Cross Selling

newbie2001

Super Genius
219
Hi everyone,

How do you effectively cross-sell and package other products with your Medicare sales? I am not the greatest at this but I also don't push on the prospect very hard, just a simple yes or no.

HIP plans are an easy sell for me and I usually get 1/3 of my clients right away on those. Heart attack & stroke, cancer, and life are another story. I have an extremely hard time packaging those in there.

Do you all do a needs analysis sheet and put it together like you're selling a car? I heard Bankers Life is big on cross-selling Medicare with LTC, Life, and HIP/Ancillary.
 
Hi everyone,

How do you effectively cross-sell and package other products with your Medicare sales? I am not the greatest at this but I also don't push on the prospect very hard, just a simple yes or no.

HIP plans are an easy sell for me and I usually get 1/3 of my clients right away on those. Heart attack & stroke, cancer, and life are another story. I have an extremely hard time packaging those in there.

Do you all do a needs analysis sheet and put it together like you're selling a car? I heard Bankers Life is big on cross-selling Medicare with LTC, Life, and HIP/Ancillary.
You can add many ancillary riders to the HIP. Build a package.
 
You can add many ancillary riders to the HIP. Build a package.
Yeah, I know. I guess I'm struggling to help see the value in it.

Most are already cringing when I tell them its going to be $32 a month for the HIP plan.

To add another $10-$20 a month on with a cancer plan they'll look at me like a crazy person.

Do you have like a send home sheet you send them with after the meeting? I ordered several of Aetna's Cancer and Heart Attack and Stroke brochures because theirs are nice and colorful.
 
Yeah, I know. I guess I'm struggling to help see the value in it.

Most are already cringing when I tell them its going to be $32 a month for the HIP plan.

To add another $10-$20 a month on with a cancer plan they'll look at me like a crazy person.

Do you have like a send home sheet you send them with after the meeting? I ordered several of Aetna's Cancer and Heart Attack and Stroke brochures because theirs are nice and colorful.
While you're filling out the HIP app, ask them if they "want fries with that".

No, I don't leave a sheet with them. anything that I don't sell them when I'm there, I remind them of before I leave and everything I sell is listed on my business card and thank you card.
 
Hi everyone,

How do you effectively cross-sell and package other products with your Medicare sales? I am not the greatest at this but I also don't push on the prospect very hard, just a simple yes or no.

HIP plans are an easy sell for me and I usually get 1/3 of my clients right away on those. Heart attack & stroke, cancer, and life are another story. I have an extremely hard time packaging those in there.

Do you all do a needs analysis sheet and put it together like you're selling a car? I heard Bankers Life is big on cross-selling Medicare with LTC, Life, and HIP/Ancillary.
Yes, you do a needs analysis the very first thing. Then you'll know exactly what you should be going over with them and what not to waste your time on.
 
Haven't done a green sheet (needs analysis) since I left NAA :D

Probably should start doing those again.
It keeps an agent from being presumptuous and missing possible cross-sells. I found a lot of stuff out there that the normal agent wouldn't normally find because of it. Gives you a great track to run on.

I can promise you, an agent that normally likes to cross-sell is missing some stuff if they are not asking the right questions. Most agents don't ask all the right questions just off of their head, or they will get into a conversation and forget about asking some of them. Or even worse, they assume the answers before they even ask. That's just stupidity at its finest right there!
 
It keeps an agent from being presumptuous and missing possible cross-sells. I found a lot of stuff out there that the normal agent wouldn't normally find because of it. Gives you a great track to run on.

I can promise you, an agent that normally likes to cross-sell is missing some stuff if they are not asking the right questions. Most agents don't ask all the right questions just off of their head, or they will get into a conversation and forget about asking some of them. Or even worse, they assume the answers before they even ask. That's just stupidity at its finest right there!
Any suggestions for a format of the sheet? I have an intake sheet I used to hand write but moved over to digital for easier record keeping.
 
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