Wealth Builder
Expert
- 24
So...the mailers are the only way to go? Pre-set appointments are a waste of money? How about final expense pre-set appointments?
Preset appointments
- Thread starter nkyagent
- Start date
- 19,991
Pre set appointments from some companies are great and from others, they are terrible. When the Ohio Med Agency was doing presets for me earlier this year for the Duet, they were charging me $19 per appointment. If they set 15 appointments for me in a week, I made 12-13 sales. The only ones I didn't make were ones that were not qualified, {were not on medicaid, not an LIS or had an SEP for any reason}, they did not charge me for those appointments. Of all the presets I got from them, there was only one qualified that I didn't sell, {I'm still working on that one}. Steve Wingate posts here sometimes now and he can verify that what I've said here is factual.
I got from presets from Parker and Asses in Feb of this year. They charged me $20 per appointment and I made one sale out of about 25 appointments. The people didn't know I was coming, were not qualified, {and they charge for those anyway}, or didn't understand what the discussion was about for the appointment.
I've never done a pre set for FE. Parker and Asses are offering some now at $25/appointment. I wouldn't give them $5. The Ohio Med Agency is considering FE presets. They say they will charge $15/each. I would try their's because I know they are straight up folks. But, personally, I would rather make my own appointments for FE.
Presets for MA plans and SNP's for the dual elidibles are pretty easy. It's not sales, IMO. They are $0 premium and you are enrolling people that are already of the mindset to get something, {that's as polite as I know how to say it}, for nothing. It doesn't matter so much if you have spoken to them in advance.
FE, on the other hand, is sales and you need to be able to sell. Speaking to that person myself on the phone is the beginning of the sales process.
Now, even for the presets for MA plans, the appointment setter cannot cold call. They will have to have a mailer themselves in order to call. That's going to run up the costs. You may as well have the return mail come to you and you make the calls.
Hank
Expert
- 75
Wow..... I like it and couldn't agree more !That's a good idea, you can all stay out of the MA market, you're right, it's really not good at all.
As of 2010, 300,000 people per month will become eligible for Medicare and right now the share of seniors on MA's is about 19%, wanna do the math on that one fellas?
Also, stop looking for the problem in the opportunity!!
According to CMS (Sept, 2008) for Medicare Advantage, you can conduct sales activities in common areas of health care settings.
Example: If a pharmacy counter is located within a retail store, common areas would include the space outside of where patients wait for services or interact with pharmacy providers and obtain medication. So park your butt at Wal-Mart!!
You can also do an educational seminar as long as you're not steering a client to a specific or limited number of plans.
Also, last year, an agency I consulted with received a 22% response off of a mailer. 22%!!!!!!!!
PFFS plans were the problem so stop whining and sell!!!!!!
Sometimes people have a habit of griping instead of looking at the positive side. Good job !
joydeane
New Member
SHC writes for Great American (Provident American, Loyal American, CGI, UTA...).
Pre-sets are good once you are seasoned to the presentation of your products. They cost too much if you are just starting out, and can put you in the red immediately. Others have been highly successful right out of the gate. Remember, those pre-set leads are only as good as the people calling and screening.
SHC now has a new internet division with no cost for leads that is proving to be very successful.
jhenderson99
Expert
- 50
Has anyone really sat outside a Wal-mart (as Rob suggested) or a pharmacy? How were the results? How would you get permission to sit outside a Wal-mart?
joydeane
New Member
Stay away from RJR/SHC. I put out a lot of money and never got paid a dime. Here is an excerpt from a post on Rip-off Report.com. There are many more:
Senior Healthcare Consultants - SHC Ripoff! Be VERY careful, it's not what it appears to be. Nationwide
This company markets healthcare supplement policies to seniors(Age 65+). I 'worked' for them (not as an employee since everyone is a self-employed agent) for a very brief period of time and feel that their practices are worth reporting on this site.
I have broken my report into two parts: 1.Things to know as a senior if a Senior Healthcare Consultant(SHC) shows up at your door and 2. If you are considering working for this company.
1. For Seniors and their family: Be aware that this is a one visit close and you WILL be asked for a check that day!!! The first hour is spent educating you about health insurance, medicare, and prescription drug expenses. This is very informational and genuinely helpful to you. Supplemental health insurance is a terrific product that I would want my own grandmother to have.
After the informational part of the presentation, the agent will be in full selling mode. You will be pushed to sign something that day! They will tell you that they are 'very busy and probably won't be back to this area for several months'.
The person who does the training yells at people during the webcast training sessions that don't get a signature on the spot. Even if you are told to go ahead, sign the paperwork, and then take 2-3 weeks to think about it because they are just trying to see if they can get you approved, be aware that you have made a commitment.
Your existing policy (if you have one) will be canceled (this is one of the forms you sign) and switched to the one the SHC consultant talked about. I will say this, to the best of my knowledge, the policies they offer are with reputable companies and are solid products.
My beef lies mainly with the high-pressure, one visit close. In my opinion, this just isn't how you do business, especially with seniors who may want to consult with their children on major decisions.
Also, be aware that they will make a big deal about how there are only 50 Senior Healhcare Consultants in the entire country. That's pretty much true...since that's all the more agents they have working for them. Realize that this isn't a state or social worker who's sole purpose is to educate you- this is an insurance agent much like any other who is there to sell you a product. Again, they are offering a VERY valuable product from solid companies, just watch out for the one visit close.
2. For individuals exploring this as an employment opportunity. If you are a strong salesperson with the ability and conscience to close in one visit, you can do very well for yourself with this company. For me, it just wasn't my style.
My intention with this posting is not to bash the company, just help someone make a more informed decision than I was able to make. Be aware that you are going to have to get your license(s)on your own dime before you start training. This can/will take several weeks and will run you about $400-$500 depending on the state and the class(es) you take.
Next, expect to have to travel somewhere for 2-3 days for training. Again, you will be paying for all of this yourself- food, lodging, gas, etc. It is very important to know that approximately only 1 in 4 new consultants actually makes it. This is the number that was given to me by one of their top trainers. I didn't find this out until I was out about $700 and 4 weeks of my life. My biggest concern with this company lies in how they handle you if you don't make it which is the case for 3 out of 4 individuals.
In my short experience with the company, I sold two policies. When I notified them that I wouldn't be continuing on, it was stressed to me to pay to have the two policies I did sell shipped overnight to them. Of course, this was more money I would be paying out myself.
Then I was told I had to ship back all of the materials that I had been provided or I wouldn't be paid on the two policies I had sold. (By the way, expect to pay a significant amount of money just on copying and printing since they don't cover any of that. You get emailed forms and then have to run them all yourself for every appointment.)
After laying out money to ship the paperwork for the two policies and then a seperate shipment of all the supplies, I waited for my check (albeit small check) to arrive. The first time I called to check on it, a lady quoted me an exact amount I would be paid and a rough time it would arrive.
After several more weeks and still no check I started calling again. Good luck if you ever need to try to talk with someone in payroll or have them call you back. Many unreturned calls were placed. Finally I did receive a call from a Brian who said that my check didn't hit a minimum clearance amount since I had sold only two policies and that I would not be receiving the $50+ check.
I was furious but decided to let it go until today... While checking my checking account online today, I saw that the company that SHC actually wrote the policy for CRL (Central Reserve Life) had gone into my bank account and taken money out. Evidently one of the two policies had cancelled and CRL did a charge back to SHC.
It has been months since I've 'worked' with SHC yet they still somehow have authorization to do this?!! So, not only did I not get paid for the two policies that I sold, I actually lost more money in addition to the sunk cost of the hotel, gas, training classes, state certifications, etc.
Of course, my calls to SHC about this have not been returned. All told, it was a bad experience for me. If you are very strong at closing and comfortable with pushing seniors into signing a contract in one visit, this could be a very good fit for you.
Let me say it one more time, I'm not bashing SHC, I just want people to be more informed before dealing with them as an client or as an agent.
Joshua
Charlotte, North Carolina
U.S.A.
And here is another:
The real percentage of people that 'MAKE IT' is NOT 25%. That is what they tell you b/c everyone thinks they can will be the 25% that will make tons of money. SURE? I thought I could do it and I did make it longer than anyone in my training class.
DAY 1 -Training Class '11' eager guys fresh from receiving their TX State Insurance Lincenses. Which takes about 6-8 weeks. THIS was going to be my career !!!
End of 1st WEEK- '8' tired driven guys
End of 4th WEEK- '4' worn out still with faith
End of 8th WEEK- '2' broke and broken. I was praying every night to make this work for my future. I'd already put close to 6000 miles on my car.(over $650 on GAS at 25 miles per gallon)
End of 13th WEEK- 'ME' SHC recruiter found the other guy's resume on careerbuilder. They got rid of him. 'had a bad attitude' and 'doesn't have what it takes'-D.C.
That is ONE training class for that ONE week. Training classes are almost EVERY week.
NOW, you do the math.
11/1= 9% 'MADE IT' more than three months. I made about $3,500 during that time. Remember the weekly cost- motels, gas, appointments, faxing, oil changes,copies, cell phone, internet in SOME road motels. It's amazing! I slept in motels that would make you puke.
SHC WILL 'contract' over 200 people next year. About 10% (20) guys will make it three months. I would say 2 or 3 will make it one year. Every 'Consultant' can see the weekly leader board. You can see how you stack up with every one.
There was anywhere from 12-37 'Consultants' selling at one time, while I was there for my 10 months. Four guys were there before me and were still there when I left. 5-15 NEW Consultants would train per week. CAN YOU SAY TURNOVER!?!?!?! It's sad to think what some of these guys gave up to make the financial dream happen for their families. I'm NOT the only one that lost almost everything.
A)
You have to spend a MINIMUM of $600 before you sit in front of one person.
1)State License
2)Supplies
3)Head-set for computer meetings
4)Three tanks of gas for training
5)Motel for three nights training
(Just try to do it cheaper. I dare you)
B)
Appointments cost $18. Ave. 16 appointments per week = $288 out of YOUR pocket. That really isn't bad if the following wasn't EVERYDAY:
1)(NO-SHOW)- the senior was NOT home
2)(PORCHED)- they had NO idea why I was standing on their front porch with a 'Silly Smile'-R.D. on my face. This is supposed to make seniors feel more at ease? They don't want a stange man in their home and they were told I'm 'dropping information off' My TWO HOUR presentation IS the information I'm dropping off.
3)(BETTER-DEALED)- they are already covered by some of the BEST medsup coverage companies in the country and have plan F or G. (Best plans)
4)(DNQ-Does Not Qualify)- they ALREADY have a health issue. Now I can't do ANYTHING for them. (besides sell the drug plan (SHP) that pays close to nothing in commission-($18)
There are four examples of BURNING $18 of MY money for something that is out of my control. In a typical week you will have a real chance to sell HALF of your appointments. HALF of the appointments are DNQ, Better-Dealer, Porched, or No-Show
Spending $1,152 per month for maybe 32 shots at a sale... i don't think so.
Everything I've read is from others that have worked at SHC is right-on.
Senior Healthcare Consultants - SHC Ripoff! Be VERY careful, it's not what it appears to be. Nationwide
This company markets healthcare supplement policies to seniors(Age 65+). I 'worked' for them (not as an employee since everyone is a self-employed agent) for a very brief period of time and feel that their practices are worth reporting on this site.
I have broken my report into two parts: 1.Things to know as a senior if a Senior Healthcare Consultant(SHC) shows up at your door and 2. If you are considering working for this company.
1. For Seniors and their family: Be aware that this is a one visit close and you WILL be asked for a check that day!!! The first hour is spent educating you about health insurance, medicare, and prescription drug expenses. This is very informational and genuinely helpful to you. Supplemental health insurance is a terrific product that I would want my own grandmother to have.
After the informational part of the presentation, the agent will be in full selling mode. You will be pushed to sign something that day! They will tell you that they are 'very busy and probably won't be back to this area for several months'.
The person who does the training yells at people during the webcast training sessions that don't get a signature on the spot. Even if you are told to go ahead, sign the paperwork, and then take 2-3 weeks to think about it because they are just trying to see if they can get you approved, be aware that you have made a commitment.
Your existing policy (if you have one) will be canceled (this is one of the forms you sign) and switched to the one the SHC consultant talked about. I will say this, to the best of my knowledge, the policies they offer are with reputable companies and are solid products.
My beef lies mainly with the high-pressure, one visit close. In my opinion, this just isn't how you do business, especially with seniors who may want to consult with their children on major decisions.
Also, be aware that they will make a big deal about how there are only 50 Senior Healhcare Consultants in the entire country. That's pretty much true...since that's all the more agents they have working for them. Realize that this isn't a state or social worker who's sole purpose is to educate you- this is an insurance agent much like any other who is there to sell you a product. Again, they are offering a VERY valuable product from solid companies, just watch out for the one visit close.
2. For individuals exploring this as an employment opportunity. If you are a strong salesperson with the ability and conscience to close in one visit, you can do very well for yourself with this company. For me, it just wasn't my style.
My intention with this posting is not to bash the company, just help someone make a more informed decision than I was able to make. Be aware that you are going to have to get your license(s)on your own dime before you start training. This can/will take several weeks and will run you about $400-$500 depending on the state and the class(es) you take.
Next, expect to have to travel somewhere for 2-3 days for training. Again, you will be paying for all of this yourself- food, lodging, gas, etc. It is very important to know that approximately only 1 in 4 new consultants actually makes it. This is the number that was given to me by one of their top trainers. I didn't find this out until I was out about $700 and 4 weeks of my life. My biggest concern with this company lies in how they handle you if you don't make it which is the case for 3 out of 4 individuals.
In my short experience with the company, I sold two policies. When I notified them that I wouldn't be continuing on, it was stressed to me to pay to have the two policies I did sell shipped overnight to them. Of course, this was more money I would be paying out myself.
Then I was told I had to ship back all of the materials that I had been provided or I wouldn't be paid on the two policies I had sold. (By the way, expect to pay a significant amount of money just on copying and printing since they don't cover any of that. You get emailed forms and then have to run them all yourself for every appointment.)
After laying out money to ship the paperwork for the two policies and then a seperate shipment of all the supplies, I waited for my check (albeit small check) to arrive. The first time I called to check on it, a lady quoted me an exact amount I would be paid and a rough time it would arrive.
After several more weeks and still no check I started calling again. Good luck if you ever need to try to talk with someone in payroll or have them call you back. Many unreturned calls were placed. Finally I did receive a call from a Brian who said that my check didn't hit a minimum clearance amount since I had sold only two policies and that I would not be receiving the $50+ check.
I was furious but decided to let it go until today... While checking my checking account online today, I saw that the company that SHC actually wrote the policy for CRL (Central Reserve Life) had gone into my bank account and taken money out. Evidently one of the two policies had cancelled and CRL did a charge back to SHC.
It has been months since I've 'worked' with SHC yet they still somehow have authorization to do this?!! So, not only did I not get paid for the two policies that I sold, I actually lost more money in addition to the sunk cost of the hotel, gas, training classes, state certifications, etc.
Of course, my calls to SHC about this have not been returned. All told, it was a bad experience for me. If you are very strong at closing and comfortable with pushing seniors into signing a contract in one visit, this could be a very good fit for you.
Let me say it one more time, I'm not bashing SHC, I just want people to be more informed before dealing with them as an client or as an agent.
Joshua
Charlotte, North Carolina
U.S.A.
And here is another:
The real percentage of people that 'MAKE IT' is NOT 25%. That is what they tell you b/c everyone thinks they can will be the 25% that will make tons of money. SURE? I thought I could do it and I did make it longer than anyone in my training class.
DAY 1 -Training Class '11' eager guys fresh from receiving their TX State Insurance Lincenses. Which takes about 6-8 weeks. THIS was going to be my career !!!
End of 1st WEEK- '8' tired driven guys
End of 4th WEEK- '4' worn out still with faith
End of 8th WEEK- '2' broke and broken. I was praying every night to make this work for my future. I'd already put close to 6000 miles on my car.(over $650 on GAS at 25 miles per gallon)
End of 13th WEEK- 'ME' SHC recruiter found the other guy's resume on careerbuilder. They got rid of him. 'had a bad attitude' and 'doesn't have what it takes'-D.C.
That is ONE training class for that ONE week. Training classes are almost EVERY week.
NOW, you do the math.
11/1= 9% 'MADE IT' more than three months. I made about $3,500 during that time. Remember the weekly cost- motels, gas, appointments, faxing, oil changes,copies, cell phone, internet in SOME road motels. It's amazing! I slept in motels that would make you puke.
SHC WILL 'contract' over 200 people next year. About 10% (20) guys will make it three months. I would say 2 or 3 will make it one year. Every 'Consultant' can see the weekly leader board. You can see how you stack up with every one.
There was anywhere from 12-37 'Consultants' selling at one time, while I was there for my 10 months. Four guys were there before me and were still there when I left. 5-15 NEW Consultants would train per week. CAN YOU SAY TURNOVER!?!?!?! It's sad to think what some of these guys gave up to make the financial dream happen for their families. I'm NOT the only one that lost almost everything.
A)
You have to spend a MINIMUM of $600 before you sit in front of one person.
1)State License
2)Supplies
3)Head-set for computer meetings
4)Three tanks of gas for training
5)Motel for three nights training
(Just try to do it cheaper. I dare you)
B)
Appointments cost $18. Ave. 16 appointments per week = $288 out of YOUR pocket. That really isn't bad if the following wasn't EVERYDAY:
1)(NO-SHOW)- the senior was NOT home
2)(PORCHED)- they had NO idea why I was standing on their front porch with a 'Silly Smile'-R.D. on my face. This is supposed to make seniors feel more at ease? They don't want a stange man in their home and they were told I'm 'dropping information off' My TWO HOUR presentation IS the information I'm dropping off.
3)(BETTER-DEALED)- they are already covered by some of the BEST medsup coverage companies in the country and have plan F or G. (Best plans)
4)(DNQ-Does Not Qualify)- they ALREADY have a health issue. Now I can't do ANYTHING for them. (besides sell the drug plan (SHP) that pays close to nothing in commission-($18)
There are four examples of BURNING $18 of MY money for something that is out of my control. In a typical week you will have a real chance to sell HALF of your appointments. HALF of the appointments are DNQ, Better-Dealer, Porched, or No-Show
Spending $1,152 per month for maybe 32 shots at a sale... i don't think so.
Everything I've read is from others that have worked at SHC is right-on.
joydeane
New Member
I forgot I was still on the honeymoon when I posted this one.
I sat by the computer (a requirement, so we the first to get the appt.) for hours on some days to not even get one lead come across the screen. Then they let me go without so much as a phone call or email...just blew me off. They also went into my checking account and took all but $13.77 to pay for my leads which were originally supposed to be free. Another guy in my area had just resigned the previous week. Neither one of us can believe how stupid and naive we were.
I sat by the computer (a requirement, so we the first to get the appt.) for hours on some days to not even get one lead come across the screen. Then they let me go without so much as a phone call or email...just blew me off. They also went into my checking account and took all but $13.77 to pay for my leads which were originally supposed to be free. Another guy in my area had just resigned the previous week. Neither one of us can believe how stupid and naive we were.
joydeane
New Member
SHC writes for Great American (Provident American, Loyal American, CGI, UTA...).
Pre-sets are good once you are seasoned to the presentation of your products. They cost too much if you are just starting out, and can put you in the red immediately. Others have been highly successful right out of the gate. Remember, those pre-set leads are only as good as the people calling and screening.
SHC now has a new internet division with no cost for leads that is proving to be very successful.
I was still on the honeymoon back then. Those no cost leads turned into costing if you could get any at all. I had to sit by the computer all day waiting on leads. The last one that kicked my butt was one that they sent me that was on the other side of the state. Like a dummy I went because it was the only lead i had for the week. Guess what! The lady was a no show. So 2 tanks of gas and 8 hours later - no sale.
They let me go shortly after that without so much as a phone call or email. I got a clue when I couldn't get on the company website. Then I found that they had been in my bank account and taken all the money I had recently deposited from having a yard sale, leaving me with $13.77. Doesn't buy much gas or groceries, does it?
Ask?
Seriously, I've had mixed results with Walmart people giving me permission to do this, it seems like it really depends on the person you ask. I've gone to about 5 different locations, and three of the five said that they do not allow any plans to do this unless you have approval from their corporate office in Bentonville. I personally think this is a violation of the equal access rules since they often let Humana put things in their stores, but I don't fight it.
I've had a LOT better results setting up a card table at local pharmacies. These are more relationship driven - the relationships you build with the pharmacists and staff, the relationships that the pharmacist and staff builds with their clients, etc. You can cut through the bs from the Walmarts with small local pharmacies if you just talk to them regularly and take an interest in serving them. I've found that around the 3rd of the month and around the 15th of the month work out best, and mid afternoon seems to be the more active time of the day.
The other two said I could set up a booth any time I wanted. With those two, it just depended on the day I went, I guess. Technically you can't "approach or entice" or whatever the CMS phrasing is, seniors to come see you, so you just have to sit or stand there. Realistically, if you can get someone within the Sandler Submarine 3 feet of you, you can ask them "what do you do for a living?" and take it from there.
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insuranceboss
Expert
- 48
Yes, I used to work with Ohio Med Agency and Steve Wingate. You are right he was a straight shooter. I understand they have refocused themselves to do only final expense and provide subdized leads.
Does anybody know anything about them. I see their ads from time to time.
