Reading time: 7 minutes
One of our agents in Arizona (Marty) has found amazing success selling Medicare Supplements.
He uses Medicare Supplements as the door opener to incremental sales using Services Offered and our Thumbprint View sales strategy. For every 100 Med Supps sold, Marty sells on average an additional 138 annuities and 126 life policies. On top of this, about 40% of his clients give him referrals. All because he goes in with a purpose—Med Supps—but takes the discussion to a broader level with Services Offered.
Here’s his story:
“I buy lists of people turning 65 from 90-180 days out. 500 to 650 costs about $50,” Marty says. “They are set up by month then ascending zip codes.
“I call every number on the list using a simple script and I simply make an appointment to visit them. In the home I first spend a few minutes talking about myself and then pull out Services Offered and then give them List of Carriers. It shows the client I am an independent agent that does the shopping for them.
“Many times, after I have shown them the Services Offered list, they ask me about their dormant 401k or a non-performing IRA or their need for a life policy. I tell them let’s look at it after we finish writing the Medicare Supplement application.
“Next I pull out Thumbprint View (call Drew and ask him about this ingenious and utterly simple approach) and tell them I have six yes or no questions I’d would like to ask them. I don’t need details, but rather just an understanding of what they have and don’t have. However, I do not want to get into a discussion on these topics at this meeting so I thank them and complete the Medicare Supplement. I want to stay focused on writing up the supplement. It’s important to be patient at this point and not overwhelm the client.
“I deliver every policy I write. I first review the new policy with the client and then switch the discussion back to their answers from the Thumbprint. This is my second time in the client’s home and almost always they are willing to let me expand the discussion.
“Using Thumbprint I have written life and annuities I might not have written otherwise. I pick up ancillary business from the same client and it hasn’t cost me anything except my time.”
Marty’s approach works! Over and over and over. If you’re interested in learning more about expanding the discussion via the Thumbprint call 866-547-8780 and talk to Drew Gurley, ext. 102.
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Call 866-547-8780 and talk to Drew Gurley, ext. 102.
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