They say there is no such things as a "Free Lunch". So, "Free" means that there are strings attached. I too have had an overstock of merchandise and offered it for free...All day for 2 days...still had it at the end of the 2nd day. Senior is right...put a price on it and it is worth something to someone, give is away and it is worthless to most everyone.
Agents selling Evercare?
- Thread starter 77flanery
- Start date
- 477
lol... reminds me of what a very prudent, seasoned agent told me and I've been using her line quite frequently when the situation screams for it. It goes a bit like this, "You get what you pay for," so basically, if a client calls you biatching.. ahhh. wait... "what's your premium? Oh that's right.. YOU DON'T HAVE ONE!... you get what you pay for.." hee hee
Here's what I've added to that, "let's go back to the basics... YOU HAVE TO GO WHERE THE DOCS TAKE THE INSURANCE. So, pick up the phone in advance, and do your homework."
(this is in ref. to specialists or other testing facilities that may not be aware of these types of plans - even though their pcp takes their existing new no cost insurance plan.') Fortunately, the majority of seniors I've seen and sold understand and have acknowledged the holes in these products; but I've had a few call to bark when their health has changed. That's why I say 'majority.' I bark back when they bark. I don't like to be barked at and I don't tolerate barking at all, especially with all I have done for my clients so...
I'm wondering if I should charge a monthly premium or rather a monthly consultation fee for a zero premium product.. maybe that will help more folks feel comfortable with their new program... what do you think?>
"yes Mrs. Jones, and you can make that payable to Honest Agent. I take no personal checks nor credit cards. It's cashier checks or money orders only."
Would be nice.. hee hee... lol.... of course I'd never do this but it's fun to let the mind race a bit.
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- 7,066
I really don't know anything about it. I have also looked into that market and decided that it wasn't for me. Charge backs, the difficulty of giving something away for "free", no renewals, etc. Also, I have no desire to spend my days in a depressed inner city area.
I like working in the country where people carry shotguns in their truck as opposed to pistols in their pocket.
- 14,809
Yeah, my wife and I had a talk about that when I was thinking of the Medicaid market on the side. I know exactly where I'd be in Baltimore marketing to medicaid seniors. We decided an extra 2 hours of telemarketing for health in my house is a bit safer.
- 7,066
I had a good week and went to a favorite restaurant to have a drink and dinner. It was an up-scale restaurant and I knew everyone there from the owner on down.
Just for the hell of it I offered to write a $5,000 life policy on the children of any employee who was interested and pay the first year's premium. The premium was $20.00 per year.
I wasn't concerned about whether or not it was "legal" for me to do. I just wanted to find out if one could really give something away.
Of the nine employees who had children, only one took me up on the offer.
People bitch about the cost of everything, but if they don't have to give something of value to get it they aren't interested in things that are free.
- 14,809
It's not only free stuff that people don't want. "Switching" anything is a huge fear of most people even at significant savings. If I could write a deal merely by saving people 30% or more I'd write about 15 deals a week.
I had a lead last week - on Blue Choice HMO paying over $900 a month and wanted to see if she could get her rate down. I was immediately bottom-lined that she was not leaving Blue Cross. Fine. I showed her 3 other BC plans that all lowered her premium significantly. At the end of the convo it was "we'll I'll look these over and call me back next week." Normally I'd never call back but I figured BC to BC is a lay-down. Called back and I get: "I still haven't looked at any of this but I'll call you when I do."
It's not all about saving money. This lady would rather stay with a plan she knows for $900 a month then pick a "new" plan even from the same carrier.
To bottom line of selling MA to dual's is this: When I sell health insurance to someone who already has it it's obviously known that they are switching. They are canceling one company and getting another. The problem with the Medicaid market if it was outright stated that the MA plan was replacing Medicaid you might as well not leave the house.
I had a lead last week - on Blue Choice HMO paying over $900 a month and wanted to see if she could get her rate down. I was immediately bottom-lined that she was not leaving Blue Cross. Fine. I showed her 3 other BC plans that all lowered her premium significantly. At the end of the convo it was "we'll I'll look these over and call me back next week." Normally I'd never call back but I figured BC to BC is a lay-down. Called back and I get: "I still haven't looked at any of this but I'll call you when I do."
It's not all about saving money. This lady would rather stay with a plan she knows for $900 a month then pick a "new" plan even from the same carrier.
To bottom line of selling MA to dual's is this: When I sell health insurance to someone who already has it it's obviously known that they are switching. They are canceling one company and getting another. The problem with the Medicaid market if it was outright stated that the MA plan was replacing Medicaid you might as well not leave the house.
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- 969
The problem that I see with the Dual & MA folks is that, the individual bears responsibility in making the plans work. They must be responsible to go to the right doctor (Dual Plans) some must switch doctors.
The most important thing they must "remember" is to show their new "Health Care" card. And quit frankly that seems to be way to much responsibility for most of these folks. In general these folks are so accustom to entitlement programs, and OK with everyone else taking care of them (i.e. goverment, social workers, or the manager at the housing facility they live at.) The "responsibility" train for these folks has left the depot years ago. That is if it ever was there. The same people who floated through school, and floated through adulthood seem to stay the same. They just get older.
Most of them don't pay any health care bill's anyway. And have all the benifits they can use anyway.
The most important thing they must "remember" is to show their new "Health Care" card. And quit frankly that seems to be way to much responsibility for most of these folks. In general these folks are so accustom to entitlement programs, and OK with everyone else taking care of them (i.e. goverment, social workers, or the manager at the housing facility they live at.) The "responsibility" train for these folks has left the depot years ago. That is if it ever was there. The same people who floated through school, and floated through adulthood seem to stay the same. They just get older.
Most of them don't pay any health care bill's anyway. And have all the benifits they can use anyway.
- 14,809
Agreed. The fear of leaving the government program and going with a private insurance company would just be too great. This is why successful agents selling to duals stress "nothing changes" when in fact everything changes.
- 1,704
Early on in my insurance career I was advised to avoid Medicaid clients.
Just pack up and go.....no money to buy your products and the benefits gained would have to be given back to the gov't.
It hasn't changed too much through the years.
Remember: 2 things you can't overcome......IGNORANCE AND POVERTY.
Just pack up and go.....no money to buy your products and the benefits gained would have to be given back to the gov't.
It hasn't changed too much through the years.
Remember: 2 things you can't overcome......IGNORANCE AND POVERTY.
- 15,319
I get the impression everyone thinks you need to convince the prospect that it's in his/her benefit to go into an MA plan. I don't think this is the way to do this.
We need to find doctors who see the financial benefit of being capitated for their lower utilizing Medi-Medi patients. If the doctor is willing to contact his patients and suggest they contact you, then I think the plans could be sold successfully.
In this case, a "top down" selling strategy would work much better than "bottom up."
I have a couple of docs referring health and senior patients to me right now. If they are insurable (always an issue), they are almost slam dunks.
Friday I have my first appointment with a doctor who has many dual eligible patients. I'm bringing my RSM with one of the plans that has good benefits for Medi-Medi patients. I'll also have Evercare info with me.
If the dollars make sense to the doctor, I think he'll help me move his patients into the plans.
Rick
We need to find doctors who see the financial benefit of being capitated for their lower utilizing Medi-Medi patients. If the doctor is willing to contact his patients and suggest they contact you, then I think the plans could be sold successfully.
In this case, a "top down" selling strategy would work much better than "bottom up."
I have a couple of docs referring health and senior patients to me right now. If they are insurable (always an issue), they are almost slam dunks.
Friday I have my first appointment with a doctor who has many dual eligible patients. I'm bringing my RSM with one of the plans that has good benefits for Medi-Medi patients. I'll also have Evercare info with me.
If the dollars make sense to the doctor, I think he'll help me move his patients into the plans.
Rick
