Medicare Supplements going independent suggestions

Never introduce the topic of rate increases. If the prospect wants to know I ask what do you want to know? Which carrier? Which plan?

Sometimes they will say Western United's rate is $X. Can you beat that? What is their rate increase history?

(Sometimes I can beat it, sometimes not).

Well I am happy to report they have NEVER had a rate increase.

That's good, isn't it?

They have only written business in Georgia for 17 months. Too early to say what they will do. Do you really want a carrier that hasn't been around long enough to deliver a renewal increase?


How about Aetna?

Aetna doesn't write business here. But they did introduce American Continental, a subsidiary, two months ago.


I normally don't have to play this game very long before they understand that they really don't know the market and the agents they have been talking to are not telling the full story.

Only some version of the truth . . .
 
Bob,

I’ll be in ATL in August. We can have the world premium of “The Medicare Coffee Hour.”

Or, you could have a late night web series, “Wining with Medicare.” You’ll have to wear something velour though. It’ll be on at 7:30.
 
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