I must succeed!

[Frank Stastny]

Ive been selling med supps for two months going into my third month for december. I have seen some succuss...lets say about 18 apps (with a very high 8 chargebacks) all 8 of the chargebacks were from apps taken over the phone. Also many of those apps were split with my manager because I was in field training. I am now out on my own. Thanks for the help and advice, I might take you up on that. As far as the website goes, I dont really expect any results for about 6 month. Right now, its just something I like playing around with. Well, I am off to 4 appointments to kick off my week! (my appointment setting is my srongest asset as of now)

Ill let you know how it goes!

With that many charge backs it sounds like you may need to refine your phone skills and the process you take them through from start to close. Selling over the phone is a well practiced, learned art. You really can't "sell it" you have to help them make a well-informed, logical decision.

Four appointments sound like a lot for a Monday morning. What is your criteria for setting an appointment? Are you going to do a "Medicare Review" or are you going to see an interested, qualified person who has indicated that they want to buy?

There was a time when I first started that I was told that "dropping off valuable information" constituted an "appointment". I learned very rapidly that wasn't going to generate very many sales.

When I set an appointment the people know that I am coming to fill out an application and pick up a check. I discovered early on that my time was best spent prospecting as opposed to driving to see people who I hoped to convince to buy something once I got there.

 

[hockeyday]

ya get a part time job if it pays more than $50.00 dollars per hour!
because that is what you can make week after week selling insurance, work 8-10 hours per day 5 days a week

 

[Getzer928]

Four appointments sound like a lot for a Monday morning. What is your criteria for setting an appointment? Are you going to do a "Medicare Review" or are you going to see an interested, qualified person who has indicated that they want to buy?

There was a time when I first started that I was told that "dropping off valuable information" constituted an "appointment". I learned very rapidly that wasn't going to generate very many sales.

When I set an appointment the people know that I am coming to fill out an application and pick up a check. I discovered early on that my time was best spent prospecting as opposed to driving to see people who I hoped to convince to buy something once I got there.

What I am calling appointments are when I meet with people who I have talked to on the phone and have a strong interest in what I can do for them. Usually saving them money on a med supp they already have or signing them up for one.

Today out of the 4 I had set. All of them were set by me from the phone. The info I got was their age, tobacco user, and # of prescriptions. Then asked about their health history. and also who they currently have their healthcare with now. I have at least that info when I walk into someones house. Out of the 4 today that I set, one cancelled on my way out there, one asked for me to come back to two of them submitted applications for med supps.

 

[jody108]

What I am calling appointments are when I meet with people who I have talked to on the phone and have a strong interest in what I can do for them. Usually saving them money on a med supp they already have or signing them up for one.

Today out of the 4 I had set. All of them were set by me from the phone. The info I got was their age, tobacco user, and # of prescriptions. Then asked about their health history. and also who they currently have their healthcare with now. I have at least that info when I walk into someones house. Out of the 4 today that I set, one cancelled on my way out there, one asked for me to come back to two of them submitted applications for med supps.

Personally, I don't give them my phone number before the first appointment. I do this so they can't call me and cancel. Often times, they may want to cancel but I show up anyway ... so they go ahead and let me in.

I learned this fast because I was getting calls all the time to cancel an appointment ... once I stopped giving my number when setting the appointment, I didn't have to worry ..

I'd rather risk it and just show up ...

chances are, you will still get in ...

If they aren't there, just go back in a few hours and you will probably get in ...

Seniors are not that busy so it's hard for them to find an excuse not to meet with you ... especially face to face.

In fact, I've found that the one's that hang up on you, will often let you in if you come to their door ... it's funny how it works ... I have gotten some of my largest sales this way ...

 

[Frank Stastny]

What I am calling appointments are when I meet with people who I have talked to on the phone and have a strong interest in what I can do for them. Usually saving them money on a med supp they already have or signing them up for one.

Today out of the 4 I had set. All of them were set by me from the phone. The info I got was their age, tobacco user, and # of prescriptions. Then asked about their health history. and also who they currently have their healthcare with now. I have at least that info when I walk into someones house. Out of the 4 today that I set, one cancelled on my way out there, one asked for me to come back to two of them submitted applications for med supps.

I would call that a kick butt day. Since you are virtually the underwriter, assuming that they gave you truthful answers to the health questions on the application, those submitted apps should all be issued.

My personal goal selling Med Supps has always been one app a day, five days a week, fifty-two weeks a year.

Ya done good!

 

[Winter_123]

My personal goal selling Med Supps has always been one app a day, five days a week, fifty-two weeks a year.

What's your average premium, sorta?

 

[Frank Stastny]

What's your average premium, sorta?

I'm going to take a WAG and say around $125 to $135 per month. I have never taken the time to calculate it.

I'm selling to people who have been on Medicare for a while as opposed to marketing to "younger" seniors who are T65 and 66.

 

[Winter_123]

I'm going to take a WAG and say around $125 to $135 per month. I have never taken the time to calculate it.

I'm selling to people who have been on Medicare for a while as opposed to marketing to "younger" seniors who are T65 and 66.

Okay thanks. My average runs around 145-165. We have community rating so there is less room for it to vary.

 

[somarco]

You need to get familiar with OCS. Even though this is for life agents, you can use it with anything.

With OCS you get a proven track to run on and a way to gage your activity. Even on days when you don't sell something you can look and see you have either been productive . . . or not.

If you nail the appointment you won't have cancellations. Problem is, as Frank said, early on we have a tendency to think anyone who says "yes" is a viable prospect.

They are not.

You qualify, qualify, qualify before ever getting in your car. Give them your number. Call before you leave to confirm and get directions. If you don't you will find a lot of empty houses or folks hiding behind the curtain telling the dog to be quiet until you leave.

Been there, done that.

I believe you posted in another thread that you have a lot of cancellations. No need to get into that here as that thread had a lot of good advice as I recall.

Nail the appointment, nail the sale and you will do well. There is a learning curve and you need to learn the tricks to get ahead of the curve as quickly as possible.

Gitomer says people hate to be sold but love to buy. Your job is to give them reasons to buy, and buy from you.

Frank probably knows more about Med supp sales than anyone and is always willing to help. Take his advice and you will do well.

 

[jody108]

You qualify, qualify, qualify before ever getting in your car. Give them your number. Call before you leave to confirm and get directions. If you don't you will find a lot of empty houses or folks hiding behind the curtain telling the dog to be quiet until you leave.

I don't do this.

I go to every house no matter what.

Once in, I make friends with them and if I can't sell them one product, I offer another and if I can't do that, I can usually get a referral or sell someone else that lives in their home, a neighbor or whoever ...

This has worked very, very well for me.

I treat every lead the same.

If they hide behind the curtain, I come back later, I park down the street and knock on a different door ...

Once they answer and see me face to face, they will usually let me in ... giving me the opportunity to present ...

But, I'm young and energetic and ready to take on the world ... I'm sure as you get older and have your book of business, you don't need to be so eager and hungry for new business ...

I'm sure I might agree with you one day ... but not now ... I just go out there and see what the Lord has in store for me.