feature that enables you to complete the underwriting process while your applicant is on the phone. The new expedited underwriting feature is available only for underwritten cases. Here’s…
Important briefing on the GE Retiree healthcare situation: Video addressing this opportunity: Chris' video comparing exchange rates vs. independent market Document showing they can buy EITHER the Med Supp OR the Part D plan through the…
CIGNA has started rolling out their substandard rate classes in various states. They are also starting to offer spouse discounts (upon both being approved, 7%) and Silver & Fit wellness program (but it's not free). See the video from July…
In the video: Plan G continues to outperform Plan F (more proof) E-Apps are the ONLY way to go Two new companies launching – we'll cover them here See the video:…
Effective 8/1/15, Oxford Life will no longer pay full commission on guarantee issue cases. (Open Enrollment will continue to be paid at full commission, as with all carriers.) Oxford had been one of the last remaining companies in the country…
If you have written any Stonebridge Life Medicare Supplement business, your clients are receiving the following documents in the mail, talking about the transition to Transamerica Premier. Unlike most name changes, though, here they are being given an opportunity to…
This is something I've been doing during my application process with seniors that has been received very well. It personalizes the presentation more, builds trust, and for some reasons, makes the seniors happy to “see themselves” on your monitor. Now,…
Chris was vacationing in a cabin up high on “Ski Mountain”, Gatlinburg, Tennessee. The first day, the family went whitewater rafting. It was a great experience, the first for the entire family, and it quickly was recognized as a metaphor…
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