Medicare Supplement Rewrite Leads

[Denniston]

I'm still new to insurance, about a year. Up until now, I've focused on the turning 65 market. Recently I've been trying my hand on some Medicare supplement rewrite leads. I'm struggling to find a good flow for the conversation once I get them on the phone. Does anyone have a script or an outline they use as they are calling T-67 leads?

Thanks

 

[jdlash]

Are you struggling to get them to talk? More info would be helpful. If your struggling with the conversation once they agree to see if you can help them, that's completely different than if you are struggling to get them to agree to let you see if you can help them.

 

[GreenSky]

Med Supps are basically a commodity. Sure, people are still be screwed by agents selling them Plan F but a supplement is a supplement. They all cover the same items with the mail difference being a share of cost.

"Mrs. 67 year old. I see you have Mutual of Omaha Plan F for $180. Would it be ok if I provided you with a few quotes that may save you money?"

Tada!

Rick

 

[Denniston]

Are you struggling to get them to talk? More info would be helpful. If your struggling with the conversation once they agree to see if you can help them, that's completely different than if you are struggling to get them to agree to let you see if you can help them.

I'm just not sure how to structure the conversation. Sort of Start with this, ask them that, tell them this. Kind of a thing.

Basically, the lead is "Are you paying more than $125 in addition to your Medicare? Yes? Ok, What I would like to do is five your information to one of our Medicare specialists so he can go over all your options."

I'm just not sure how to get the conversation started, what I things I should cover, and when medical questions to ask.

 

[Devin01]

Who r u contracted with, ask your fmo for scripts . Why t67 this makes no sense, target over 70 when rates go up.

We do alot of over 70 business over the phone.

 

[goillini52]

Who r u contracted with, ask your fmo for scripts . Why t67 this makes no sense, target over 70 when rates go up.

We do alot of over 70 business over the phone.

The rates go up every year, they don't wait until 70. I realize that some companies have the same price for 65-67 or 65-68, but they still raise the rates every year.

 

[Devin01]

Monkey are you currently doing phone sales? Are you selling everyday on the phone in the replacement market? If agents are going to be calling people over the phone and trying to figure out the replacement market they will have little to no success selling to someone who is 67, in my opinion it will be a complete waste of time. The odds and likelihood of replacing a policy at 71 is much greater then at 67. I'm just telling you this has been my personal experience and I am licensed in 40 states and have several agents that do replacements in my office. Most companies rates do not go up every year after 65.

 

[somarco]

Most companies rates do not go up every year after 65.

Define most . . .

 

[vic120]

Define most . . .

how about just name 3?

 

[Devin01]

I am by no means denying that rate increases start with many companies at age 67. I'm just saying that if you want to replace policies I would not focus my time money and resources at age 67 when there is so much data over age 70.

If a med supp goes up by 5 dollars at age 67 a client is not likely to change it? If you call 1000 people T67 vs 1000 people over 70 you will have much more success in terms of med supp sales.

In General there is going to be a much more meaningful rate increase after age 70 due to claims experiences not scheduled rate increases. If you make a thousand calls to someone at age 67 vs 100 calls over the age 70 where do you think you will have more success?

I am just telling you from my own personal experience. I have made thousands off dials and have countless clients with this approach of selling over the phone. The T67 market is great if you want to sell annuities and life issuance face to face, but not so great for replacing Med Supp Policies over the phone .

I am speaking at the Medicare Supplement Conference in St. Louis on June 12th on this topic:

https://medicaresupp.org/wp-content/uploads/2018/03/2018-conference-schedule.pdf
Medicare & Senior Insurance Products Sales Summit Tuesday, June 12, 2018 Marriott - St. Louis, MO

3. THE BETTER TARGET MARKET: SUCCESSFULLY MED SUPP TO CONSUMERS 70 AND OLDER

Devin Rubin, Managing Director., Golden Years Design Benefits


Open up the CSG Quoter, I am in NJ and you will see the following Rate increases start at 68 or older:
Aetna
Bankers Fidelity
Americo
SBLI S.USA
Renaissance
Liberty Bankers
Philadelphia American
Transamerica