Selling Medicare and staying compliant can be tricky, but it doesn’t have to be complicated. Here are five tips to make selling to clients over 65 a breeze.
1.) Establish yourself
They say don’t judge a book by its cover. However, with a strong marketing presence that shows you take your clients seriously, you’ll get a step ahead of the competition. The best ways to go about this is by revamping your logo and website design, business cards, and incorporating email campaigns to boost your reach and bring in more clients. This overhaul doesn’t have to be as daunting as it sounds, our talented marketing team exists for this very need. Partnering with us will take the pressure off your shoulders, giving you more time to establish relationships with your clients.
2.) Initiate with a Strong Introduction
First impressions are important, so don’t skip this! Whether on the phone or face-to-face with your client, your introduction should be precise, warm, and friendly. “Hello _______, my name is ______ and we have an appointment to discuss your medical benefits.” We can’t emphasize the importance enough, since this initial interaction will set the tone for the entirety of the business relationship you share with your client.
3.) Get to Know the Client
Showing you’re personally interested in your client is key for establishing a good relationship with them. Paying attention to their needs and requirement also helps you to find the plan that is best suited for them and their lifestyle. Ask questions to show you’re interested in them, be personable and attentive. Be sure to talk to them about something other than insurance.
Warm up to them to make asking for the sale as seamless as possible. At the end of your visit, sending a follow up thank you card is good practice for showing personal interest. Don’t settle for a generic thank you card from a grocery store. Ask your FMO to make custom, branded thank you cards for an extra level of professionalism with your potential clients.
4.) State the Purpose of Your Appointment
Now that you’ve gotten enough time to get to know your client, let them know why you’re here. Tell them you want to make sure they’re taking advantage of all the benefits they’re eligible for and that they’re getting everything they need covered.
Plainly saying you’re there selling Medicare will get you nowhere and turn the clients’ interest away from what you have to say. Center what you tell them around how they’re going to benefit, not what is being sold to them.
5.) Position Your Questions
Sales are more often made by asking questions rather than just making statements. Properly positioning insurance products is a question-and-answer process. It’s important to keep your questions conversational, otherwise your client will feel like they’re being interrogated. Start out with simple questions they can say yes to, then move into the deeper topics. Make sure a scope of appointment form is filled out before talking about Medicare Advantage or PDP plans. If you’re already partnered with an FMO, you can request they make these for you.
6.) Partner with a Dedicated FMO
Trusting your business and marketing to others may seem daunting. So, the FMO you choose to partner with should be picked carefully. Finding a trustworthy FMO that you can depend on is crucial. The benefits of such a partnership are tremendous. Letting an FMO handle your marketing takes needless work and stress off your shoulders so you can focus more on what you do best, which is selling Medicare insurance!
Give Carolina Senior Marketing a try and see why so many of our agents are satisfied with our work. A locally based, dedicated FMO like Carolina Senior Marketing knows that our success depends on your success. Give us a call at (919) 460-6073 or email us at [email protected] to start your journey with us!
