Summary
Highlights
The session begins with a review of the previous day's performance, noting that the daily revenue goal of $20,000 was not met, achieving $12,952.92. Five agents hit their individual daily revenue goals. The goal for today is set at $20,000.
The main topic for the day is Medsup rewrite campaigns. The speaker explains that unlike T65 leads, Medsup rewrites require an underwriting process. Key health conditions that would prevent someone from getting a new Medsup policy are discussed, including major heart conditions, cancer, diabetes with complications (like retinopathy), COPD, dementia, Parkinson's, and immobility. Agents are advised to quickly identify these potential issues early in the call.
The process emphasizes an 'assumptive' approach during fact-finding. Agents should start with a greeting, attention line, and then ask about the client's general health. Following this, a list of six key questions related to common denial conditions should be asked. The goal is to determine eligibility for underwriting before discussing pricing, to avoid wasting time on unqualified leads.
If a client is approved, the immediate next step is to inform them they qualify for a lower rate and then ask about their current payment. If denied, the conversation shifts to Medicare Advantage. Agents are strongly advised to write a policy with a different carrier than the client's current one to ensure commission payment.
Common objections, such as the advertisement stating a lower rate or the client only saving a small amount, are addressed with specific rebuttals. Agents should explain that advertised rates are estimates based on age and area, and emphasize long-term savings due to rate increases. The 'macro law' (MRA) is introduced as a key point: plans are standardized, so coverage remains the same across carriers, only the premium changes.
For healthy clients with modest savings, the 'jackpot pitch' is suggested to cross-sell additional policies like cancer plans. By quoting the Medsup first, highlighting savings, and then unexpectedly finding a multi-policy discount that includes a cancer plan, agents can increase revenue while still showing overall savings compared to the client's previous premium.
The option of selling Plan N instead of Plan G is discussed, highlighting its lower initial premium and significantly slower rate increases (2-5% vs. 8-12%). For unhealthy clients, the focus shifts to pipelining for Medicare Advantage. Agents should ask if clients have heard of Medicare Advantage to gauge their receptiveness and then try to build a package including MA, hospital indemnity, and a cancer policy aiming for significant monthly savings (around $100).
The speaker advises caution when switching very ill clients (e.g., undergoing chemotherapy) to Medicare Advantage due to potential issues with prior authorizations during treatment. Finally, agents are reminded to bring up annuities on 100% of calls by asking if clients have lump sums of money in CDs or savings that could benefit from higher growth rates.