Whether you are selling Medicare, Medicare Advantage, or even Medicare Supplement insurance, this could be a great year for you, if you plan it out well. Considering the fact that most people plan to buy Medicare Plans after turning 65, you would be happy to note that there would be about 4 million people ready to buy Medicare during the next decade.
It doesn’t matter if you are a new agent or a seasoned agent looking to up your game; here are a few tried and tested things you can use to refine your Medicare selling strategy and close a lot of deals by the end of this year:
Get Your Medicare Sales Certification and Recertification
As an agent who sells Medicare, it would help to be certified with the carrier that you represent. For this, you may have to complete your AHIP training or any other specialized training your carrier might be providing. AHIP certification might work for most carriers. You can do this course through any broker portal. If you are selling Medicare Supplement Insurance, you may not even need to do annual recertification.
Understand the Senior Insurance Market
Most seniors may not prefer buying Medicare supplements over the phone or the internet. Hence the trick is to adopt a face-to-face selling approach. Before selling your insurance products haphazardly, it would be a great idea to understand the specific needs of these seniors and how much they cost. You don’t want to sell them something that they don’t need or won’t be able to use.
For example, if there is a client who is under continuous care, an original Medicare would be good enough. Selling indemnity insurance to such a client would be a waste of time and effort. Also, most seniors may not be able to afford indemnity insurance as it would be very expensive.
You will need to customize your Medicare selling strategy for every client as per their requirements and budget. You will have to understand everything that there is to know about the product that you are selling and how it will work in the real world. You will also need to take some time to create genuine relationships with your clients, especially when they are seniors.
Purchase Sales Leads
Buying Medicare Leads could be the perfect way to get in touch with seniors who are actively looking to purchase insurance. By discussing your requirements and explaining the kind of leads you are looking for, you can get personalized and exclusive leads that have high chances of conversions. However, you need to make sure you know exactly what you are going to say when you talk to these prospects.
Have a Sales Script Ready
Yes, a sales script is required to sell Medicare. Nevertheless, this doesn’t mean you start rambling to get your entire script in one shot while speaking to your prospect. You will have to give your prospect a chance to speak in between each of your sections. Try and understand what is being said and proceed accordingly. Make it a point to explain what is covered and what is not covered by Medicare. Giving the entire information makes it easier for your prospects to make the right decision, without feeling obligated or intimidated.
Now that you know whom to sell your Medicare products to and what to say, it is important that you identify the areas you should be focusing on. Although Medicare Supplement and Medicare Advantage will sell in all 50 states of the USA, there are a few best states that you need to be looking at. These include Arizona, Florida, Texas, Illinois, New Jersey, Pennsylvania, North Carolina, California, Virginia, Michigan, and New York. Most seniors living here already have Medicare Supplement Policies and might be looking at changing their coverage this year.