Originally Posted by midwestbroker
Clarity is what they want. It is more education then selling.
- If they have been on Medicare for a while, the fear of changing can be a big one. You can sell them on the insurance, but you also may have to sell them on the benefit of change.
Midwest is 100% correct. I don't "sell" Med Supps either. I "sell" myself and educate the prospect about Medicare and Medicare Supplement policies. I have mentioned before that at least in Missouri, if I know a prospect has either a Plan F or C, and I can get an appointment with them, then I will write an app before I leave their house 90% of the time. The plan I will write is a D.
I take a logical approach, not emotional, and when I finish educating them about the different plans available, they always see the benefits of a D over Plans C and F or even a G.
Medicare Supplement policies are possibly the easiest kind of insurance to sell. If sold right they are also very easy to keep in force with your client.
Very few of my clients switch just because the company has had an increase.
Actually, "selling" them on the benefits of changing is almost not necessary after a good educational presentation. Especially if it includes the provision of no pre-existing conditions and setting the effective date far enough in advance that they have the new policy before they cancel their existing one.
This goes a long way in putting their mind at ease. Building trust during your presentation is imperative to making everything work.
I spend a minium of almost two hours with a prospect. Trust can't be built in 30 to 45 minutes. At least I can't do it.