Summary
Highlights
After education, the next step is to build a 'package' that addresses the identified gaps and needs. The term 'package' is preferred over 'plan' to broaden the client's perception of what is being offered.
The team achieved $17,035 in new revenue yesterday, with seven agents exceeding $1200. Tyler Finley led with $5,033. For the week, the team is at $35,544, with Russ Ingalls and Tyler Finley already surpassing $6,000. The speaker encourages maintaining intensity and good work.
JT describes his call opening: greeting, identifying as Brock Partners, mentioning the Medicare breakdown book, and asking if they've received it. A key tip is to always ask if the book has been received. If not, reassure them it will be sent and use rapport-building while confirming information. If they have received it, ask about what they learned.
Fact-finding questions should precede education. Gathering information first allows for a tailored approach and reveals client intent. Key fact-finding questions include: current work coverage, understanding of Medicare, budget, current health, and income/assets.
When a client is identified as a potential Medigap customer (e.g., health concerns, doctor restrictions, preference for Medigap, or more than three months out from Medicare eligibility), the education focuses on the gaps in original Medicare (20% co-insurance, no maximum out-of-pocket). Using numbers and relatable examples (e.g., $200,000 for a million-dollar surgery) helps clients visualize costs.
Key strategies during the education phase include: asking engaging questions that the speaker already knows the answer to (to maintain engagement), using numbers to paint clear pictures of potential costs, and avoiding overly complex explanations. The goal is to convey vital information concisely, using buzzwords like '20%' and 'no max out of pocket'.
When discussing the standard Part B premium ($202.90), it's presented as something the government deducts, not an additional cost from the agent. The premium is confirmed, and then clients are informed about further discussions with a 'wealth guy' for financial planning. This frames the agent's proposed plan as distinct from the government's mandatory premium.
For Medicare Advantage customers, the education highlights how these plans cover gaps in original Medicare and offer 'extra benefits with no extra cost.' Emphasis is placed on restructuring coverage to a copay system instead of co-insurance, with a clear maximum out-of-pocket, making costs predictable and lower in worst-case scenarios.
The top Medicare supplement companies sold are Mo and Aetna, chosen for their higher premiums but lower increases over time. The speaker encourages agents to direct sales-related questions to Josh, sales development to Holt, and support questions to Hannah, or even to the speaker directly.