Cross Selling Med Supps with Final Expense?

[mark68]

Is it better to lead a prospecting call with Med Supp as your foot in the door and then cross sell those clients with Final Expense or the opposite where you are prospecting for Final Expense and then cross sell Med Supps?

Will Med Supps get you more clients (on the phone or in their home)?

Thanks for your feedback.

 

[jdeasy]

Is it better to lead a prospecting call with Med Supp as your foot in the door and then cross sell those clients with Final Expense or the opposite where you are prospecting for Final Expense and then cross sell Med Supps?

Will Med Supps get you more clients (on the phone or in their home)?

Thanks for your feedback.

Depends on your focus. If you sell med sups primarily then FE is a very easy cross sell once you have saved them money on the med sup. That's how Frank Statsny did it with great success.

If you are going to focus on FE then there will be a few opportunities to cross sell med sups. But very few. Many opportunities to cross sell MA as you will find most of them are on MA/MAPD plans if at all.

That's a whole new can of worms to deal with and if not well versed in the MIPPA regulations and CMS buttboy rules then stay away from that market.

 

[mark68]

Thank you JDEASY for your time and feedback!

 

[Josh]

It's generally easier to generate Med supp leads than FE. That said, during the course of a presentation most FE folks want to say they can't afford it and may complain about their Medicare supplement premiums, that can be a very natural segway into selling the supp.

 

[mark68]

thank you Josh for your time and Feedback

 

[jdeasy]

It's generally easier to generate Med supp leads than FE. That said, during the course of a presentation most FE folks want to say they can't afford it and may complain about their Medicare supplement premiums, that can be a very natural segway into selling the supp.

Most FE prospects are not going to have a med sup. But the way I bring it up is just ask them. I only prospect for FE and only run FE appointments. Every person I meet with I just ask, "who do you have your med sup with?".

Probably 95% say it's Humana, Anthem, AARP, Todays Options or UHC. Of course they are all referring to their MA plans as med sups. Since I no longer sell MA plans I just drop it right then. If they push for more info about MA/MAPD I give them the number of a friend that still doesn't mind being a CMS buttboy.

 

[Josh]

Most FE prospects are not going to have a med sup.

I think that's a regional thing.

 

[jdeasy]

I think that's a regional thing.

Yeah probably, like the 50 states region.

 

[Ex Health Agent]

I've just started running FE leads and almost every person I've asked is on an MA plan. The lone exception was a guy who was on Medicare and Medi-Cal ( Medicaid for those of you not in California ). I agree with JD that the majority of people you're going to run into while running FE leads are going to be on med advantage plans. The people we see are typically procrastinators who aren't going to shell out 200 bucks for a med supp plan and 30 for a PDP.

 

[Josh]

Yeah probably, like the 50 states region.

Maybe 50 states minus 1. Wasn't that way in New York.

I take it you've worked in all of the other 49 states then?