Prospecting Tips
. 1. Qualifying
. Qualifying an appointment before setting it is extremely important. Even though we are brokers and we can offer our prospects whatever they want it still should be a qualified appointment.
. Find out if you can what they currently have for their health insurance. For example, if they have try care for life that is not a qualified appointment because we cannot compete with try care for life. That is free health insurance for life for vets who retired from the military.
. Finding out what the prospect pays a month for their current health insurance is very helpful because it gives you an idea as to what their budget is going to be going into Medicare
. Your closing ratio will greatly increase if you have both the husband and the wife at the initial appointment. Nothing is harder than trying to leave with a check if only one spouse is there because nine times out of 10 they will pull the “I have to talk to my spouse card“. So make sure you book the initial appointment for a time that both the husband and wife can be there.
2. Behave like a doctor not a sales person
. These prospects are being approached from many agents who all sound very sales oriented. You want to do the exact opposite.
. If you go to the doctor and tell him your symptoms, he’s going to diagnose you with something. It’s the exact same thing with their insurance needs. You ask them what their problems are and you diagnose it
. Don’t try to sell them at the door, instead inform them that you can do your research and then we can meet back in a few days to get your needs handled.
3. Bring value into the home
. As mentioned before, these prospects are being slammed with solicitations for their Medicare. You need to convince Mrs Jones at the door that you will bring value into their home.
. For example, “Mrs Jones I would like to offer you and your husband a complementary appointment to discuss your Medicare needs so that when the time comes you can make an informed decision I bring value into folks homes because I educate them so they can make a very educated choice”.
. Help them understand why it is beneficial to meet with you the Medicare specialist upon turning 65.
. Stories are very helpful. You can tell Mrs. Jones a story about how receiving the information has positively impacted some of your clients lives
4. You aren’t selling
. Everybody is trying to sell Mrs. Jones a supplement. So let’s take a different approach just don’t sell her anything.
. All your job is Is to offer Medicare appointments/workshops To folks turning 65. Explain to Mrs. Jones that you used to do group seminars with many people at a time. However, many people were hesitant to ask personal questions about their health care needs so explain that you have found it much easier to do one on one Medicare workshops in the comfort of their own
. It’s OK to remind them that you were a broker and you were completely unbiased
5. Be unique
. If the prospect is telling you what’s wrong with their current health insurance, rather than responding with the typical sales response which would be “well I have a solution for you Mrs. Jones“, try changing it up
. Instead of saying I have a solution so why don’t you ask Mrs. Jones about what your troubles are with the current plan?
. Get them engaged. The more engaged they are in the conversation the more likely you are to set the appointment. Making it all about them!!!
6. Show them upside of working with you
. Let’s take an example. If you ask Mrs. Jones what she has for her current insurance and she says I have Aetna and it’s terrible because it doesn’t cover everything and my doctor doesn’t take it. You can respond with something along the lines of Mrs. Jones if you could be introduced to an option that all of your doctors take, is reasonably price and covers everything you need, do you think that would bring you some relief?
. Because these people are retired or retiring, decreasing their stress, bringing peace and relaxation to the table is huge. That’s why it’s important to remind Mrs. Jones that the upside of working with you is the fact that she knows that it’s going to be a very easy process and she’s not going to have to stress out about it
. With every solution that you give, show the prospect the value of that solution. For example for every policy that you suggest to them whether it’s the F supplement that covers everything or an advantage plan that fits their budget, show them the value. Mrs. Jones The value that this supplement is going to bring to your retirement it’s going to be outstanding because you now know that you don’t have any more medical bills for the rest of your life.
7. Can I make a recommendation
. Whether you were at the door already at the kitchen table these five words are probably the most powerful words that you can use in the entire process.
. You were the Medicare expert, so this question is only reassuring Mrs. Jones that you are the one that’s the expert and you know what you’re talking about so she has all the more reason to sit with you