So far this week I have written four Med Supps for two couples. That in of itself is not worthy of starting a new thread.
What is significant about that is that they called me and asked me to sell them a Med Supp. All four had AARP, all four said they were fed up with AARP's stand on whats his name's health care proposals.
AARP is rapidly falling out of grace with seniors. They are finally seeing AARP for what they really are. An organization that exists, not to help seniors, but to bleed them of every cent they have. (I'm holding back.)
For all those agents who are keeping track of who the people you are calling have their current policy with now is the time to drop the hammer on everyone you have talked to who told you they have AARP and "love them". When you call them back ask them what they think of AARP's stand.
Normally seniors will not pay more to take a Med Supp than what they are currently paying. In talking to the first couple the guy said, when I got there, "I don't care what it costs, I'll take it." I was able to save them money but I really think he would have taken it even if mine was a few dollars more.
This is an incredibly unique opportunity and may not last for very long. Get on the phone and start calling all those AARP people you have talked to in the past and make sure you have a couple of extra pens handy so you don't run out of ink.
------------------------------------ Professional Medicare Supplement Sales Training, Coaching and Support.
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The 4 seniors I'm closest to have all cancelled their memberships. I have a feeling AARP will be ummm, taking liberties in the future regarding their true membership enrollment.
After all, only AARP knows how many members they really have. I can say I have 15,000 members if I want - try to prove me wrong.
Also, watch the word "representing." The national chamber of commerce just got caught with their pants down on this. Actual membership was millions less then they stated however they said they "represented" millions of businesses and according to them you can represent people without having them become members.
Right, so I "represent" 50,000 health insurance agents.
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Last edited by healthagent : 11-18-2009 at 07:33 AM.
FRANKIE SAID - "All four had AARP, all four said they were fed up with AARP's stand on whats his name's health care proposals."
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Sounds to me like your exploiting the health care reform talk just like the side winding politicians are. What you might try doing is telling the seniors the facts. The fact is that unless you are a senior on medicare advantage this health care reform will have no bearing on you what so ever. For the over 90% of the seniors that are on medicare with supps this health care reform will not change one single thing. The only change that might affect some of them is that the drug companies have agreed to only charge half price on brand drugs when they are in the doughnut hole in their drug plans. Thats it period. You tell them that cuts to the Medicare Advantage program are costing Medicare more money then origional medicare and that it will actually make the medicare program they love much more secure for them when MA is gone or at least scaled back. Then you tell them that it is their grand children who are the ones that are going to get hurt. You tell them that its their 23 yr old grand daughter whos a waitress at IHOP that is going to geet hurt the most when they force her to buy healthcare insurance. You tell them that the insurance lobbies and the republicans know that trying to get the young people fired up is a lost cause and that is why all their advertising and attack ads are aimed at getting the elderly fired up. You tell them that 90% of the health care problem has nothing to do with the insurance industry. You tell them the #1 reason this health care reform bill is a failure is because the Doctors and Hospitals have been given a free pass and they are 90% of the problem.
"I'm come to the conclusion that Yoda is here simply because he has no life. Probably posting from his room at the rehab center."
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Im sorry its just Frankie is so full of crapola its tough not to comment. I mean really who has a list of people laying around that they have talked to made up of AARP med supp holders? That list dont exist or should not exist. First of all you should of sold them a better supp when you talked to them the first time. Second of all the odds of 2 couples calling you out of the blue to switch their AARP supps in the span of a week or two are zero point $hit! Excuse me for thinking out loud! Sorry
Yoda - If you are saying it affects everything about their life, how do you turn around and say it doesn't have any impact on them?
You say that it doesn't have any bearing on their medicare, but that their children and grandchildren will be impacted negatively. You want them to support the bill? You want them to support the company that supports the bill? I'm confused!
Frank isn't trying to give them an opinion, he is simply acting on an opinion they have. I think its good marketing and a good sales tip. Sales is always about finding someones pain point and helping them out. Not sure why you would want anything different.
"You say that it doesn't have any bearing on their medicare, but that their children and grandchildren will be impacted negatively. You want them to support the bill? You want them to support the company that supports the bill? I'm confused!"
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Im saying it dont matter if we support the bill or not its going through and one of the good things is it will not affect most seniors anyway. Our government is FUBAR and their is little difference between democratic snakes and republican snakes as they are all puppets of the rich and corporate america. Sadly its out of the seniors hands at this point as they will be dead and gone before we see the next attempt to deal with astronomical medical costs.
Uhm..... Yoda. The Health Reform Bill WILL affect every senior out there because our government is trying to reduce reimbursement rates. Most Doctors do not make enough now from Medicare and most that I have spoken with say they will quit accepting Medicare patients if the rates are cut.
I think you better study this a little more before taking such a hard stand.
Now I don't know Frank personally, but I respect every thing he has said. You had better pay a little attention to him instead of bad mouthing him.
"Most Doctors do not make enough now from Medicare and most that I have spoken with say they will quit accepting Medicare patients if the rates are cut."
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Thats pure bull crap! The DR's have become millionaires off of medicare. The DR's are not making enough money off medicare which explains why they all live in half million dollar houses and drive brand new cars right? No the DR's will not stop seeing people on medicare because that would mean the only people they would see would be the rich people and there are not enough rich patients out there to pay for all their million dollar homes and country club memberships. Any DR that says he will not see medicare patients if they cut back a little is full of crap. Any DR that says he will not still get rich if they cut his reimbursements back a little is full of it. Wake up and smell the roses the DRs and the hospitals are the problem stupid and they are getting a free pass with this supposed health care reform.
You neo-cons are something. No one can disagree with you on anything. If they do, you agents just pile-on with one personal attack after another.
I am so glad that I'm of a totally different generation, a totally different political culture, and a totally different mindset than all of the rest of you.
Let me ask you this, Newby. When you go on a sales call and the client disagrees with you, do you just ask him if he is "trying to look ignorant?"
I guess you would. And I guess it works for you and the rest of you.
Listening to you (and the rest of you) my guess is that our own resident sales trainer is probably where you learned your sales methodology from. I suppose the intimidation thing still works and that men like you can be successful with it in the areas you live. I wonder if it would work with a more upscale clientele where I live?
I thought the "old-school" aggressive sales guys like you had gone the way of the dinosaurs. Obviously not... at least not in the social and economic "climate" you guys market to.
If the Rush Limbaugh "Excellence in Salesmanship" is working for you, who am I to disagree. Perhaps I need to learn something here.
Go beat the crap out of 'em, Newby. It looks like you are doing very well for yourself. It's too bad you have to bring it to this venue, but as the old saying goes, "If a frog had wings... ."
That said, maybe guys like me need to learn how to be more aggressive and intimidating in our sales approach as men like you are. It seems to work for you and all the other neo-cons in this venue. I didn't (won't) make 6-figures this year. Not even close. But I bet you did... as did most of the others here.
Maybe I better pay more attention to how you neos sell and perhaps I can do better myself.
Thanks for opening my eyes to this, Newby. Maybe I shouldn't be so glad that I'm so different from you.
Let me put this in more simple terms and explain it so everyone can understand it.
The first couple called me, they were a referral from an existing client. After we talked the husband called a friend and told him I could switch them from AARP and save them money He then gave his friend a call and gave him my phone number. His friend then called me to see if I could also switch them and save them money. Both guys had been talking about AARP and were pissed at them for their position and had talked about dumping AARP.
I have my Prospects Database full of people who I have talked to in the past who told me the name of the company they had their insurance with when I initially called but for whatever reason weren't interested in switching at the time. Retrieving a list people who have their insurance with a particular company is as simple as clicking the print button.
I sell Med Supps all the time to people I have talked to initially 12, 24 and even 36 months ago. When their current company has a premium increase I print a report showing everyone who told me they had that company the first time we spoke. When I call them back after they have just gotten the increase it is almost an automatic sale.
I guess I just assumed that all professional insurance agents were extremely well organized and were aware of and using technology to work smart. Apparently there are some who are still using a Big Chief Tablet and a sharp Crayon.
According to AP and CBO, the bill would cause Medicare premiums to increase by $49 BILLION over the next decade. I'd say seniors have a right to be upset with an organization supposedly working in "their" interests which supports this kind of cost increase.
Seniors would pay $49 billion in higher premiums over the next decade as a result of legislation headed for a House vote that raises fees for doctors treating Medicare patients, according to an estimate by congressional budget officials.
If his clients said they are fed up, how is Frank exploiting anything?
And it's not "it don't matter" it's "it doesn't matter."
So I'd say Yoda is not trying to be ignorant at all. In fact didn't (the wise) Yoda says there is no try, just do or do not?
LMAO!
Originally Posted by Yoda
FRANKIE SAID - "All four had AARP, all four said they were fed up with AARP's stand on whats his name's health care proposals."
===============================================
Sounds to me like your exploiting the health care reform talk just like the side winding politicians are. What you might try doing is telling the seniors the facts. The fact is that unless you are a senior on medicare advantage this health care reform will have no bearing on you what so ever. For the over 90% of the seniors that are on medicare with supps this health care reform will not change one single thing. The only change that might affect some of them is that the drug companies have agreed to only charge half price on brand drugs when they are in the doughnut hole in their drug plans. Thats it period. You tell them that cuts to the Medicare Advantage program are costing Medicare more money then origional medicare and that it will actually make the medicare program they love much more secure for them when MA is gone or at least scaled back. Then you tell them that it is their grand children who are the ones that are going to get hurt. You tell them that its their 23 yr old grand daughter whos a waitress at IHOP that is going to geet hurt the most when they force her to buy healthcare insurance. You tell them that the insurance lobbies and the republicans know that trying to get the young people fired up is a lost cause and that is why all their advertising and attack ads are aimed at getting the elderly fired up. You tell them that 90% of the health care problem has nothing to do with the insurance industry. You tell them the #1 reason this health care reform bill is a failure is because the Doctors and Hospitals have been given a free pass and they are 90% of the problem.
------------------------------------ "Without agents, you have no agency!"
Frankie said- "I guess I just assumed that all professional insurance agents were extremely well organized and were aware of and using technology to work smart. Apparently there are some who are still using a Big Chief Tablet and a sharp Crayon."
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Nope! 3in by 5in lead cards my friend! They are the shiznit! I had guys teach me all those tricks with saving records of all your calls on computers clear back in 1991. I dont want to be like some demon dog that has latched onto someone and will be chasing them for a sale to the ends of time. That approach is hard core to me and I dont want to be like that. I call them or go out to their house or they come see me and a hard no means no. Theres plenty of fish in the sea and leads are not that expensive that I have to recycle them over and over.
- - - - - - - - - - - - - - - - - -
ROBLIANO SAID- "If his clients said they are fed up, how is Frank exploiting anything?
And it's not "it don't matter" it's "it doesn't matter."
So I'd say Yoda is not trying to be ignorant at all. In fact didn't (the wise) Yoda says there is no try, just do or do not?
Hey huckster what up! I finally clicked on to your web site the other day to see what was up with your scam. What a joke! Ha Ha Ha! Let me see if I got your story right now. You are on this site trying to recruit agents to take your $3000 dollar sales training course over the net. Now really how many of these guys are you going to suck into that at $3000 a shot. You know if you were even 1/5th as good a salesman as you claim you are you could make that $3000 dollare 3 times as easy just going out and selling a LTC plan. Or are you going to tell me you could do that but since you are such a wonderful caring soul you want to spend your time helping agents?Trick or treat did I say that yet!
Last edited by Yoda : 11-18-2009 at 11:15 AM.
Reason: Posts merged
You neo-cons are something. No one can disagree with you on anything. If they do, you agents just pile-on with one personal attack after another.
I am so glad that I'm of a totally different generation, a totally different political culture, and a totally different mindset than all of the rest of you.
Let me ask you this, Newby. When you go on a sales call and the client disagrees with you, do you just ask him if he is "trying to look ignorant?"
I guess you would. And I guess it works for you and the rest of you.
Listening to you (and the rest of you) my guess is that our own resident sales trainer is probably where you learned your sales methodology from. I suppose the intimidation thing still works and that men like you can be successful with it in the areas you live. I wonder if it would work with a more upscale clientele where I live?
I thought the "old-school" aggressive sales guys like you had gone the way of the dinosaurs. Obviously not... at least not in the social and economic "climate" you guys market to.
If the Rush Limbaugh "Excellence in Salesmanship" is working for you, who am I to disagree. Perhaps I need to learn something here.
Go beat the crap out of 'em, Newby. It looks like you are doing very well for yourself. It's too bad you have to bring it to this venue, but as the old saying goes, "If a frog had wings... ."
That said, maybe guys like me need to learn how to be more aggressive and intimidating in our sales approach as men like you are. It seems to work for you and all the other neo-cons in this venue. I didn't (won't) make 6-figures this year. Not even close. But I bet you did... as did most of the others here.
Maybe I better pay more attention to how you neos sell and perhaps I can do better myself.
Thanks for opening my eyes to this, Newby. Maybe I shouldn't be so glad that I'm so different from you.
Al
Let me type slowly AL#3 so maybe you can follow.
Yoda, was acting as if keeping organized data on your prospects was a waste of time. That is ignorance of the highest order.
A professional salesperson keeps record of anything important that anyone tells him and has it organized in such a way that he can find it again when he needs it.
Through Frank's calls, anyone who tells him "I have XYZ insurance and I am happy with it" becomes an inportant piece of data. It's just a matter of time until XYZ (choose one) gets sold, hikes rates, goes out of business, changes coverage plans, or maybe even angers their clients from a political viewpoint. This is an opportunity for perfect timeing to follow up and see if they would like to talk again.
It's not high pressure. It's working smart.
AL#3 you often make statements that most of your clients are very wealthy however you don't make a great income from your insurance work. Why don't you just target the middle-income people next year and see if it doesn't work much better for you? Do you think those of us who aren't rich have cooties or something?
------------------------------------
J Scott Burke
Funeral Preplanning
Life Insurance
Medicare Supplements
Long-Term Care Insurance
Annuities
Indiana, Kentucky, Tennessee www.newburyfinancial.com
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