Over the years, Chris has learned the difference between just being busy for busy sake vs. doing things that will achieve the best, possible results for our time investment in this business.
Many agents still believe that writing applications all day is their only mission, and they’ll write an application on anyone that says, “Yes.” Those anxious folks that are very eager to get going with you should be the ones you spend the most amount of time trying to find out why they are disqualified from the beginning.
The art of asking the right questions, in this case – all of the health questions, before moving into an application setting AT ALL, is critical if you want to have enough time to spend with those that are qualified.
Podcast: Play in new window | Download (Duration: 19:04 — 26.2MB)
When should you pull the plug on working with a client?
Chris Westfall’s answer is: “As soon as possible!”
Chris asks his employees, “How much STUFF do we take from people?”
(rude, obnoxious, angry, bitter) and the answer should be “None”.
If an existing client is angry about something that happened with their coverage, we endeavor to find a solution and help them through the situation as best we can. If someone just wants to be rude because that is their nature, it’s best not to take them on as a client to begin with.
In this podcast, Chris answers the question, “3 out of 4 of my last Medicare cases were declined. What’s going on?”
And, “What is the difference of getting contracted through an FMO vs. going direct to a carrier?”
For more detailed analysis, see the webinars at MedicareAgentTraining.com
Listen to the Podcast:
Podcast: Play in new window | Download (Duration: 18:29 — 15.0MB)