Entering Med Supps

[carroll]

Can somebody give me a hint as to how you are selling them on the phone? Leads? Frank do you sell them over the phone?

 

[Russ]

Can somebody give me a hint as to how you are selling them on the phone? Leads? Frank do you sell them over the phone?

I get T65 leads and call about 4 months before their Medicare starts. You can write MoO up to 6 months before their Medicare starts...in Florida.

Don't wait until a month or 2 before Medicare starts for them or someone else may get the business.

 

[wstcst1]

Russ- When you call 4 months ahead, how often do they say I want to wait a couple of months longer? What is your response when they do?

 

[Frank Stastny]

Can somebody give me a hint as to how you are selling them on the phone? Leads? Frank do you sell them over the phone?

Yes I do. In my experience the senior market has changed dramatically in just the last three years. I find seniors much more receptive to purchasing Med Supps over the phone than ever before. It takes a very smooth phone presentation and is imperative that the phone call be transitioned into a conversation as quickly as possible.

We really need to schedule your phone training. It will make a huge difference in communicating with seniors over the phone.

 

[Russ]

Russ- When you call 4 months ahead, how often do they say I want to wait a couple of months longer? What is your response when they do?

I would say 80-90% of the time they want to wait.

I tell them that all they have to do is pay one month and with MoO they don't have to pay it until it's issued. That usually takes care of about one month(by the time you mail them the application and get it back and forward it to the company and get it issued).

Most of the time if you're the first person to call them, they'll go with you first(either now or later...before Medicare part B effective date), if you're presentation is good over the phone.

And I agree with Frank...if you can get into a conversation with them, it helps, tremendously.

It also helps that MoO is unbeatable for med-supp rates for a 65 year-old female in this area.

I wish they had the same rates for male and female in Florida.

One more thing...if they live within 60 minutes....maybe even 90, from me....I'll jump in my car and go write them.

 

[Guest]

I know one

is there a good FMO to work with as far as the senior market?

 

[arnguy]

I know one

And who would that be?

 

[Frank Stastny]

And who would that be?

I'm sure he must be referring to me, don't you think? I have really good ones.

 

[arnguy]

I'm sure he must be referring to me, don't you think? I have really good ones.

If Rob is referring to you, Frank, I wholeheartedly agree. However, I think he should man up and name names!

 

[Guest]

I meant me, I'm an MGA, was that really tough to figure out? Frank got it, obviously, LOL

If Rob is referring to you, Frank, I wholeheartedly agree. However, I think he should man up and name names!