Tag Archives: medicare

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.
πŸ“ 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/

πŸ“ 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
πŸπŸŒŽπŸ›³β›±

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

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SAP 065: Get Rich Quick? Nope!!!

Definitely not:

πŸ•Ά Get Rich Quick πŸ•Ά

The niche we are in is build residual income slowly, over time. It is consistent, predictable, but it is βž‘️ 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.

 πŸ† THAT πŸ† 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 πŸ’₯πŸ”₯BAMπŸ”₯πŸ’₯, “you got lucky” they’ll say! πŸ˜‚πŸ˜‚πŸ™„

https://MedicareAgentTraining.com

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

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SAP 064: Deciding to Press Forward and Grow

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

πŸ† 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.
πŸ† You will reach saturation with how many cases YOU can service and support.
πŸ† When you reach frustration with doing it all, HIRE HELP! You will be glad you did.
πŸ…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 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 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 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 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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