Insuranceman said:Does any one have any advise on cold calling seniors by phone and setting appointments for Medicare suppliment plans?
Frank Stastny said:I have had great success with Med Supps when calling on the phone. Although I don't try to "sell" it over the phone, I get the information that I feel is necessary to make an appointment with a qualified buyer.
I attempt to find out who they have their insurance with now, what plan they have and how much they are paying for it. (I usually know when they had their last increase and about how much it was.) If they won't tell me the premium I can usually figure it out based on their current company.
When I do make the appointment I know that I have better than a 70% chance of making a sale. It is usually better than 90% if I get all the info.
If they ask, I tell them what the premium will be if they take a policy from me. According to the way I was "trained" to sell insurance I do "everything wrong".
I usually have a fair distance to drive to an appointment and I don't want to waste either their time or mine. There is no sense going if I can't save them money. It is usually only money they are interested in.
People turning 65 have never been a good group for me to spend a lot of time with unless they are a referral. Ages 68 to 75 have always been more productive.
I'm still not convinced that Medicare Advantage (MA) plans are the best option for a lot of seniors. In my experience, Seniors get way too excited when they think they are going to save a ton of money and that is the only thing they base their decision on and the only thing they remember no matter how carefully you explain it to them.
Maybe in a few years when more doctors understand and accept MA plans, but I have run into a lot of doctors that either say they don't know enough about it or are not accepting it. However, I work in rural Missouri, I'm sure it is much different in the large metro areas.
perfectchoice said:As for MA plans over med supps...I have about 100 MA clients and have had maybe 5 cancel because their Doc wouldn't accept it. 75 of those 100 have been on the MA plan for a year now and still no problems.
Time will tell...