Sell Medicare Supplement Products Over the Phone (A Four Step Guide)

Sell Medicare Supplement Products Over the Phone (A Four Step Guide)

November 9, 2019 0 By Kailee Schamberger


According to the Pew report, 82 percent of
65- to 69-year-olds today are internet users, and four in 10 own smartphones. All this data
about seniors adopting the internet and smartphones may not be a good thing for their grandchildren
who have to deal with every embarrassing but adorable comment, tweet, or message from them.
But this is definitely good news for a busy Medicare Supplement Insurance agent like you.
Here’s how you can boost your sales. WHY IT WORKS
While these thousands of Baby Boomers are automatically eligible for Medicare, they
still need Medicare Supplement Insurance, so they don’t have to pay for the healthcare
costs that Original Medicare doesn’t cover. You can fill that coverage gap by reaching
out to them via phone. After all, younger seniors are comfortable using their smartphones
to connect with others and navigating the internet to complete transactions quickly
and paperless. Other than being digitally capable, people aged 65 and above don’t like
spending a lot of time shopping around for the best healthcare plans, making them the
perfect clients to talk to over the phone. SALES TIPS
First, you’ll want to develop a script. Following a script when selling over the phone helps
you present a plan in an organized manner while also maintaining a flowing conversation.
Next, pitch the plan by painting a clear picture of the unique benefits of getting a Medicare
Supplement Insurance plan, especially how it can help them save on out-of-pocket medical
expenses. When you’re ready to close the deal, use an assume the sale approach. Simply ask
for them to go ahead and get their Medicare ID card, checkbook, so they can be enrolled.
BONUS TIPS Addressing your prospects by their first name
helps you build rapport. Plus, this makes the conversation casual, so prospects feel
less pressured to buy right away. Speaking of which, keep a happy, upbeat tone. Be energetic
and talk to them like they’re right there in front of you. Finally, expect rejection.
Phone sales are much less personal, at least in the initial conversation than a face-to-face
sales presentation. POSITION TO SUCCEED
If you’re a health insurance agent targeting seniors, you can count on electronic gadgets
and apps to be the perfect tools to get in touch with them today and tomorrow. As mentioned,
10,000 Baby Boomers are turning 65 today, and around 10,000 more will cross the retirement
line every day for the next several years. Remember, these seniors won’t be waiting for
your sales email on a Sunday, so you better get moving, run your dialer, and start reaching
out to them. Want more tips about selling medicare supplements
successfully? Give us a call today! And if you liked this video, make sure to like, comment,
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