How are we expected to sell?

[Fisher]

Hi, DS4, yes, I know that the regulations are meant for MA and PDP, but certain carriers have rules about marketing Med Supps too...

None that I'm aware of.

 

[Life Hawk]

Sigh. I need a boost of assurance. Thanks.

Been there and done that... and I fully understand where you are!

Take a moment and feel more comfortable with the regs. If you make your self a quick rubric of the main concepts and get comfortable with it, you will do much better.

Selling confused is no way to proceed... it saps your confidence.

You don't need to know everything... just a good solid understanding of the basics.

Think of your sells process like a flow chart... if this then this is next... if not, then back to last action.

...and always remember the university of mistakes has produced many a successful and well trained agent... just make sure you don't repeat the same class again and again.

 

[insurancechic127]

None that I'm aware of.

I just finished almost all the certs for Aetna. There was a line about prohibited practices, and it mentioned cold-calling. Maybe it was only referring to MA and PDPs...I'll have to go gack and review..

Thank you!

 

[Fisher]

You can cold call 'til the cows come home for med supps. No worries there. Aetna is referring to MAPDs and PDPs with the prohibited practices CMS nonsense.

 

[Bevo]

And all these certifications...I'm on my 3rd carrier, and it just seems these tests, exams, modules, knowledge checks, etc are a lot of busy work. AM I correct I have to re-do all of this every year?

Sigh. I need a boost of assurance. Thanks.

I agree with Greensky's post above but i'll put it another way. If you want the OUTCOME (Big income, residuals, fulfilling career) then you must go through the PROCESS. Over and over and over again.

Learn to love the process, while focusing on the desired outcome. Success is at least 80% psychological and 20% mechanical. What happens during month 3 when the commissions aren't rolling in fast enough, or 1 year in and you're still not making it? More of "WHAT" to do won't help you, but focusing on WHY you're doing it will get you through the tough times.

Get tough!

 

[insurancechic127]

Been there and done that... and I fully understand where you are!

Take a moment and feel more comfortable with the regs. If you make your self a quick rubric of the main concepts and get comfortable with it, you will do much better.

Selling confused is no way to proceed... it saps your confidence.

You don't need to know everything... just a good solid understanding of the basics.

Think of your sells process like a flow chart... if this then this is next... if not, then back to last action.

...and always remember the university of mistakes has produced many a successful and well trained agent... just make sure you don't repeat the same class again and again.

Thank you for your kind words. I think it's because I'm taking certs for all these different carriers at once and getting a tad overwhelmed.

Sometimes I need to remind myself to take a break. I'll look up at the clock and realize I've been hunched over my computer, sans water/food, for six hours.

I'll get there, I'm sure. It is SO different than Aflac sales, in which pretty much anything goes...very much an attitude of "whatever it takes" to close a sale. Not that there weren't regulations about F,W,A...and I was always so, so careful. Got mystery shopped twice and passed with flying colors.

I made a call to my local GA and an agent there helped me to calm down and reassure me that lots of people, in the beginning, see the mountain of material to be absorbed as daunting.

Thanks again !!

-Robin

 

[Todd King]

I just finished almost all the certs for Aetna. There was a line about prohibited practices, and it mentioned cold-calling. Maybe it was only referring to MA and PDPs...I'll have to go gack and review..

Thank you!

Now, if you did certifications with UHC, you did get to see some rules that AARP sets about marketing their med supps. They are the only company that I'm aware of that actually makes you test just to sell their med supps.

 

[insurancechic127]

Now, if you did certifications with UHC, you did get to see some rules that AARP sets about marketing their med supps. They are the only company that I'm aware of that actually makes you test just to sell their med supps.

Yup, I did see them.

Question:

I'm in a F2F or phone appointment, talking about MA. I got my SOA prior to the conversation. The client begins to ask about Med Supps. Do I need to stop and get a new SOA?

Or...vice versa. I'm on the phone, talking about Med Supps, when the client says "a friend of mine pays nothing for her Medicare...can you tell me about that?" Do I need an SOA in order to launch into a discussion about MA?

THANK YOU!!

 

[Todd King]

Yup, I did see them.

Question:

I'm in a F2F or phone appointment, talking about MA. I got my SOA prior to the conversation. The client begins to ask about Med Supps. Do I need to stop and get a new SOA?



Or...vice versa. I'm on the phone, talking about Med Supps, when the client says "a friend of mine pays nothing for her Medicare...can you tell me about that?" Do I need an SOA in order to launch into a discussion about MA?

THANK YOU!!

1. No! You never need an SOA for Med Supps.

2. Yes, you will need one for that.

 

[Fisher]

Scenario 1 - Nope. No scope needed for med supps.

Scenario 2 - Per the letter of the law, yes.