Would you rather do what’s necessary to continually study your craft? Or would you rather earn less than you should and create a much lower lifestyle than you should have?
Chris Westfall’s office (personal production) ended 2015 in record territory. Referrals from existing clients and new clients getting onto Medicare for the first time led to record numbers.
Chris has qualified for the Mutual of Omaha Rome trip in April and AETNA’s Iceland trip in May.
And we’re off to a great 2016, already! Listen to the podcast audio below:
Over the years, Chris has learned the difference between just being busy for busy sake vs. doing things that will achieve the best, possible results for our time investment in this business.
Many agents still believe that writing applications all day is their only mission, and they’ll write an application on anyone that says, “Yes.” Those anxious folks that are very eager to get going with you should be the ones you spend the most amount of time trying to find out why they are disqualified from the beginning.
The art of asking the right questions, in this case – all of the health questions, before moving into an application setting AT ALL, is critical if you want to have enough time to spend with those that are qualified.
Chris Westfall’s answer is: “As soon as possible!”
Chris asks his employees, “How much STUFF do we take from people?”
(rude, obnoxious, angry, bitter) and the answer should be “None”.
If an existing client is angry about something that happened with their coverage, we endeavor to find a solution and help them through the situation as best we can. If someone just wants to be rude because that is their nature, it’s best not to take them on as a client to begin with.
In this podcast, Chris answers the question, “3 out of 4 of my last Medicare cases were declined. What’s going on?”
And, “What is the difference of getting contracted through an FMO vs. going direct to a carrier?”
For more detailed analysis, see the webinars at MedicareAgentTraining.com
Selling insurance over the phone and being able to help seniors across the country is great. However, many agents forget that personal touch that means so much to the senior generation.
In this podcast, Chris talks about the immediate effect of providing tangible follow up when seniors are confronted with various choices in the market as to whom they will do business.
Over 200,000 seniors are turning 65 each month in the United States. This is a HUGE opportunity for those agents who know how to get in front of this “silver tsunami”!
In this podcast, Chris Westfall talks about marketing to seniors using various methods and what he has learned since getting his insurance license in 1995 up to today.
Here are some great, free resources from Hubspot on creating INBOUND marketing:
The Bad News: Traditional marketing is broken. Blasting your message out to the masses — via cold-calling, print advertising, T.V., non-solicited email etc. — is becoming less effective and more costly.
The Good News: To walk you through the entire process of taking your business to the inbound level, we’ve put together this inbound marketing kit comprised of our top resources.
The kit contains: an introductory guide to internet marketing, blog post templates, a search engine optimization (SEO) guide and a whole lot more.
What is the first, most important factor before starting this or any business?
It all begins between your two ears.
“What you think determines how you act and that determines what you get.” – James Schramko
Here is “The Self Confidence Formula” from Napoleon Hill’s Think and Grow Rich:
First. I know that I have the ability to achieve the object of my Definite Purpose in life, therefore, I DEMAND of myself persistent, continuous action toward its attainment, and I here and now promise to render such action.
Second. I realize the dominating thoughts of my mind will eventually reproduce themselves in outward, physical action, and gradually transform themselves into physical reality; therefore, I will concentrate my thoughts for thirty minutes daily, upon the task of thinking of the person I intend to become thereby creating in my mind a clear mental picture of that person.
Third. I know through the principle of autosuggestion, any desire that I persistently hold in my mind will eventually seek expression through some practical means of attaining the object back of it, therefore, I will devote ten minutes daily to demanding of myself the development of SELF CONFIDENCE.
Fourth. I have clearly written down a description of my DEFINITE CHIEF AIM in life, and I will never stop trying, until I shall have developed sufficient self-confidence for its attainment.
Fifth. I fully realize that no wealth or position can long endure. Unless built upon truth and justice therefore, I will engage in no transaction which does not benefit all whom it affects. I will succeed by attraction to myself the forces I wish to use, and the cooperation of other people. I will induce others to serve me, because of my willingness to serve others.
I will eliminate hatred, envy, jealousy, selfishness, and cynicism, but developing love for all humanity; because I know that a negative attitude toward others can never bring me success.
I will cause others to believe in me, because I will believe in them and in myself.
I will sign my name to this formula, commit it to memory and repeat it aloud once a day, with full FAITH that It will gradually influence my THOUGHTS and ACTIONS so that I will become a self-reliant, and successful person.
Listen to the Podcast:
Matt Lowery, aka “The Lead Jerk” did an interview with Chris Westfall about the world of Medicare Supplements and, specifically, offering them successfully to seniors by telephone.
Chris has been a licensed agent since 1995 and began offering Medicare Supplements in 2008.
By leveraging technology, he figured out how to calm the fears seniors initially have when conducting business by phone and has successfully built a practice with thousands of clients and over 1,000 agents under contract in 42 states.
In this interview, Chris talks about how he got started with Medicare Supplements and the transition from a phone-only sale into an internet-enhanced presentation that builds trust and allows the senior to save money by obtaining the best possible Medicare Supplement plan.
You’d be surprised. You’d also be surprised to know HOW MANY agents out there never get around to asking for the sale. Not once.
They put all of the facts out there. They make a case for moving the business. They show how easy the process WOULD be. Then, they provide absolutely no opportunity to take action. These agents feel, and I’ve literally heard this from them, “Well, if they are interested they’ll call me back!”
See the book referenced in the Podcast here:
Answering the question, “Should I work on a website, Facebook page, etc.?”
The answer is yes, but it is absolutely critical to understand when to do this important business activity. We have seen far too many agents suffer the consequences of “busy work” in their enterprise, which does not help any seniors nor sell any policies.
Busy work exists soley to distract the agent from the unpleasant reality of having to talk to a live human being, and it should be recognized, and avoided during business hours.
How can you reach seniors close to home for very little money out of pocket?
Campbell has done just that, in a small town in Georgia. He has built a significant residual income in the process and now works from referrals. Listen to our follow-up interview with Campbell, two years after he started his local marketing campaign. This interview was conducted the week of December 8th, right after the Annual Election Period for Medicare, and Campbell was tired!
Can you successfully learn cold calling for Medicare Supplements?
In a recent webinar, Chris Westfall interviewed Joe from Florida. Joe is a relatively new agent to Medicare Supplements and has started, just a few months ago, cold calling for Medicare Supplements. He is doing very well and shares some of what he has learned.
Listen to the podcast, and view more material at MedicareAgentTraining.com
Joe obtained his discounted price on the predictive dialer, demographic suggestions and recommended states to sell in, from MedicareAgentTraining.com
Chris Westfall was given an opportunity to be a LIVE guest on a radio program in Charleston, South Carolina to talk specifically about Medicare plans.
Chris met the show’s host through networking locally in the Charleston, SC area.
This gave Chris an opportunity to present his web site for South Carolina titled, SouthCarolinaMedicarePlans.org
Listen to the interview here..
This was a question from a member at MedicareAgentTraining.com
Listen to the podcast where this is answered
“How do you cancel a Medicare Supplement policy?”
Questions answered include:
… and has a Medicare Supplement company ever gone under?
If so, does Medicare cover their liabilities?”
This was a question from a member at MedicareAgentTraining.com
I am very seldom asked about the company’s letter rating, when I help seniors with their Medicare Supplement plan. It is important to know the distinction between what is important and what is not important.
Listen to the podcast where this is answered:
This is a question that was asked by a new agent this week.
The agent said she had heard that you can lose your license, pay a fine, etc. for cold calling someone about Medicare plans.
What the agent is referring to is the marketing of Medicare Advantage Plans.
You can find the marketing rules from CMS about Medicare Advantage plans here.
However, in most all states, it is perfectly legal to telemarketing / cold call, door knock, and approach seniors about Medicare Supplement plans. Only two states, that I know of, have restrictions on the marketing of Medicare Supplement plans.
Those states are Ohio and California.
Near the end of this podcast, I have several suggestions for various new ways to market Medicare Supplement plans through centers of influence.
Those referenced interviews are found at MedicareAgentTraining.com
It was the best decision I ever made, though.
I would call around 400 numbers a day. I would break it up into 2 hour segments.
One in the morning and one in the afternoon.
If I can go from being a sergeant with the sheriff’s office, ordering around criminals AND other deputies, to working with seniors on their financial plans, then YOU can do it, too.
In law enforcement, we were taught to take command of the scene.
Command presence is all you need, 90% of the time, to show up with posture and start making things happen. WIth sales, that’s a 180 degrees different.
As an insurance agent working with seniors, you must develop the skills of a salesperson.
You have to focus on active listening instead of having the solution right off the cuff.
“No one cares how much you know until they know how much you care.” – Author Unknown
More help on prospecting can be found at MedicareAgentTraining.com
If you have planned well and set good goals, you can have confidence that you know where you want and need to go. If you have done what you need to do to prepare yourself to win, you do not have to worry. You will have no justification to worry about failure. You can expect to win! Good action today will produce good living tomorrow ~ Zig Ziglar
Answering the question:
“When can someone sign up for a Medicare Supplement plan?”
So often, seniors, and even agents, believe that seniors can only sign up with Medicare Supplement plans during one period during the year. That is not true.
They can sign up for a new Medicare Supplement plan 365 days per year, as long as their health, or a special election period, allows.
Questions answered in this podcast were submitted by members ofMedicareAgentTraining.com
Answering the question:
“How can I sell Medicare Supplements in other states?
Agents that are adept at selling by telephone understand that they are not limited to the scope of their local marketing area. They soon want to expand their marketing to more lucrative areas of the country. This can be very easily done and this episode goes through the considerations of selling in other states.
Get the non-resident licensing here – NIPR.com
List of Fees for each state – https://pdb.nipr.com/html/nrlStateSpecific.html
Questions answered in this podcast were submitted by members of MedicareAgentTraining.com
In this first episode, the following question is answered:
“Should I become a captive agent or an independent agent? What’s the difference?”
Chris Westfall runs a very successful Medicare agency out of Charleston, South Carolina, where he has thousands of clients across 46 states, helping all of his clients by telephone.
These are questions submitted by members at MedicareAgentTraining.com