Tag Archives: medicare

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!

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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

Listen below or watch here!

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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

Listen below or watch here!

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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

Listen below or watch here.

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SAP 013: Focus on Activity or Focus on Result?

Should a sales person focus on activity in their day or focus on a daily result?
One brings tremendous business, and one brings much stress.

Watch the video or listen below:

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