T65 Cold Calling Vs 67 Plus.....NEED HELP!

[Jinsin77]

I am new selling med sups. I do not have the money right now to do mailer drops so all I can do is call off a purchased list of names. I bought a list a while back of age 65 to 83 and these are all within a 50 mile radius of where I live. I put the annual income as $20k to $45k. I have made a hundred or so calls and I know I need to make more calls, but it seems that if they already have a med sup and can afford it they don't want to even think of switching, and then I am also running into many that are so low on income that they are on MA plans and have no desire even to pay less than a hundred dollars a month for a plan N. Am I going about this in the wrong way? Is this the worst way to get started on med sups? Do I need to change something, or do I just need to make a more than a hundred calls per day? Really could use some help here. Thanks in advance!

 

[Crabcake Johnny]

Frank, clean up on aisle 4.

 

[bourbonlegend]

Take good notes about which plans they have. If they're on an MA plan then there's a good chance they won't be able to keep it after this year. If they have a standard medigap policy then call them back when you hear about their company taking a rate increase. The thing about most agents is that after they sell a policy they don't service it so they will be thankful for your return phonecall.

 

[DS4]

 

[Jinsin77]

One of the annoying things I find is that when I talk to people that have a med sup, they almost never know what they are paying nor do they care, they just say "Im happy with where I am at, AARP has been good to me I don't see the need to switch". If they don't know what they are paying and not willing to pay attention, how can I help them. I am sure that this is not true with everyone, but seems crazy that here are people that do this. Is it that bad trying to call T65's? At least they are looking for something and trying to get something done.

 

[DS4]

On the over 65'ers, you need to do fact finding. Prospects name, DOB, zip code, smoker, NS smoker, What Co are they with now, what plan, how much are you paying?.
You need this information to develop a sales strategy.
If you can't glean this basic information. Move on.
Most of us that have been working the senior market for may years, me 32 years, can get this information over the telephone before the appointment. It just takes experience.

 

[Jinsin77]

Do any of you do any cold calling from lists? How many calls do you make in a day and what are the best times to call? Also, I am set up to sell over the phone via IAPP and know people that do this, do any of you sell over the phone like this? Is it hard to get them to make a decision over the phone?

 

[DS4]

I would say 90% of my med supp sales are in my office. The other 9% through the mail, and 1% house calls.
You will find these numbers to be all over the board with other agents.
I know several agents where 100% of their sales are at the prospects house.
I know of one local agent where 100% of their sales are through the mail.

 

[Frank Stastny]

Thanks guys.

Jinsin77,

Give me a call. It will be so much easier for us to discuss it than for me to sit here and try to type is all out. It's not just a one or two line answer.

The call is free and so is the information. Call whenever it is convenient for you.

 

[Focus LTC]

Forget Cold Calling. That's for the birds.

This isn't a job, its a business. And all businesses have to spend money to make money. If you are tired of cold calling, hire a telemarketer or buy some leads or do both.

One thing you'll notice is that the more money you spend on getting in front of prospects, the more money you make!

Man up and drop some stacks on your business. I just did and it feels great