Sarah Smith

Episode 13: 3-30-60-90 – A Guide to Client Retention

In Episode 13, we analyze the challenges new technology can bring to healthcare. We discuss why some people say Amazon’s Alexa’s bedside manners are bad for the healthcare industry. There are pros and cons to all new developments and this episode we focus on some of the criticisms and concerns of new devices. 

Later in the episode, Sarah and Jessica also go over how to maintain successful relationships with your clients using the 3-30-60-90 method, because what you do AFTER the sale is just as important as the sale itself! Listen as Sarah and Jessica role-play through our step-by-step phone conversation guide. You’ll learn how staying in touch can help you retain your clients. The guide begins with the follow-up call around 3 days after the sale. Then you’ll learn what a phone conversation should sound like after 30 days, 60 days, and 90 days after the sale. Each conversation is different, but all conversations focus around one main principle: putting the client first.

Remember, closing the sale is important, but maintaining a close relationship with your clients builds trust. You can be so much more than an insurance agent. To build relationships, strive to be your client’s resource for everything Medicare!

Like what you heard on today’s podcast and want to download the our 3-30-60-90 whitepaper? DOWNLOAD HERE.

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Episode 11: Understanding Power of Attorney

In Episode 11, we continue our deep dive into a few disruptive technologies in the healthcare space. This week we discuss rideshare apps and how they are changing the way people get to and from their healthcare appointments.

Then we talk about the importance of understanding Power of Attorney in the Medicare sales space. As an agent, you will encounter situations involving Power of Attorney more often than you may think. We go over the different types of Power of Attorney, when you might encounter them and what to do if the beneficiary you are working with has a Power of Attorney.

Sarah and Jessica conclude the episode by talking about a recent interview with Mark Cuban on YouTube. If you don’t know Mark Cuban, he is a successful entrepreneur who went from rags to riches by working hard and selling smart. He’s got some amazing advice for all entrepreneurs and Sarah breaks down what she learned from the video. Sarah and Jessica discuss to give you some inspiration for your day!


Episode 10: Why Sell Medicare Supplement Plans

In Episode 10, Sarah and Jessica focus on Amazon’s Alexa, and how voice assistants are disrupting the healthcare industry. While there are many ways Amazon’s Alexa can help beneficiaries with their healthcare needs now and in the future, there are also privacy and data breach concerns. We break down the good, the bad, and the inevitable.

We also bring on SMA’s Andy Watkins, VP of Sales and Business Development to share his expertise on Medicare Supplement Plans. Andy and Sarah discuss what Medicare Supplement plans are, break down some of the plan types, and compare Medicare Supplements to Medicare Advantage. Andy also goes over Medicare Supplement enrollment periods, compliance concerns surrounding Medicare Supplements, the commission rates, and why new agents should start out selling Medicare Supplements!

We conclude this episode with a story from Andy about how Medicare Supplement Plans have benefited him and his family directly, giving you one more reason to want to sell Medicare Supplements AND smile! Want to be featured on the podcast? Share your story with us at www.seniormarketadvisors.com/podcast.

Follow us on social media and share our podcast postings with the #SellingSMART to be entered to win an Amazon Echo Dot!

Facebook: Senior Market Advisors

Instagram: @SeniorMarketAdvisors

Twitter: @SeniorMarketAdv



Episode 9: Why Sell Medicare Advantage

In Episode 9, we talk about all the benefits of Medicare Advantage and why you should be selling it. We start by discussing the lack of dental coverage across the Medicare-eligible population. Since Original Medicare does not cover dental, many beneficiaries go without coverage. This includes over two-thirds of all Medicare beneficiaries! One way these beneficiaries could gain access to dental coverage is by enrolling in a Medicare Advantage plan.

While not all Medicare Advantage plans offer dental coverage, some do. We brought on one of our agents, Simone Cohen, to discuss all the reasons she loves selling Medicare Advantage. Simone loves selling MA plans because the Medicare-eligible population is growing, many Medicare Advantage plans offer great benefits not covered by Original Medicare, she gets to help people in need, and of course, they offer great commission rates! Finally, Simone sticks around with us to share a motivational story. Want to be featured on the podcast? Share your story with us at www.seniormarketadvisors.com/podcast.  

Follow us on social media and share our podcast postings with the #SellingSMART to be entered to win an Amazon Echo Dot!

Facebook: Senior Market Advisors

Instagram: @SeniorMarketAdvisors

Twitter: @SeniorMarketAdv

Episode 8: Setting Up a Sales Event

In Episode 8, Sarah and Jessica talk about recent insulin price increases and its effect on Medicare beneficiaries. Insulin prices have continued to rise, and many Medicare beneficiaries struggle to pay for their out-of-pocket costs. It’s important to understand the price increases so you can inform beneficiaries of the benefits of Part D and ultimately make a sale. If you want to learn more about insulin price increases, you can read our blog: https://seniormarketadvisors.com/blog/insulin-price-increase-and-impacts-on-beneficiaries/

We also bring on our VP of Sales, Carla Woodward to explain the process of how to set up an event to generate leads. There are different types of events and each has its own compliance concerns. Carla breaks down the process for how one would set up an event whether it be an educational event or a sales event and goes over the CMS guidelines to keep you compliant! We discuss why you should set up events to generate leads, compliance concerns, how to choose an event type and venue, event preparation, how to be successful at your event, and what to do after the event.

Finally, Carla sticks around with us to share a motivational story. Want to be featured on the podcast? Share your story with us at www.seniormarketadvisors.com/podcast.

Episode 7: Building Your Business – How to Partner with Providers

Episode 7 is all about lead generation! Generating your own leads can seem like a daunting task; and once AEP ends, it can be difficult to make sales. We talk about some of the ways you can continue selling outside of Annual Enrollment like selling Medicare Supplement Plans and utilizing the Special Enrollment Period. Want more information? Read our blog at https://seniormarketadvisors.com/blog/how-to-sell-medicare-outside-of-aep/

Next, Jessica and Sarah go through the SMA Building Your Business video series, How to Partner with Dental Offices, to give you some lead generation tips. This includes why you should partner with dental offices, how to make a good first impression, and crafting your pitch. If you’re thinking about partnering with a provider, but aren’t sure where to start, this episode will walk you through the process.

If you’d like to get free access to the entire Building Your Business video series plus all the included worksheets and leave-behinds, contract with Senior Market Advisors today at www.agentcontract.com. Want more information? Give us a call at 844-452-5020.
Finally, Sarah and Jessica talk about how to redefine the way you think about fear and that failure isn’t always a bad thing. Want to be featured on the podcast? Share your story with us at www.seniormarketadvisors.com/podcast.

Episode 6: Selling Final Expense

We begin Episode 6 with a quick overview of the changes that CMS has made to the policies surrounding Medicare Part D plans. The Opioid Crisis has affected the entire country, including Medicare beneficiaries. CMS recognized opioid abuse within the Medicare-eligible population and has updated their policies to combat it. We spend the first few minutes of this episode discussing those changes.

The rest of the podcast dives deep into Final Expense! We bring our own Keith Hinson back for his second appearance on the podcast to go over the basics of Final Expense. He touches on what Final Expense is and all the reasons you should be selling it. This includes simplicity, limited underwriting, upfront money, fewer compliance concerns, and more! Keith also goes over all the different types of Final Expense plans.  

If you’re not currently selling Final Expense and are considering it, this podcast is for you! This is a wonderful introduction to Final Expense and why you should be selling it. If you want to learn more about selling Final Expense, you can give Keith Hinson a call at 615-944-3300 or email him at khinson@seniormarketadvisors.com.

Episode 5: Setting SMART Goals

Episode 5 is a forward-looking episode focused around setting goals and planning for the future! We start by discussing some of the trends happening with the Medicare-eligible population like updates in technology, social habits, and living changes.

As the industry grows and changes, it’s important to focus on your plans for the future to ensure your continued success. As an agent, you should always be setting goals for yourself in order to grow your business and become a better salesperson.

The SMART Goal method is a fantastic way to set goals and we use it often at Senior Market Advisors. We break down the SMART Goal method step-by-step and Jessica and Sarah even take you through the entire process as they set their own goals! This way you can get an idea of what this method really looks like in action. Remember, a goal without a plan is just a wish!

Finally, to end on a positive note, Jessica shares a story about mindset and how having a positive outlook helped her cope with a negative situation. Want to be featured on the podcast? We want to hear from you! Look for the button titled “Share Your Story” and send us your motivational stories!

Episode 4: Overcoming Objections

In Episode 4, we talk about the transition from OEP to SEP. Learn about Special Enrollment Period and how you can assist beneficiaries during this time of the year. We also go over how to overcome objections when out in the field!

Our very own Tori Buckman joins us to share her insight and conduct a role-play with Sarah. As they interact, we point out different techniques that Tori uses to put the beneficiary at ease or to get the sale back on track. After listening to us break down these strategies, we know you will feel more confident dealing with beneficiary objections in the field.

Finally, we share our first submission for Ending on a Positive Note from our agent, Rhea Swaze!

Episode 3: Assumptive Close

In Episode 3, we discuss some of the changes to the Medicare Communications and Marketing Guidelines for 2019. CMS now differentiates between what is considered communication and what is considered marketing and it’s important that you understand the difference.

We also go over the sales technique, Assumptive Close! Feel like you’re having trouble closing the sale? Try the Assumptive Close technique. If done correctly, it’s one of the best close techniques in the insurance industry! Our very own Keith Hinson joins us to break down what the Assumptive Close technique is, why and when to use it, and most importantly, how to use it!

And finally, Keith closes out this episode out with an awesome story about perseverance that will leave you feeling inspired. You don’t want to miss it! Want to be featured on the podcast? Look for the button at the top of your screen titled “Share Your Story” and send us your motivational stories Happy listening!