Medicare Supp Seminar

[coachd]

Frank is right I do all of them except "This would also be a good time to inform them how Medicare pays for clinical laboratory services and what that means if they ever happen to go to a doctor who does not accept assignment."

That is only because I do not know that one. Frank could you tell me more about it.

Thanks.

 

[Frank Stastny]

Frank is right I do all of them except "This would also be a good time to inform them how Medicare pays for clinical laboratory services and what that means if they ever happen to go to a doctor who does not accept assignment."

That is only because I do not know that one. Frank could you tell me more about it.

Thanks.

Let's assume that your client goes to a doctor who does not accept assignment and has a plan that does not pay excess charges.

Some agents will try to use an emotional approach to sell Plan F by telling people who's doctors do accept assignment that they run the risk of huge medical expenses if they ever go to go to a doctor who doesn't accept assignment.

If your client goes to the doctor who does not accept assignment and the doctor does blood work, takes x-rays or runs other diagnostic tests, the doctor cannot add extra charges to those tests. They are all covered by Medicare.

So, even though the doctor does not accept assignment, the only part of the cost for that visit that the doctor can add the additional 15% to is the cost of the office call. Usually about an additional $6 to $10 over what Medicare approves for an office call.

I have clients in Missouri who go to a doctor who does not accept assignment and they have Plan D. The few extra dollars they have to pay for an office call is still substantially less than paying the additional premium for Plan F.

As far as "specialists" not accepting assignment, that is another ploy that agents use to scare people into taking a Plan F. Why would agents in Missouri do that? Because they make more commission. However, that may not be the case where Plan F is much more than Plan D in other states.

I do not recommend Plan F. I have been selling Med Supps since 1993 and I have never had a client call and tell me that they had to pay excess charges because a "specialist" or surgeon did not accept assignment.

 

[Cenla Agent]

Maybe also add something about the services that a good agent can provide. A lot of people assume it costs more to buy from an agent than buying direct.

Pens are a good idea, especially if you get some decent ones. Everyone loves pens.

 

[Frank Stastny]

I just had another thought of something that should be added.

I always tell new clients to NEVER pay a bill they receive from a provider until they call and check with me first. It is not uncommon for providers, especially labs, to send a bill even though they know the person has Medicare and a Med Supp policy and the charges will be paid.

Working this into the Educational Meeting, don't call it a seminar, will again separate you from other agents who they may have talked to. Most agents would never even think to tell a client not to pay a bill before consulting with him/her.

It is just one more thing that will separate you from the masses and will make them feel "warm and fuzzy" about considering you for their insurance needs.

 

[Cenla Agent]

I just had another thought of something that should be added.

I always tell new clients to NEVER pay a bill they receive from a provider until they call and check with me first. It is not uncommon for providers, especially labs, to send a bill even though they know the person has Medicare and a Med Supp policy and the charges will be paid.

Working this into the Educational Meeting, don't call it a seminar, will again separate you from other agents who they may have talked to. Most agents would never even think to tell a client not to pay a bill before consulting with him/her.

It is just one more thing that will separate you from the masses and will make them feel "warm and fuzzy" about considering you for their insurance needs.

I need to start doing this more consistently myself. It seems obvious but less so than we might imagine.

In my seminars and appointments, when I would explain the basics of Medicare, I can't begin to count the number that said "I never knew that before" etc. This separates you from the agents who are just pitching a product e.g. "It costs $x.xx per month and does this that and the other and is the best thing since sliced bread. Sign here, give me a check and I'll be on my way."

 

[medx]

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[Frank Stastny]

I need to start doing this more consistently myself. It seems obvious but less so than we might imagine.

In my seminars and appointments, when I would explain the basics of Medicare, I can't begin to count the number that said "I never knew that before" etc. This separates you from the agents who are just pitching a product e.g. "It costs .xx per month and does this that and the other and is the best thing since sliced bread. Sign here, give me a check and I'll be on my way."

I hear the same thing after almost every discussion with a prospect. Kind of makes you feel good. That is one reason I have never worried or been concerned about the number of agents who work the senior market. They are peddlers of policies, hot helpers to prospects.

Things like this are what separate the "real", professional insurance agents from the wanna-be agents who are only there to slam a policy down the prospects throat and collect a commission check.

 

[Justin Bilyj]

I figured that I will bring copies of the cms medigap manual, i get some nice ones from a carrier, stamp my stuff inside, put out a flyer that show 8 advantages of a Med. Supp. Policy. Put out a flyer I've been working on that shows the holes in Medicare related to ABCD in image form.

 

[jamesflou]

Myself and a friend did seminars in senior centers the hour before lunch. Many showed up to listen probably out of convenience. We created a survey for them to fill out if they wanted more information.. Usually about 20-40 people depending on the size of the center. We also promised not to make or ask for sales at the seminar and usually about half of the attendees filled out the survey. We really never made very many sales from this activity even though turnout was good.

 

[coachd]

Good info.
Frank I got what you are talking about with labs and such. I do tell people that now. Did not know what you where getting at. Now I know.

The more you edicate about Medicare and supplemnts and show how you solve problems and are there for the people the more sales I make.