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You may want to take some training modules online from some of the providers. Medicare is complicated and some things you will have to learn on the fly, but you'll need to understand guarantee issue periods first and foremost.
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"Originally posted by Jody...Well, by your post, I can see why you aren't able to cross sell FE. You are already defeated ...."
Far, far from defeated Jody. I have to be careful that I don't sell my own self an FE policy EVERYDAY! I constantly have to tell myself that "I'm not interested"! Yep, I'm that good at it!
Its just that unless I see otherwise, cross selling an FE from savings with seniors won't fly very much.
Now, I'll really be embarrased someday, if I have to eat my words.....
well, by your post, I can see why you aren't able to cross sell FE. You are already defeated ....
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When I cross sell anything, I add it all in one package.
I will at least try.
Before I show them any prices, I will often ask if they currently have any type of life insurance? If they say no, I ask questions to see if they are interested.
If they show some interest, I will ask "if something happens to you, who will be your beneficiary?"
I say, "I see, you would like Mary to have some money to take care of your funeral cost and other expenses. Is that correct Mrs. Jones?"
If she says yes.
Then I say, "Well, let me tell you what I can do for you. You are currently paying _____ a month for your Medicare Supplement and rather than spend all that money on just your health insurance, lets see if we can come up with a plan to combine the two at around the same price. If I could do this for you, would you be interested."
If they say yes, I show the combined price.
If they say no, I say "I completely understand. Lets just see if we can save you _____ a year on your Med Supp and, as an option for you, I will show you what a small life insurance policy will cost you."
Then, after some explanation, I let her choose which Med Supp she wants (the high deductible J, the complete J or the cheap, but complete, G).
After she chooses, I show her the FE prices and I say if you just want to start with a $5000 today, that would still be a significant help to Mary. Out of these three, $5k, $8k, $10k, which best fits into your budget Mrs. Jones."
If she picks one, you are golden. If she says she will wait on that, I tell her that I don't blame her and that I would do the same thing because I know living on a fixed budget is very difficult.
I pull out the Med Supp application and ask for her Medicare card and start filling out the application.
Thanks Dwayne, but I wasn't looking for answers. I am well versed in the subject matter. I was simply letting the OP know that if you have a firm grasp on these items, you should have no problem selling Med Supps.