Christopher Westfall has an insurance agency focused on helping seniors with Medicare insurance. Having been licensed for over 25 years, he has been helping seniors through his agency, from coast to coast, entirely by telephone for over 12 years. In this podcasts, Chris and Eugene Marchenko discuss the daily operation of his phone-based agency and provide tips to other agents making the transition into telesales from face-to-face sales of insurance.
Even the Pony Express only lasted 19 months before a better method of communication was found! “During its 19 months of operation, it reduced the time for messages to travel between the Atlantic and Pacific coasts to about 10 days. From April 3, 1860 to October 1861, it became the West’s most direct means of east–west communication before the telegraph was established and was vital for tying the new state of California with the rest of the United States.”
What method have you settled on for the marketing and communication of your insurance proposal to clients? Are you still using the insurance version of the old Pony Express? Perhaps, if your horse is tired, it’s time to change horses – or better yet, change methods altogether?
At the Coastal Carolina Fair in Charleston, SC, I saw some very interesting similarities between the marketing tactics employed by the fair and those used by some insurance agents in the Medicare Supplement market.
Captive agents think that, somehow, every person can fit within their plans. This is often like fitting a square peg into a round hole. It is not always a good idea to attempt it!
Independent Medicare agents find the best solution in any local market and provide full transparency in the process. This allows the senior client to trust that they not only have the BEST available plan in their market, but they also know that this agent can continue to shop the market in the future, if their rate increases get out of the norm with their chosen carrier.
I am very seldom asked about the company’s letter rating, when I help seniors with their Medicare Supplement plan. It is important to know the distinction between what is important and what is not important.
Can I legally call someone and talk about Medicare Supplement plans?
This is a question that was asked by a new agent this week.
The agent said she had heard that you can lose your license, pay a fine, etc. for cold calling someone about Medicare plans.
What the agent is referring to is the marketing of Medicare Advantage Plans. You can find the marketing rules from CMS about Medicare Advantage plans here.
However, in most all states, it is perfectly legal to telemarketing / cold call, door knock, and approach seniors about Medicare Supplement plans. Only two states, that I know of, have restrictions on the marketing of Medicare Supplement plans.
Those states are Ohio and California. Near the end of this podcast, I have several suggestions for various new ways to market Medicare Supplement plans through centers of influence.