Ad in the Paper

[WinoBlues]

One of the first things I would ask is for their phone number and mailing address. That way I have them in my follow up system. By the way I use "mailing address" Not just address. Seems like people give it a bit quicker.

I also have my busy call forwarding set to forward to my cell. That way I capture them on caller Id. And or I have it answered by an assistant who lets them know that I will right back to them.

 

[ksigmtsu]

GREAT INFO!!! The ad is for senior life insurance, not Med. Supp. but Med Supp is going to be my next ad.....any difference in the life approach to the Med Supp approach? Med Supp the people probably already have coverage and there is something to compare it to.....where life they might not have anything and I am quoting just price....

To be honest, I don't market for senior FE. I market for Med Supp and cross sell FE. I don't even know if I'd try the opposite, people are always open to talking about saving money, lot less open to talking about dying.

With a FE centric approach you might be better off pressing the appointment then trying to do the old income replacement and costs of funeral approach with a T chart presentation. I'm not comfortable doing that presentation because I feel like I'm pressing them to buy, so I do my sales process in reverse of that.

I sell the med supp and save them 100 bucks a month, then ask how they've planned for final expenses, and if they'd like me to do a needs analysis, then show the T presentation for income replacement for the wife and take back about 80 of the 100 I saved them.

It's even wilder when I do a part D comparison on someone with a lot of meds, in some cases I'm saving them over 1000 a year that I then get to lay on the table to help them spend. A lot of agents hate part D. Its apparently because they can't cross sell. I would do part D for no commission all day long, a lot of times I'm helping them enroll in companies I'm not even appointed with over the medicare.gov then helping them spend the savings.

 

[moonlightandmargaritas]

I have an ad running in the paper Sunday (I'm going to be fielding calls Sunday and Monday and it says to in the ad) about Senior Life Insurance. The circulation is 33,000. I'm anticipating getting quite a few calls.

Prediction: the calls you get will be from a lot of broke (if they have an phone) and/or seriously sick folks. Adverse selection city...

Nevertheless, good luck with it!

 

[Frank Stastny]

any difference in the life approach to the Med Supp approach?

Although I don't prospect for FE, I also only cross sell them to new Med Supp clients, the approach is totally different and much easier.

Within the first sixty seconds of the initial contact I get the name of the company they currently have their Med Supp with, how much they are paying per month, I tell them exactly what it will cost if they take a policy from me and I ask some general health questions to help me determine whether or not I want to continue the phone call.

If I don't get that information I thank them for their time and go on to the next prospect. If I can't save them money or find out that they don't qualify there is no logical reason for me to continue talking to them.