- 1,641
Buy a list of people between the ages of 68 and 75, forget the "turning 65" people. Every name on the list that doesn't have a phone number, go knock on their door.
Tell them you are the new Senior Insurance Specialist in the area and you just wanted to stop by to introduce yourself and drop off some information. If they don't slam the door in your face, then offer to do a free review of their policies to make sure the policies they have are the "best investment of their premium dollar" and are the ones they need today considering all of the major changes that Medicare has made in the last 12 months.
Explain to them that you usually only work by appointment, but you have a few minutes to at least take a look at what they currently have.
You can also ask them a question you know they can't answer.
Example, "Do you know if the policy you currently have has the extended At Home Recovery benefit? That benefit is becoming more and more important each year." (Most are going to have Plan F, that is a good thing because you should be selling them Plan D or at least Plan G. That in itself will save them several hundred dollars a year.) Or, "Do you completely understand what your options are under the different, low cost Medicare Part C plans? Very few people really understand them, the ones who do are saving up to a thousand dollars a year."
No, asking that question is not a violation of CMS (Center for Medicare/Medicaid Services) stupid rules.
It is always good to throw in the phrase, "Fixed Income". They love using that term. Something like, "I know that being on a "fixed income" is really tough today. You almost have to mortgage the back 40 to just fill your tank with gas. (I sell in the country, they understand that) I'm sure you would be interested in any area we can find that will save you money." (Don't pause and wait for an answer, go right into.) "Who did you say you have your Medicare Supplement insurance with? Would it be inconvenient if I asked for a glass of water, it is really hot out here."
At this point you can either wait for them to tell you who they have their insurance with and then ask for a drink or immediately follow the question about their current carrier with the request for a drink. If you sense that they may not tell you who their insurance is with then ask the two questions together and find out the answer to who their carrier is when you get the water.
When you ask for the water, and they act like they are going to get it for you, then carefully assume that they are also going to let you in the house and begin slowly moving closer to the door. Getting in the house at this point is kind of like choreographing a ballet. Your moves must be smooth and look natural. DO NOT PUT YOUR FOOT IN THE DOOR AND PUSH THEM ASIDE. LOL
Like anything else, this takes a lot of practice to get it right. The best way to learn is by making mistakes and learning from them. Give yourself at least a couple of months or more of doing it a few days a week to "get it right".
Know that you are going to screw it up for a while, that is a good thing. It will teach you what to do and what not to do. Learn to read their body language and know what to say and how to say it to different people.
Selling is a game, make it fun and challenging. Remember, you are only trying to get to the kitchen table at this point, DO NOT try to sell them anything standing at the door.
Talking about this makes me want to go out and knock on some doors. hahaha The challenge of getting in the house can really be fun, honest.
Bop. . ..
