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.
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.
Over the years, Chris has learned the difference between just being busy for busy sake vs. doing things that will achieve the best, possible results for our time investment in this business.
Many agents still believe that writing applications all day is their only mission, and they’ll write an application on anyone that says, “Yes.” Those anxious folks that are very eager to get going with you should be the ones you spend the most amount of time trying to find out why they are disqualified from the beginning.
The art of asking the right questions, in this case – all of the health questions, before moving into an application setting AT ALL, is critical if you want to have enough time to spend with those that are qualified.
Can you successfully learn cold calling for Medicare Supplements? Absolutely.
In a recent webinar, Chris Westfall interviewed Joe from Florida. Joe is a relatively new agent to Medicare Supplements and has started, just a few months ago, cold calling for Medicare Supplements. He is doing very well and shares some of what he has learned.