Looking for Feedback on a Sales Script

[Travis Price]

I like the script a lot!

2) How about mentioning Plan N, since F is going to be sunset and G will start being hit with price increases as it will be a GI plan beginning next year?

I struggle with offering N as a solution. Definitely something I will have to get over. My market is 67-78. Most of these people have been on F or G for awhile. Explaining G is super easy.

N is going to be more difficult and require a bit more education.

After searching all of the insurance companies in X state; I have three options for you:

1) The exact plan you're on right now (if Plan F, skip 2 if plan G.). You keep your doctors, it pays the same, it covers the same thing. You'd stop overpaying X dollars a month, for a cost of X. That's X dollars a year.

2) Plan G. Which is almost identical to Plan F. You keep the same doctors, it pays your doctors the same. The only difference is that you'd cover the Part B deductible. I know, that sounds scary. However, the Part B deductible for 2019 is $185. While can increase, it usually only increases $5 a year, on average. The monthly cost is X. The good news is even paying the $185 dollars, you'd still save X per year.

3) Plan N. Plan N works very similar to the plan you had when you were working. You'd pay the Part B deductible, and then a $20 copay each time you go to the doctors.

The final difference is that when you see a doctor that doesn't accept assignment from Medicare, you'd have to pay the excess charges. This sounds scary, for sure. However, over 90% of doctors accept assignment from Medicare. The ones that don't are usually specialists. The upside in hiring me, is if you ever have a question about if a doctor accepts assignment, you can give me a call and we can look it up together. If the doctor doesn't accept assignment, you would pay the copay + a cap of 15% of the office visit cost.

So for example, let's say you go to a heart doctor that doesn't accept assignment. Medicare says he can charge you a $100 per appointment. The max he can charge you is $115. You'd pay $35.

Because you're taking on more of the costs associated with your healthcare, the monthly premium is lower. Also, the rate increases would be less, because you're paying more. Also, you'd have me to make sure you're getting the best deal for your money.

If you go with Plan N, you're payment would be X dollars a month. That would save you X per year.

Which do you prefer?

 

[somarco]

Okay, I’m available this evening after 5 EST. What’s a good time for you?

call me around 5PM. my number in my signature. if you get VM leave msg

I like the script a lot!

But two comments.

1) What about the KO questions, "Do you have any upcoming surgeries, tests etc including cataract surgeries that have not yet been performed?"
2) How about mentioning Plan N, since F is going to be sunset and G will start being hit with price increases as it will be a GI plan beginning next year?

KO questions can be addressed once they answer the general "are you in good health?" question.

Start with simple questions, then branch out.

You really don't need to go over the entire health Q list until you have a general idea of their health.

Are you in good health?

A - I think I am for a man/woman of my age.

Sounds good. How many medications do you take?

A - Only 6

That could create a problem for you. What conditions are being treated?

A - BP, I take 3 meds for that. Cholesterol, 2 meds plus Metformin.

How long have you been diabetic? Any complications? I need to tell you that Type II plus BP and chol med's might be a challenge

At this point in less than 5 minutes I have discovered their age/DOB, zip, which plan they have, why they are looking and what will move them forward. I also have a general idea of their health and let them know this might not work out.

Carriers mostly underwrite on the basis of Rx. Why shouldn't an agent take the same shortcut?

Once I know they are in good health or not I can go deeper or send them along their way.

When you are seeking to write underwritten coverage about half the folks you talk to will not qualify for a preferred rate. A standard or tier rate is probably not competitive with what they have now. If it doesn't appear they can get a preferred rate I almost always move on.

I don't throw out a different plan (G, N, HDF) until I know I can generate a meaningful savings vs their current plan AND they can qualify medically.

This is why most of my calls are decided in less than 10 minutes. Some don't last that long.

If they don't tell me their current carrier and rate I end the call.

 

[somarco]

Explaining G is super easy.

N is going to be more difficult and require a bit more education.

No need to offer something different from their current plan until you know you have a good rate on their current plan and you know they are healthy.

If you are trying to SELL them something in a one call close you will lose a lot of potential business.

The only thing you should do in the initial call is to figure out if they are serious about change and can qualify. Trying to take an application on the initial call will result in a no sale the majority of the time.

If you want to set up a F2F meeting you can go deeper in the qualification if you want but only to get a commitment "If I do this will you allow me to help you make the transition to a better plan?".

Keep this in mind.

If you cannot generate enough premium savings on their CURRENT plan they are probably not going to buy a different plan from you.

All you are doing in the initial call is creating interest and establishing credibility.

 

[Travis Price]

If you cannot generate enough premium savings on their CURRENT plan they are probably not going to buy a different plan from you.

All you are doing in the initial call is creating interest and establishing credibility.

You just blew my whole thought process out of the water. Talk to you at 5

 

[somarco]

You just blew my whole thought process out of the water. Talk to you at 5

Sorry about that.

One call close can work for F2F and with SOME phone sales. My experience is that drip marketing works better with Medicare sales.

Don't get me wrong. I do make a few sales on the first call, but it is only if they ASK ME why they can't apply now.

 

[Travis Price]

Sorry about that.

One call close can work for F2F and with SOME phone sales. My experience is that drip marketing works better with Medicare sales.

Don't get me wrong. I do make a few sales on the first call, but it is only if they ASK ME why they can't apply now.

No, I’m totally digging it.

Per Kung Fu, “You have much to learn, Grasshopper”

 

[Life Hawk]

Yep, sometimes we tend to over complicate things. I remember in years past, if I was in a slump, going back to the basics always ended the slump.

I struggle with offering N as a solution. Definitely something I will have to get over. My market is 67-78. Most of these people have been on F or G for awhile. Explaining G is super easy.

N is going to be more difficult and require a bit more education.

After searching all of the insurance companies in X state; I have three options for you:

1) The exact plan you're on right now (if Plan F, skip 2 if plan G.). You keep your doctors, it pays the same, it covers the same thing. You'd stop overpaying X dollars a month, for a cost of X. That's X dollars a year.

2) Plan G. Which is almost identical to Plan F. You keep the same doctors, it pays your doctors the same. The only difference is that you'd cover the Part B deductible. I know, that sounds scary. However, the Part B deductible for 2019 is $185. While can increase, it usually only increases $5 a year, on average. The monthly cost is X. The good news is even paying the $185 dollars, you'd still save X per year.

3) Plan N. Plan N works very similar to the plan you had when you were working. You'd pay the Part B deductible, and then a $20 copay each time you go to the doctors.

The final difference is that when you see a doctor that doesn't accept assignment from Medicare, you'd have to pay the excess charges. This sounds scary, for sure. However, over 90% of doctors accept assignment from Medicare. The ones that don't are usually specialists. The upside in hiring me, is if you ever have a question about if a doctor accepts assignment, you can give me a call and we can look it up together. If the doctor doesn't accept assignment, you would pay the copay + a cap of 15% of the office visit cost.

So for example, let's say you go to a heart doctor that doesn't accept assignment. Medicare says he can charge you a $100 per appointment. The max he can charge you is $115. You'd pay $35.

Because you're taking on more of the costs associated with your healthcare, the monthly premium is lower. Also, the rate increases would be less, because you're paying more. Also, you'd have me to make sure you're getting the best deal for your money.

If you go with Plan N, you're payment would be X dollars a month. That would save you X per year.

Which do you prefer?

Sell this first...

then when it is time to change, or look for a lower cost,

sell this...


Always take advantage of the guaranteed issue phase!

 

[goillini52]

Sorry about that.

One call close can work for F2F and with SOME phone sales. My experience is that drip marketing works better with Medicare sales.

Don't get me wrong. I do make a few sales on the first call, but it is only if they ASK ME why they can't apply now.

Being face to face, I almost always close on the 1st appointment...even on a cold door knock.

I can see why you should at least do a 2nd or 3rd call for phone sales. I know I would have a hard time giving my banking info to somebody the 1st time they called me. I don't know if I'll ever want to do phone sales. I'd have to learn a new system.

 

[William Clevenger]

My objectives on a first call are to first, make sure they have a supplement. Then to do a price comparison between what they are paying and Plan N - which 98% of the time will show a significant savings (don't get into plan types yet). Then I ask what kind of plan they have - which is usually F but may be G. In either case, the reason to switch to N is due to changes in Medicare regarding plan availability in 2020. Both F and G will see rate increases that are likely to be greater than for N. F becomes a closed group. G becomes available for guaranteed issue. So N offers price savings and long term rate stability. Now, as to the differences, if they have F, it's the deductible, doctor copays and eroom copays (skip excess charges for now). The differences with G are simpler. Do the math to show that the savings more than justifies the change. "Does that make sense to you?" As long as you don't get a "no," go on to see if they are medically eligible... heart, kidney, breathing issues? Diabetes? Joint replacement? Cancer? Ok likely eligible. "What more do you need to make a decision?" You can bring excess charges up in the final conversations. Excess charges sound terrible, but they are such a nit... do some research so that you can explain the minimal risk in a few sentences. Hope that helps.

 

[Travis Price]

Thank you for your perspective; but that's not the way I'd ever do business.

You're selling Plan N; which may or may not be a good fit, based on speculation.

Personally, my approach would be more conservative and more in line with advising of the pro's and con's of Plan F vs Plan G vs Plan N. Here's why: As people get older, they get sicker. That means they're going to doctors and specialists more. That $15 a month savings today is going to cost them a lot more later on.

You may be super successful. I am truly glad for you. However, I started my insurance career in 2004-2005 that was incredibly short lived. Wanna know why? Medicare Advantage wasn't regulated like it was now. A lot of agents peddled the zero premium, using justification as you're using now, and upsold the crap out of other products.

Then sick people started trying to use Medicare Advantage and couldn't get their supplement back. That really made me feel gross and I wasn't educated enough in Medicare to know any better.

Today is a different day for me.