Medigap Leads / Medicare Supplement Leads
Online Training for Medicare Insurance Agents
Introdaction Medicare Supplement Leads online sales training, will be helpful for all agents who are focusing on Medicare Supplement sales. This sales training tool will assist insurance agents who have recently started in the insurance sales industry and those who have been in the insurance business for more than 10, 20 or even 30 years or more; although recently have only been in a concentrated market of selling to "Medicare Recipients".Our System is simple and full of common sense techniques and advice. Very few Telemarketing Firms specialize in Medicare Advantage or Medigap leads in the form of pre set Appointments for certified insurance agents.
Telemarketing firms and call centers understand there is a high risk mostly: Agents are not knowledgeable on how to work pre set appointments usually due to not receiving preparation or guidance from their company on how to run pre sets. We are here to guide health insurance agents on following the most professional and successful techniques our agents use to be lucrative in Medicare insurance markets.
Training Topics
1. What is a Pre-Set Appointment?2. How to Approach a Prospect?
3. Why is it important for an agent to have a full arsenal of products to provide to Medicare recipients?
During our Sales Training, we will acknowledge the most common mistakes Insurance Agents will make with "advertised pre set appointments." Statistically across the nation telemarketing firms has less than an average of 10% of repeating clients. We are proud to announce our clienteles triples the national average by 30% of repeating customers. This is unheard of in our business. One of our techniques is to advise our clients prior to investing in our services on how to be successful with our appointments.
Sales Leads Generation
Have you called on a list of people you received from your marketing manager who covered the cost of each lead at a rate of either $0.02 or $0.03 to a list company?Have you ever purchased internet leads and spent $20.00 for each lead and received a response after calling on them such as, "Yeah, I've already gotten 5 calls from you guys, take me off your list?"
Have you experienced the universal challenge of 'cold calling'? Have you spent thousands of dollars on a mailing campaign and only to receive a response of 1-2% (best case scenario)? Or get a normal response of "Just mail me the information." OR "Someone has already been by", OR just plain "I'm not interested". We understand - we receive many different types of objections.
Pre Set Appointments
Pre set appointments are scheduled by a professional staff of appointment setters who have years of experience with seniors. They find seniors who are interested in hearing about upgrades that have been made in the Medicare Program this year. Each senior we schedule appointments with are expecting a Medicare Advantage or Medicare Supplement Insurance specialist to stop by and explain these updates to them.Our list of leads is in compliance with the federal do not call registry rules and regulations. When our appointment setter's call each lead they make sure they have Medicare Part A and Medicare Part B for verification of qualifying for Medicare Advantage Plan or Medicare Part C. The appointments are interested in learning more about ways for them to save money on their Medicare Supplement plan. The Appointment Setter also verifies the address and time that would be most convenient for them to see the agent.
Do we sell Medicare Programs for you over the phone? - NO, but we help you get your foot in the door to allow you to sell.
Bad Sales Habits
Simply stated: "Don't call ahead to confirm an appointment for any reason." (they might cancel on you). If you are an agent who prefers to call each appointment you receive, our program will not be beneficial for you and frankly speaking we do not want you to waste your money. We would be more than happy to sell you our phone leads at a lesser cost to you.So, let's say you do not call ahead on your appointments and you are at your lead's front door. Before we go any further ask yourself this one question "Are you interested in seeing a Magazine, Vacuum or even an Insurance sales person at your door dressed in an expensive suit and tie?" When you meet with a potential client or customer for the first time, he or she will automatically judge you based on your appearance.
This is human nature, and one reason why your clothes are important. If you look too suited up people will stereotype you. You don't want to scare people with your expensive tie. Don't forget you are working with seniors and you are there to talk about Medicare products.
Sales Presentation
It's important for you to map out all of your appointments. Do yourself a favor and use a local map from the store or buy yourself an inexpensive GPS system or Microsoft Streets and Tips Software.Ok, so you arrived at your appointment properly dressed and you have your Medicare and You book in your hands. You are knocking on the door and a precious senior answer and ask cautiously who you are. Whatd o you say? We have an appointment at 11:00 o'clock or you ask "Did someone call you to schedule an appointment for me yesterday"? OK. Just smile and confirm your appointment for 11:00 o'clock.
Now you are in the house. Next you should ask if you can use their kitchen or dining room table to carry out your presentation. After taking a seat begin your presentation - your first question should be "Do you know why I am here?" It is very important for them to understand your purpose for being in their home.
After they acknowledge your meeting your response should be "Exactly, there are some beneficial upgrades made to the Medicare Program this year and these upgrades are all listed in the Medicare and You book you received this year".
VERY IMPORTANT!
Know your products. Always have first-class knowledge of what you are offering before going to any appointments. If you are not completely sure of what you are selling, you will ultimately confuse them which will result in no sales and a confused senior.Objections and Obstacles
If you do the presentation right, without confusing the "Prospect" you shouldn't get any objections at all! Otherwise, if these Medicare Supplement or Advantage (Part C) plans wouldn't benefit our seniors CMS wouldn't approve these plans in the first place. You can get plenty of obstacles on the way to your sale.Obstacle - "Prospect" is Not Home
What do I do next you ask? Unfortunately, there are absolutely no telemarketing firms that can force people to stay home for an appointment, including TSL.Your next step: Instead of waiting in the drive way for your appointment to arrive, you should go through your referrals and/or callbacks to utilize your time properly then head to your next appointment. Obviously, you will be a little early on your next appointment. There are no rules it's ok to be early and if late, it just shows you are a busy agent.
Things are not perfect in this life especially in the insurance industry and what's great is about 96% of people actually understanding that. So, you arrived early to your next appointment. All you should say is "I know I am early but I have so many people to see so I was wondering if we can start a little early today". Believe it or not 9 out of 10 people will understand and say "Alright... Come on in..." That's how it works! Instead of wasting many minutes of your precious time you have a chance to present your product.
You may ask yourself, "What do I do with an appointment that was not home, should I call?" This "No Show" falls under the same category "Do Not Call before you come" You should go to your next closest appointment and go back to your "No Show" at a later time. You might have to come back two or three times or even between your other presentations. Believe it or not 90% of the time you will find your prospect home even if its 3 or 4 hours later than your original appointment. Most seniors spend majority of their time at home.
Now you say "We had an appointment at 11:00 AM, I am sorry I missed you." Then wait for their response. Most of the time "Prospects" will say "Oh yeah I forgot you were coming" or "I forgot I had a doctor's appointment" etc. Most likely you will be able to get in and do your presentation or worst case you will have a chance to reschedule your appointment for the next day right at the door.
If you are late, that's ok just go to your appointment..."Prospects may say" "You are late, you supposed to be here 3 hours ago" Just be honest and tell them something like "I am so sorry I am late I had a lot of people to see today. If you have a couple of minutes I can explain in more detail why I'm here if not, we can reschedule for tomorrow."
You may ask yourself: "Do I have to work hard and drive a lot?" The answer is: "Yes, you do if you want to be successful and make money". Insurance Companies understand you have to work hard and drive a lot. That's exactly why they pay you $300.00 to $400.00 or even more per each policy you sell.