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I am newer to the business, started in life insurance and did ok. Now I have found myself in the senior market and need some help setting appointments. I sell Med supp. LTC, Life and Health insurance, the company I work for does direct mail based on its agents demographics. I have been at this for 3 weeks and have only made 2 sales. Anyone out in the same lines that I am in if so I need a good script. There are 44 different companies,, 12 different plans and 3 pricing structures. HELP!!!!!!!!!!!!!!!
"Hello, is this ___________, my name is _______________ with xyz insurance company and you had recently responded to mailer that we sent out concerning medi-care supplement insurance, have you made an educated decision on which plan and pricing method that you like (hopefully, NO) did you know that there are 44 companies approved in our state(NO), 12 different plans and 3 pricing methods, with some premiums increasing upwards of $30 per month(NO), with that in mind I would like to spend about 15-20 minutes with you, face to face to help you make that educated decision, how does Tuesday at 9:00am sound?"
This is what I have been trying any help
This helped me out a great deal.
Along with making script adjustments, have you thought of canvasing: residential care homes, skilled nursing homes, assisted living facilities, continued care facilities, senior living communities etc.
You might be able to locate an AARP membership list.
Then there is joining local clubs: Rotary, Lyons, Moose, for referrals etc.
There are also tip exchanging groups such as "Le Tip." They meet once a week and give each other referrals.
I also joined Toastmaster which improved my overall selling skills and gave me more leads.
When working for XYZ Life Insurance Company, we bought lists of social security numbers (in the day) separated by age group. We would send our selected group a similar letter and offered to emboss their social security number on a free plastic card for convenience.
For me, this technique usually drew those who wanted something for nothing and I made very little money. When I ignored this approach and went on my own---I sold.
Another very receptive group today are also those in their 50's because they are very likely having to begin dealing with, or thinking of preparing to deal with, the costs of caring for a parent.
Also, this group is becoming aware of the burden they may have on their children as they age and do not want to burden the life of their children.
We currently own a Residential Care Facility and see the very real need for supplementary insurance and other plans.
Just a thought :)
"Hello, is this ___________, my name is _______________ with xyz insurance company and you had recently responded to mailer that we sent out concerning medi-care supplement insurance, have you made an educated decision on which plan and pricing method that you like (hopefully, NO) did you know that there are 44 companies approved in our state(NO), 12 different plans and 3 pricing methods, with some premiums increasing upwards of $30 per month(NO), with that in mind I would like to spend about 15-20 minutes with you, face to face to help you make that educated decision, how does Tuesday at 9:00am sound?"
This is what I have been trying any help
The forgoing is my opinion, all of it designed by myself and my resident partners in attendance.
Much Aloha... shds; ;bg -rattus58