Episode 7: How to Generate Leads: Partnering With Providers

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Episode 7 is all about how to generate leads by partnering with providers! 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 tips on how to generate leads. 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.


Sarah: Welcome to Episode 7 of Selling SMART with Sarah Smith….

Jessica: And Jessica Vara!

Sarah: In today’s episode… we’re going to go over how to sell Medicare outside of Annual Enrollment and talk about how to build your business by partnering with providers!

Jessica: Yeah and we actually have our own video series that breaks down how to partner with different types of providers for those agents who are contracted with us which we will touch on that a little bit later!

Disruptive Waves:

Sarah: Since it’s SEP which stands for Special Enrollment Period, we wanted to give you some tips on how to sell during this quieter season of the year. We know AEP is likely your busiest sales season, but if you’re not taking advantage of the other 311 days of the year, you’re missing out! There are two things we recommend to up your sales outside of Annual Enrollment. #1 is to sell Medicare Supplement Plans and #2 is to utilize the Special Enrollment Period. This way you continue selling all year long! 

Jessica: Let’s start with selling Medicare Supplement Plans. Did you know that only around 30% of all Medicare-eligibles are enrolled in a Medicare Advantage plan? That means there is 70% of those Medicare-eligibles that you could be selling Medicare Supplements to!!

Sarah: And what’s special about Medicare Supplement Plans is that they can be sold year-round. It’s not like Medicare Advantage where there is a specific enrollment period.

Jessica: Medicare Supplements are also standardized, unlike MA plans. There are 10 types and each plan is the same, regardless of what state you sell in!

Sarah: Not all beneficiaries would benefit most from a Medicare Supplement plan though. So make sure you assess their needs and make sure it’s the right fit. When you are selling Medicare Supplement plans, it’s important to discuss the beneficiary’s health, lifestyle, medical needs, and budget. The rates can change based on their zip code, age, gender, marital status, and tobacco use so make sure that it’s the right fit for them and their needs.

Jessica: Moving on to Special Enrollment. There are many individuals who are eligible for a Special Enrollment Period which means you can sell them Medicare Advantage and Part D plans outside of Annual Enrollment!

Jessica: Most people who are eligible for a special enrollment period are dual-eligible which means they qualify for both Medicare AND Medicaid! These people also qualify for the Medicare Extra Help program which can help them with prescription drug costs.

Sarah: There are quite a few other instances that qualify beneficiaries for special enrollment periods though as well. Some of the most common qualifying events include relocating to a different service area, loss of current coverage, chance to get other coverage, or a plan contract change. This isn’t a complete list but if you want more information you can visit Medicare.gov!

And If you want more information on how to sell Medicare outside of AEP, you can read our blog on the SMA website. The link is provided in the description!

Jessica: There you have it! There are lots of ways you can sell to individuals outside AEP, so don’t get frustrated, Stay hungry! They are out there, you just need to find them! Which brings us to our next topic…. How to generate leads by partnering with providers!

All Aboard the Knowledge Train:

Sarah: We all know generating leads isn’t easy. It’s time-consuming and can be stressful. That’s why we want to fill you in on a tip for how to generate leads, no matter what time of year! And that’s by partnering with providers like dental offices, primary care providers and pharmacies.

Jessica: We think this is so important that we actually offer an entire video series on this topic called Building Your Business to our contracted agents, free of charge. We break down how to partner with providers, step by step so if that’s something you’re interested in and you want to get contracted with SMA, you can visit www.agentcontract.com to start the process online!


Sarah: Alright so today we want to give you a little sneak peek of this video series, obviously we won’t be showing you any videos since, well, this is a podcast, but we will be discussing a few of the topics we cover in the series. The entire series includes Why Market to Providers, How to Locate Providers, How to create a good first impression, How to prepare your pitch, a video that you can present to the provider during your initial meeting, follow-up and leave behinds and then a few key takeaways.

Jessica: So today we will focus on dental offices. So, you may be wondering… why would partnering with a dental office help me generate leads? It’s simple! Relationships are the key to building your business and partnering with a provider means you can refer clients to one another.

Sarah: Right so for example, let’s say the dentist has a patient who needs an expensive procedure, and that person doesn’t have a plan that covers that procedure. Or maybe they walk in and their plan doesn’t cover dental at all. Well the dentist would have to turn this person away because the patient wouldn’t be able to afford it, but if you have a relationship with that dentist, well shablam! Now they can refer that patient to you and you can help them enroll in a plan that covers the procedure they need. You make a sale, the dentist gains or retains the patient, and the patient gets the procedure covered!

Jessica: Exactly! And on the flip side, you probably enroll people all the time into plans that offer dental coverage. You can now refer those patients to see the dentist!

Sarah: Right, it’s just a really nice symbiotic relationship that works really well for lead generation. And everybody wins!


Jessica: So moving on to creating a good first impression… this is so important guys! Half the battle is getting the person you’re speaking with to like you and trust you.

Sarah: And the key to getting someone to trust you is preparation. Make sure you research the dental office you’re planning to visit. Think of it like a job interview, that’s basically what it is.

Jessica: Right, you wouldn’t go into an interview without dressing nicely, researching the person you’ll be meeting with and preparing your pitch. So this is no different. Go in with a plan and be confident!

Sarah: It’s also important to build rapport with the person at the front desk. It’s likely that the dentist won’t be the first person you come in contact with, many times it will be a receptionist or other office worker. This person is the gatekeeper so make sure you’re friendly and memorize a quick elevator pitch to show them the benefits of your partnership.

Jessica: We don’t want to dive too deep into your pitch but at a high-level, you’re really trying to show them your interest and discuss how the partnership would benefit both of you. You want to steer away from talking about yourself, you really want to focus on them and their needs. Your preparation is key so that you can answer any questions they may have. You should also be asking them questions to make sure that they are actually a good fit for you as well!

Sarah: Also fun fact for those of you who are already contracted with SMA, we have included multiple worksheets on SMA Storefront that can help you prepare your pitch for the meeting.

Jessica: Overall, you want to make sure this process is as easy for the provider as possible. Once you partner with a dental office and you build trust in the relationship, you won’t regret it! There are so many amazing opportunities to generate leads this way.

Sarah: Lots of good information in this series guys. If you want to learn more on how to partner with providers, give us a call at 844-334-6066!

Ending on a Positive Note:

Sarah: So we at Senior Market Advisors are big on failure. And that may sound weird because we are ending on a positive note right? But we truly believe that if you don’t fail, you aren’t growing and you aren’t innovating. So let’s just talk about failure for a bit and how failure is not always a bad thing!

Jessica: True! Fear of failure can sometimes make people not try. And that’s really the worst thing you can do right?

Sarah: Yeah there’s a quote I really like. It’s “Everything you’ve ever wanted is on the other side of fear.” I love that quote because it’s so true. That fear of failure can really hold you back but if you don’t try you’ll never know what it would be like to succeed. Sometimes it can be easy to get in your head because we all know that failure is a sucky feeling and we want to do whatever we can to NOT have that feeling. But failure it’s also a motivator. Think about all the times you lost at games when you’re playing a sport or failed a test. Did you just get sad and quit never play again? No, you probably trained harder to improve your skills or you studied harder for the next test. You never want to think about failure as some giant wall that’s keeping you from achieving your goals. No, you want to think of failure as just another stepping stone to a better version of you.

Jessica: Right… Whatever you want to say about failure.

Sarah: You’re never going to be perfect. You’re going to have terrible days as an agent where you don’t generate any leads, you don’t make any sales and maybe it just feels like you can’t do anything right. Everyone has been there! And it doesn’t mean you’re a bad agent. It just means you need to make a new plan, work harder, and start again fresh tomorrow.

Jessica: Whatever you want to say.

Sarah: Alright everyone, that concludes today’s podcast episode. We hope you enjoyed learning a little bit more about how to generate leads by partnering with providers! It can be really helpful especially during SEP!

Jessica: If you want to be featured on the podcast, visit www.seniormarketadvisors.com/podcast and click on the button that says “Share Your Story.” Want to learn more about Senior Market Advisors? Visit us online or give us a call at 844-334-6066.

Sarah: We appreciate you joining us this week on Selling SMART

Both: with Senior Market Advisors!

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