NEW Direction for Post AEP

Discussion in 'Senior Insurance Forum' started by Labesky, Aug 22, 2017.

  1. Labesky
    Offline

    Labesky Super Genius

    Posts:
    134
    Likes Received:
    0
    I have been unhappy with what Ive done YTD and need to make a change.

    For those of you in the Senior Market that stay BUSY Jan to August:
    * What products are the easiest to get leads for?
    * What products are easier sales/higher commissions?
    * Is DM a best value for leads?
    * Any Senior FMOs ACTUALLY help agents be more productive?

    I've stayed out of FE for a couple of years, focused on MAPD--SNPs, T65. Works OK just not enough there to stay busy. Too much dead time.

    My thought is to start mixing in Med Supps and FE.

    So I now what does NOT work for me---what works for YOU!
     
  2. isaias
    Offline

    isaias Expert

    Posts:
    50
    Likes Received:
    0
    State:
    Texas
    Outside of AEP I concentrate on Duals. I partner with dentists as many seniors are always looking for dental benefits and in my area dual SNPs have good dental benefits.

    All my marketing activities are at or around their offices so I can refer new patients to them, they in turn refer the patients that need help with their benefits to me.
     
  3. keese
    Offline

    keese Expert

    Posts:
    22
    Likes Received:
    0
    For those of you in the Senior Market that stay BUSY Jan to August:
    * What products are the easiest to get leads for?

    T65's is basically it. You can try to market med supp changes but most can't/won't change unless it's a big enough difference and most won't want to change until AEP because that's when they've been told is the time to change.

    * What products are easier sales/higher commissions?

    $0 premium MAPD are generally an easy sale and the first year commissions are generally higher than supplements. Many here will argue (rightly so) that supplements are the much better product though, and they have less volitility with carriers and benefits.

    * Is DM a best value for leads?

    When you're starting out, generally yes. They're much more consistent than virtually any other marketing technique which is important starting out.

    * Any Senior FMOs ACTUALLY help agents be more productive?

    Ritter seems to do pretty good.
     
  4. Labesky
    Offline

    Labesky Super Genius

    Posts:
    134
    Likes Received:
    0
    Dog GONE!! Some HELPFUL posts thanks Gentlemen!
     
  5. Devin01
    Offline

    Devin01 Expert

    Posts:
    44
    Likes Received:
    0
    State:
    New Jersey
    I'm busy every day because I invest in marketing. I do seminars, call T65ers, work with a lead company on underwritten med supp business. I am trying to get into companies that have retiring employees, working my network to get into senior centers and over 55 communities, and market to doctors for referrals. My focus is mostly on med supps because med supp is stickier than ma. I do some direct mail in rural areas and sell over the phone. I'd be happy to discuss your approach. I work with agents and my agency is actively writing business. Consistency and marketing is the key and having the opportunity to talk to someone that has been in business for a while is very important. PM me if you have interest in chatting.
     
  6. Todd King
    Offline

    Todd King Guru

    Posts:
    6,149
    Likes Received:
    51
    State:
    Virginia
    I disagree with this almost 100%. I think if you are having these problems you're not doing something right.
     
  7. Kb4391
    Offline

    Kb4391 New Member

    Posts:
    2
    Likes Received:
    0
    State:
    Nebraska
    Putting on information seminars can be a huge boost to one's marketing with very little cost. I work with agents that do this year round and once they get a foothold in their market, they generate a high amount of referrals this way. I would say the Dual market is the strongest product that we see outside of T65 and underwritten med supp. Not sure what area you are in, but many carriers are expanding their dual plans this year.
     
  8. kgmom219
    Offline

    kgmom219 Guru

    Posts:
    4,978
    Likes Received:
    23
    State:
    Texas
    1. Ask for referrals from every client
    2. Send a handwritten TY card to every client
    3. I meet with financial planners and they send me people, too. I spend most of February delivering TY gifts to FP's and their assistants.
     
  9. Labesky
    Offline

    Labesky Super Genius

    Posts:
    134
    Likes Received:
    0
    Thanks KGmom- I do the first two

    The broker I team up with in AEP has about 6 ED Jones brokers that refer him business. And you are the third person that has mentioned it so IM gonna call an old Rotary member with EDJ and talk to him

    Ive read about calling on PC agents---read it 100 times--and tried it. Never got one call. I refer my PC business to one guy over the last couple of years--and he has sent me nothing, I think PC tends to their knitting and thats it

    Again THANKS

    ----------

    You are disagreeing with keese?
     
  10. Todd King
    Offline

    Todd King Guru

    Posts:
    6,149
    Likes Received:
    51
    State:
    Virginia
    Yes I do. If I understand it correctly, he's saying that you will have a hard time selling Med Supps to anyone but the turning 65's. Nothing could be further from the truth. If he can't market and sell to the 67's and above he's doing something wrong. That's a huge market. Much bigger than just the turning 65's.
     
Loading...

Share This Page