I'm new to the med supp market and am trying not to sound like a newbie on the phone when i'm talking to people. When calling people who are past their open enrollment period and may be subject to health underwriting for med supps, what kinds of questions are good to keep in mind to ask clients (during the first phone call) when determining what supplement plans they could go for?
Client Intro Questions
- Thread starter JGold814
- Start date
- 614
You might want to talk with Frank Statsny. He's the Med Supp man. He'll get you up-and-running.
I would read through each app and agent guide as all underwrite a little differently. That would be a very good start. Then call Frank.
Within the past 2 years have you had anything major going on like, cancer, heart attack, stroke, diabetes, COPD or any other major illness or disease?
That quick question will cover the major declines. The diabetes may not dis-qualify them, but it sure is good to know up front.
That quick question will cover the major declines. The diabetes may not dis-qualify them, but it sure is good to know up front.
- 7,066
There are four parts to the first sixty seconds of my initial phone call that will help me determine whether or not I want to keep them on the phone, set the appointment, move to closing them over the phone or thank them for their time and go on to the next prospect.
1. I get the name of the company they currently have their insurance with. This is the most important piece of information I want to glean from the call.
2. How much they are paying per month.
3. I then tell them exactly, to the penny, how much a policy with me will cost.
4. I ask some general health questions to determine whether or not I think they will qualify.
If I can't save them money or feel that they won't qualify then there is no logical reason for me to continue talking to them. If I can save them money and they know exactly how much then there is no logical reason why they shouldn't sign the app.
Keeping track of the company they currently have is extremely important to me. When their Med Supp company has an increase or when their MA plan pulls out of their area I recontact them and it should almost be an automatic sale for me.
It makes selling so much easier when you have that information the next time you call them even though it may be 12, 24, or as long as 36 months later. I am constantly recycling the people in my prospects database.
Sorry, I just realized I got a little off topic. The health questions I ask: Have you been in the hospital lately, do you take a lot of heart related medication, has the doctor done any tests you haven't received the results of and do you take insulin?
Listen to the rhythm of their speech and the tone of their voice when they answer the questions. If you notice any changes in how they are speaking it may be a good indication that they aren't sharing everything with you.
When I notice or hear that I will say, "Let's just make sure you qualify" and I will read all of the health questions on the app.
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- 2,452
I do basically everything you state below, except for no 3. Don't think that makes sense, as their health may not allow for what you are quoting. Plus it prevents life insurance cross selling. I do agree with keeping info on their current carrier. Very helpful.
- 7,066
If you notice right after I tell them now much a policy costs I ask some general health questions to help me determine if I think they will qualify.
I believe the original poster said he was selling Med Supps, that is what my answer was directed to. Quoting the premium at that time works most successfully in the Med Supp market.
I already know the company I'm going to use and the Plan that I am going to sell them even before I pick up the phone. Their health really doesn't come into plan unless they don't qualify. If they don't qualiry for one plan, they will not qualify for any of the others.
Frank, I know you are very successful and are a pro with a lot of experience. To be successful how many phone calls will an agent need to average using your approach. If this was answered previously, please pardon me for asking you to repeat yourself.
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