Having issues selling Medicare

[Pungispy]

Hello

I'm an independent agent who has started selling Medicare recently, advantage and supplements. I'm getting into homes, but I'm not making any sales, and not sure what I'm doing wrong.

Because I missed AEP, I am focusing on people who are lower income until AEP comes around again, which then I'll focus on turning 65.

What's happening is when I meet a client, I'll explain who I am, and what I do. I'll go over their health care information, and see if I can find a better plan which I usually do, whether it's more benefits or less premium. After finding a better plan, I'll compare their current plan and the better plan, and show them where their plan falls short. Every single time, they hit me with "I think I'll keep my XYZ plan" or some variation of that.

Yesterday I met with a lady who was fed up and tired of paying medical bills with her current plan. I explained I could get her a supplement plan, which would pay all of her medical bills. She decided to stay with her current plan! I'm solving people's issues, but they still aren't biting.

I know this is hard to diagnose over an Internet forum, but what gives?! I just don't understand why wouldn't they change plans if it's clearly better for them? Maybe if anyone here is successful selling Medicare, I'd love to hear any advice and/or how you make your sales!

 

[somarco]

What insurance products have you sold and for how long? HOW are you "getting into homes"? Cold call door knocking or running leads?

 

[fed up]

Pre-sell your close. "If, after we look at better options, is there any reason we could not move forward on those options?"

 

[BibH]

It's outside oep so you must be dealing in dsnps ?What medical bills ?You need to be targeting the correct group which is 0-$20k if doing DM.You need to master the different company benefits . That said 30% of people like their current company and won't switch . On those I look for a better plan with the same company . A issue I ran into this week were people on insulin . Most $35 insulin plans are HM0's . So you can't move them to a ppo .My state has an extended DST sep. If somebody has an agent they work with I don't try to sell them . I pivot to fe .

 

[Pungispy]

What insurance products have you sold and for how long? HOW are you "getting into homes"? Cold call door knocking or running leads?

Just got my license two months ago, haven't sold any insurance before that. I used direct mail and Facebook Medicare leads to get in front of prospects. Haven't door knocked yet, I did cold call but only set one appointment after 200 calls.

 

[Pungispy]

Pre-sell your close. "If, after we look at better options, is there any reason we could not move forward on those options?"

thanks! I don't say that now so I'll add that to my routine!

 

[somarco]

Just got my license two months ago, haven't sold any insurance before that. I used direct mail and Facebook Medicare leads to get in front of prospects. Haven't door knocked yet, I did cold call but only set one appointment after 200 calls.

Have you ever sold intangibles?

What have you sold and how? F2F in the home, retail sales floor, phone room?

Unless your prospect is pre-sold the sales process is not transactional.

 

[Pungispy]

It's outside oep so you must be dealing in dsnps ?What medical bills ?You need to be targeting the correct group which is 0-$20k if doing DM.You need to master the different company benefits . That said 30% of people like their current company and won't switch . On those I look for a better plan with the same company . A issue I ran into this week were people on insulin . Most $35 insulin plans are HM0's . So you can't move them to a ppo .My state has an extended DST sep. If somebody has an agent they work with I don't try to sell them . I pivot to fe .

Yes, I was targeting dsnp's from the advice from another agent. I had a direct mail sent targeting 0-30k income. I didn't realize it at the time, but the people I met with mostly had a dsnp plan which paid for everything, And the only thing I found for the prospects were other dsnp plans with a lower out of pocket maximum (which I found doesn't really matter because they'll never see that out of pocket anyways), so I didn't know where to go from there.

It seems like 60% of the people I saw were in the same plan, and it pays for everything and has a lot of extra benefits, so I didn't have anything truly better to offer them. None of these people had any medical bills at all.

I haven't mastered the company benefits yet, I'm working on that now, but even if I do find more benefits on a different plan, no one wants to switch. Logically it doesn't make sense to me, if I can put someone if a better plan, why wouldn't they take it? I must be doing something wrong.

How do you transition into FE from Medicare, if you don't mind explaining that?

 

[Pungispy]

Have you ever sold intangibles?

What have you sold and how? F2F in the home, retail sales floor, phone room?

Unless your prospect is pre-sold the sales process is not transactional.

Never sold Intangibles, I used to sell cars though. Basically standard cars sales, build rapport, know the customer, find the need, budget, timeframe, listen, ask open ended questions, etc. maybe that's the problem, the people I'm seeing don't have a need?

can you please explain the last part about pre-sold?

 

[PhxSunsFan]

arent dnsps auto enrolled in a plan now??