I'm still a bit new at this independent thing. I've read alot of information in regards to what works best when it comes to selling Med Supps. From what I can gather, and it makes sense to me based on the short bit of experience I have, it's easier to go after the prospects who already have a Med Supp with another company. So far I'm doing decent with that. When I say decent, basically I'm getting by on personality. If my phone skills were better I could get more appointments. Also when I say skills, i really mean "what I'm saying". My ability on the phone is good, but I lack confidence in what I say or ask. The people I get appointments with mostly are those who are looking for me and my timing is right.
I know if I had a better script, I could do better. If I knew what questions to ask, I'd do better.
Even harder though are the T65 folks. I have a killer list right now that I feel like I'm burning, because I feel like I'm saying the wrong things. What is the best approach with T65 people?
Does anybody have any good telemarketing scripts for prospecting Seniors for med supp?
I know if I had a better script, I could do better. If I knew what questions to ask, I'd do better.
Even harder though are the T65 folks. I have a killer list right now that I feel like I'm burning, because I feel like I'm saying the wrong things. What is the best approach with T65 people?
Does anybody have any good telemarketing scripts for prospecting Seniors for med supp?
Please help!
Regarding turning 65 people. I give "great phone" and over the last 14 years I have found nothing that has been successful with people turning 65. Logically they are the best group to contact. In reality they have proven to be the absolute worst people for me to try to sell Med Supps to.
The only turning 65 people I sell to are referrals. When I order a list it is for people 67 to 77. They have proven to be my best prospects.
Regarding what questions to ask. If you would want to give me a call we can discuss what I say and ask and how you can work that into your initial call. My toll-free number is listed below. If I'm in the office, I always have time to talk to another agent.
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Medicare Supplement Sales Training and Coaching.
"The Perfect Contact Management Program (CMP) for the Insurance Professional" www.YourInsuranceOffice.com
877.633.0808
Also, is there a place where I could pick up a Medicare & You 2007 Guide? I have the electronic form, but am not very interested in printing 116 pages.
I tried ordering one from 1800-medicare, but no success thus far.
Also, is there a place where I could pick up a Medicare & You 2007 Guide? I have the electronic form, but am not very interested in printing 116 pages.
I tried ordering one from 1800-medicare, but no success thus far.
Your local Social Security office may have one. If not, call one of the companies you are licensed with.
I am going to call a list tonight for about 90 minutes. I can't wait to see the results..I hope. Most of the direct mail leads that are getting returned to me are people on MA plans. BUMMER. I also have not had luck withT65. So its not just Frank. But I was captive when I was targeting T65, so maybe it is Frank. LOL. Frank, If I do not do well tonight I will be calling you.
I think that everybody and their brothers uncle are targeting T65's. Too many calls going on. I send them a very nice first approach letter letting them know that they will be getting a lot of telephone calls about them turning 65. I also let them know that I will contact them in a couple of weeks to see if they are totally confused and if there are any questions I may answer for them. Naturally, I only answer a simple ones and set an appointment for the rest. Something different...
I am going to call a list tonight for about 90 minutes. I can't wait to see the results..I hope. Most of the direct mail leads that are getting returned to me are people on MA plans. BUMMER. I also have not had luck withT65. So its not just Frank. But I was captive when I was targeting T65, so maybe it is Frank. LOL. Frank, If I do not do well tonight I will be calling you.
Senior,
If you can figure out how to sell Med Supps to people turning 65 I think you can make a fortune. I'm not talking about a few, I'm talking about the majority of the ones you contact.
You will be able to sell your "system" and never have to sell insurance again. You can call yours, "Your Insurance System".
Call me any hour of the day or night and I will welcome your call.
I think that everybody and their brothers uncle are targeting T65's. Too many calls going on. I send them a very nice first approach letter letting them know that they will be getting a lot of telephone calls about them turning 65. I also let them know that I will contact them in a couple of weeks to see if they are totally confused and if there are any questions I may answer for them. Naturally, I only answer a simple ones and set an appointment for the rest. Something different...
That is the best idea I have heard yet. It may be the only thing I haven't tried.
If it works, make up a series of letters and market them as a package. Agents on this board are always asking for "scripts", news letters and approach letters. If they are really good I may want to add them as an additional option agents can purchase along with YIO.
I like the idea in theory, but I doubt the return on that investment is good enough to live off.
As for cold calling, within a 9 county radius of my home there are a whopping 169 people I can call on every month who are turning 65 and not on the DNC list. That is why I have stopped targeting them as well.
This is one of my problems I have been trying to figure out. I am not out in the field, I have a broker referral contract with SH, so I cold call and my fiance closes the deals. And like everyone else, I have a lot of leads of people turning 65. I have not yet figured out what is the best way to set an appointment for these people. It seems like everyone I have talked to had questions for me regarding getting on medicare and I was not prepared to answer them.
So my next step of action is going to be to research the exact process of getting on Medicare and hopefully I will feel more confident when I get on the phone.
Any tips of anything else I should know would be greatly appreciated!!
This is one of my problems I have been trying to figure out. I am not out in the field, I have a broker referral contract with SH, so I cold call and my fiance closes the deals. And like everyone else, I have a lot of leads of people turning 65. I have not yet figured out what is the best way to set an appointment for these people. It seems like everyone I have talked to had questions for me regarding getting on medicare and I was not prepared to answer them.
So my next step of action is going to be to research the exact process of getting on Medicare and hopefully I will feel more confident when I get on the phone.
Any tips of anything else I should know would be greatly appreciated!!
I can't imagine what kind of questions people would have about getting on Medicare unless these were people not 65 and trying to get on SS disability.
Everyone who has worked and paid SS for 40 quarters is automatically put on Medicare Part A and Part B when they turn 65 unless they have not filed to receive SS. For those people, all they have to do is go to the SS office and tell them they want to go on Medicare. There is nothing else for them to do.
Knowing everything that has transpired since 1990 would be very helpful starting with the standardization of Med Supp policies and why that took place. Also very important are the major changes that took place in the mid 90' and how those changes dramatically changed the Med Supp policies that are best for people.
Know what Skilled nursing is when and how it is used and why Medicare cuts people off of Skilled Nursing. Know what hospise is and what Medicare does and doesn't pay for. Also Home Health care. When do they get it, how long can the use it and what all does Medicare pay for.
Having complete knowledge of all of the advantages and disadvantages of Med Supps and Advantage plans would also be very helpful. Advantage plans have their place but...
An agent cannot simply sell any of the options available based on price alone. Anyone who does may be doing their client a huge disservice.
Example, people who take an HMO and lose their Medicare, yes they do because their Medicare card becomes worthless, and travel a lot are going to be at a big disadvantage when out of town. Those who take a PFFS plan may not only be at a disadvantage when traveling, but also where the live even if their current doctor takes PFFS plans.
I have a real problem with agents who push Advantage plans to someone who can easily afford a Med Supp just because the commission is high and the premiums are low. Especially if that person travels out of their home area.
Knowing all of that is just a start. Learning how best to use all that info to help your prospect make a well informed, intelligent decision when all they are interested in is "something cheap" is what we are suppose to do. At least I think so.
Good luck with your research, learn it all and you will never have a question you can't answer.
I have had people tell me 3 months after they are 65 that they have not received anything and I did not know what to tell them because I did not know how the process worked, that is when I put that list down and won't pick it up again until I have figured it all out.
I have had people tell me 3 months after they are 65 that they have not received anything...
That is very, very strange. I have been working in the senior market for 14 years and I have never had anyone tell me that after they had turned 65 that they still had not heard anything from Medicare. Several have said that they didn't receive their Medicare Card until 3 or 4 weeks before their birthday but they had already received a letter from Medicare.
You must be calling extremely wealthy people who are not planning on drawing SS benefits at age 65. Signing up for SS automatically puts the person on the list to receive Medicare. Either that or you are calling people who have not worked the 40 quarters necessary to qualify for Medicare.
[quote=Frank Stastny;30905]I can't imagine what kind of questions people would have about getting on Medicare unless these were people not 65 and trying to get on SS disability.
Everyone who has worked and paid SS for 40 quarters is automatically put on Medicare Part A and Part B when they turn 65 unless they have not filed to receive SS. For those people, all they have to do is go to the SS office and tell them they want to go on Medicare. There is nothing else for them to do.
Knowing everything that has transpired since 1990 would be very helpful starting with the standardization of Med Supp policies and why that took place. Also very important are the major changes that took place in the mid 90' and how those changes dramatically changed the Med Supp policies that are best for people.
Know what Skilled nursing is when and how it is used and why Medicare cuts people off of Skilled Nursing. Know what hospise is and what Medicare does and doesn't pay for. Also Home Health care. When do they get it, how long can the use it and what all does Medicare pay for.
Having complete knowledge of all of the advantages and disadvantages of Med Supps and Advantage plans would also be very helpful. Advantage plans have their place but...
An agent cannot simply sell any of the options available based on price alone. Anyone who does may be doing their client a huge disservice.
Example, people who take an HMO and lose their Medicare, yes they do because their Medicare card becomes worthless, and travel a lot are going to be at a big disadvantage when out of town. Those who take a PFFS plan may not only be at a disadvantage when traveling, but also where the live even if their current doctor takes PFFS plans.
I have a real problem with agents who push Advantage plans to someone who can easily afford a Med Supp just because the commission is high and the premiums are low. Especially if that person travels out of their home area[Quote/]
When you say travel, I agree there are some disadvantages if they are living for months at a time out of the MA service area. The MA plans I've seen all have Worldwide emergency coverage. I know that can get sticky if they get hospitalized long term out of the area. If the person can't be transfered due to health, the plan has to cover it. This is an issue with all HMO's and MA's.
Keystone 65, which is the Blue Cross MA plan in the 5-county Philadelphia area allows their subscribers to transfer their coverage to a BX MA plan in another state. There are a lot of "snowbirds" who winter in Florida or Arizona and they can temporarily transfer their coverage. There is also coverage through other "blues" for people who travel quite a bit cross country.
That is very, very strange. I have been working in the senior market for 14 years and I have never had anyone tell me that after they had turned 65 that they still had not heard anything from Medicare. Several have said that they didn't receive their Medicare Card until 3 or 4 weeks before their birthday but they had already received a letter from Medicare.
You must be calling extremely wealthy people who are not planning on drawing SS benefits at age 65. Signing up for SS automatically puts the person on the list to receive Medicare. Either that or you are calling people who have not worked the 40 quarters necessary to qualify for Medicare.
Either way, I would get a new list.
I had a customer today that is aging in in October and he wants a plan to go with medicare. He is going to work until Aug. 08, because that is when he will get his full benefits on S.S. So we checked his status with medicare and he's not in the system yet. Since he will not be collecting S.S. until next year, he will have to set up payments to fund his part B medicare. His employee plan stinks and he's paying $400/mo. They usually send the card a couple months before their 65th birthday and let them respond as to whether they want part B. Now 66 or 67 years is becoming the full S.S. benefit qualifier for someone with over 40 quarters.
Hello My name is William Norrick, I have CMS Approved Med Supp scripts. I have a Lead company where we have Experienced Telemarketers that set pre-set appointments for Medicare Advantage/Medicare Supp. Our scripts are really effective and we can provide you Top Quality Appointments. I can provide you more information if you wish to contact me (724) 703-4417. We use TPV Third Party Verification we make sure each appointment is Agreed with the Elder before it is set. Let us do the work, while you go out on the field. You just have to worrie about us setting the appointments and you just go to them. We can set over 20 appts a day if a company needed us too. Thanks!
Good one!!!! I can set you 40 appointments a day and get you the same results. A headache!
Hello My name is William Norrick, I have CMS Approved Med Supp scripts. I have a Lead company where we have Experienced Telemarketers that set pre-set appointments for Medicare Advantage/Medicare Supp. Our scripts are really effective and we can provide you Top Quality Appointments. I can provide you more information if you wish to contact me (724) 703-4417. We use TPV Third Party Verification we make sure each appointment is Agreed with the Elder before it is set. Let us do the work, while you go out on the field. You just have to worrie about us setting the appointments and you just go to them. We can set over 20 appts a day if a company needed us too. Thanks!
There is no such thing as a CMS approved script for Med Supps. CMS is only concerned with MA scripts.
That was your first error. How can I trust someone with making appointments when the first post is a lie?
Rick
------------------------------------ ILIAA
Training, Community, Support, and Success Independent Life Insurance Agents Assn rick@iliaa.org
Turning 65
Good one!!!! I can set you 40 appointments a day and get you the same results. A headache!
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