If you’ve sold Medicare during AEP before, then you know how easy it is to lose track. Staying organized during your busiest work months of the year will allow you to sell more now and hold on to details that will help you sell more later. These are our top tips for staying organized during this year’s AEP.
You should be taking notes after every appointment you attend. Take notes before, during, and after the meeting. Your notes should help you look back and see what you did right or wrong, what the client’s true needs are, and what the result of the appointment was.
If it helps, come up with a template that you can print and bring with you so all you have to do is fill in the blanks. Start off by asking yourself questions like, “what am I expecting from this meeting?” and “what sales tactics do I plan on using?” Then, ask questions about the appointment, like “what was the client’s attitude like/did they want my help?” and “what plan did they pick/what plans are they considering?” Jot down information about any and all health care and financial needs the client has. It may help you go back and continue selling to them at a later date.
Whether you’re using an old-school filing cabinet or keeping all of your contracts and documents on a computer, don’t make yourself look for things when you need them most. Keep separate folders for your personal documents and your client’s documents. Organize them alphabetically, and if it helps, separate them by Medicare Advantage vs Medicare Supplement, or D-SNP vs Medicare only, and so on.
If you’re not already using a CRM (customer relationship management) software to track your sales, you’re missing out on a valuable opportunity to never miss a detail again. A CRM software like SalesForce can help you keep a calendar of your appointments, take appointment notes, track your sales rate and every individual sale from start to finish, and more. You’ll never forget what happened during your appointments if you track them with a system like this, and you’ll always be able to look back on them later.
If you join a field marketing organization like Senior Market Advisors, you’ll receive help with your sales tracking, marketing efforts, lead management, and more. You’ll be able to stay focused on what you do best – selling – while we take care of the rest. If you’re interested in joining our new FMO model, check out our eContracting process or give us a call today at 1-844-452-5020.