FWIW, I never use paper apps. If a carrier doesn't offer an e-app I don't write with them.
Even if I did F2F I would still use e-apps. All are saved as PDF on my computer and backed up with Carbonite. Also have access to a copy on the cloud anywhere there is internet access. When I travel out of town as long as I have a phone and internet I can still conduct business.
As your client block grows client relationships can suffer, depending on how often you "touch" you clients and how much counseling you do.
My clients know they can call or email anytime, but email is preferred. Gives both of us a permanent record of any conversation. I respond to emails from 6AM until sometimes as late as 11PM and I do that 7 days a week, dialed back slightly on major holidays.
Just yesterday a client called to ask about a new law where Medicare will pay your supplement premium for you. At first I had no clue what she was talking about. The more we talked the only logical answer was someone was using a twisted sales pitch to promote $0 premium MA plans.
I was on the phone with her for 10 - 15 minutes. During that time she asked if her plan was still a good buy. I had emailed her back in May to alert her to an upcoming renewal. At that time she had no interest in changing, even though she could save about $30/mo vs her renewal. Now she has an interest in reviewing options but a planned knee replacement for early next year kills that change. Towards the end of our conversation she thanked me for taking time to address her questions about this "free Medicare supplement" and told me she had passed my name along to a friend who is turning 65 in a few months.
I have over 400 clients. That block was built slowly as I gravitated away from under 65 health insurance before totally abandoning that market in late 2014. 400 clients may not seem like a lot to some agents but it keeps me off the streets.
It's just me. No hired help. Every one of my clients get personal attention and detailed answers to their questions. If we talk by phone they get a follow up email summarizing our discussion and my advice. Emails are tracked and often I notice they re-open an email months later to review something we discussed.
Medigap doesn't have the level of service work I had when my clients were all U65 but the questions and dialogue often lead to new referrals. Looking ahead to AEP I will have my hands full reviewing PDP options for many of my clients, fielding questions about changing their Medigap "since it is open enrollment" as well as working prospective new clients that come in via my websites.
PDP's, at least the way I work them, is very time consuming. Some can be done in 15 minutes or less which includes repeating the details in an email, while others can take 30 minutes or longer.
I don't cross-sell anything. My focus is Medigap only.
I also don't chase after people who don't want to buy or just want rates. New prospects are called once and once only. If we don't talk by phone in 3 - 5 days they get a "closing your file" email. My target is low hanging fruit. That works with my personality and "style". It results in long term clients, not just policy buyers.
Everyone works their business differently and everyone has different goals, monetary and otherwise. What works for one may not for another.
Working F2F is much different from phone sales. There is no way I could maintain the level of contact and service if I spent all day in the car. When I used to work "free" leads the system did not allow me to call ahead and pre-screen. (No phone number on the lead card). It was get in the car, drive and knock on the door until they answer or someone calls the cops.
Screw that.
When I started generating my own leads, and still working F2F, everyone was called and pre-qualified. Everyone got a reminder call the day before and right before I left to meet them.
Sure I burned through more leads (and still do) but my closing ratio and ROI went way up.
Again, I am not trying to convince anyone to change the way they do business. But I also know a lot of agents confuse activity with productivity.
I took golf lessons a few years ago. My trainer told me all the time at the driving range was wasted unless I was practicing the correct swing. Practicing bad habits is a waste of time and money.
Same goes for your business.
Keep up the good work.
Even if I did F2F I would still use e-apps. All are saved as PDF on my computer and backed up with Carbonite. Also have access to a copy on the cloud anywhere there is internet access. When I travel out of town as long as I have a phone and internet I can still conduct business.
As your client block grows client relationships can suffer, depending on how often you "touch" you clients and how much counseling you do.
My clients know they can call or email anytime, but email is preferred. Gives both of us a permanent record of any conversation. I respond to emails from 6AM until sometimes as late as 11PM and I do that 7 days a week, dialed back slightly on major holidays.
Just yesterday a client called to ask about a new law where Medicare will pay your supplement premium for you. At first I had no clue what she was talking about. The more we talked the only logical answer was someone was using a twisted sales pitch to promote $0 premium MA plans.
I was on the phone with her for 10 - 15 minutes. During that time she asked if her plan was still a good buy. I had emailed her back in May to alert her to an upcoming renewal. At that time she had no interest in changing, even though she could save about $30/mo vs her renewal. Now she has an interest in reviewing options but a planned knee replacement for early next year kills that change. Towards the end of our conversation she thanked me for taking time to address her questions about this "free Medicare supplement" and told me she had passed my name along to a friend who is turning 65 in a few months.
I have over 400 clients. That block was built slowly as I gravitated away from under 65 health insurance before totally abandoning that market in late 2014. 400 clients may not seem like a lot to some agents but it keeps me off the streets.
It's just me. No hired help. Every one of my clients get personal attention and detailed answers to their questions. If we talk by phone they get a follow up email summarizing our discussion and my advice. Emails are tracked and often I notice they re-open an email months later to review something we discussed.
Medigap doesn't have the level of service work I had when my clients were all U65 but the questions and dialogue often lead to new referrals. Looking ahead to AEP I will have my hands full reviewing PDP options for many of my clients, fielding questions about changing their Medigap "since it is open enrollment" as well as working prospective new clients that come in via my websites.
PDP's, at least the way I work them, is very time consuming. Some can be done in 15 minutes or less which includes repeating the details in an email, while others can take 30 minutes or longer.
I don't cross-sell anything. My focus is Medigap only.
I also don't chase after people who don't want to buy or just want rates. New prospects are called once and once only. If we don't talk by phone in 3 - 5 days they get a "closing your file" email. My target is low hanging fruit. That works with my personality and "style". It results in long term clients, not just policy buyers.
Everyone works their business differently and everyone has different goals, monetary and otherwise. What works for one may not for another.
Working F2F is much different from phone sales. There is no way I could maintain the level of contact and service if I spent all day in the car. When I used to work "free" leads the system did not allow me to call ahead and pre-screen. (No phone number on the lead card). It was get in the car, drive and knock on the door until they answer or someone calls the cops.
Screw that.
When I started generating my own leads, and still working F2F, everyone was called and pre-qualified. Everyone got a reminder call the day before and right before I left to meet them.
Sure I burned through more leads (and still do) but my closing ratio and ROI went way up.
Again, I am not trying to convince anyone to change the way they do business. But I also know a lot of agents confuse activity with productivity.
I took golf lessons a few years ago. My trainer told me all the time at the driving range was wasted unless I was practicing the correct swing. Practicing bad habits is a waste of time and money.
Same goes for your business.
Keep up the good work.
