Seniors Being Too Chatty

[akingsdaughter]

I set my own appointments and make cold calls. For the last two weeks, I've noticed that seniors are being too chatty which is negatively impacting my call to appointment conversion ratio. They are voicing their concerns over the possible "insurance for all" proposal as one senior called and don't understand why they are being asked to pay more for their health care. Of course, I say the usual things about formulary changes, annual price increase due to macro/micro changes, but overall they are angry. This long talk time is not good for me because I am getting less appointments. Because they are seniors, I am respectful and get off the phone as soon as I can in the best way I can if I see that I will not be able to help them.

Are any of you being impacted by this? If so, what are you doing to combat it? If not, how would you handle. As we get closer to Nov. 15, I want to talk to more seniors and not less.

 

[DS4]

I set my own appointments and make cold calls.

Are you "cold calling" seniors for MA & PDP???

 

[Frank Stastny]

Most likely it is because you are relinquishing control of the phone call/coversation. Maintaining control is imperative to your degree of success.

I get the four most important elements early in the phone call without allowing them to take control. (Name of company, how much they are paying, tell them exactly what it will cost if they had a policy with you and ask some general health questions.) Once I have that they can be as "chatty" as they want to be along as I can save them money.

They may be "looking for an argument" and you may be accommodating them.

 

[Winter_123]

I set my own appointments and make cold calls. For the last two weeks, I've noticed that seniors are being too chatty which is negatively impacting my call to appointment conversion ratio. They are voicing their concerns over the possible "insurance for all" proposal as one senior called and don't understand why they are being asked to pay more for their health care. Of course, I say the usual things about formulary changes, annual price increase due to macro/micro changes, but overall they are angry. This long talk time is not good for me because I am getting less appointments. Because they are seniors, I am respectful and get off the phone as soon as I can in the best way I can if I see that I will not be able to help them.

Are any of you being impacted by this? If so, what are you doing to combat it? If not, how would you handle. As we get closer to Nov. 15, I want to talk to more seniors and not less.

Chatty is when they want to talk about their poodle's last trip to the vet. Sounds to me like you are running into some MA rage and confusion because so many of them are crap, but to compound matters you are trying to sell them another one. Hmmmm. No doubt that does not work out well.

If I talk to someone on the phone about a med supp and they start getting chatty, all the better. They can't talk without me figuring out at least something about them and increasing the odds of hitting on some personal area we can connect. I have no problem shutting it down. If they keep going I just confirm to them that that is why we need to get together. Of course, you have to mix Frank's comments in there too. There is no getting together if the fundamentals have not been scoped out somewhere through the chit-chat. If I just want a friend I will get a dog.

 

[akingsdaughter]

Are you "cold calling" seniors for MA & PDP???

Med Supp and Final Expense

 

[DS4]

Med Supp and Final Expense

Good.
I don't think too many of your Ins companies would forward your commission renewals to your CMS prison cell.

 

[jdeasy]

If you don't want to talk to chatty people, then the senior market is not for you. I love that part of the business. They will talk to a person they trust. I don't do business with seniors that won't talk.

 

[G.Gordon]

Get off your money grubbing high horse and talk to em. They've been around more than you, know more than you, and if you can't spare a couple of minutes of your precious time... GET OUT OF THE BUSINESS. Stop worring about your appointment/hour ratio and LISTEN... really. Write stuff down and respond. If you have to call back look at your notes. You are probably the first person in a long time that took the time and that probably includes most of their family.

 

[VaDwayne]

Are you "cold calling" seniors for MA & PDP???

Good point.....

 

[HarryRenard]

I cant even belive someone posted this.
What next "Seniors not, salting and shoveling Walkways"
If you complain about prospects talking to much I cant imagine your that much anyway, Its when they dont talk you have to worry.