Summary
Highlights
The meeting begins with a review of the previous day's sales performance. The team achieved nearly $19,000, bringing their two-day total to almost $40,000, putting them on track for their $80,000 weekly goal. Several agents, including Bobo, Rooker, JT, John Patterson, Jordan, Holt Rushing, and Tyler Finley, exceeded $1,000 in sales, with Tyler Finley leading the team at $3,787.
The team prepares for a role-play session focusing on a "rewrite lead" for a Medicare supplement, with John P. demonstrating. The goal is to show how an experienced agent handles various situations, including medication discussions.
John P. role-plays as an agent speaking with a client named Holt, who is looking to lower the cost of his Plan G Medicare supplement. Holt's current plan with Manhattan Life has increased from $100 to $250. John P. gathers information about Holt's health and medications, discovering he's in good health and only takes a few prescriptions. John P. proposes switching to an Aetna Plan G at $200/month, bundled with cancer coverage, saving Holt $50/month.
Holt expresses not wanting a Medicare Advantage plan and asks for an even cheaper option. John P. suggests a Plan N, explaining it's a Medicare supplement (not Advantage) with very similar coverage to Plan G but with a slightly higher out-of-pocket for doctor visits ($20 co-pay) and ER ($50 co-pay), though it's significantly cheaper at $160/month, including cancer coverage, saving Holt $90/month. Holt agrees to the Plan N.
The team discusses John P.'s role-play. They highlight his smooth delivery, his ability to understand client needs, and his technique of offering a bundled package, especially the cancer coverage, to enhance the value proposition. A minor critique was his omission of following up on the client's spouse mentioned earlier.
The second role-play features Clay as the agent and Jordan as the client, focusing on selling dental coverage. Jordan initially believes he's calling a dental clinic and already has work insurance, but Clay identifies the ad that Jordan responded to for dental coverage.
Jordan has existing dental coverage with a $2,000 annual benefit and needs a crown and possibly a root canal. Clay recommends additional dental coverage, especially since Jordan also expressed interest in implants. Clay suggests an Aetna dental plan that starts coverage on day one, offers a $4,000 yearly benefit, covers preventative care at 100%, basic care at 60% (rising to 75%), and major care at 20%. Jordan is hesitant because his work coverage already covers 50% of major procedures. Clay clarifies that the Aetna plan would complement the existing coverage, bringing Jordan's responsibility down to 30% for major work. To sweeten the deal, Clay proposes bundling it with a critical illness policy to get a 15% discount on the dental premium. He suggests a $20,000 lump sum cancer policy from Aetna that adds to Jordan's existing $30,000 work coverage, for a total of $72/month for both policies, despite Jordan's initial budget of $50/month.
Jordan expresses hesitation, citing work and needing to talk to his wife. He also jokes about it cutting into his "beer fund." Clay emphasizes the long-term financial protection offered by the critical illness policy. Jordan then raises concerns about giving out his social security number over the phone, but Clay reassures him by explaining it's a recorded line and directing him to the company website to verify his identity. Jordan verifies Clay's identity and provides his details. Clay confirms the policies will start on May 1st and an insurance card will be mailed. The sale is closed.
The team praises Clay's smooth approach, his ability to handle objections, and his success in bundling policies. They note his technique of assuming the client's source (the ad) and his calm disposition. They also discuss his strategy of letting the client know when the coverage would start to imply a close.