F2F and P2P Cold Calling.

[Mick_Keyou]

Absolute newbie (be gentle). I've been reading many threads relating to MedSupps and I'm confused on this point:

It appears that rural areas have been agreed upon to be the best areas to focus, however, it appears that there are 2 distinct camps with selling:

1) Cold calling to make an appt F2F. Pro: Builds a relationship with the potential client. Con: Time intensive with driving and all that goes with long distance travel.

2) Cold calling and complete everything P2P. Pro: Potentially write more apps due to volume. Con: No relationship building which increases the opportunity to being poached by another agent.

**Does this appear correct? I am confused on something however. I read many posts that included information from Frank and Tins. It looks like they built a very successful book with F2F. My question is when you run into the inevitable "no show" I didn't see anyone mention of follow up strategies/options.

**Would trying to complete everything P2P when the F2F didn't work out make sense? Do you give the option of doing p2p instead of f2f or is that a no-no sales strategy?

**What exactly qualifies as rural in the MedSupp business? Is this looking at a the location and availability of hospitals/Drs? For example, in Orlando there are some really rural areas just outside of town, but only a 1/2 hour drive to a hospital. Would that be considered rural.

 

[gboylan21]

Rural areas are usually going to be considered counties that have fewer plus higher priced MA plans available over your larger $0 premium metro area counties.

Being a new agent and building your book with F2F appts is a good idea. Most successful agents start that way. Also most agents start out captive and thats how the companies and managers train you to sell. It helps in developing your pitch and it also helps you learn the different products and companies that are out there being offered, by starting that way it makes it an easier transition to just selling over the phone. If anything try spliting your week into two parts, half in person half over the phone. This will help you decide which you like better and are more comfortable with.

Everyone gets a client or two taken every once in a while, it happens. As long as your taking care of them and doing whats best for them, your block will continue to grow. You can provide the same great service over the phone as you can in person. I think the one draw back of over the phone sales is it seems you don`t the same large amounts of referal business that you do when your sitting at the table. That might just be me though. That being said it does save you alot of time, money and gas.

 

[Josh]

Absolute newbie (be gentle). I've been reading many threads relating to MedSupps and I'm confused on this point:

It appears that rural areas have been agreed upon to be the best areas to focus, however, it appears that there are 2 distinct camps with selling:

You can search for "CMS Medicare advantage enrollment by county" and find a spreadsheet on the CMS website with the enrollment numbers that will tell you what areas folks are more likely to be enrolled in an MA plan than not. That's typically what's meant by "rural area".

1) Cold calling to make an appt F2F. Pro: Builds a relationship with the potential client. Con: Time intensive with driving and all that goes with long distance travel.

2) Cold calling and complete everything P2P. Pro: Potentially write more apps due to volume. Con: No relationship building which increases the opportunity to being poached by another agent.

**Does this appear correct? I am confused on something however. I read many posts that included information from Frank and Tins. It looks like they built a very successful book with F2F. My question is when you run into the inevitable "no show" I didn't see anyone mention of follow up strategies/options.

Frank started doing this a very long time ago, Tins is relatively new, both believe in cold calling and have generated sales that way. That's worth noting.

I think you're better as a new agent doing everything F2F so that you can get an idea of what people sound like when they're lying to you. That may sound a bit cynical, but it's really helpful. It's tough to sell over the phone if you have F2F experience because there are a lot of things salesmen pickup on that are painfully obvious in person and nearly impossible to detect over the phone (roll of the eyes for an extreme example).

As far as follow up goes, if you keep hounding them some will come clean, most are blowing you off.

**Would trying to complete everything P2P when the F2F didn't work out make sense? Do you give the option of doing p2p instead of f2f or is that a no-no sales strategy?

I presume you mean phone to phone when you say P2P (totally messing with me). The problem with trying to do everything over the phone and then reverting to f2f is that many of the folks you talk to are going to end up blowing you off over the phone and if they blow you off on the phone, they won't let you in the home after they've already heard what you had to say. You sort of get one shot at them, on the phone or f2f, and that's it. If you pitch on the phone and they say no they won't go for the "why don't you say that to my face" response (usually anyway).

**What exactly qualifies as rural in the MedSupp business? Is this looking at a the location and availability of hospitals/Drs? For example, in Orlando there are some really rural areas just outside of town, but only a 1/2 hour drive to a hospital. Would that be considered rural.

I got ahead of myself a bit, but answered it above. Some fairly urban areas are fine as well and some rural areas can be tough (though that might happen less frequently). The reason why urban areas can be tough is because of the way CMS works the reimbursements for the MA carriers. They do better in those areas (and have more prospects) so they tend to be more aggressive in their marketing and product offerings there than in more rural areas.

 

[Mick_Keyou]

I presume you mean phone to phone when you say P2P (totally messing with me). The problem with trying to do everything over the phone and then reverting to f2f is that many of the folks you talk to are going to end up blowing you off over the phone and if they blow you off on the phone, they won't let you in the home after they've already heard what you had to say. You sort of get one shot at them, on the phone or f2f, and that's it. If you pitch on the phone and they say no they won't go for the "why don't you say that to my face" response (usually anyway).

Thank you for your detailed responses, Josh. Yes, I meant phone for p2p.

Ok, so I get that you only have one chance with the client. What I'm still confused on is the potential client who is interested and doesn't appear to want to blow you off. Are agents presenting the option to complete everything on the phone? For example, "Great Mr Smith, I can meet with you to complete the application or we can complete everything on the phone."

I must be missing something here with the process of completing everything by the phone.

 

[gboylan21]

You have to decide which option you want to offer them. If you do not want to meet in person dont give them the option. Say ok mr Smith we just need to fill out the app. I just need some info. I always tell them i dont ask you your personal info on the phone, I highlight the ssn, medicare, and banking info or any place they need to sign. Have the client call you when they receive the app and have them fill out the rest
while your on the line. ALWAYS send a postage paid envelope with your return address filled in already. It will speed up the process.

If they insist they wont sign unless you meet, tell them you understand and you would be more than happy to if you are willing, I have
found over the last couple months that by not asking for their banking and ssn people feel more comfortable with the over the phone process.