Medicare Sales Tips: How To Handle Your Competition
By now you’ve probably figured out that you are not the only Medicare sales agent in your area. Chances are that there is at least one other agent trying to sell to the seniors and Medicare eligibles in your area. Knowing that there are only so many seniors and Medicare eligibles in your area, this can be daunting. There are our top tips for using your competition to drive you instead of hold you back.
One of the biggest mistakes you can make is having an outward disrespect for your competition. If you walk into a sales appointment and find out that they’ve already talked to someone else, do not show any disrespect. Trying to talk down other agents or falsely accuse them will only make you look pessimistic and unprofessional. Your clients want to see that you’re trying to help them get into the best plan for their needs, not close the most sales of your colleagues. Instead, try to learn about what services and assistance the client has already received.
When you’re dealing with a client who has already seen another agent, you’re going to want to stand out as someone who can still offer assistance. Consider asking the following questions before going into product details:
- Have you already discussed your options with a Medicare sales agent?
- (If yes) What types of products did he or she discuss with you?
- (If yes) Were you happy with your previous agent, or is there something he or she missed?
These questions will show that you’re not going to just walk away knowing that the client has already met with somebody. Instead, you’re going to keep trying to find cost savings and great plan options for the client. Remind the client that there are countless options when it comes to health insurance, and you intend to make sure they are getting the best deal possible.
The best way to stand out from your competition is with better marketing. Use colorful flyers, descriptive business cards, and all the plan information you can find to prove that you can offer options. It’s possible that even if your client has already met with another agent, you have more to offer. Great marketing materials are a great way to demonstrate your book of business.
If you need help with improving your marketing, look no further than our great FMO model. Our agents get great benefits like customizable marketing materials and access to our in-house print shop. Contact us now to learn more.