Helpful Website on How to Prospect for Medicare Leads

defenderzeta

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Senior Insurance Leads This is a helpful website I found that summarizes alot of things.

I am trying to learn how to prospect for medicare customers for supplements and possibly advantage if the conversation opens up about that (and getting a scope of appointment to come back if they bring it up).

Anyone have any other good resources? I tried to read the CMS guidelines at http://www.cms.gov/ManagedCareMarketing/Downloads/R91MCM.pdf but the 174 pages of government blahblah almost put me to sleep.
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This was a interesting line in that website:

A broker may set an appointment to discuss Medicare Supplement Coverage with a prospect based on a cold call. If the prospect expresses an interest in Medicare Advantage products, the broker may provide the prospect a scope of appointment form (that has been approved by the broker's Medicare Advantage Plan) and have the prospect complete and sign the form. The broker may then set an appointment with the prospect to discuss the products identified in the scope of appointment form.

If the broker covered products in the Medicare Supplement Meeting that are offered by the same company that offers the Medicare Advantage products the broker will cover, the 48 hour rules applies to the Medicare Advantage appointment. If the Medicare Supplement Meeting covered only products offered by companies other than the company offering the Medicare Advantage products, the 48 hour rule does not apply. In other words, when the broker is selling Medicare Supplement products and Medicare Advantage products for Company X, the 48 hour rules applies. But, if the broker is selling Medicare Supplement products for Company X and Medicare Advantage products for Company Y,
the 48 hour rule does not apply.
 
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just to comment on the company itself. I've heard that these preset appointments are usually crap. I set my own appointments and each client knows why I'm there.

Im not there for the "changes in medicare"
 
just to comment on the company itself. I've heard that these preset appointments are usually crap. I set my own appointments and each client knows why I'm there.

Im not there for the "changes in medicare"

How do you prospect if your in a mostly Medicare Advantage area? I am still trying to figure out how to open up the door (or even get in the door) legally.
 
You prospect for Med supps, not for MA's. Even though Im in a MA area I don't know until I sit down with them and find out whats best for them.
 
I have found that Equita Senior Benefits is launching a Med Sup division and I know they own their own mail house.
 
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I work in Florida selling medicare advantage plans in order to succeed you have to have the proper sales training, ability to offer multiple medicare advantage plans to clients, and most important a marketing plan that works. Mail outs are very expensive but work the best during AEP.The key is table top events in high senior traffic areas will generate low cost leads with the right products.
 
How do you prospect if your in a mostly Medicare Advantage area? I am still trying to figure out how to open up the door (or even get in the door) legally.

What carriers are you using? I work with agents across the nation with all the big carriers. Most areas you can get a hold of some different marketing pieces.

Let me know if you need some assistance.
 
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