Tag Archives: Christopher

SAP 067: Residual Income Situation | Medicare Sales Training

Discussing residual income and insurance vs one-shot sales that must be repeated at all costs, in order to keep the income coming in.

On a weekend retreat with our office staff in a cabin in Almond, North Carolina.

Our site for agents: https://MedicareAgentTraining.com

Proverbs 13:11
Wealth gained hastily will dwindle, but whoever gathers little by little will increase it.

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

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SAP 066: Keep getting the SAME objection?

There’s a reason for that.
From Grand Cayman today..answered two support tickets that might help someone else.
📍 1) What is THE script?

First, scripts can be found on this page to start the conversation, and there is also a flow chart at the top of the page for the call flow:
https://medicareagenttraining.com/tra…

You can hear Joe’s awesome interview and his effective cold call presentation here:
https://medicareagenttraining.com/cold-call-demonstration-with-joe-from-florida/

📍 2) Keep getting the same objection and are losing the sale because of it.

You need to raise this continually-arising issue before they do. It should be addressed IN your presentation of whichever plan you are describing. If you leave it out, or describe it in weak or unresolved terms, it will continue to plague the sale. If you SOLIDLY incorporate the solution, in proper context, DURING the explanation of the an, it will not be a problem.

This is a good example video of this concept:
https://youtu.be/mUNT4dO9nxM

So, as we leave the Cayman Islands and head to Mexico to explore the Mayan ruins tomorrow, I hope you are having a great week!

-Christopher Westfall
https://MedicareAgentTraining.com
🏝🌎🛳⛱

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

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SAP 065: Get Rich Quick? Nope!!!

Definitely not:

🕶 Get Rich Quick 🕶

The niche we are in is build residual income slowly, over time. It is consistent, predictable, but it is ➡️ NOT FOR EVERYONE ⬅️

Not everyone is supposed to be in one specific position. Not everyone was created with the disposition to throw caution to the wind, forsaking comfort and safety, for as long as it takes to turn profitable.

Selling possessions, working side jobs, delivering pizza, etc… whatever it takes.

 🏆 THAT 🏆 is the 1% of folks that have nothing else to lose and know that, with faith and hard work, it becomes worth it when that light at the end of the tunnel becomes closet and closer and louder and louder..then one day you wake up and 💥🔥BAM🔥💥, “you got lucky” they’ll say! 😂😂🙄

https://MedicareAgentTraining.com

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

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SAP 064: Deciding to Press Forward and Grow

🔥 NOW is the time for some folks to step out in faith and grow your business.
💥 YOU cannot do it all on your own.
💥 YOU were not meant to do it by yourself.
💥 When YOU are convinced it works:
🚨 GO BIG or GO HOME! 🚨

🏆 I want to personally encourage you that this business is just like any other, where you will soon reach the upper limit on how many clients YOU can acquire in a given day.
🏆 You will reach saturation with how many cases YOU can service and support.
🏆 When you reach frustration with doing it all, HIRE HELP! You will be glad you did.
🏅Hire Slow & Fire Fast (When you have to, and you will.)

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

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SAP 063: Sample Agent Video Consultation

http://MedicareAgentTraining.com

These are small clips of an agent consultation February 6, 2019. As these are questions I get quite frequently, I wanted to pull them out and post them here, publicly. The opinions in this video are my own and just opinions based on experience. The statements made are not intended for any audience other than those in the consultation and may or may not apply to you.

My agency exists to help seniors through their challenges of finding their best Medicare insurance plan and to help like-minded agents to do the same when there is a fit of working together. I do not choose to help ALL seniors and do not choose to help ALL agents.

This is a lifestyle business where I am reinvigorated by the ability to help people every single day! See what we’re doing at https://MedicareAgentTraining.com for agents and https://SeniorSavingsNetwork.org for seniors

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

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SAP 062: Key to Success in Insurance

https://MedicareAgentTraining.com
In Daytona Beach for a quick visit, reflecting on my time here in a completely different life!

It has become abundantly apparent to me that the most successful people in this business and many others involves immersing oneself in the culture of those on the same path.

To this end, we aim to have more LIVE events where agents can share, exchange, and learn together. Stay tuned!

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

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SAP 061: Problem Getting Personal Information Over the Phone

Having a difficult time with the objection that the prospect does NOT want to give out personal information like their Social Security Number or Date of Birth for an insurance application sold over the phone?

This video is for you…things we have discovered that have stopped these objections when it comes time to doing the application, when selling insurance by phone.

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

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SAP 060: UPDATE: Medicare Insurance Sales for 2019 What is Most Important

What are the most important factors, going forward? The ONLY factor relevant in your business is the cost-per-acquisition of new clients and your growth plan, including growing to scale by hiring folks to help you.

The only thing that has held back those agents who are capable of GREAT things in this business is their lack of an execution plan to grow into the next phase of their business – by hiring people.

Too many agents are spending their profits, rather than reinvesting in the critical infrastructure necessary for significant growth.

“Put your head down, work your ass off for 5 years and you couldn’t spend the money you’re making, if you wanted to.” – Chris Westfall

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

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SAP 059: Lessons learned during AEP 2018

What lessons we are taking away from this year’s AEP and how some ideas might help you and your business

Originally streamed LIVE on:
http://facebook.com/medicareagenttraining

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

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SAP 058: How to Deal With Success in the Insurance Business

It is important to plan your route to avoid burnout. Share the pain and rewards. Take time for yourself, on purpose.
Come see what we’re doing at https://MedicareAgentTraining.com

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

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SAP 057: Monday is the BEST day of the week!

Very exciting news this Monday! Driving to the office and discussing what has made THIS particular Monday so special.
(Rebroadcast from Facebook LIVE at http://www.Facebook.com/medicareagenttraining

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

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SAP 056: Struggling With Your Insurance Business?

Struggling with your insurance business?
There might be a VERY simple solution that breaks down all of the complication in your world to the ONE activity that matters most.

“Great business owners focus on revenue generating activities while poor business owners focus on administrative tasks.” -Shawn Thomas https://www.instagram.com/askamillionaire

Discussing Maslow’s Hierarchy.. see the article on Maslow’s Hierarchy for Entrepreneurs at http://medicareagenttraining.com/maslow

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

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SAP 055: Telemarketing for Medicare Advantage Sales

Have you been told by someone telling you telemarketing leads or services that it is perfectly fine to do a “bait and switch” form of marketing whereby your cold call is merely asking them for a Medicare Supplement appointment?


You are then told that it is perfectly OK to get a piece of paper signed and, magically, it washes away the illegal source of the lead and it is fine to build your Medicare Advantage marketing empire on this premise.

It is not. Stay compliant, keep your license.

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

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SAP 054: How I Start My Day, Habits Matter

This is how I start every day, out of habit now. It makes a great difference.

Start every day with an attitude of gratitude!

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

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SAP 053: Trust the Process – About Your Buy-In

Analysis by Tai Lopez as to how much BUY IN makes all the difference in your business focus.
Many people “test the waters”. They only try something part-time without a 100% commitment to the process.

Key takeaway: “Trust the Process”. If the process works, and you are creating a “golden goose” by helping more people, how fast, how hard WILL you go?

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

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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

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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

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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

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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

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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

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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

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SAP 046: It’s about Community | Help with Insurance Sales

It’s about community – we need interaction with people at various stages of their business to be reminded that we are in business FOR ourselves but not BY ourselves. You are not alone!

This business can make one feel alone and isolated. We have to break through that, reach out and make relationships, and encourage each other. Don’t suffer in silence. You are going through what we have all gone through but there is a light at the end of the tunnel and it’s called RESIDUAL INCOME. Yes, it’s worth it.

Happy Independence Day! I hope you all have an AMAZING July 4th with your loved ones!

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

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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

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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

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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

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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

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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

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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

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SAP 038: Are you an insurance agent? If so, go all in.

What do you tell people that you do for a living?
Do you keep your financial practice top secret?
By telling others what you do, including friends and family, you COULD be turning on the faucet to opportunities to help those you care about and those they know, too.

For helpful agent information, visit MedicareAgentTraining.com

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SAP 037: Starting An insurance Business with Credit Issues and No Money

Very common question, “Can I start as an independent agent with no money and very bad credit?” The short answer is: NO

This video seeks to answer one of the most common questions a new, potential agent has about starting as an insurance agent, either with Medicare Supplement sales or Final Expense life insurance.

With bad credit, companies are not likely to advance commissions. With really bad credit (recent bankruptcies, pending/recent foreclosures, etc.) they are not likely to contract with you at all.

Why? Because they see it as a fiduciary risk where your intentions might be to stay afloat, financially, at any cost, including costing them money by writing bad or fraudulent business.

For helpful agent information, visit MedicareAgentTraining.com

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SAP 036: Medicare Supplement Leads – Review

Is it too much trouble to actually control the incoming prospects into your MARKETING business? No, it is a huge facet of any business, to control its marketing. In this, or any other MARKETING business, this is something best to NOT to pursue blindly with a credit card in your hand.

It is WORTH learning about marketing. It is WORTH testing different approaches until you find the one that fits you the best. It is worth attending conferences, networking with other agents, researching ongoing trends in lead generation so that YOU can cut out the “middle man” and do it yourself. Imagine, if your leads are marked up 100%, which is really around 500%, but if they were just marked up 100% and you continued to rely on that lead generation method for a 20 year career.

Much much have you lost in 20 years where you could have merely decided to invest once in the knowledge to do it yourself and reap the rewards month after month, year after year. Cut out the “middle man”. Do it yourself.

For helpful agent information, visit MedicareAgentTraining.com

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SAP 034: Duplication and then Scale

If you are comfortable where you are, great! Keep doing what you’re doing.

Whatever you’re comfortable doing is your current state of limitation. Just outside of your comfort zone is where your BREAKTHROUGH is.

Choosing what state to sell in, how to sell (face to face vs. phone), etc. can mean the difference between $30,000 a year in income vs. $80,000 PER MONTH in income.

It’s up to you. It works.
You do what you’re comfortable doing.

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SAP 035: Focusing on your Strengths

Success and Failure in the Medicare niche of the insurance industry. This was a frank conversation on a recent Saturday morning.

Key: Focus on your strengths, fill your weaknesses with others who are best in that area. You cannot be all things to all people. Knowing where I’m weak allows me to hire to compensate for that.

For LIVE updates, make sure to “Like”: http://Facebook.com/medicareagenttraining

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SAP 033: When to Hire Extra Help in Your Medicare Business

This is the question submitted by one of our members, and it is asking when to hire additional help as the business is starting to grow. (Read by speech-to-text with the computer voice!)

“So, I re-watched your video from a couple weeks ago about delegating authority. I know that I am very new, but I am trying to streamline the learning curve as quickly as possible and grow the business as fast as I can. I wanted to ask your advice…

If I were to hire one person now to help me, could you give me an idea of what duties would be most important?

1) Should I hire a licensed agent or an administrative person? Or hire somebody to perform admin duties who is also licensed so he/she can also write business?
2) How do you recommend I pay them? (hourly, flat fee per deals, etc.??)
3) Do you pay your staff as independent contractors, or do you W2 them and pay payroll taxes, etc?

I am currently working all day from about 7:30am until well into the night sometimes 10-11pm trying to do all my administrative chores while making cold calls in the am, and during the peak hours in the pm, and also following up on all the calls my telemarketers set up for me throughout the day (I bought trained telemarketers through http://TrainedTelemarketers.com )

I started doing this full time in the middle of October. So the first couple months were a bit slow, and now things are starting to come together, but I want to automate and delegate more. 2 weeks ago I had 5 new applications and last week I had 6. This week I have 0 so far. My goal each week is 7 new apps. I have not hit it yet. I’ll be happy if I hit 20 for the month. I’m having good conversations but I hoping you can give me suggestions to improve. I’d like to know how your business is set up. Perhaps your operation is too big, but maybe something like the way Eugene has set his up is something I can model. It’s my understanding he has himself, one or 2 agents and an admin person.

So if I could only afford to bring on one person now, where would my money be best spent, or am I putting the cart before the horse?”

See: http://MedicareAgentTraining.com

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SAP 032: Shiny Object Syndrome

Many of us are guilty of constantly seeking the next “shiny object”, thinking that it will be, finally, the solution to easy profits with MUCH less effort.

While there is a lot to be learned from attending seminars, buying courses, and studying non-stop, there is a point where a successful person stops searching for the next-great-thing, and actually goes to work.

When you find yourself circling around to the things you’ve already seen before, and YOU have not implemented anything, it’s time to look in the mirror and make a decision. Which way are you going to go?

Come see us… http://MedicareAgentTraining.com

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SAP 027: Never Choose Failure

Please excuse this long-overdue rant, that comes along about every six months, when a new agent presents to me a list of excuses as to why this industry, helping seniors, is not working for them.

MedicareAgentTraining.com is a site dedicated to best practices in the delivery of Medicare benefits to our greatest generation. It is run by Christopher Westfall, who has been a licensed agent for over 19 years. Christopher helps to facilitate the on-going discussion between insurance professionals who are constantly seeking the best for their practice and for their clients.

For helpful agent information, visit MedicareAgentTraining.com

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SAP 028: Voicemail Effectiveness

Do you take the machine gun approach to leaving a voicemail?
Or are you thoughtful in the message that you leave, encouraging with your tone of voice, diction, speed, and message for the person to call you back?

This is a drastic example of what not to do..

1) Who are you?
2) What are you calling about? (“What’s in it for me?”)
3) Phone number given, twice, at writing speed.

For helpful agent information, visit MedicareAgentTraining.com

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