How Do You Get MA Referrals Now?

[Tom Highway]

Before the new MIPAA regulations, you could do something like this while on a sales call:

See the prospect, build rapport, ask probing questions, present feature/function/benefit, close prospect or not get sale.

Ask for referrals, then call that referral (provided they aren't on the DNC list) and try to set up home visit to see referral.

Now, you can't just do that. Aside from asking the prospect while you're in their home to call the referral for you right then and there, which COULD be done but is pretty tough to do, how do you get referrals?

Do you get the name and do a mailout?
Do you call anyway?
Do you have some other system that works for you?

 

[jdeasy]

Before the new MIPAA regulations, you could do something like this while on a sales call:

See the prospect, build rapport, ask probing questions, present feature/function/benefit, close prospect or not get sale.

Ask for referrals, then call that referral (provided they aren't on the DNC list) and try to set up home visit to see referral.

Now, you can't just do that. Aside from asking the prospect while you're in their home to call the referral for you right then and there, which COULD be done but is pretty tough to do, how do you get referrals?

Do you get the name and do a mailout?
Do you call anyway?
Do you have some other system that works for you?

I get as many referrals now as I've ever gotten, if not more. I get referrals for life insurance, for MA plans, for PDP's and for med sups. I got two calls today from referrals.

I have never once asked any client for a referral. I do the best job I can for my clients. I never do the one hour appointments for life or medicare sales. I've been using the magnets for my business cards for about 4 years now. When insurance comes up in a household, they have my number right on the refrig. I met with a lady this morning from a life lead. She didn't want life insurance. She wanted to talk about medicare. She doesn't turn 65 until July. Even though there wasn't anything I could sell her now because she thinks she is going to get LIS approval, I went over all her options and left her with a Medicare and You booklet with all the pages marked for easy reference.

This afternoon her daughter called me and said that her mom told her to call me to check on life insurance. I have an appointment with the daughter tomorrow. It never even came up in my meeting with mom that she had a daughter.

That's how I get referrals.

 

[Newby]

I get as many referrals now as I've ever gotten, if not more. I get referrals for life insurance, for MA plans, for PDP's and for med sups. I got two calls today from referrals.

I have never once asked any client for a referral. I do the best job I can for my clients. I never do the one hour appointments for life or medicare sales. I've been using the magnets for my business cards for about 4 years now. When insurance comes up in a household, they have my number right on the refrig. I met with a lady this morning from a life lead. She didn't want life insurance. She wanted to talk about medicare. She doesn't turn 65 until July. Even though there wasn't anything I could sell her now because she thinks she is going to get LIS approval, I went over all her options and left her with a Medicare and You booklet with all the pages marked for easy reference.

This afternoon her daughter called me and said that her mom told her to call me to check on life insurance. I have an appointment with the daughter tomorrow. It never even came up in my meeting with mom that she had a daughter.

That's how I get referrals.

Don't let CMS know you're marking the pages for easy reference!

 

[jdeasy]

Don't let CMS know you're marking the pages for easy reference!

Yeah, I suppose that would be a violation. What was I thinking?

 

[Newby]

Yeah, I suppose that would be a violation. What was I thinking?

All pages MUST be equal JD.