Med Supp Phone Objections

[TDFnCali]

I go in assuming there are no objections. If they are new to Mcare I ask if the know the difference in MA vs Medigap. If not, I go over the differences, otherwise just assume they have no objections to Medicare + supplement.



No idea. Habit maybe.

I have been to 3 docs since going on Mcare. All have asked. I tell them I don't have the card (which is true). That usually ends the discussion. If they press I remind them the carrier does not accept bills from the provider.

Never had anyone refuse to treat me.

Even went to an urgent care facility a few weeks ago. I had been there before but I had regular insurance then. They asked if I was on Mcare. Gave them my card. Saw the doc. Walked out, no payment due.




If they accept Mcare they will take your Medigap carrier. That stops it right there.




If you do that you have not established credibility. I have never called a doc office, nor have I told anyone to do that. It just doesn't come up when I tell them "if they take Mcare they will take your plan, regardless of who the carrier is".

Thats not working for me for a lot of ppl....maybe its just me! F2F, I bet this wouldnt be a problem.

 

[somarco]

Thats not working for me for a lot of ppl....maybe its just me!

Could be.

The "script" I posted above is pretty much what I do every time. I pretty much wing it so nothing verbatim. I also ask a lot of questions initially. That would be my warm up.

All of my leads come from my websites or referrals, but I do have to call them most of the time. But once in a while they will call me first.

Those are nice.

I send them 2 or 3 emails before I ever call. Most marketers say call as soon as the lead comes in but I don't.

Nothing traditional about me.

Sending you a PM in a few minutes.

 

[GoPokes]

Could be.

The "script" I posted above is pretty much what I do every time. I pretty much wing it so nothing verbatim. I also ask a lot of questions initially. That would be my warm up.

All of my leads come from my websites or referrals, but I do have to call them most of the time. But once in a while they will call me first.

Those are nice.

I send them 2 or 3 emails before I ever call. Most marketers say call as soon as the lead comes in but I don't.

Nothing traditional about me.

Sending you a PM in a few minutes.

How often do you tell prospects that you too have medicare and a supplement? I would imagine that it helps to be able to buy what you are selling.

 

[somarco]

How often do you tell prospects that you too have medicare and a supplement?

Every time.

Figure it took me this long to get here and I have earned that right. I do think it helps but don't think being under age 60 or so is a deterrent.

If you come across as confident, not cocky, confident, they will hear it in your voice.

Back to some other comments in this thread ...... getting objections out of the way ....... wouldn't have this problem F2F

If you think it is a problem then it is. Your mind will mess you up. It creates doubt in your head and comes across when you talk.

 

[goillini52]

1 question Ive always had.....since Medicare sends the 20% of the bill directly to the med supp company, why do Drs offices ask for your supp card then? What does it matter, since they dont bill directly?

Just to know u have 1?

Yes, they want to know you've got a Med Supp because if you don't they might want the 20% up front.

 

[SecureHealth1]

IAC....and Ive heard how seniors ask if they accept plans. They ask as if its an HMO, and thats what the Drs office assumes as well.

Well until I looked it up, I had no idea who that company was, no offense. (But im also in Florida)

I run an agency that sells 100% by phone, med supps and MAPD. I can tell you brand name goes a long way. I know there are other companies we could offer that are not brand-able, but I made the decision years ago that there are enough good companies out there that people feel comfortable with so I don't even bother with the little guys, and your point is exactly why. Selling is hard enough as it is, so having to explain who a company is to me is a huge killer for the sale in my opinion. We've been selling over the phone exclusively for 7 years now and I cant remember a single person asking me about the companies we offer being reputable, and I cant tell you how nice that is to NEVER have to go into the companies history and rating etc. because they already know the company.

Also, something I learned at the Med supp conference in Kansas a few weeks back:

They did a study on what makes seniors shop plans, and they said rate increases on supp plans almost never prompt people to move, its when the premium or deductible on the part D increases that causes them to look around. A lot of great stuff came from that conference!

 

[Justin Bilyj]

Just wanted to chime in and say that was a really good response Bob...

 

[Bevo]

Well until I looked it up, I had no idea who that company was, no offense. (But im also in Florida)

I run an agency that sells 100% by phone, med supps and MAPD. I can tell you brand name goes a long way. I know there are other companies we could offer that are not brand-able, but I made the decision years ago that there are enough good companies out there that people feel comfortable with so I don't even bother with the little guys, and your point is exactly why. Selling is hard enough as it is, so having to explain who a company is to me is a huge killer for the sale in my opinion. We've been selling over the phone exclusively for 7 years now and I cant remember a single person asking me about the companies we offer being reputable, and I cant tell you how nice that is to NEVER have to go into the companies history and rating etc. because they already know the company.

This makes great sense for places like Fla. with AARP/UHC, but the other company names definitely come into play in many other states for sure. And if an agent isn't bringing those companies into the conversation, if the prospect gets on the phone with other agents and they're better at establishing trust and likeability, the latter will easily get the deal.

Bob has awesome responses on here, very similar to how I train my agents and what we all use. All objections are first met with a "cushion" from us. It's a statement that's neither for or against what the prospect just said, however it's recognizing it's importance to THEM.

For example..."What about those Medicare Advantage plans...I heard they were great with no premium?"

Correct response: "Sure, you definitely want to look at all your options and they make an educated decision on what fits you best...."

Wrong Answer: "Oh you don't want THOSE! Those are Medicare DISadvantage Plans!" (Agents tell me all the time they say this to people on the phone. You're basically calling the prospect an *** for considering them)

A response we often use to the "Will my doctor accept this company?" is...."Sure that's a great question that I get asked a lot (helps with credibility) and I'm glad you brought that up, actually as long as any doctor or specialist accepts....." what Bob said.

And of course phone sales is like a great comedy act, it's ALL in the delivery.

 

[vic120]

A response we often use to the "Will my doctor accept this company?" is...."Sure that's a great question that I get asked a lot "



I like this a lot, I can see why it adds credibility.

 

[TDFnCali]

Well until I looked it up, I had no idea who that company was, no offense. (But im also in Florida)

I run an agency that sells 100% by phone, med supps and MAPD. I can tell you brand name goes a long way. I know there are other companies we could offer that are not brand-able, but I made the decision years ago that there are enough good companies out there that people feel comfortable with so I don't even bother with the little guys, and your point is exactly why. Selling is hard enough as it is, so having to explain who a company is to me is a huge killer for the sale in my opinion. We've been selling over the phone exclusively for 7 years now and I cant remember a single person asking me about the companies we offer being reputable, and I cant tell you how nice that is to NEVER have to go into the companies history and rating etc. because they already know the company.

Also, something I learned at the Med supp conference in Kansas a few weeks back:

They did a study on what makes seniors shop plans, and they said rate increases on supp plans almost never prompt people to move, its when the premium or deductible on the part D increases that causes them to look around. A lot of great stuff came from that conference!

Thanks, I never thought of doing this...I can see Cigna (Loyal American in Calif) is pretty much always 2nd on the list to IAC, so I could give them a choice, thanks!