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- #21
SPOKEN LIKE A TRUE ORDER !
Don't flatter me...I lost the cases because I didnt take the order. You sound like some sort of a genius. I hope that you will continue to provide insight and inspiration on this board. Thank you.
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SPOKEN LIKE A TRUE ORDER !
Nope.
I either catch them on the I-told-you-so rebound or they get stuck and have to deal with their decision.
I tell people all the time that I will guide them and give them advice to make good decisions. I also tell them if they get off track and want to sleep with today's cheap trick they can work with another agent.
You would be surprised how often that works.
Yes, the MOO companies write a lot of business, but not as much as it seems. They have more pi$ off policyholders than probably any other carrier.
My philosophy is let them get pi$ at the carrier, not me.
My clients love the advice and attention I give them. They also like the fact they don't have to shop around every year for a new plan. The PDP experience is bad enough without having to deal with medical underwriting and wondering how long today's low rate will hold.
My business plan works for me and has served me well for the last 20 years. It's not for everyone.
If you are losing MS cases due to price, you are doing something wrong in your sales process.
My post was not clear. My response was not referencing replacing existing lettered plan with same lettered plan. Not my target market. I was referring to other situations, perhaps new to Medicare. For my market, the sales process, from start to finish, trumps price, which is almost irrelevant.Really? I completely disagree with you.
I never lose a case on coverage since all plans are standardized. If I present a Plan F and it's more than their current carrier I can't place it. Going to Plan N is the alternative but even so it's based upon PRICE. If the savings doesn't justify the move to Plan N then it doesn't happen.
It all boils down to price vs. benefit. I'm the most pleasant and wonderful person in the world. But if a prospect is paying $125 for Plan N and I quote them $150 for the same plan they probably won't change.
Rick
My post was not clear. My response was not referencing replacing existing lettered plan with same lettered plan. Not my target market. I was referring to other situations, perhaps new to Medicare. For my market, the sales process, from start to finish, trumps price, which is almost irrelevant.
I am now attempting to balance saving money on Med/Supp pricess with rate stability.
Next challenge, finding carriers who will take certain conditions, have diabetes and heart patients right now.
Really appreciate carriers who can underwrite with phone apps on the spot. Just getting started with that.
Somarco, we'll see if I can stick to not allowing them to make a choice they may regret, not write it for them, goal: not get them stranded with a death spiral rated plan.
As far as T65 then yes, you can sell quality, etc. but your price better be competitive or next year I'll call the same client and you'll lose the business.
I am guessing we have a very different type of prospect and client. Obviously, I provide my clients with extremely competitive products. That being said, my clients, most of whom were referred to me and are new to medicare, are very happy with the education, advice, and a level of professionalism that I provide. I am guessing that many here on this forum do not sell on price alone, but provide a service that their clients appreciate and value. If a client would leave me because another agent can save him $2/month, I don't want him as a client. Best thing is, we can all make a buck doing it our own way. My way works for me, and I know your way works for you.Price is generally the #1 reason someone is willing to speak with an agent about changing the supplement. If they don't feel the financial pain, why would they be willing to talk to another agent?
As far as T65 then yes, you can sell quality, etc. but your price better be competitive or next year I'll call the same client and you'll lose the business.
Rick