- 26,147
Ha, good point. 60" is the new necessity.
Do You Crossell or Specialize?
- Thread starter paige23
- Start date
Ha, good point. 60" is the new necessity.
I totally agree with your strategy. If you have a large book, there may be an opportunity for a newer agent to cross sell MA or some type of critical illness to your FE clients for a commission split. I have been tossing the idea around for a little while, but haven't put it high enough on my priority list to get it done.
- 7,012
I just sold two FE policies today and remembered to ask if they had a med supp. They did, and I told them I would get some prices for them. I dont even carry the med supps in my bag. I can save them $20/mo. Taking that and what I saved the husband off his State Farm 2 yr wait policy the wife will end up getting her policy for free. Add to that the fact that the agent that sold them their med supp is no longer in the business...I think I will get the sale.
That is unless Medico has a height/weight chart
That is unless Medico has a height/weight chart
Haven't sold a Med Sup in years even though that used to be my primary focus. However, a majority of the FE I have sold in the past few years has developed out of a discussion about supplemental cancer coverage. I use the cancer for the approach since people are willing to discuss it and then lead into the FE presentation if I can develop an interest. The fact is anything will work.. JD leads with FE and sells Med Sup, Newby leads with Med Sup and sells FE, others lead with other products. The key is simply getting in front of people and letting them see you can provide value to the. Find a product that you are comfortable with, that you like to present and go from there.
- 17,077
I just sold two FE policies today and remembered to ask if they had a med supp. They did, and I told them I would get some prices for them. I dont even carry the med supps in my bag. I can save them $20/mo. Taking that and what I saved the husband off his State Farm 2 yr wait policy the wife will end up getting her policy for free. Add to that the fact that the agent that sold them their med supp is no longer in the business...I think I will get the sale.
That is unless Medico has a height/weight chart
State Farm was extra kind to me today too. They really are like a good neighbor.
- 119
Interesting that this question was just posted. I have sold/specialized in MA for the past 18 months. With all of the speculation about the future of MA plans I decided to start trying to cross sell FE. I sold FE soley for about 1 year several years ago. So now I always ask on my MA appts if they have made arrangements to cover their final expenses. I even went back to my book of business and sent everyone an FE flyer. Bottom line is that I have sold 3 FE policies since last Friday and I have another appt tomorrow to flip a Lincoln Heritage policy over to RNA. In a couple of cases the folks had been considering buying FE but they did not know where to start looking. In the other cases, I have been able to save people a lot of $$$. If I get tomorrow's sale then that will be over $2,500 in AP for FE in just a week. I close about 5-6 MA sales a week, but I can always fit a couple FE sales in if it is going to be a sure thing. Lastly, which no one has mentioned that I can see, is the more policies you sell someone, the less chance they will take their business elsewhere. It doesn't hurt to try and learn another product either. That helps make things interesting.
- 11,280
Pretty sure this is a CMS violation...
You had me going until you said that you were replacing a LH policy. Can't be done!
- 2,452
Everything you are saying is all well and good, but remember you are selling MA plans not supplements. CMS is very strict on how these plans can be presented and sold, so be very mindful of that. If you want to call your book of business and offer them FE of course you can do that, but don't bring it up on an MA appointment.
Crosselling on Med Supp appts is fine, MA appointments is clearly not according to CMS.
