Medicare Sales

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 12: 2020 AEP Preparation Checklist

In Episode 12, we discuss the features of Anthem’s new AI-driven member app called K Health. K Health uses years of anonymous health data to offer members answers to simple questions related to their health. Members can also chat with doctors via the app.

Next we dive into AEP preparation. SMA put together a preparation checklist outlining 5 important areas to focus on prior to October 15 to ensure a successful AEP! In each area we break down some questions you should be asking yourself as you prepare for this AEP. It’s never too early to start preparing so get started today!

Prepare for AEP Today: 

  1. Set Goals

    • Have you researched the carriers and products available in your market?
    • Have you set goals for AEP and written them down?
  2. Become Ready to Sell
    • Are you ready to sell with all the carriers you want to sell this AEP?
    • How many carriers are you contracted with?
    • How many certifications do you have to complete?
  3. Know Your Products
    • Have you attended webinars and/or trainings to learn the 2020 benefits for each carrier you are contracted with?
    • Do you know how to use carrier portals and tools?
  4. Order Supplies
    • Don’t wait to order supplies!
    • Do you know how to order supplies from each carrier?
    • How long does the process take from order date to fulfillment?
  5. Market Yourself
    • Do you market your services? If so, how? What’s working?
    • How many tools do you use to market yourself?

With all this talk of AEP preparation, it’s easy to feel stressed out. Jessica and Sarah end the podcast on a positive note by discussing how SMA de-stresses during our busy season: a company cornhole tournament! Want to be featured on the podcast? Share your story with us at www.seniormarketadvisors.com/podcast.

Like what you heard on today’s podcast and want to download the 2020 AEP Preparation Checklist? DOWNLOAD HERE.

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 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

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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.