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Reply to Medicare Supplement Telemarketing Script     
Old 12-28-2007, 01:51 PM   #1
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mcday on Medicare Supplement Telemarketing Script - Insurance Forum
 
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Medicare Supplement Telemarketing Script Medicare Supplement Telemarketing Script
I did my DNC registration and ordered a list this week for ages 65-75 with $20k+. I should have the list later today or tomorrow.

Although I've done telemarketing in the past, I'm unsure as to the best telephone script to use when contacting Seniors about Medicare Supplement insurance.

Any ideas?
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Old 12-28-2007, 02:35 PM   #2
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The New Guy on Medicare Supplement Telemarketing Script - Insurance Forum
 
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Medicare Supplement Telemarketing Script Re: Medicare Supplement Telemarketing Script
I think if you do a search with the wording of your question, you will find a few threads on one, or at least a discussion.
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Old 12-28-2007, 03:40 PM   #3
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Medicare Supplement Telemarketing Script Re: Medicare Supplement Telemarketing Script
"Mr. Johson, this is Bob Levine. I'm a Medicare Specialist, here in Atlanta. I was calling to find out if you have received your 2008 Choosing A Medicare Supplement book yet?"

if Yes.

"Great. What I'd like to do is stop by one day this week, and go over some of the key points you should be aware of for 2008. What time on Tuesday looks good?"

if No.

"Not a problem. I've got a copy with me. Let's get together and go over some key points you should be aware of for 2008. While I'm there, we can call Medicare, and get yours ordered. Fair enough?"

Don't talk product or company over the phone. If they ask, simply tell them you need to sit down with them first. Then, once the two of you figure out what's best for them, in the way of Medicare coverage, only then will you show them proposals.

Based on how the conversation goes, ask if there is a son or daughter that might want to have sit in on the conversation.

The senior market has been abused by the insurance industry for too long, and you must be:

Ethical
Honest
Patient
Humble
A good listener
A great note taker
Empathetic (but not sympathetic)
Willing to accept a cup of coffee, tea, soda, or banana bread if offered

Just my two cents worth.

Happy 2008 everyone.
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Old 12-28-2007, 04:11 PM   #4
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Medicare Supplement Telemarketing Script Re: Medicare Supplement Telemarketing Script
Originally Posted by Bob_The_Insurance_Guy View Post
The senior market has been abused by the insurance industry for too long, and you must be:

Ethical
Honest
Patient
Humble
A good listener
A great note taker
Empathetic (but not sympathetic)
Willing to accept a cup of coffee, tea, soda, or banana bread if offered
Looks like SAI will need a new profession!

By the way, very good post and you are correct about what you must be. You also must be willing to tell them they made a great choice LAST year, but can do better THIS year. It's important to not let them think they are stupid. They did not go to "insurance buyers' school."

Rick

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Old 12-28-2007, 07:04 PM   #5
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Medicare Supplement Telemarketing Script Re: Medicare Supplement Telemarketing Script
Originally Posted by Bob_The_Insurance_Guy View Post
"Mr. Johson, this is Bob Levine. I'm a Medicare Specialist, here in Atlanta. I was calling to find out if you have received your 2008 Choosing A Medicare Supplement book yet?"

Man, that sounds good. You work for the government right? Medicare specialist, government booklet, no mention of company or product.

Winter
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Old 12-28-2007, 07:12 PM   #6
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Medicare Supplement Telemarketing Script Re: Medicare Supplement Telemarketing Script
Originally Posted by GreenSky View Post
Looks like SAI will need a new profession!

By the way, very good post and you are correct about what you must be. You also must be willing to tell them they made a great choice LAST year, but can do better THIS year. It's important to not let them think they are stupid. They did not go to "insurance buyers' school."

Rick
Ha Ha Ha. I am always up for a cup of coffee. I have that one down.
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Old 12-28-2007, 09:16 PM   #7
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Medicare Supplement Telemarketing Script Re: Medicare Supplement Telemarketing Script
Originally Posted by mcday View Post
I did my DNC registration and ordered a list this week for ages 65-75 with $20k+. I should have the list later today or tomorrow.

Although I've done telemarketing in the past, I'm unsure as to the best telephone script to use when contacting Seniors about Medicare Supplement insurance.

Any ideas?
Noticed that you are a new member. Welcome!

I would like to direct your attention to the bottom of each thread page. There is always a list of threads of similar subject. This is often more productive than a raw search, because you can see threads that are more promising, and you can click on them quicker than typing in a search.
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Old 12-29-2007, 08:48 AM   #8
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Medicare Supplement Telemarketing Script Re: Medicare Supplement Telemarketing Script
Originally Posted by mcday View Post
I did my DNC registration and ordered a list this week for ages 65-75 with $20k+. I should have the list later today or tomorrow.

Although I've done telemarketing in the past, I'm unsure as to the best telephone script to use when contacting Seniors about Medicare Supplement insurance.

Any ideas?
If the prospect agrees to see you don't just leave the day and time open. I hear too many agents say, "I'm going to be in your area on Wed, will that be a good time for you?" Ninety plus % of people are going to say yes and then totally forget about your conversation after you hang up.

That is not an appointment! An appointment is a specific day and time.

When I have them on the phone, the main piece of info I want from them is the name of their current insurance company. If that's all I get from that phone call it has been a successful call.

A comment about the list you ordered. I would change the income to start at $12,000. At a beginning amount of $20,000 you are missing out on a huge portion of the senior population who are excellent prospects.

I have never had a lot of luck with people 65 and 66. They are like teenagers, they think they know more than we do. They want to make their own bad decisions. (That is a good thing for us.) Contact them when they are 67 and gently show them the error of their ways and put them with a good plan and company.

At 65 they will look at you like a a high-pressure insurance agent, at 67 you will look hero. (Okay, maybe I'm exaggerating just a little. )

When I order lists they are usually from age 67 to 78. There are still a lot of 78 year old seniors who can qualify for a supplement.

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Old 12-29-2007, 05:36 PM   #9
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mcday on Medicare Supplement Telemarketing Script - Insurance Forum
 
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Medicare Supplement Telemarketing Script Re: Medicare Supplement Telemarketing Script mcday is the thread starter for: Medicare Supplement Telemarketing Script

Thank you for all the good information. Bob, I like the script. Those threads mentioned at the bottom of the page have really good information in them too.

I'm going to switch up my age (67-78) and income ($12k+) demographics. That's a good point to remind them that they made a "good choice" last year.

Thanks again everyone.
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Old 01-05-2008, 09:45 PM   #10
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Medicare Supplement Telemarketing Script Re: Medicare Supplement Telemarketing Script
I still like Frank's script best: "Hello, You don't want to buy a Medicare Supplement policy from me, do you?"
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