Tag Archives: medicare agent

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 044: Why Sell Medicare Supplements – How to Sell Medicare Supplements by Phone

Should you sell Medicare Supplements?
Why should you sell Medicare Supplements
and How do you sell Medicare Supplements by phone?

These are questions answered in this 2014 webinar by Chris Westfall of http://MedicareAgentTraining.com, a membership site for Medicare Supplement professionals with tools, latest industry updates, and training on how to effectively market Medicare Supplements across the country by phone

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 031: Checklists Can Save Your Business

Every professional uses a checklist in their business so that important items are not missed on a regular basis. In this latest edition of Medicare sales training, Chris Westfall talks about how NOT having a checklist can bring liability, bad reviews, and angry clients.

For helpful agent information, visit 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 030: Best Marketing Practices for Insurance Success

Even the Pony Express only lasted 19 months before a better method of communication was found!
“During its 19 months of operation, it reduced the time for messages to travel between the Atlantic and Pacific coasts to about 10 days. From April 3, 1860 to October 1861, it became the West’s most direct means of east–west communication before the telegraph was established and was vital for tying the new state of California with the rest of the United States.”

What method have you settled on for the marketing and communication of your insurance proposal to clients? Are you still using the insurance version of the old Pony Express? Perhaps, if your horse is tired, it’s time to change horses – or better yet, change methods altogether?

For helpful agent information, visit MedicareAgentTraining.com

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SAP 029: What NOT to Say When Selling By Phone

The words you use can have an impact on whether or not conversations are productive or they are not. Sometimes, subtle things you say can influence the conversation in a negative way.

Here is one example in this video by Chris Westfall, talking about triggers that lead to an interruption in the flow of the telephone sale when it comes to insurance or anything else.

See: http://MedicareAgentTraining.com for more help on how to sell Medicare insurance by phone

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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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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

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