How Long . . .

[sman]

is your initial (qualifying) interview with a prospect? Minutes, hours . . .?

It depends on where they are at in the process. For example, if they call and say, "I'm turning 65 in 6 months what do I need to do?" I instruct them on how to get enrolled in Medicare and let them know we can at least start the process of determining which route they want to go (Med Supp and PDP or MAPD). This initial call is maybe 10-15 minutes with a follow up email recapping the call and instructions on who to get enrolled in Medicare.

If they call and say they have just enrolled in Medicare, we then get down to which route they want to go. Still not a long call as I will have to get the Scope of Appointment completed for the PDP or MAPD.

Is your first contact by phone, email or in person?

Almost always by phone. Occasionally by email.

Who initiates the contact? You or them?

They always initiate contact. Thems the rules with PDP and MAPD.

Are these cold or warm prospects?

I consider them warm since they have been referred to me.

Do you normally close on the first contact or does the same come during a follow up visit? How many contacts does it take, on average, to get the order? How much time elapses between your initial contact and taking the app?

Rarely close on the first call unless they are already enrolled in Medicare and just want a Med Supp. Stupid 48 hour rule prevents the close from happening for PDP and MAPD. Unless of course all of them become "walk-ins".

The amount of time that elapses from first contact to close depends on when their Medicare begins. Some are fairly quick and others are months away. Just got an email over the weekend from a Med Supp client. Wife turns 65 in September. He wanted to know when we should begin the process. I told him once she is enrolled in Medicare, we can complete the app. He emailed back this morning that she already has her Medicare card. We will complete the app tomorrow.

Are most of your prospects T65 or do they currently have a Medicare plan and are just looking to change?

I would say a high percentage are T65, but I get plenty of referrals on people who are looking for another plan.

There are no right or wrong answers. This is not open for debate. I am just curious how others work their business.

My answers are all right. I scored a 100 on this test.

 

[MedicareMutt]

Yeah that might have been from my in person seminars. I haven’t done those since February because I’m lazy.

Don't be so hard on yourself ... you get more bang for the buck from the webinars? What can you tell me about those? I tried fbook ads for the live events once ... not so great ... paper post cards were better ...

 

[somarco]

My answers are all right. I scored a 100 on this test.

Of course you did . . . I grade on a curve

 

[Chazm]

Don't be so hard on yourself ... you get more bang for the buck from the webinars? What can you tell me about those? I tried fbook ads for the live events once ... not so great ... paper post cards were better ...

Webinars - I shower, comb my hair and put a polo on with shorts. It’s in my house. Start at 6 and done at 7:05. I go back to my family and have dinner.

Seminar - I leave at 3:45. Set up the tables and chairs. Wait for them to come in and wait for my 5 pm start. At 6:15 I answer questions and then break everything down and get home after 7. Then, those people want to meet in person half of the time.

The in person seminars are good at showing up. Maybe 95%. But it’s more work. It’s why I say I’m lazy. I like a bar visit every day from 1-3 pm.

 

[Professor723]

Most of mine is referral @ this point so they are warm as they know of me. admin schedules appt and if they have the Medicare card, will usually finalize same day. If not will meet again to finalize. Typically phone or they are coming to office. Most of my appts are slated for an hour

 

[MedicareWAA]

CMS is not cracking down on cold calling. It's not within their authority.
CMS can only regulate MA. The states regulate OM

FTC is cracking down on telemarketing abuse, which CMS prohibits under its own rules pertaining to MA and PDP sales.

CMS regulates the carriers who operate MA and PDP plans. They do not regulate agents. They regulate the carriers.

The government regulates OM.

States regulate Medigap. States regulate trade practices in their states. States also regulate insurance agents.

 

[rmhaire]

FTC is cracking down on telemarketing abuse, which CMS prohibits under its own rules pertaining to MA and PDP sales.

CMS regulates the carriers who operate MA and PDP plans. They do not regulate agents. They regulate the carriers.

The government regulates OM.

States regulate Medigap. States regulate trade practices in their states. States also regulate insurance agents.

So what's your point?

Everything I said is true. And everything you said is true.

But you had to use more words than I did.

 

[MedicareWAA]

So what's your point?

My words are better than your words because I have the best words. Basically.

 

[axeman462]

is your initial (qualifying) interview with a prospect? Minutes, hours . . .?

Is your first contact by phone, email or in person?

Who initiates the contact? You or them?

Are these cold or warm prospects?

Do you normally close on the first contact or does the same come during a follow up visit? How many contacts does it take, on average, to get the order? How much time elapses between your initial contact and taking the app?

Are most of your prospects T65 or do they currently have a Medicare plan and are just looking to change?

There are no right or wrong answers. This is not open for debate. I am just curious how others work their business.

The Sales process is a lot like barbeque. It takes as long as it takes.


Most of my prospects are t65. The initial phone call usually lasts 10-15 minutes. I do a little rapport building, but mostly fact finding during it.

Most of my appointments are F2F, and often one meet one close. The appointment usually lasts about 90 minutes. But like bbq, time can vary depending on the method and the meat being cooked (the meat here is the prospect, and how chatty they get)

If a second meeting is needed, (usually because and enrollment in Part B was needed), the second appointment usually doesn't take anymore than 30-45 minutes

 

[rmhaire]

The Sales process is a lot like barbeque. It takes as long as it takes.


Most of my prospects are t65. The initial phone call usually lasts 10-15 minutes. I do a little rapport building, but mostly fact finding during it.

Most of my appointments are F2F, and often one meet one close. The appointment usually lasts about 90 minutes. But like bbq, time can vary depending on the method and the meat being cooked (the meat here is the prospect, and how chatty they get)

If a second meeting is needed, (usually because and enrollment in Part B was needed), the second appointment usually doesn't take anymore than 30-45 minutes

That's the way John Wayne would have done it.