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Master Medicare Policy Details Before Starting to Sell

In order to sell Medicare plans, you need an intimate understanding of their details. Make sure you set yourself up for success.

You must know how Medicare Parts A and B work — and what they offer and do not offer — before you can sell supplement plans (Medigap plans) with confidence. It is not enough to just read about Medicare, but it is a start. You can also ask other agents who sell this type of insurance to get their real-life, real-time understanding of the original Medicare and what it offers today.

To be successful in sales, you must carry a valid insurance license in the state(s) in which you plan to do business. The vast majority of carriers want you to have Errors and Omissions insurance. You can shop around for carriers, as prices vary.

Early in your work with Medicare, you will need at least two appointments to sell products for two different insurers who offer Medicare supplement plans and Medicare Advantage. Over time, you may expand the number of carriers for which you sell, but two is a good starting point that will allow you to get used to the market and carriers. Shop around for competitive carriers that appeal to your sense of business ethics.

Commit the co-pays and benefits for each company you represent to memory. Read all of the material supplied to you and get to know how each company deals with customers. You might also want to consider a marketing organization, which will have contracts with multiple insurance carriers. These companies consolidate the various Medicare contracts in one place.

Once you have your system in place, source a lead generation company with a good reputation, good pricing and an excellent customer care department. Set your goals, ask for what you want (preferably exclusive online leads) and get to work on converting the potential customers that land in your inbox.

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