Graded/GI options

[Jon Dough]

I don't know that it's new. There's just too many groups that push the lowest price possible at all times. That's great for the client and carrier, but not always good for the agent/IMO.

We are running a business here.

Ive been asked by clients WHY do you have FIVE different Medicare Advantage plans? I tell them NO ONE makes a 100% rational decision about anything. Some come to a meeting because its close to them--and they take whatever carrier is there. My buddy that does AEP with me noticed that many people that enroll--that we have never met--insist on working with one of us ONLY. Some people will determine, before ever looking at the benefits they want a certain BRAND. "I had that brand for 40 years at work and I want it now"

I give clients the best advice I can---and its often ignored. So if I can protect them with the third best option rather than the best option--its more protection than they had when I started. And I don't do this for free, I gotta eat. So I try to have enough "in the bag" to cover 90% of needs/wants

 

[HoosierLife]

Ive been asked by clients WHY do you have FIVE different Medicare Advantage plans? I tell them NO ONE makes a 100% rational decision about anything. Some come to a meeting because its close to them--and they take whatever carrier is there. My buddy that does AEP with me noticed that many people that enroll--that we have never met--insist on working with one of us ONLY. Some people will determine, before ever looking at the benefits they want a certain BRAND. "I had that brand for 40 years at work and I want it now"

I give clients the best advice I can---and its often ignored. So if I can protect them with the third best option rather than the best option--its more protection than they had when I started. And I don't do this for free, I gotta eat. So I try to have enough "in the bag" to cover 90% of needs/wants

I'm not saying we shouldn't have options. I've probably got 20 options in my bag as we speak. Final Expense may be a little different though. Most of our prospects don't know the company we are pushing unless we tell them.

They buy "us" not the product.

I've sold some MAPDs and it is different. I hear from people all the time that they "hate" that company and won't go with them. That's because people talk about their health insurance. Nobody talks about their life insurance.

 

[Jon Dough]

I'm not saying we shouldn't have options. I've probably got 20 options in my bag as we speak. Final Expense may be a little different though. Most of our prospects don't know the company we are pushing unless we tell them.

They buy "us" not the product.

I've sold some MAPDs and it is different. I hear from people all the time that they "hate" that company and won't go with them. That's because people talk about their health insurance. Nobody talks about their life insurance.

Agreed