Tag Archives: medicare

SAP 118: Choose THIS Day – Put Your Armor On Before the Attacks

The importance of getting ready for the day, internally, before the onslaught begins. Raising the tolerance level each day where it takes a higher and higher threshold to knock you off of your agenda and control of your time, attention, and resources.

We can either be blown around or rock steady.

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here!

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SAP 117: Time Thieves Will Keep You From Growing

Guard your time like it is the MOST important thing you have.
There are a LOT of distractions, tangents, and good-natured but time-wasting people that will steal your future from you – one minute at a time.

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here!

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SAP 116: How to Create Raving Fans at Our Insurance Agency

How we get raving fans and tons of referrals by providing value first.

We help seniors with Medicare insurance, from coast to coast.

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here!

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SAP 115: Begin with the End in Mind with YOUR Insurance Business!

As Stephen Covey famously said (in 7 Habits of Highly Effective People), “Begin with the End in Mind.”

What does this mean? Many things. In this context, if working in the Medicare niche, specifically, you should work to create a marketing model that can later be grown to scale. Once you find your marketing groove – something that works for you consistently – you can grow that marketing medium to double, triple, etc from what you did during your market testing.

Agents who do not have a marketing plan, or agents who are not having to answer the phones from their on-going marketing at all, often are swayed into spending the entire Annual Election Period (October 15 – December 7th) each year sitting in someone else’s business.

Like car salespeople, these Medicare agents have zero control over the marketing that will bring people by their table. They cannot overtly contact seniors walking by, even. Worse, they are limited to the brand(s) that they are there under contract with.

While it might yield some applications, I would argue that far better results can be obtained by having a marketing plan whereby people are responding TO YOU. You can remain independent. You can control the number of leads calling in. You can write what is truly in the best interest of these folks, rather than being bent toward only those carriers who you are contracted with for the purposes of manning their booth.

Many newer agents are told, “This is the way it’s done.” by their upline.
They are given a place to squat during this VALUABLE time, and told “Good luck.”
This is acting, for the FMO, as if you are a free employee. They do not pay you hourly, they just enjoy the very-generous overrides from the Advantage plans written. If it works, great. If it yields no applications, no worries.

Yes, there is a much better way.

I encourage you to be an independent agent – able to offer BOTH Medicare Supplements, Part D plans, and Medicare Advantage plans… Fully balanced in your approach and the offering to the senior based solely upon what their unique needs are. Being fully in control of your marketing means that you can create your perfect “avatar.”

That means you get to pick the income levels, interest levels, geography, etc. of the people you choose to target with your marketing. Yes, it is a good idea to actually INVEST in your business, if you choose to treat it like a business.

There are so many seniors during AEP that are desperate for individual attention that it is NOT difficult to get them to respond IF they are given the opportunity.

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here!

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SAP 114: Agents Make Things FAR TOO HARD!

Having documented my success since 2013, I continue to see agents struggle and, often, barely get by in our industry. There is no reason for that.

Frustration and anger come from: Unmet Expectations.

If you are expecting that, simply because someone responded to a lead card, answered questions on a phone call, or engaged in a polite conversation with you, that it’s enough to move in for the sale – you will continue to experience frustration.

“Commission Breath” has crushed more agent dream than any recession ever has. No one wants to talk to an agent who is there to SELL THEM.

No one likes to be sold. Everyone, at one point or another, needs help. They would prefer that help to be free and without strings attached.

Follow us on Facebook, too, for more helpful posts about selling Medicare insurance products, including carrier and industry updates that you can use in your business. https://www.facebook.com/MedicareAgentTraining/

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here!”

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SAP 113: Salespeople have to be HUNGRY, but not Desperate

How you do anything is how you do everything. If you have a consistent routine, every single day, where you are talking to seniors who could potentially help, you’re in the game. If you are doing ANYTHING other than talking with seniors consistently, you are fooling yourself into thinking you’re in the business.

Coming at any marketing business with an attitude of being hungry for results, in that it creates within you the drive to do what is necessary, means inevitable success. Whether it is selling Medicare insurance by phone, selling final expense insurance face-to-face, or selling anything to anyone – how you show up, or don’t show up, every day is what separates the superstars from those that barely get by or wash out of the industry.

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here!

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SAP 112: Be VERY Careful Here PLEASE

How you do anything is how you do everything. We need to increase the level of accountability and integrity in the insurance industry.

Medicare insurance underwriting and life insurance underwriting both require agents to ask health questions.

Neglecting to actually ASK the questions on the application, and winging it, hoping the client gets approved is NOT a good business plan.

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here!

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SAP 111: Message to my Grandchildren – Best Advice I Can Give You

One day, I hope that my grandchildren get to see this. I want them to be happy, productive people.

One of the best keys to being so successful is by making purposely, thought-out choices, as opposed to going wherever the wind blows and living in the misery that this brings.

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here!

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SAP 110: Medicare Sales Job Listings – WATCH OUT!

Many new members of MedicareAgentTraining.com are coming from their independent discovery that there is a whole new world of Medicare out there that their agencies never told them about = Medicare Supplement. Many of these agencies are running ads on Indeed and elsewhere, advertising for “jobs” that are commission-only and have various methods of contacting seniors for the SOLE purpose of selling Medicare Advantage plans.

Why is that?

The override for a new-to-Medicare Advantage client is HUGE, let me tell you (over $600 at FMO level). Making over $150 to up to $300 per sale (the difference between what the agent will make) is a HUGE incentive to push Medicare Advantage vs. Medicare Supplement. These new agents are discovering that they have been misled, or at least, left out of the education about the alternative to keeping Original Medicare and using a Supplement plan to fill in the gaps.

See the Medicare Rights Center letter about the 2019 Medicare & You Guidebook draft here: https://www.medicarerights.org/guest-…

VIDEO: OIG Investigation on Medicare Advantage: https://youtu.be/9qpw27arcpI

See the OIG study on Medicare Advantage here: https://oig.hhs.gov/oei/reports/oei-0…

See the letter to CMS from 100 members of Congress: https://www.aans.org/-/media/Files/AA…

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

Listen below or watch here.

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SAP 108: I Am Trying to Get Better at – Firing People.

It is never fun having to fire someone, yet that’s what we had to do again.
Each and every time, I try to analyze what we could have done better…

How to fire folks more effectively – Hire slow, Fire Fast.

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

Listen below or watch here.

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SAP 107: The First Decision of the Day | Medicare Agent Training

One new idea can change your whole entire world.

One little nugget of information – how others have found to do things – can change everything.

Most agents spend all of their time looking for the next shiny object to sell instead of the best ways to market, present, and sell what they already have access to.

We are in the best growing market, with the best method of delivery (phone), in the best country in the world. There is absolutely zero chance of failure if someone is dedicated enough to learning what they do not yet know.

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

Listen below or watch here.

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SAP 106: BE CAREFUL of Fake News in Insurance Sales

The internet is abuzz with promotion after promotion toward agents. Everyone calls themselves an expert these days with the goal of recruiting more agents to follow them like the pied piper.

𝗪𝗵𝗮𝘁 𝗶𝘀 𝗿𝗲𝗮𝗹?

𝙒𝙝𝙖𝙩 𝙞𝙨 𝙟𝙪𝙨𝙩 𝙖 𝙛𝙖𝙘𝙖𝙙𝙚 𝙩𝙤 𝙡𝙪𝙧𝙚 𝙣𝙚𝙬 𝙖𝙜𝙚𝙣𝙩𝙨, 𝙟𝙪𝙨𝙩 𝙡𝙞𝙠𝙚 𝙩𝙝𝙚 𝙈𝙇𝙈 𝙁𝙞𝙣𝙖𝙡 𝙀𝙭𝙥𝙚𝙣𝙨𝙚 𝙖𝙜𝙚𝙣𝙘𝙞𝙚𝙨 𝙙𝙤?

S͟o͟m͟e͟ ͟q͟u͟e͟s͟t͟i͟o͟n͟s͟ ͟t͟o͟ ͟a͟s͟k͟ ͟y͟o͟u͟r͟ ͟n͟e͟w͟ ͟f͟a͟v͟o͟r͟i͟t͟e͟ ͟i͟n͟s͟u͟r͟a͟n͟c͟e͟ ͟w͟i͟z͟a͟r͟d͟ ͟o͟n͟l͟i͟n͟e͟:͟

✔  How did YOU exactly start in the insurance business?

✔ What experience do you have in growing an agency?

✔ Is it possible to duplicate your agency’s success today?

✔ What are your core values in dealing with customers as it relates to profits?

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

Listen below or watch here.

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SAP 105: Are you a SECRET Agent? How to be FOUND online | Insurance Training

Are You a SECRET Agent?

Can your prospects validate you by their search online?

What does your Facebook profile say that you do for a living?

How about LinkedIN?

These are two of the highest domain-authority search results for people.
Your results MUST be consistent or you WILL lose potential relationships because you have not gone all-in on your profession.

What is holding you back?

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

Listen below or watch here.

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SAP 104: Corona Virus + Hurricanes = Telephone Selling

In 1999, four hurricanes hit my State of Florida, one after another. 

As I had been relying in face-to-face interactions with my insurance prospects, I was stuck.

Roads were impassable and some of the local folks had no power. They were HARDLY receptive to someone showing up to talk about insurance.

The same thing has happened with the Corona Virus.

Seniors are hesitant to see anyone at their door, especially a stranger. They are sitting at home, all across the country, and wishing they had someone to interact with.

Those of us who have discovered that the telephone is the most effective tool to communicate and execute insurance policies are right at home. Business is booming, in fact.

Those who are resisting change and not learning to adapt are stuck, looming out the window and wondering how many more weeks or months lockdown will go on.

Will this be the last lockdown?

Will this be the last natural disaster that gets in the way of face-to-face interaction?

More importantly,  is now the time to adapt.

Chris Westfall

25 years in insurance

12 years over the phone

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

Listen below or watch here.

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SAP 103: 🔴 Screenshare for Insurance Sales? Watch this FIRST! 🔴 | Insurance Telesales | Zoom | Gotowebinar

Some insurance marketing organizations that are completely new to phone sales, thrust into its interest finally due to the Corona Virus, are suggesting that agents use online tools like ZOOM, Gotowebinar, and WebEx for video conferencing with clients.

𝐓𝐡𝐢𝐬 𝐢𝐬 𝐚 𝐁𝐀𝐃 𝐢𝐝𝐞𝐚!

Why?

Because they do not know what the criteria should be in a tool that you use for financial transactions online. For teaching an elementary school class? Maybe. For financial transactions that can involve personal information?

𝐀𝐛𝐬𝐨𝐥𝐮𝐭𝐞𝐥𝐲 𝐍𝐨𝐭!

​̲​̲​̲𝑾​̲𝑯​̲𝑨​̲𝑻​̲ ​̲𝑻​̲𝑶​̲ ​̲𝑳​̲𝑶​̲𝑶​̲𝑲​̲ ​̲𝑭​̲𝑶​̲𝑹​̲ ​̲𝑰​̲𝑵​̲ ​̲𝑨​̲ ​̲𝑺​̲𝑪​̲𝑹​̲𝑬​̲𝑬​̲𝑵​̲ ​̲𝑺​̲𝑯​̲𝑨​̲𝑹​̲𝑰​̲𝑵​̲𝑮​̲ ​̲𝑻​̲𝑶​̲𝑶​̲𝑳​̲:

𝟭. 𝗘𝗻𝗱 𝘁𝗼 𝗘𝗻𝗱 𝗘𝗻𝗰𝗿𝘆𝗽𝘁𝗶𝗼𝗻 𝗕𝗲𝘁𝘄𝗲𝗲𝗻 𝗔𝘁𝘁𝗲𝗻𝗱𝗲𝗲 𝗮𝗻𝗱 𝗣𝗿𝗲𝘀𝗲𝗻𝘁𝗲𝗿

𝟮. 𝗡𝗢 𝗣𝗿𝗼𝗴𝗿𝗮𝗺 𝗗𝗼𝘄𝗻𝗹𝗼𝗮𝗱 𝗥𝗲𝗾𝘂𝗶𝗿𝗲𝗱 𝗯𝘆 𝗩𝗶𝗲𝘄𝗲𝗿

𝟯. 𝗡𝗼 𝗣𝗿𝗼𝗴𝗿𝗮𝗺 𝗜𝗻𝘀𝘁𝗮𝗹𝗹 𝗥𝗲𝗾𝘂𝗶𝗿𝗲𝗱 (𝘁𝗵𝗿𝗼𝘄𝘀 𝗿𝗲𝗱 𝗳𝗹𝗮𝗴 𝘄𝗮𝗿𝗻𝗶𝗻𝗴𝘀)

𝟰. 𝗡𝗼 𝗪𝗮𝗿𝗻𝗶𝗻𝗴 𝗚𝗲𝗻𝗲𝗿𝗮𝘁𝗲𝗱 𝘁𝗼 𝗖𝗹𝗶𝗲𝗻𝘁 𝗼𝗳 𝗦𝗵𝗮𝗿𝗶𝗻𝗴 𝗖𝗮𝗺𝗲𝗿𝗮 𝗼𝗿 𝗔𝘂𝗱𝗶𝗼

Not recommended: Zoom, GotoWebinar, Webex.

See what we recommend, here:

https://medicareagenttraining.com/tra…

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

Listen below or watch here.

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SAP 102: Get Your WHY Fixed, or Just Get Out! | How to Sell Insurance Successfully

Nothing to sell here. Absolutely no hype.

I will tell you why 90% of insurance agents fail when they are pursuing a new opportunity.

Why?

𝗗𝗼𝗶𝗻𝗴 𝗶𝘁 𝗳𝗼𝗿 𝗮𝗹𝗹 𝘁𝗵𝗲 𝘄𝗿𝗼𝗻𝗴 𝗿𝗲𝗮𝘀𝗼𝗻𝘀.

If your reason WHY you are getting up every morning is not strong enough, you will be knocked out far too early. Only those with a desperate reason as to WHY they are going to get up and get out on phones will ever see any level of success, regardless of what you are selling or who you are helping.

If your reason WHY is to help a particular person (demographic) with a systemic problem that they have, and you show a level of interest in their situation that is real and not scripted, you cannot HELP but succeed.

Too may new insurance agents think that they are starting just another job.
They have nothing to hold themselves accountable and no one to report to.

This is very dangerous.

If the agent does not have the internal discipline to show up every day, to make the uncomfortable calls, to study marketing to become proficient, they will FAIL, every time. This discipline can come from developing a passion to help the next person in their situation.

“Everything you ever wanted is on the other side of fear.” – George Addair

Matthew 12:34 quoted Jesus as saying, “Out of the abundance of the heart, the mouth speaks”. Proverbs 4:23 says, “Keep your heart with all vigilance, for from it flow the springs of life.”
Luke 6:45 says, “The good person out of the good treasure of the heart produces good, and the evil person out of evil treasure produces evil; for it is out of the abundance of the heart that the mouth speaks.”

See also:
https://youtu.be/yvWb4JChOjc

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here.

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SAP 101: Starting the Sales Call | Selling By Phone | Insurance Telesales

𝗜𝗺𝗽𝗼𝗿𝘁𝗮𝗻𝘁 𝗧𝗶𝗽𝘀 𝗳𝗿𝗼𝗺 𝘁𝗵𝗲 𝗧𝗢𝗣 𝗣𝗿𝗼𝗱𝘂𝗰𝗲𝗿𝘀 𝗶𝗻 𝗣𝗵𝗼𝗻𝗲 𝗦𝗮𝗹𝗲𝘀

I shot this immediately upon arriving home from a mastermind training from the top insurance agents in the country that sell exclusively by telephone. Here are some great tips!

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here.

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SAP 100: Selling Insurance Over the Phone – Behind the Scenes Tips

This is Episode 100, where we discuss selecting the right criteria for your buyer, selling from home vs. selling by phone – what is the difference and what is similar. The importance of habits and daily routine and what separates always-needy agents vs. those that continue to grow their business (it starts between the ears).

We sell Medicare insurance by phone throughout the country. My office has done so for the past 12 years. We share what we do on https://MedicareAgentTraining.com and help other agents generate their own leads at https://TrainedTelemarketers.com and through other means.

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here.

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SAP99: Making the Transition into Telesales

Christopher Westfall has an insurance agency focused on helping seniors with Medicare insurance. Having been licensed for over 25 years, he has been helping seniors through his agency, from coast to coast, entirely by telephone for over 12 years. In this podcasts, Chris and Eugene Marchenko discuss the daily operation of his phone-based agency and provide tips to other agents making the transition into telesales from face-to-face sales of insurance.

See more at MedicareAgentTraining.com

You can watch this as a video here:

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SAP 097: Secret to Phone Sales | Selling Medicare by Phone

What is there was ONE most important, most critical factor in your presentation by phone that would make or break your ability to succeed?

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here.

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SAP 096: Medicare Agents During AEP – Best Practice for Existing Clients

Communicating with our clients is paramount during AEP. They will be slammed with options from every different direction.

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here.

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SAP 095: MACRA Scenarios for Agents | Medicare Agent Training

MACRA is officially here. Covered in great detail on https://MedicareAgentTraining.com , MACRA prohibits those newly eligible for Medicare to purchase a supplement plan that covers the Part B deductible. As such, Medicare Supplement Plan C and Medicare Supplement Plan F can no longer be purchased by those newly eligible for Medicare after January 1, 2020. However, those who were older than 65 prior to January 1, 2020 can still continue to purchase Plan C or Plan F, if they so choose.

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here.

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SAP 094: Medicare Sales – Need a License First? Well, yes. | Medicare Sales Training

Insurance Producer – A person required to be licensed under the laws of this state to sell, solicit or negotiate insurance. Appointment – An agreement between an insurer and a licensee authorizing the licensee to represent the insurer in the sale of its insurance products.

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here.

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SAP 093: Encouragement for Medicare Agents | AEP

AEP is here.. We have to be aware of the potential physical and emotional drain and give ourselves permission to take a break, as needed!

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here.

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SAP 092: Being Effective at Phone Sales or Not

{The Full, UnRedacted Video is on http://MedicareAgentTraining.com }
Whether you are effective at breaking through the glass-eyed wall of skepticism is the difference between whether your will make it or not make it in this business.

We help seniors on the phone with Medicare, from coast to coast. We do that by making sure that we are ready to provide valuable help to them FIRST and foremost. We are not calling to save them $2 a month. We are offering our service as their advocate for their Medicare journey.

Before any conversation, though, you had better justify your position of being on the phone with them, quickly.

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here.

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SAP 091: How to Avoid Wasting Your Time and Money

https://MedicareAgentTraining.com See our sales meetings (what we’re up to, carrier updates, etc.) here: https://medicareagenttraining.com/mee… We have our calls (edited for personal information) documented here: https://medicareagenttraining.com/tel… Agent Updates: https://medicareagenttraining.com/upd…https://MedicareAgentTraining.com We help agents to be more effective when they sell Medicare insurance by phone. Site is owned by Christopher Westfall. The opinions expressed on this channel and the secure, members-only website are exclusively those of the individuals expressing them.

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here.

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SAP 090: What is most important to being successful?

From the agent podcast with notes on what we have seen over time with working leads, etc.

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here.

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SAP 089: FREE LEADS for Insurance Agents | FREE License, too!

1) You get what you pay for.
2) Nothing is free, they will usually take it from you in a much more substantial way.
3) When the focus is quantity over quality, you will spin your wheels instead of making sales.
4) When an agent takes ownership of their lead generation, they are beholden to NO ONE.

https://MedicareAgentTraining.com
The views expressed in this video are solely those of Christopher Westfall, Sr. who has spent a substantial amount of time with the top producers in the Medicare and life insurance industry. Chris does not sell leads. Chris teaches agents how to generate leads, themselves.

Chris owns an agency with more than 10,000 clients, serving 46 states from a home base of Charleston, South Carolina. He also has 3,200 independent agent contracts, helping independent agents build their own agencies remotely. For information, visit: https://MedicareAgentTraining.com

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here.

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SAP 088: Is this THE END of the Insurance Agent? | YOU MUST Build Value

While Medicare is creating a new direct-to-consumer tool, and Medicare insurance companies would like to cut out the insurance agent from the conversation, there will ALWAYS be a place for an insurance professional who is not just a transactional agent but someone who continues to bring value to the marketplace. Building an online presence that evokes instant credibility and value is a necessity today.

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here.

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SAP 087: Agents: New Medicare.gov Plan Finder Changes

Changes coming to the PlanFinder tool on Medicare.gov but there are alternatives!

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here.

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SAP 086:When to Hire Help? | Agent Questions

Received a support ticket today from a very successful agent who is concerned whether or not he will be as frustrated THIS YEAR as he was LAST YEAR when he spent more time conserving and taking care of existing business instead of being available to take on NEW business during AEP. This is a constant struggle that has a simple solution. Hire Help. No, it is not comfortable. When should you hire? When your lead mechanism and client onboarding process WORKS and you’d like to continue to grow. You cannot do it all on your own.

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here.

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SAP 085: Always on the Edge of Your Comfort Zone

Here we grow again.. Biggest thing I’ve learned about generating success is to live right on the edge of your comfort zone. if things are too easy and things are going along too smoothly, it’s time to re-invest in the business and put some money where your mouth is.

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here.

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SAP 084: There are Magical Golden Hours in Business

Many agents feel better doing “busy” work and some even spend most of their days doing this busy work. In reality, the only way to grow is to have continuous exposure to LIVE human beings who have a very high likelihood of becoming clients. This is not busywork, this is maximizing the golden hours of the day. Jim Rohn famously said that too many people MAJOR in MINOR things. The ONLY thing that matters is being in the presence OF the client. Getting ready, going through leads, working on ad campaigns, building websites, writing articles – they are all MINOR things.

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here.

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SAP 083: Secret to Success in Goal Setting

“A goal without a date is nothing more than a dream.” I have found the greatest successes in my business life have come from first, prioritizing the goals we have to accomplish, and then set a specific date for their completion.

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here.

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SAP 082: Keys to Success in Growing an Agency

There are agencies 100 times the size of mine, and I am very happy for their growth. Rather than borrow money or take on partners or investors, I’ve chosen to grow organically with zero debt, profitable from day one. That has reduced the stress level by 90% and, as we continue to grow incrementally, there are some key things I look back on as to why we’ve been successful up to this point.

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here.

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SAP 081: Do it All For Me? – No. Here’s why…

See our briefing on How to Get Found Online here: https://medicareagenttraining.com/get-found-online/

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here.

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SAP 080: Keith Armbrecht on Getting Started in Medicare

Keith Armbrecht has been very successful in the Medicare space. He has set up his business the right way, takes care of his clients, and provides education before asking for anything in return. It has been great working with Keith over the years! For information on Medicare Agent Training,

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here:

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SAP 079: Some Problems are Good to Have | Medicare Agent Training

So, I got a call last night from Eugene, who was working 12 hours at the office yesterday on our systems and processes that we have a bit of a problem that we have to address. It’s an interesting one, because it’s one of the problems that you want to have in a business. We’re there now, where we have too many leads and our process has chugged along because we have not automated every detail of the lead nurturing process. We have really good processes in place, but we have processes in place to handle 10 leads a day, or 20 leads a day that are brand now. Now that we’re getting more than that, the marketing thing has been refined so that we’re getting a lot more. We have two new agents that just got licensed this week in our office. We’re getting to the point where we have to fix our systems to be 100% automated lead distribution, down pat and all that. It’s a great problem to have. As we are learning more, the thing that’s exciting to me is to get emails from agents that are like, hey, I implemented that tip that you gave and now we’re doing more leads, we’re doing more conversions, we’re doing more attachments of ancillary third party products, like the dental, vision, hearing and that kind of thing. I’m excited to share with you more of our process going forward. To that extent, we just posted the video from the Charleston live event that we had, the last one, May 31st and June 1st, where Eugene went into depth on the cross selling process. As we’ve been working more closely on an individual basis with our internal agents on the cross selling and what they should be doing on every case, we’ve seen that go up to a 25% attachment rate. One of the agents actually at 43%, which is incredible. Everything that he has in that video, everything that you picked up on when you were at the Charleston meeting, it works, it really does work. Sometimes you have to put in practice what you preach, and sometimes that’s like herding cats when you have everybody that’s at a different level of experience, and different level of expertise in their own sales journey, as they get better and better, and more proficient at what they’re doing. That’s our goal now, is to get everybody doing the same thing, and get consistency across the agency. I’m just letting you know that what we’re putting on the page is the best practice. When we go back to the drawing board, and we go back to the system that we know is the best practice, we’re seeing the numbers that we want to see. That’s what’s exciting to me. When other people are replying back, and I’m really encouraging you, if you have implemented something that you have learned at one of our live events, or you picked up on the website recently with the addition of our sales calls that we’re posting under the sales calls page on MedicareAgentTraining.com, please reply back. Send in your feedback, let us know how you’re doing with that stuff. The encouragement road goes back and forth. I want to encourage you, and at the same time if things that you’re finding value in, or you want more of, please do reach out and let us know. We want to share with you your successes, too, and find out what your struggles are, and where your difficulties are. We have a full time videographer that’s on staff now, working on both the client and the agent side. If there’s more behind the scenes stuff that you would like us to focus on, that you might be struggling in, it’s probably not just you, it’s probably someone else, too. Please send your feedback and let us know what you would like to see more of, what you might be struggling in in your business where you are so we can focus more on that. As we continue to develop more systems to take care of more leads, nurture more leads, and respond to them in a way that people don’t get lost, and that we maximize every ad spend dollar that we’re doing on digital marketing now, I’m just encouraged to share that stuff with you as we go along. I hope you have a great day. What is today? July 3rd, before the big 4th of July weekend. We’re taking our office staff out bowling tonight to celebrate. There’s a place here called Stars and Strikes, it’s so much fun. Huge, brand new bowling alley and arcade, and all that kind of stuff. We’re taking everybody out to celebrate the new licensure of our two newest people who just passed with flying colors. It’s going to be a great day. I hope you’re having a great day where you are. Take care.

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SAP 077 3 Reasons You Need Tech for Sales

The reasons an insurance agent should begin to embrace technology are growing by the year. if you are still using paper to track leads, ticker files for callbacks, and paper applications for carriers, you are falling further behind.

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here!

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SAP 076 This will KILL YOUR BUSINESS (Avoid at all costs)

Far too many agents are starting each and every day being blown left and blown right by what someone else, society, the government has done TO them. They feel like they have no control of their lives so they stay in a constant state of frustration, envy, anger, lack. This is a choice. It is a daily choice to make whether or not you are negatively influenced by the world or you are secure enough that you go out INTO the world and influence it. Constantly staying in a state of negativity will destroy relationships, your health, and your business.

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here!

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SAP 075 Medicare Sales Meeting {behind the scenes} Sell Medicare by Phone

Behind the scenes at our recent Monday morning sales team meeting. This video has been redacted for proprietary content. The whole video is available to members on our website. We sell Medicare and other insurance products to seniors in 46 states by phone. Many call into our office based on our online marketing. We use Facebook, LinkedIn, Youtube, Google Pay-Per-Click ads, and organic social media marketing. Our organization helps 3,400 members of MedicareAgentTraining.com with updates in the industry, online tools, and LIVE events held annually.

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here!

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SAP 074 Helping Agents and Helping Seniors

These are small clips of an agent consultation on June 11, 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.

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here!

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SAP 073: I Don’t Feel Like it | Part 2 from Omaha Trip

In Omaha, Nebraska meeting with top agents, marketers, and carriers like Aetna, Cigna, Mutual of Omaha, Foresters, Athene, Nationwide, Ameritas, and more. We are here to help – a community of like-minded insurance professionals seeking to make a living while helping the greatest generation with their Medicare insurance needs.

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here!

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SAP 072: 2 THINGS WILL DETERMINE SUCCESS

I have two critical factors in whether or not a new agent will succeed in this, or any other niche within insurance. 1] Will they take action? Will they do the FIRST step to actually talking to a prospect on the phone? If not, they are proving themselves to be great at getting ready to get ready to help people, but lack the courage to actually have a conversation with someone that they could, potentially help. and 2] The agent quits before seeing success. In the Medicare niche, it is important to realize that: A) You start slow in any new endeavor; B) It gets easier as YOU get better; and C) Your new clients will start referring other folks. Quitting, when you are just starting to have success, is ALWAYS premature. You have to realize that the ease of the business comes over time. The difficulty, when starting, is expected, and is part of the process. We are here to help – a community of like-minded insurance professionals seeking to make a living while helping the greatest generation with their Medicare insurance needs.

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here!

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SAP 071: Medicare For All [ WHAT ABOUT AGENTS??? ]

What will happen to agents if “Medicare For All” is passed into law? This video covers that topic and reminds us that agents need to be students of marketing, in every form that works, so that they can pivot, if and when necessary, regardless of which product line they develop an expertise in. We are here to help – a community of like-minded insurance professionals seeking to make a living while helping the greatest generation with their Medicare insurance needs.

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here!

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SAP 070: Being a Professional is about Taking Ownership

Chris Westfall here…this morning I was looking at a post on Facebook, from a friend – Nick Ayres.

Nick pointed out that he has met several, unique individual agents in this industry that all have very different approaches to lead generation. Nick pointed out that it is interesting that other agents are often frustrated when they try the same basic marketing methods used by these huge producers, yet see nothing like the same results. What is the difference?

Here is the original text from Nick’s post:
“There is a problem we face as insurance business owners. This problem is debilitating, crippling, and lethal in some cases. The problem is easily described as being able to have “sight” but no “vision” Allow me to explain…

BUT first, make sure to join Adam and I live tonight for the 13th episode of COLLABCAST. We’ll sit down with Travis Gensler and talk automation, technology, SEO, etc. We’ll answer your questions LIVE on air…It all starts at 6pm PST live online at www.iaoa.com/media

Here is an observation that I see unknowingly happening in our world. We seem to spend more time looking at every rabbit trail, trying to hack our way through a jungle in order to find success. We see guys like Brandon Smith and say “I need to be a Dave Ramsey ELP!” Then get frustrated when we can’t replicate his success

We see guys like Troy Thompson and say “I’ll get back to door knocking!” Then wonder why we aren’t executing at the same level. We wonder if we should do paid ads like some others, then complain about lead quality and close rates. We observe guys like Cory Schnabel who writes over $1.5mill in personal lines with no paid ads and think “That’s the ticket, let’s do that!” Only to bang our head against the wall. We see guys like Travis, and Gary Paulson and make strong strides to go all in on automation…then get lost in the gadgets and sequences and give up

We chase the winds hoping to catch lightning in a bottle, only to end up frustrated, confused, jaded and cynical at best with the results. Why do the others see success but not me? It’s complicated…but it’s also simple!

These and others had a real vision for their strategies. They honed a craft, worked through their own mistakes, and stayed the course.

I’m sure if they were honest, they’d all tell you “we still miss the mark more than we hit it…but we learn and keep going”

Should you do the same things they do?…Sure. Should you attempt to do them all at once?…Probably not. My encouragement to you, is find the style and mechanisms that work best for you and execute on them 100%

If you like direct mail and have success with it, don’t let me or any guru tell you it’s dumb and you’re wasting your money. If you hate paying for ads, then embrace organic reach and be a content making machine! If you’re impatient and hate organic results, then put the whole can of gas on the machine and go full throttle with ads. Find you!…Do you 100% and only relent when you need to make left and right turns. Other than that, pedal to the metal

Should you add new stuff from time to time?…Sure. But do it when you have the last thing somewhat handled. There is no “right way” or “wrong way” in this game…only preferences. Find yours, seek out real vision, and stay the course.

When you try to replicate someone else and what they are doing, it will never be as good. You can copy methods, but you cannot copy results. Instead of spinning around aimlessly, you can put your full attention onto what will work for you, your community, your clients, and your family

Vision Sight” – Nick Ayres

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here!

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SAP 069: How Much to Put Up With?

How much do you put up with, in a new potential client phone call? If they are nasty, super skeptical and not receptive to help at all, why waste your time?

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here!

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SAP 068: When You Have a Bad Day What Do YOU Choose To Do?

Driving to work this morning and I’m reminded of the scripture that says that it rains on both the righteous and the unrighteous.

This tells me that each of us has the same struggles, especially in business, and what it is that you CHOOSE to do in those struggles is the decision that makes or breaks your business.

You are NOT the first person to have those problems.
You are NOT alone.
Your breakthrough is just on the other side of fear, desperation and failure.

THIS is the struggle that separates those who succeed from those who quit just prior to their success.

Be encouraged! We all go through rain and sunshine. In the middle of the rain storm is where many forget that tomorrow will bring the sun. The horrible weather is there for all of us to be able to appreciate the good times, and yes, there will be good times in your business when you know that it works, you just might not have been at it long enough. Keep going! The prize is worth it!

As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here!

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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

Listen below or watch here!

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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

Listen below or watch here!

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