Telephone Prospecting Question for Med Supps

[5pill]

Here are the questions: I had more than one...lol

When I start calling MS prospects, will I detect more interest? Will they be more receptive, than asking someone to buy Life Insurance?

Do they feel as though they can't live without it? Do you get more positive responses per hour if you call, as I do? I get 2-4 lukewarm responses per hour calling FE prospects.

Thanks for your responses.

 

[Frank Stastny]

Here are the questions: I had more than one...lol

When I start calling MS prospects, will I detect more interest? Will they be more receptive, than asking someone to buy Life Insurance?

Do they feel as though they can't live without it? Do you get more positive responses per hour if you call, as I do? I get 2-4 lukewarm responses per hour calling FE prospects.

Thanks for your responses.

For me the answer to both your questions is yes. However, it is going to solely depend on how good the agent is on the phone.

Is the agent picking up the phone and "winging it"? Does the agent have a smooth, conversational phone presentation as opposed to reading a "script"? In other words does the agent give really good phone?

The one difference in selling Med Supps over selling any other kind of insurance is when I make a sale I save my prospect money. When I leave they have more money in their pocket, not less. I'm not asking them to spend more money. All seniors are interested in saving money.

Virtually all seniors believe that Medicare by itself, Part A and B, is not adequate health insurance coverage, that they must have something in addition to just Medicare. In sixteen years I have probably only talked to a hand full or two of seniors who only have just Medicare.

So yes to both your questions. They are going to be more receptive and having more than just Medicare it is something that they feel they can't live without.

Wouldn't you rather talk to someone who is going to save you money as opposed to talking to someone who wanted you to spend money?

 

[redrocker]

In sixteen years I have probably only talked to a hand full or two of seniors who only have just medicare.

I agree. I think your odds are better with everyone who believes they need the insurance(almost everyone), versus one in ten who think they need final expense. (another made up statistic, I have no idea what the actual percentages are.)

I love this business. Seniors are the best Clients!!

 

[Justin Bilyj]

In other words does the agent give really good phone?

Wouldn't you rather talk to someone who is going to save you money as opposed to talking to someone who wanted you to spend money?

Great words frank. My issue is finding someone that doesn't have an MA plan with a 0 monthly premium....

Thanks for the wisdom again frank!

 

[Frank Stastny]

...My issue is finding someone that doesn't have an MA plan with a 0 monthly premium....

That can be difficult when marketing in large metro areas. I believe that will change beginning the end of September next year. At that time I plan on marketing Med Supps in the greater St. Louis and KC metro areas.

I will be able to offer them either Med Supp Plans M or N. I'm pretty confident that I will be able to show them that choosing either M or N is going to be a much better investment for them. I really don't think that there will be very many zero premium MA plans for 2011.

Right now the easiest seniors to market to are those who live in rural areas where they do not have the option of taking an HMO. That's why I only sell in the country. I run into very few PFFS plans by marketing in those areas.