Summary
Highlights
Participants identify the most frequently used enrollment codes, such as IEP (Initial Enrollment Period), OE (Open Enrollment), Underwriting, AEP (Annual Enrollment Period), SEP (Special Enrollment Period), and OES (Out-of-pocket Expense Special Election Period).
The session begins with high energy, transitioning into a recap of sales numbers. Josh highlights outstanding individual sales, including a significant annuity close. Holt then reviews sales development, noting call volumes, transfers, and appointments, particularly praising efforts in setting T65 appointments.
The training shifts into a 'Family Feud' game. The first question asks about the best ancillary health products to cross-sell with Medicare. Teams identify cancer policies, hospital indemnity, and dental/vision/hearing as top answers, emphasizing the importance of these products for clients.
The next round addresses common gaps in original Medicare, for which agents sell supplemental products. Answers include the 20% co-insurance, lack of drug coverage, absence of dental/vision/hearing, Part A deductible, no maximum out-of-pocket, long-term care, and hospital co-pays.
Another role-play scenario focuses on the objection: 'I don't need cancer coverage, I'm healthy.' Agents demonstrate pivoting to related products like heart attack/stroke coverage or educating clients on the financial implications of uncovered medical expenses due to Medicare's gaps.
The final, tie-breaking round addresses the objection: 'My Medicare doesn't start for another six months.' Effective responses reassure clients that supplements can be arranged in advance, securing better rates for ancillary products, and clarify payment schedules to alleviate immediate financial concerns. The session concludes with a strong emphasis on continuous training and 'salesmanship 101'.
The game asks about top conditions that lead to a decline for Medicare supplement plans. Answers include major heart conditions, cancer, mobility issues, dementia, upcoming surgery, diabetes with complications, and COPD, highlighting critical underwriting knowledge.
The game continues with a role-playing scenario focusing on the objection: 'I'm already talking to an agent about this supplement.' Participants demonstrate different approaches, with feedback highlighting the importance of advancing the sale and offering alternative solutions if the initial product isn't a fit.
A high-stakes round tackles the objection: 'I need to talk to my doctor about this.' Successful responses emphasize the agent's ability to verify doctor acceptance and plans, or prompt the client to articulate their specific concerns, then address those directly.