Sometimes Not Knowing is Best

[bboman23]

Great news. Thanks! .

 

[jdeasy]

I know you said I should know this. But your just using the Bank Authorization Draft form and setting a specific draft date within 30 days (or whatever the carrier allows) and using that rather than getting a check and filling out that portion of the app?

Is there any benefit to actually taking the check at POS, other than cementing the sale? And if cementing the sale is the purpose, why wouldn't you do it, unless they don't have the money until payday?

Though I can see the benefit of saying, "No Mrs Jones, I don't need any money today."

It's more work for me to have to collect a check and then mail stuff in. I did that this week for some 5 Star clients that are goling to be billed monthly. They require that you collect the first month in those cases. I mailed them Monday and Friday 5 Star still didn't have them.

For that lady she had already backed out once. I wanted it clear to her that she was paying for something.

I think new agents should collect checks. I believe RNA requires new agents to collect checks until they have been with them for 6 months. They were doing that. I don't know if they still are or not. They do give a 10% production bonus towarss the trips for collecting a check with application.

It's personal preference for me now. I don't any more trouble with the pay later than with the pay now people.

 

[nfl72]

When I was new in the car business back in the 70's we had to have something to take an offer to management. I took watches when they didnt have cash or check.

When I was new in this business it was hard getting used to the fact you didn't need money with an app. I actually think it puts the client more at ease wth their decision to buy when no cash is required.

As a rule I thinks its probably not a good sign when you have to argue with the buyer. Esspecailly when you have to prove them wrong.

But sometimes a "chit or get off the pot" is needed, especialy if its late and you have a long drive home!
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The thing about this business that makes getting deposits a mute point is this; If down the road they are not happy with anything all they have to do is stop paying.

In the car business when the tailights hit the curb it was a done deal.

 

[bboman23]

It's more work for me to have to collect a check and then mail stuff in. I did that this week for some 5 Star clients that are goling to be billed monthly. They require that you collect the first month in those cases. I mailed them Monday and Friday 5 Star still didn't have them.

For that lady she had already backed out once. I wanted it clear to her that she was paying for something.

I think new agents should collect checks. I believe RNA requires new agents to collect checks until they have been with them for 6 months. They were doing that. I don't know if they still are or not. They do give a 10% production bonus towarss the trips for collecting a check with application.

It's personal preference for me now. I don't any more trouble with the pay later than with the pay now people.

Can someone tell me if the 6 month thing with rna it's true?

 

[jdeasy]

Can someone tell me if the 6 month thing with rna it's true?

Just call them up and ask. I would guess they are not still doing it because I haven't heard it mentioned in a year or so.

 

[SportsNut]

I then told him that wasn't why we were meeting but I also did med sup and could probably save him a lot of money over Humana and asked him how much he was paying. He said "about $60/mo for plan F". He then pulled out his Humana card and it was indeed plan F. I then said that it costs much more than $60/mo. and I couldn't understand that price unless it was high D plan F. He then said he had his Rx plan with them and pulled out that card. Then he said he was pretty sure it was $60/mo but since they took it out of his SS check he wasn't positive. That's when the light came on for me and I told him that what he was paying from SS was his PDP. Big mistake to tell him that? He said he knew what he was paying for from SS and they wouldn't take his PDP premium out of his SS check because he had tried to get them to and said they couldn't. So then I asked how he paid for it and he said from his checking account and it was $195/mo.

Here I'm thinking I have an easy sale since AmCon's F was over $50/mo less. So I tell him he just has it backwards

"A confused mind ALWAYS says NO"

I have encountered the supposed easy sales a number of times, only to walk out the door with zip-nadda. My analysis tells me that what occurs here is information overload on the part of the client and somewhere in that presentation they turn us OFF. Think of it this way... how much information do we as ins agents who have an in-depth understanding of Medicare have to have...? A LOT. On the other hand a M'care beneficiary doesn't have to know squat, and furthermore almost everyone of them harbor some degree of misinformation about what they have. So our chances of further confusing them are a factor, especially if we are moving from subject to subject; FE to M'care. Overwhelming...

So I've pretty much adopted the policy that I stay on topic... if I am there to do FE, that is what I do. I may ask them about their M'care, mention that they could potentially save some $ on what they are doing... and then get back to FE. If they want more info on the Supp topic, I just tell them "lets leave that for another day". It seems to work so much better than trying to cover way too much info in one sitting, then confusing the client or coming across a point of disagreement and getting Zip-Nada in the end.

Oh... and I've adopted this policy, then come across what I think is a laydown and violated the policy, only to reaffirm why I have the policy to begin with. Reminds of this punch line the analogy... Old bull says to the young bull: "Lets just walk down there and ***** all of em" In other words, lets not get in a hurry and we will/may get all of the biz.

 

[jdeasy]

"A confused mind ALWAYS says NO"

I have encountered the supposed easy sales a number of times, only to walk out the door with zip-nadda. My analysis tells me that what occurs here is information overload on the part of the client and somewhere in that presentation they turn us OFF. Think of it this way... how much information do we as ins agents who have an in-depth understanding of Medicare have to have...? A LOT. On the other hand a M'care beneficiary doesn't have to know squat, and furthermore almost everyone of them harbor some degree of misinformation about what they have. So our chances of further confusing them are a factor, especially if we are moving from subject to subject; FE to M'care. Overwhelming...

So I've pretty much adopted the policy that I stay on topic... if I am there to do FE, that is what I do. I may ask them about their M'care, mention that they could potentially save some $ on what they are doing... and then get back to FE. If they want more info on the Supp topic, I just tell them "lets leave that for another day". It seems to work so much better than trying to cover way too much info in one sitting, then confusing the client or coming across a point of disagreement and getting Zip-Nada in the end.

Oh... and I've adopted this policy, then come across what I think is a laydown and violated the policy, only to reaffirm why I have the policy to begin with. Reminds of this punch line the analogy... Old bull says to the young bull: "Lets just walk down there and ***** all of em" In other words, lets not get in a hurry and we will/may get all of the biz.

I do the same and usually only ask about the med sup after we are done with the FE business. Since he brought it up and also let me know he was looking elsewhere I did get off track.

Maybe should have seen it coming but I don't really know how in this case. Not meeting in a restaurant would have been a good start though.

 

[WinoBlues]

I've done the same thing. Not medicare but quoting other family members. Before I get all the ink on the case I am there to do. Rookie mistake. But every once in a while... Did just that on Friday and the PHI company closed. Now I need to go back today.

 

[Rearden]

"Simplify, simplify, simplify!"

Henry David Thoreau

 

[jdeasy]

I've done the same thing. Not medicare but quoting other family members. Before I get all the ink on the case I am there to do. Rookie mistake. But every once in a while... Did just that on Friday and the PHI company closed. Now I need to go back today.

Yep. I lost control of the conversation. I've been doing this long enough to know better but sometimes it just happens.