Insurance Agent Forum

[PrinceINC]

Hello everyone. I'm an independent agent in NC. Im 27 yrs old and have been doing this for 2 yrs. Im struggling with a lead program. Iv tried a few methods that dont seem to be that productive.

1st method was a mailer that they sent back and I just showed up using the "card" "Lead" to get in the door. I had much success getting in the door and presenting my presentation. Was not that productive though because people were not home most of the time and usually took many visits to get in the door. With gas being almost $4 id like to try another method.l

2nd method was a Unicare Telemarketing agent would book my appointments. That worked out really well had my best week of $3,000 + . Soon unicare called and said they were having trouble booking appointments and stopped :(

Now im trying to market to people just coming on to Medicare. Im sending pre-approach letters and following up with phone calls to those i can not on the do not call list. So far this has not been productive at all. No one is responding to my letters.When I call most just want to hang up.

3rd is an Internet lead company. They send me name and info of people who inquired about Medicare Insurance. Most are willing to talk but I have yet been able to book an appointment. They seem to be sending these names to MANY MANY people and the prospects are overwhelmed.

I have a great teacher in my Dad who has been a salesman all his life and in Medicare insurance for 20+ yrs. He was a top producer for BCBS in NC &SC for almost a decade. He has since moved on to Stock Market investments (day trader) and has not been active in the Insurance Market for 5 yr or so.Ever since BCBS changed their contracts.His method was he sent mailers out and people called him. He didnt have to call them they called him. So hes not as much help in marketing insurance now since hes been out of the loop.

I represent the best companies in the state and have the best prices in the state. Most of my success has been with Medicare Advantage more than supplement. People I run across just cant afford the premiums and I have the best in the state. Well Medicare Advantage period is over so I need to start selling Supplements again I just having a hard time with leads and marketing.

I was hoping to get some insight from agents who have been more active in the market and see what they are having the most success with. I enjoy what I do but Im starting to really feel the pressure during non medicare advantage times. I have a family to support and im running out of time. Please help.

[aslam_hogo]

Hey
Telemarketing still is the best source of getting thru the door.
I ve been working with several agents and tell you what its value for your money.
Lets work it out.

Call me to discuss further

Aslam
+1 7073472600

[GreenSky]

Originally Posted by aslam_hogo

hey
Telemarketing still is the best source of getting thru the door.
I ve been working with several agents and tell you what its value for your money.
Lets work it out.

Call me to discuss further

Aslam
+1 7073472600

Telemarketing may be the best source, but I suggest you do it yourself.

The response from Aslam is the same as his other posts - he is simply spamming the forum with requests for business. When I see 3-5 posts from agents he was worked with posting what a great job he's done, then I might believe him.

Also, I've tried an overseas's telemarketer in the past with horrible results. You are better off hiring someone on Craig's list at $8-10 an hour that YOU can control.

Just my opinion after 32 years in the business.

Rick

[theinuranceguy]

I agree with Rick 100%. DONT OUTSOURCE TELEMARKETING. Its cheaper if you do it yourself, even if you paid someone its still cheaper.

Try targeting people with Medicaid or people with a Low Income Subsidy, they have enrollment seasons all year round. Look at picking up some Special Need Plans to sell to them.

Also People with a chronic condition may enroll is SNP plans too.

Unlike many, I enjoy the "off Season". Dont get me wrong, alot of my income comes from Nov-March... but selling to the SNP prospects is really enjoyable... its more laid back and less rush rush.

Best of luck my friend.

[aslam_hogo]

Rick, your presumptions are as good as mr. george bush.
Keep your eyes open for the next few days.

Aslam

[GreenSky]

Originally Posted by aslam_hogo

Rick, your presumptions are as good as mr. george bush.
Keep your eyes open for the next few days.

Aslam

If you can prove what you can do, I will be the 1st to apologize. But all you've done thus far is say how wonderful you are. You need to prove it.

Rick

[InsuranceJosh]

Maybe you should go back to your MA clients and try to help them out with FE insurance.

And as far as selling Medsups... I would take a 2nd look at your phone script

[InsuranceJosh]

What part of NC are you in? I am in the mountains.

[rapidrobert]

Just get your non-responders list out; call them up and say "I have those changes in medicare and I'll be there tomorrow. Will 9am work for you?" You can book 15 appts a week doing that; its costs little to nothing and you'll sell 3-5 a week.

[PrinceINC]

Originally Posted by InsuranceJosh

What part of NC are you in? I am in the mountains.

Asheville but I work Canton to Morganton. NOt so much in Asheville

[InsuranceJosh]

Originally Posted by PrinceINC

Asheville but I work Canton to Morganton. NOt so much in Asheville

Thats funny, my dad was a top producer too(not for BCBS) and now sells securities but he is still into selling insurance. I live just down the road from you and my office is in Fletcher. If you ever want to meet up sometime just give me a call.

I dont sell to many MA plans but more Medsupps, FE, annuities and LTC.

Who does your dad work for?

Josh
</IMG>

[retread]

I am against outsourcing my telemarketing. Reason #1 is liability... if they make non-compliant pitch, I am still held responsible. Reason #2 is cost... I can do it myself cheaper. Reason #3 is customer relations... I want them to know me from first contact.

I am especially concerned with off-shore telemarketing. The cultural/language barrier is highly prone to non-compliance issues. Also, what if you have a dispute about charges? Legal recourse is dismal here as well as with compliance responsiblity.

[PrinceINC]

Originally Posted by InsuranceJosh

Thats funny, my dad was a top producer too(not for BCBS) and now sells securities but he is still into selling insurance. I live just down the road from you and my office is in Fletcher. If you ever want to meet up sometime just give me a call.

I dont sell to many MA plans but more Medsupps, FE, annuities and LTC.

Who does your dad work for?

Josh
</IMG>

He worked for himself for as long as I can remember. I actually live in Fairview so your even closer. All i seem to find anymore is people on MA's . WHen I find a supp they cant seem to pass the health questions .

[InsuranceJosh]

Like I said, Why not try and work with your MA client with FE insurance.

You can find my contact info in the link below. Just give me a ring if I can help you out sometime.
I Have A Lead In Another State.

[JRoot]

I don't sell Med Supps, so not sure if this is a good/bad idea...why not Market to Financial Advisors who have clients going into retirement? Most FA's don't do this stuff.

[tex]

Originally Posted by aslam_hogo

Rick, your presumptions are as good as mr. george bush.
Keep your eyes open for the next few days.

Aslam

Hey Rick, did this death threat from aslam pan out ?

[Frank Stastny]

I have been selling Med Supps since 1993, still am. I do not sell PFFS plans. I work in rural Missouri only, not St. Louis or KC. HMO's are not available for those folks and in my opinion PFFS plans are not what they should have.

I have tried every method available to market to seniors and this is what I have discovered. Turning 65 people are a waste of my time. They know a whole lot more about Medicare than I do. It takes them a year or two before they realize that they probably need some guidance in finding the best way to invest their premium dollar.

Direct mail leads are nothing more than a name, address and phone number that you pay way too much money for. People have no recollection of ever filling out the card.

Internet leads are also way too expensive for what they are. Too many "tire kickers" and people who don't qualify.

Buy a list, about $100 per thousand names. Order it for people from 67 to 78 with income starting at $12,000 per year.

DO NOT HAVE A THIRD PARTY CALL THOSE PEOPLE. No one, but no one can do a better job of contacting your prospects than you can. Maybe some day when you are very well established you can look into that but for now do it yourself.

The main question you want to ask is who do they currently have their insurance with. If that is all the info you get from them that has been a successful phone call. Keep that information in a safe, secure place where you can easily and quickly get to it.

When you hear, for example, that Bankers Life has a premium increase bring up all the people you have talked to that told you they had Bankers for their Supplement. Pick up the phone and give them a call. They will be very interested in talking to you and are ripe for buying from you.

I have not purchased a list or leads for at least two years. Most of the Med Supp insurance is either referrals or people I have talked to 12, 24 and sometimes 36 months ago. It takes a while to build a prospects database that large but there is no time like the present to start.

[jmrsjmrs]

Frank, please excuse the question...I'm a newb.

What source do you use to learn about rate increases for the supp companies?

Jeannie

[GreenSky]

Originally Posted by tex

Hey Rick, did this death threat from aslam pan out ?

Just like most others, we haven't heard back from this guy in quite awhile.

I've had "better" threats from others on this forum.

Rick

[Frank Stastny]

Originally Posted by jmrsjmrs

Frank, please excuse the question...I'm a newb.

What source do you use to learn about rate increases for the supp companies?

Jeannie

It's a good question.

Word of mouth is probably the best. Other agents, a good network of other agents in your area is the best. Prospects are also a good source.

As I call prospects, and after I ask who they have their insurance with, I always ask if their premiums are going up. They aren't a bit bashful about sharing that information with you.

Another good way is to call other insurance companies, tell them you are calling on behalf of your mother and would like to get some prices on their Medicare Supplement plans. They are equally eager to share this information with you.

I don't worry too much about what they are currently paying because I already know that 90% of them are going to have Plan F. It doesn't matter who they have their insurance with, I can usually blow Plan F out of the water simply by using logic. I also know, from past years, which companies usually have the most frequent increases and approximately how much they have been going up.

If their doctors accept assignment and they have Plan F they are paying way too much for their Supplement. I sell Plan D, occasionally Plan G if it is a lot less expensive, but when premium increases come around G along with F usually get the highest increases. I pretty much stay away from G also.

I sell Plan D for several reasons. It is less expensive than a Plan F, with some companies in Missouri almost $600 per year less. Unless companies increase all their supps by the same percentage, Plan D typically gets a smaller increase. Plan F always gets the highest increase.

Plan D has At Home Recovery, a $1,500 per benefit if they ever need it. Plan F does not.

When I meet with people who have an F and think they want another one I point out that the only reason the other agent sold them a Plan F is because it costs more. I tell them that all agents work on straight commission and therefore they make more money. That usually gets them ready to reach for a pen.

This is all assuming that their doctors accept assignment and in Missouri they virtually all do. There are some states that I have been told that a Plan F is less than a Plan D. Ain't so here.