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So right Scott! I do a lot of Medicare and people do want information prior to the appointment. I too ask a lot of questions. I also have "introductory" materials, that I send someone who has called really early (way before they turn 65). Usually at this point, someone is just beginning to do their research and once I send my packet to them, then I become their "go to" source for all of their questions going forward. This has worked extremely well for me & usually almost always results in a sale.
louiedoo- what kind of "introductory materials" do you send them? Product/Carrier specific or do you have your own generic materials? I too, am in the Medicare market and have a lot of early birds. I can usually get them in for an appointment so they have their decision made when it's time, but I'd love to have a mailer available for those that don't want to come in early.
I send a 2 pocket folder containing my business card (of course), a copy of the CMS booklet on Choosing a Medigap policy, and usually the booklet produced by United Healthcare called "Medicare Made Clear - Show Me Guide". I include a letter with a short recap of whatever we've discussed & let them know what steps they may need to take before we meet (some who are really early may need to pay a visit to the local Social Security office, etc.) and outline when we'll make contact again. Even though the one book is produced by United Healthcare, it has no product information in it - just an overview of Medicare (all 4 parts & Med supps). Hope that helps.
Well, this has worked well for me. I definitely pre-qualify ( a lot) prior to sending this & it almost always results in an appointment where I'm going simply to write the business. Everyone works differently - this has simply gotten really good results for me & usually results in the person receiving it coming to me for all questions prior to the sale and beyond.
If it really does work for you, fantastic. As I said, in 35 years I've not met any successful agents who consistently mail out lit for pre-approach. I'm not sure how long you've been in the biz, but I know that sending out lit for "pre-sold" appointments is absolute bullshit. No one can tell me or prove it different.