- Thread starter
- #11
Yes! This was from GO Mandino's book. It is one of the coolest little books I have ever read and only 100pages! I didn't want to give the props right away because I was curious if anyone else knew what it was.
Two appointments today. One no sale because they have a Med Adv plan. Not sure how they got to pay $148 for a BC/BS Med Adv plan, but I could have swore at that price it HAD to be a Med Supp. Eh, I spent the time with her and she was so happy that I explained how each one worked. I'm sure it will be a good appointment in October.
2nd appointment ended up being a gal that turned 65 last month. She was paying $440 for individual health. Got her signed up for Medicare on Medicare.gov, then we wrote a plan F and a 10k FE. She was happy that she has good coverage now for half the price, plus the FE. $650 comm. Her husband was on a Med Adv plan and he's sold on the same plan. I told him as long as he stays healthy between now and Oct, he should be good. I did tell him about the MOO plan N though just in case. Didn't want to promise something I couldn't give him if he ended up getting sick. Should be another $320.
Ya VaDwayne, Frank's training was one of the best things I could have done to get my career going. Even though his script is pretty damn good, it isn't what I use. Not all of it anyways. I have taken a little from everyone here on the board and some stuff from Ari Galper and created a opening script that works for me. Just the opening part of my call is scripted, but it really doesn't sound like it. The rest is conversation. But a TON of Frank's technique and training goes into my initial call.
The one thing I don't do is go through the health questions on the call right now. Just not feeling that confident yet. I ask them "how's your health been this year?" and let them talk. I don't stress it as much because either they are going to qualify or they are going to get the option to go on MOO plan N since it is "GI" here.
Right now in my young career, I don't mind if I go out there and not get a sale, but that has only been the case a few times. Getting in front of them, I do a really good job of just asking questions and listening. If a med supp isn't what they need right now, there are so many more things we can talk about. But for the most part I'm not going to go out there and waste either of our time.
The biggest problem with me going out there to just pick up a check is that I'm really looking at the long term relationship with my clients. I feel if I spend enough time with them F2F, then they will trust me more and hopefully they can really see in my face that their well being really matters to me. Because it does!
I'll post another session tomorrow. Hopefully this doesn't bug anyone!
Two appointments today. One no sale because they have a Med Adv plan. Not sure how they got to pay $148 for a BC/BS Med Adv plan, but I could have swore at that price it HAD to be a Med Supp. Eh, I spent the time with her and she was so happy that I explained how each one worked. I'm sure it will be a good appointment in October.
2nd appointment ended up being a gal that turned 65 last month. She was paying $440 for individual health. Got her signed up for Medicare on Medicare.gov, then we wrote a plan F and a 10k FE. She was happy that she has good coverage now for half the price, plus the FE. $650 comm. Her husband was on a Med Adv plan and he's sold on the same plan. I told him as long as he stays healthy between now and Oct, he should be good. I did tell him about the MOO plan N though just in case. Didn't want to promise something I couldn't give him if he ended up getting sick. Should be another $320.
Ya VaDwayne, Frank's training was one of the best things I could have done to get my career going. Even though his script is pretty damn good, it isn't what I use. Not all of it anyways. I have taken a little from everyone here on the board and some stuff from Ari Galper and created a opening script that works for me. Just the opening part of my call is scripted, but it really doesn't sound like it. The rest is conversation. But a TON of Frank's technique and training goes into my initial call.
The one thing I don't do is go through the health questions on the call right now. Just not feeling that confident yet. I ask them "how's your health been this year?" and let them talk. I don't stress it as much because either they are going to qualify or they are going to get the option to go on MOO plan N since it is "GI" here.
Right now in my young career, I don't mind if I go out there and not get a sale, but that has only been the case a few times. Getting in front of them, I do a really good job of just asking questions and listening. If a med supp isn't what they need right now, there are so many more things we can talk about. But for the most part I'm not going to go out there and waste either of our time.
The biggest problem with me going out there to just pick up a check is that I'm really looking at the long term relationship with my clients. I feel if I spend enough time with them F2F, then they will trust me more and hopefully they can really see in my face that their well being really matters to me. Because it does!
I'll post another session tomorrow. Hopefully this doesn't bug anyone!
