Shark proof

[Medicare bro]

I have learned in this industry you can't just expect a client to be loyal. You have to teach a client how this industry works. I have had about 40 clients either text or call me about getting cards in the mail saying they can get extra food. I also have clients calling me and asking me about calls they are getting from India. I thought I was pretty good at "shark proofing" but apparently I can do better. To shark proof means that once the consultation is over you explain to the client what will happen next as far as calls and junk in email and snail mail. We all need to do our job well so that we can put these call centers out of business.

 

[somarco]

You probably need to upgrade your market and tie down the loose ends during the "close"

 

[rmhaire]

You probably need to upgrade your market and tie down the loose ends during the "close"

Upper and middle income could care less about a food card.

 

[Medicare bro]

Upper and middle income could care less about a food card.

The people calling me are middle and upper class, so that is not correct.

 

[rmhaire]

The people calling me are middle and upper class, so that is not correct.

Food cards are fairly new so naturally people are going to be curious. But curiosity is not necessarily an interest.

We're all being pounded with ads about food and grocery cards. Especially BookFace. Once you explain them that curiosity goes away.

It's the lower income market that will switch for anything that's flashy or shiny.

 

[somarco]

You can tie down your prospect by asking questions and helping them separate what they want, or think they want, vs what they need.

A referral I talked to last week THOUGHT he wanted his employer retiree health insurance because everyone else took the package. He thought his 30 years of "service" bought him a great plan at a low price.

I asked if he had compared the retiree plan vs the market, and he said he had not. He thought paying almost $200 per month + Part B was a good deal and the $3500 OOP + deductible seemed "about right".

I pointed out for a lesser outlay he could have access to any provider that takes Medicare, wouldn't have to deal with prior authorizations (which he was very familiar with) and would drop his OOP to $240 he was amazed.

He couldn't wait to get out of his retiree plan and pick OM + Medigap.

Ask questions and educate . . . stop trying to SELL something they can & will buy from the next offer that comes along.

I don't have to worry about someone coming behind me pitching the next best thing because they can't match what my client owns for life.

 

[annon123]

It's the lower income market that will switch for anything that's flashy or shiny.

Around here really some lower income seniors actually need the food cards and just plan to default on medical debt they can't pay (there is one system that won't cut off care nor sue you so it is pretty safe to do that, most all physicians are employees in one of the 4 systems here and that particular system is the largest locally) or have medicare or medicare "lite" (or if they don't then want $0 premiums) so don't pay that much attention to anything other than what is free.

 

[DNicholsIns]

I like the concept of ‘shark proofing’ it means that if a client wants to get into a meeting five minutes late every day, she should be told so at the very beginning of the cooperation. Perhaps even forwarding an email or a handout summarizing what follows or things to expect could do the trick? The thing with those call centers is so annoying but the better informed our clients are, the less of an influence they have.