Tag Archives: chris westfall

SAP 052: Should You React or Respond? Timeless Wisdom from Zig

Originally streamed LIVE on our Facebook page, this wisdom survives the ages. When adversity comes, and it will, do you react and throw your day into a reactionary tailspin?

Or, do you CHOOSE to respond WHEN it is appropriate to do so, in a measured way that is calculated, not flying off the handle, and is very thought-out?

I encourage you to do the latter…make sure to not have YOUR day’s agenda ruined by someone else’s agenda for you.

Be encouraged! You’re not alone.

As always, for helpful agent information, visit MedicareAgentTraining.com

Listen below or watch here!

Play

SAP 051: Motivated enough? That is YOUR call.

What motivates you?

For some folks, material things spur them on to the next milestone in their business for the internal drive that achieving that goal brings.

For others, once they have reached the point where all bills are paid by residual income, they’re good to go.

As always, for helpful agent information, visit MedicareAgentTraining.com

Listen below or watch here!

Play

SAP 050: What are you willing to risk? Consider This:

What are you willing to risk for the lifestyle that you want?

I see so many people held back by a need for security that they continue to bypass opportunities, left and right.

Different people have different risk tolerance for life, and that’s totally fine. But some with amazing potential have chosen to be timid, and they should consider stepping out in faith.

As always, for helpful agent information, visit MedicareAgentTraining.com

Listen below or watch here!

Play

SAP 049: DNA Determines Success? NO!

There is a story in the news this morning that says that our DNA is a significant, determining factor of whether or not we will be successful in life.

BULL.

The study goes on to say, at the very end, that 4% is influenced by our DNA.
I say that 96% is determined by our CHOICES.

As always, for helpful agent information, visit MedicareAgentTraining.com

Listen below or watch here!

Play

SAP 048: Interview with Jacob about Selling Medicare by Phone

This is an interview with Jacob, whom I met in person in Banff, Alberta Canada on the 2018 Cigna Top Producer’s trip in June 2018.

Jacob started in the insurance field doing traditional, in-person meetings with clients. He then grew into an agency. Several years ago, he was exposed to the fact that you can do all of it via the phone and contact more clients in less time.

Now, Jacob’s agency is throughout the country and operates 100% by telephone.

As always, for helpful agent information, visit MedicareAgentTraining.com

Listen below or watch here!

Play

SAP 047: Where We All Came From | Encouragement Toward Success

From Portugal:

We are in Lisbon, Portugal on the Manhattan Life Chairman’s Club trip. Last week, we were with Cigna in Banff, Alberta Canada. Both of these trips were the result of our entire agency’s production, and they have provided great opportunities to network with other top producers from around the USA.

In this episode, I talk about what is usually not talked about. The subject of where we all came from that has given us the drive to do what we do, long after the typical folks have gone home. Each one of us has something that we’re doing it for. Going away from the past, and moving toward a better future for our family, our kids, our employees, and the clients we can serve in a better way.

I hope you are encouraged.

As always, for helpful agent information, visit MedicareAgentTraining.com

Listen below or watch here!

Play

SAP 045: Medicare Advantage Agent Adding Medicare Supplements

Often lately, agents who had spent their entire Medicare career solely focused on Medicare Advantage are starting to add Medicare Supplements to their product offerings.

Sometimes coming from a captive organization where MAPD was the only thing they could sell, they often have difficulty making the transition into offering Medicare Supplements.

This video covers the integration of Medicare Supplements into an MAPD-only focused agent’s practice and the fact that asking for the sale is a slightly different animal when a monthly premium is involved.

For helpful agent information, visit MedicareAgentTraining.com

Listen below or watch here!

Play

SAP 043: Companies Don’t Care About You? Who Do You Listen To?

Who you choose to do business with, matters. It matters a great deal.
With MANY new Johnny-Come-Lately’s to the internet-agent-education space, it’s more important than ever to be careful about who you spend your most important investment (time) with.

For helpful agent information, visit MedicareAgentTraining.com

Listen below or watch here!

Play

SAP 042: Facts Tell, Stories Sell – Building Trust in the Medicare Space is Everything

How you approach each conversation makes all the difference in the world. Facts tell, stories sell. You have to learn to connect emotionally to the needs, desires, fears, and frustrations of the prospects before you can FACTUALLY communicate their options in an effective way.

If you try to communicate like Mr. Spock on Star Trek, or Joe Friday, the detective “Just the facts, Maam.” you will never be able to scale your business effectively or generate happy referrals from your smaller-than-necessary client base.

The most effective thing you can do is work on your ability to EMPATHIZE and communicate based on THEIR world view, not yours. You can only do that with a huge emphasis on listening vs. telling every fact that you know.

For helpful agent information, visit MedicareAgentTraining.com

Listen below or watch here!

Play

SAP 041: What Makes Agents Fail in the Medicare Business?

The number one reason that agents fail in the Medicare niche market is that they have a misplaced expectation that every call will be a one-call close. Those “boiler rooms” that are PUSHING folks into the one-call close have a HORRIBLE persistency record with the carriers.

That is, when you shove a product down someone’s throat, assuming the sale, assuming the application, building just enough trust where they will tell you ANYTHING to get you off the phone, you will not be in business for long. That is 100% SALES and 0% concern for the client.

If you want to build a GOOD, solid business for residual income, build relationships, not check-marks on a scoresheet of how many one-call closes you pulled off today.

Another big factor is that new agents believe that their first few conversations will yield that sale. It might take 30 people being put in your pipeline for weeks before you have one sale. If you quit just before the pipeline starts coming out the other side, you will NEVER see the residual income grow.

You get better, the pipeline gets more full, and people start coming back to you based on the way you made them feel. THAT is what this business is about – your obligation to build trust.

For helpful agent information, visit MedicareAgentTraining.com

Listen below or watch here!

Play

SAP 040: Burn the Plow – What I learned from TD Jakes

“Burn the Plow” and other great business lessons from TD Jakes.

For helpful agent information, visit MedicareAgentTraining.com

Listen below or watch here!

Play

SAP 039: We are in a very small niche – Please Be Nice!

We all experience frustrations with carriers from time to time, BUT, you don’t want to be the one having your contract terminated because you cannot control your mouth on the phone with the carrier, trying to fix a problem by creating new ones!

Please be nice to the folks that support us, even the commission folks when things get screwed up. Even the Underwriting department when they’ve screwed something up. We must remember that we are in the people business and people make mistakes. We all do.

The best advice is to make sure your reputation is one of someone they enjoy doing business with and that you don’t cause someone working at one of these companies to have a crappy day because you have one issue. Your reputation, in this very small niche of Medicare insurance, will definitely get around – good or bad, over time!

For helpful agent information, visit MedicareAgentTraining.com

Listen below or watch here!

Play

SAP 026: Medicare Supplement Marketing Tips from the Fair

At the Coastal Carolina Fair in Charleston, SC, I saw some very interesting similarities between the marketing tactics employed by the fair and those used by some insurance agents in the Medicare Supplement market.

Captive agents think that, somehow, every person can fit within their plans. This is often like fitting a square peg into a round hole. It is not always a good idea to attempt it!

Independent Medicare agents find the best solution in any local market and provide full transparency in the process. This allows the senior client to trust that they not only have the BEST available plan in their market, but they also know that this agent can continue to shop the market in the future, if their rate increases get out of the norm with their chosen carrier.

For helpful agent information, visit MedicareAgentTraining.com

Listen below or watch here!

Play

SAP 025: Best Tech for Insurance Sales by Phone

It is very important to have the best possible technology if you are relying on technology in your business. When selling insurance by phone, like we do, it is best to have the best machine you can afford.

A quick audio from South Beach, while on the Aetna award trip from 2018.

For helpful agent information, visit MedicareAgentTraining.com

Listen below.

Play

SAP 016: Chris Westfall Interview on “The Lead Jerk” Show

Chris Westfall did a guest interview of the “Lead Jerk” with Matt Lowery.

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.

Listen to the Podcast:

Play
South Carolina Medicare Plans

SAP 010: Chris Westfall Radio Interview on Medicare Plans

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..

 

Play