Summary
Highlights
The host sets the stage for a game of "Medicare Family Feud," introducing the teams: "Team Medium Winners" and "Team Richard." The first challenge involves identifying the top five conditions that cause someone to be denied MetLife underwriting, with judges on hand to decide the best answers.
Clay and Madison face off to overcome the objection, "I don't have my bank routing account number." Clay suggests checking a mobile app or checkbook, explaining the need for the account number for bank drafts. Madison also emphasizes using a checkbook or mobile app and offers to prove legitimacy by directing the customer to the company website to view her profile. Clay ultimately wins the round for his direct and persuasive approach.
Jordan and Coley tackle the objection: "I need to talk to my wife first." Jordan offers to get the wife on a three-way call or to call back when she's available. Coley skillfully explains how the proposed plan offers better coverage for a lower price, suggesting the wife would approve of saving money and getting better benefits. Coley's ability to frame the benefits for the wife earns him the point.
Holt and Tyler address the objection, "My Medicare doesn't start for another 4 months." Holt explains the importance of locking in rates now to avoid potential increases and mentions the benefits of critical illness policies. Tyler also warns about rising rates for 65-year-olds and highlights the company's ability to find the best rates across multiple carriers. Holt is deemed the winner for taking control of the conversation and asking more questions to advance.
John P and JT confront the objection: "This costs $250, didn't you say Medicare costs $200?" John P clarifies that the $200 comes from Social Security, while the $250 is for the current plan, resulting in overall savings compared to old work coverage. JT also explains the deductions from Social Security and compares the new plan's maximum out-of-pocket costs with the client's current plan, emphasizing additional coverage. John P's concise and clear explanation wins the round.
Josh and Luke deal with the objection: "I don't have time to talk about this right now." Luke assures the client it will only take five minutes and emphasizes the crucial information for turning 65. Josh engages the client about their current activity (grocery shopping) and offers to make the discussion worthwhile, aiming to save money. Luke wins the round for his smooth and quick approach.
Dustin and Bobo face the objection: "My wife has a $0 plan, I don't want to pay anything." Dustin acknowledges the $0 plan but highlights the high copays for hospital stays and suggests a combined Aetna policy with a hospital indemnity plan to cover gaps. Bubba, offering a Humana plan with a Part B giveback, explains how the rebate can be used for a hospital protection plan to cover gaps. Dustin is declared the winner for his detailed explanation of costs and coverage gaps.
Tucker and Matt confront the objection: "I don't know who you are. I don't want to talk right now." Tucker identifies himself, mentions his company, and states he is licensed in all 50 states, offering to check their website. Matt similarly introduces himself, clarifies the purpose of the call, and builds rapport by discussing commonalities like location and time zones, offering to reschedule the call for later. Matt ties the game by effectively building rapport and overcoming the client's initial reluctance.