TheNewRep

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I received my license a few weeks ago, and I want to sell Med supps by phone. I'm looking in to contracting with Senior Marketing Specialist. My question: When you were a new agent did you guys find the information or underwriting process overwhelming? Was it a short learning curve? I'm getting a bit nervous about not knowing EVERY answer to EVERY question that I may be asked by a client ( I know that takes time and experience ). I just need some advice about getting started and being inexperienced.
 
I received my license a few weeks ago, and I want to sell Med supps by phone. I'm looking in to contracting with Senior Marketing Specialist. My question: When you were a new agent did you guys find the information or underwriting process overwhelming? Was it a short learning curve? I'm getting a bit nervous about not knowing EVERY answer to EVERY question that I may be asked by a client ( I know that takes time and experience ). I just need some advice about getting started and being inexperienced.
 
I received my license a few weeks ago, and I want to sell Med supps by phone. I'm looking in to contracting with Senior Marketing Specialist. My question: When you were a new agent did you guys find the information or underwriting process overwhelming? Was it a short learning curve? I'm getting a bit nervous about not knowing EVERY answer to EVERY question that I may be asked by a client ( I know that takes time and experience ). I just need some advice about getting started and being inexperienced.
 
I have been in the health insurance business over 40 years and Medigap for about 8.

I still don't know the answers to all the questions.

But I know where to go to get them.

If you wait until you know all the answers you will never start. Start smiling and dialing. When you get stumped, and you will, just say "You are the first person to ask that question. Let me make a note of it and get back with you"

Much better than trying to BS your way through. Most people will respect your honesty. If they don't, screw them. Probably not a good prospect any way.

Do you have someone, a mentor perhaps, who is willing to role play with you?
 
I have been in the health insurance business over 40 years and Medigap for about 8.

I still don't know the answers to all the questions.

But I know where to go to get them.

If you wait until you know all the answers you will never start. Start smiling and dialing. When you get stumped, and you will, just say "You are the first person to ask that question. Let me make a note of it and get back with you"

Much better than trying to BS your way through. Most people will respect your honesty. If they don't, screw them. Probably not a good prospect any way.

Do you have someone, a mentor perhaps, who is willing to role play with you?
Thanks for the advice. And no I don't have a mentor at the moment.
 
I received my license a few weeks ago, and I want to sell Med supps by phone. I'm looking in to contracting with Senior Marketing Specialist. My question: When you were a new agent did you guys find the information or underwriting process overwhelming? Was it a short learning curve? I'm getting a bit nervous about not knowing EVERY answer to EVERY question that I may be asked by a client ( I know that takes time and experience ). I just need some advice about getting started and being inexperienced.
Start studing this book and keep it on your desk for reference. If somebody asks you a question that you don't know the answer to, tell them you'll find out and get back to them about it. Don't make anything up. https://www.medicare.gov/pubs/pdf/10050-Medicare-and-You.pdf

Learn how to underwrite. Pick out 3 companies that are competitive in your area and learn their health questions and their underwriting guides. Put together a cheat sheet showing which company will take diabetes with a stent, for example. Try to have one of your companies be one that's liberal on underwriting, like Bankers Fidelity.

If you have Medicare and You, the apps and a cheat sheet on your desk you'll have the answers, it just might take a little longer to find them.

Good luck.
 
I received my license a few weeks ago, and I want to sell Med supps by phone. I'm looking in to contracting with Senior Marketing Specialist. My question: When you were a new agent did you guys find the information or underwriting process overwhelming? Was it a short learning curve? I'm getting a bit nervous about not knowing EVERY answer to EVERY question that I may be asked by a client ( I know that takes time and experience ). I just need some advice about getting started and being inexperienced.

A few years into it, I still rarely write an underwritten policy. It's normally a client who wants to switch to a lower premium. I did one like that this week - but the guy has been with me for years.

My thought has been - get them when they first get on A&B (not always T65 - but I do market T65), and then when you do need to help them switch in the future (and you will need to help many of them switch), you will slowly but surely learn some of the underwriting.

However, if you want to target older ages, you'll want to get the basics - and I'd suggest to (quite literally) read a carrier product underwriting guide or two. You'll learn a lot - like what is auto-decline, etc. Read a few applications as well - you'll begin to identify the knock-out questions.

Last tip - let's say you pick 3 carriers to start with. Client has "X" condition - a decline or rate up with all three. This is a good time to start looking for a new carrier to see if any take this unique medical condition.
 
Start studing this book and keep it on your desk for reference. If somebody asks you a question that you don't know the answer to, tell them you'll find out and get back to them about it. Don't make anything up. https://www.medicare.gov/pubs/pdf/10050-Medicare-and-You.pdf

Learn how to underwrite. Pick out 3 companies that are competitive in your area and learn their health questions and their underwriting guides. Put together a cheat sheet showing which company will take diabetes with a stent, for example. Try to have one of your companies be one that's liberal on underwriting, like Bankers Fidelity.

If you have Medicare and You, the apps and a cheat sheet on your desk you'll have the answers, it just might take a little longer to find them.

Good luck.
Thank you
 

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