First Medicare Season, Seeking Some Advice

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So this is my first medicare season, and I have tried out a few of the leads just to get a feel for what it is im trying to do. What im having trouble with is determining if it really is advantageous to enroll a client with an advantage plan opposed to a supplement. Is there a general rule of thumb for figuring out where you put what client? excluding the obvious reasons? I talk to a client who has part A and B and I feel like I have no idea where to go from there? im very green behind the ears when it comes to medicare.

Also, when it comes to going into the application portion, I understand its not a sale, nor can you use sale tactics or pressure to obtain a sale. With that being said, what do you do to successfully transition from explaining policies to actually getting the client to start an application?
 
So this is my first medicare season, and I have tried out a few of the leads just to get a feel for what it is im trying to do. What im having trouble with is determining if it really is advantageous to enroll a client with an advantage plan opposed to a supplement. Is there a general rule of thumb for figuring out where you put what client? excluding the obvious reasons? I talk to a client who has part A and B and I feel like I have no idea where to go from there? im very green behind the ears when it comes to medicare.

Explain a plan that fit their needs and lifestyle.
Do they travel?
Are the premiums on their med supp getting to be a burden?
What about their medications? Are those covered under your proposed plan?
And their doctors, are they in-network, allowing for the lowest cost share?

There is no right way to do it. You just start to get a feel for who MA will help, and who it would not help. Typically, it is going to come down to $$.
 
Re: First Medicare Season...seeking Some Advice

Also, when it comes to going into the application portion, I understand its not a sale, nor can you use sale tactics or pressure to obtain a sale. With that being said, what do you do to successfully transition from explaining policies to actually getting the client to start an application?

After going over the benefits, ask if they have any questions.
They say 'no'.
You say, "great, all I need from you is your red, white, and blue Medicare card".
Begin filling out application.
 
So this is my first medicare season, and I have tried out a few of the leads just to get a feel for what it is im trying to do. What im having trouble with is determining if it really is advantageous to enroll a client with an advantage plan opposed to a supplement. Is there a general rule of thumb for figuring out where you put what client? excluding the obvious reasons? I talk to a client who has part A and B and I feel like I have no idea where to go from there? im very green behind the ears when it comes to medicare.

Also, when it comes to going into the application portion, I understand its not a sale, nor can you use sale tactics or pressure to obtain a sale. With that being said, what do you do to successfully transition from explaining policies to actually getting the client to start an application?





Whenever they tell you they have more than one specialist it's usually going to be a long appointment and a tough call on which plan is better and whenever they tell you they have 7 specialist and can't a afford a supplement just leave and let another agent take care of it.


For trial close you can also just ask to to confirm if 11/1/13 is the effective they wanted.
Then there is always the Banker's life close - You bring another agent with you to tag team with in the presentation and just keep talking until you wear them down to the point were resistance is futile and get them to a point were they will sign anything just to get you to leave or right leave right before they call 911
 
So this is my first medicare season, and I have tried out a few of the leads just to get a feel for what it is im trying to do. What im having trouble with is determining if it really is advantageous to enroll a client with an advantage plan opposed to a supplement. Is there a general rule of thumb for figuring out where you put what client? excluding the obvious reasons? I talk to a client who has part A and B and I feel like I have no idea where to go from there? im very green behind the ears when it comes to medicare.

Also, when it comes to going into the application portion, I understand its not a sale, nor can you use sale tactics or pressure to obtain a sale. With that being said, what do you do to successfully transition from explaining policies to actually getting the client to start an application?

Questions. Questions. Questions.

Ask some closed ended questions for facts. Ask open ended questions to uncover their preferences.

Get rid of their crappy answers. You want great comprehensive coverage? Great! It'll run you over $100 monthly. Oh, you aren't willing to pay that much? Obviously they don't REALLY want comprehensive coverage.

It goes the other way. You want low monthly premiums? Great! Here are your copays. And you can't see Dr Jones anymore because he isn't in any low premium network. Every lab test will cost you x. Oh, you don't want those copays/restrictions? Well, then here is the premium for your supplement.

The "secret" to your success is your uncovering what they really want and then, asking for the red white and blue card to fill out the app.
 
After the chit chat, I asked them how I can help them today?

I get about 90% of the info. I need just from listening to what they say after I ask that one question.

It really does work.
 
After the chit chat, I asked them how I can help them today?

I get about 90% of the info. I need just from listening to what they say after I ask that one question.

It really does work.

Damn shame you didn't post this a year ago.

I guess it's never to late.

Rick
 
Re: First Medicare Season...seeking Some Advice

After going over the benefits, ask if they have any questions.
They say 'no'.
You say, "great, all I need from you is your red, white, and blue Medicare card".
Begin filling out application.

Never let them think that your time is not worth anything. Let them know you have other things you can be doing and you are their to help. You can assume the sale like what was mentioned, or make them decide on what they want. Do not ask a yes or no question after the last question
, "do you have any other questions I may answer for you?" Now when they say know it is time to close.

I do some work before this so they know I am going to ask 1 question. What do you want to do now? I do not recommend this unless you set it up right. But I ask and do not say anything until they tell me. The application is already out and I have gone over it.
 
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