How to Build Relationships with Providers | Asking the Hard Questions

[newbie2001]

Hello everyone

It seems every agent or broker manager I speak to says you need to build relationships with providers.

I’m really curious how some of you have done that from scratch no previous connection with anyone at the organization.

I’m not really understanding the value proposition between myself as an Agent with the provider group.

They want me to send them patients and in return they do what for the agent…….

I see Agents posting all the time that they get referrals from these offices or hospitals that they associate with how is this done?

 

[rmhaire]

I see Agents posting all the time that they get referrals from these offices or hospitals that they associate with how is this done?

Simply by walking and talking. How else can someone give you referrals when they don't know what you do?

Those of us that have been doing this for a while get referrals not only from doctors and hospitals but also attorneys and CPAs. Word gets around.

You just have to be sure that you take good care of your clients and those people referred to you.

Hand out business cards and give people a short elevator pitch. In time things will mushroom.

A lot of the younger agents today feel uncomfortable when they come out from behind their computer monitors. We older agents didn't have computer monitors to hide behind.

 

[newbie2001]

Simply by walking and talking. How else can someone give you referrals when they don't know what you do?

Those of us that have been doing this for a while get referrals not only from doctors and hospitals but also attorneys and CPAs. Word gets around.

You just have to be sure that you take good care of your clients and those people referred to you.

Hand out business cards and give people a short elevator pitch. In time things will mushroom.

A lot of the younger agents today feel uncomfortable when they come out from behind their computer monitors. We older agents didn't have computer monitors to hide behind.

I see you get a lot of upvotes, I am part of that younger crowd. But I think a lot of us lack the knowledge on how to approach in the first place.

You can't just exactly walk into your local doc's or health systems office anymore and expect to get anything out of it.

Any good YouTube videos or training on this?

 

[rmhaire]

Any good YouTube videos or training on this?

1st, I had to pay out a lot of money to get those upvotes so don't mess with them.

As far as your question, I pretty sure there's some good videos on youtube but I'm not big on youtube so I don't know where they are.

As far as training, there's tons of it out there. But before I recommend any I'd need to know more about your situation. How new? Who are you with now? What you're selling and how are you selling it?

Feel free to hit me up on the message side and I'll help you out.

As far as referrals from doctors and such, I'd slow down with that one for a while. You're not going to get enough sales from that right now to pay the bills. I'm not saying don't do it. I'm saying put the emphasis on other ways to get business.

Any way, hit me on the side and I'll help you.

 

[Special Agent]

Hello everyone

It seems every agent or broker manager I speak to says you need to build relationships with providers.

I’m really curious how some of you have done that from scratch no previous connection with anyone at the organization.

I’m not really understanding the value proposition between myself as an Agent with the provider group.

They want me to send them patients and in return they do what for the agent…….

I see Agents posting all the time that they get referrals from these offices or hospitals that they associate with how is this done?

two words: Do nuts

 

[rmhaire]

two words: Do nuts

That donut thing doesn't work. I tried it.

They never got there.

 

[GoPokes]

I see you get a lot of upvotes, I am part of that younger crowd. But I think a lot of us lack the knowledge on how to approach in the first place.

You can't just exactly walk into your local doc's or health systems office anymore and expect to get anything out of it.

Any good YouTube videos or training on this?

You might be overthinking this a little. rmhaire is correct, you just talk to people. I dont have a lot of provider relations, but the ones I have are fruitful. You talk to them, ask them questions, they answer. Sort of like with a prospect. You ask them what kind of issues they have had, with plans and such. They answer. Find a problem, and offer to solve it. Sort of like with selling insurance.

But be realistic, you're not gonna sell a plan to every prospect you talk to, and you won't get a provider with every one you talk to. I'd bet some of these providers have an agent, but the agent isnt really available, or the patients are not giving the provider good feedback about the agent experience. So, there ya go, you are the new guy.

Sometimes I even call a billing department for a provider and make sure the physician is in fact in network. Guess what. I sold the billing lady a medsupp, and then a few months later I sold one to her coworkers husband.

It's just a conversation. Sort of like what we are doing right now, but a little different.

You want a book recommendation? "How to make people like you in 90 seconds or less" by Nicholas Boothman. If I remember correctly, the audiobook version I had, is read by the author, which is ideal.

 

[rmhaire]

You might be overthinking this a little. rmhaire is correct, you just talk to people. I dont have a lot of provider relations, but the ones I have are fruitful. You talk to them, ask them questions, they answer. Sort of like with a prospect. You ask them what kind of issues they have had, with plans and such. They answer. Find a problem, and offer to solve it. Sort of like with selling insurance.

But be realistic, you're not gonna sell a plan to every prospect you talk to, and you won't get a provider with every one you talk to. I'd bet some of these providers have an agent, but the agent isnt really available, or the patients are not giving the provider good feedback about the agent experience. So, there ya go, you are the new guy.

Sometimes I even call a billing department for a provider and make sure the physician is in fact in network. Guess what. I sold the billing lady a medsupp, and then a few months later I sold one to her coworkers husband.

It's just a conversation. Sort of like what we are doing right now, but a little different.

You want a book recommendation? "How to make people like you in 90 seconds or less" by Nicholas Boothman. If I remember correctly, the audiobook version I had, is read by the author, which is ideal.

Yep to all of that.

I never leave the house without a few business cards in my pocket. Doesn't matter where I'm going. And most of the time I come home without them.

Since we're talking medicare, how easy is it to find a prospect? If they've got grey hair then they're probably a prospect.

I could drill down farther. Like how to get people to visit your website just by making a simple change to your voicemail greeting and stuff like that.

But he gets the point.

 

[Special Agent]

That donut thing doesn't work. I tried it.

They never got there.

They won't kick you of the office for doing it and it gives you an excuse to throw some business cards at them.Usually with the business cards on their desk it's LIFO last in first out

 

[rmhaire]

They won't kick you of the office for doing it and it gives you an excuse to throw some business cards at them.Usually with the business cards on their desk it's LIFO last in first out

What I mean was that I eat them all before I ever get there. But you're right. Everybody loves donuts.

I own a coffee and vending company. We carry Krispy Kreme donuts and their coffee.

I'm not allowed anywhere near the donuts and I own the damn company.