Free Medicare Supplement Insurance Script
With thousands of insurance agents selling Medicare insurance products it can be difficult to find ways to differentiate yourself from the competition. By following some simple steps consistently you can help increase your productivity and be able to make effective use of inexpensive marketing lists, such as the ones found at AffordableMarketingLists.com.
Medicare Cold Calling Background
Seniors are constantly being marketed to by many methods including radio, newspaper, and television advertisements. In some ways this is a benefit to insurance agents that cold call because it helps the seniors be aware of what’s available and helps build some credibility. For example, if you’re calling about the AARP Medicare supplement plan and that is something they’ve already seen on the television repeatedly, they will automatically associate that with some degree of credibility. That comes in particularly helpful because many individuals and organizations are warning seniors to be distrustful of anyone calling them and asking for personal health or financial information. One clear example of that is this publication: http://www.mcgruff-safe-kids.com/businesses/mcgruff-senior-safety.html .
Seniors are already going to be aware of some basic points about Medicare, but they may be misinformed or completely misunderstand what they have or what’s available. In order to make the most effective use of your time on the phone it helps to know what plans are available and ideally what different type of retiree benefits individuals may have. For example, a company in Syracuse, NY had retiree benefits that cost over $400/month and did not include prescription drug coverage. By switching those folks over to a Medicare supplement they were able to not only save more money, but have better coverage.
Opening the Conversation
When making a cold call it’s often been said that the opening is the most important part of the conversation and that most likely is the truth. A poor opening can prevent the rest of the conversation from happening, so it’s no surprise what such emphasis is put on it’s importance.
Consider that what you’re actually doing is starting a conversation with someone to help them vs trying to make a pitch. It may seem like a slight difference in language, but it is an important one. As is the case with most business to consumer calls, it’s important to be friendly and disarming. It’s also considerably advantageous to use a direct value proposition, for example:
“I’m calling you today because I’m helping seniors save hundreds of dollars on their Medicare insurance.”
By using an opening like this you’re letting the person you called know exactly what the purpose of your call is. Typically you’ll want to focus on three value propositions or less. For Medicare supplement cold calls, we might add the following:
“I’m calling you today because I’m helping seniors save hundreds of dollars on their Medicare insurance and get better coverage.”
Now we’ve provided them with a very short introduction to what we’re looking to do and we’ve potentially hit on two different sore spots or “motivation points”. Generally folks would always like to save money on their insurance, but there are some folks who are upset that they don’t have coverage for certain dollar amounts and would rather pay a higher premium if they knew they could simply see the doctors and providers they wished without having to pay copays, deductibles, and figure any of that out. By adding the phrase “get better coverage” we’ve now opened ourselves up to catching the ear of a Medicare beneficiary that might otherwise might have been disinterested because they may have associated saving hundreds of dollars on their Medicare insurance with inferior coverage.
Let’s also consider that the individuals you’re calling may be on a Medicare Advantage plan with little or no premium, so how can you help them save hundreds of dollars on their Medicare insurance? Generally those Medicare Advantage premiums are going to have large gaps in their coverage which leave seniors potentially liable for large out of pocket expenses. While most seniors may have already made the decision to enroll in a Medicare Advantage plan because they believed it was the best fit for them, even when considering the gaps, many may not fully be aware of what their out-of-pocket liability may be. It’s not always going to work, but that’s definitely a way you can lead the discussion if they are on a Medicare Advantage plan with little or no premium.
Back to the script, we’re not quite done with the opening yet. When you’re calling folks about Medicare insurance, or any other product for that matter, it’s important that you are presenting yourself as someone that can help them, so the last line of the opening makes it read this way:
“I’m calling you today because I’m helping seniors save hundreds of dollars on their insurance and get better coverage, would you like to find out how much money I can help you save?
Now we have a complete opening that clearly establishes the purpose of your call, addresses two points which may motivate them to have a further discussion with you, and positioned ourselves as someone interested in helping them. We’ve also created an immediate call to action by asking if they’d like to find out how much we can help them save. Surprisingly, or not so surprisingly, most of the people you call are going to decline your offer for assistance.
Once you find someone who was responded favorably to your script and is interested in finding out how much they can save on their Medicare supplement or how to get better coverage, you have a few more steps before you roll right into quoting. Let’s not forget that you just called someone out of the blue and while what you’re saying sounds great, they still are going to have some reservations about providing personal banking information and private health information if they like what you have to say. One of the less threatening ways you can ask about health before you get into specifics is to ask a general question such as “Are you more or less in pretty good health?” Once they respond to that, you can roll into some more invasive questions such as asking about specific conditions such as high blood pressure or high cholesterol. As the discussion progresses you can ask if they take any prescriptions and that will likely reveal any yet hidden chronic conditions. The last question you can ask that will probably give you a total picture of if they qualify on health is to ask when the last time they went to the hospital was.
Making your presentation
Once you’ve gathered your information and have been building a relationship of trust with the prospective client you likely have the quotes ready to present to them. A few things to keep in mind:
- Explain any differences in coverage between what they currently have and what you’re offering them.
- Provide any savings in annual terms, for example, a savings of $30 per month might sound significant, but $360 per year sounds like more money.
- Make sure to point out the financial ratings of the companies that you’re offering them and point out how long they’ve been in business. This will help them feel more comfortable, especially if they are going to have a considerable savings as they may think it sounds too good to be true.
Closing – Ask for the Business
Once you’ve made your presentation it’s time for you to ask for the business. Some clients, upon hearing about the savings or new coverage, will say “Thank goodness you called! Where do I sign?”, but some may need a little coaxing. Consider using these closes:
- Does this sound like something that you would be interested in doing?
- Is there any reason you would not want to move forward?
- When would you want this coverage to start?
- How soon would you like to start saving that money?