General Sales

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 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!

Episode 1: SMART Selling with Senior Market Advisors

  Thank you for subscribing to Selling Smart with Senior Market Advisors! SMA knows that as agents, you are always on the go so we figured, what better way to keep you informed and inspired than to launch a podcast!

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