A good agent knows that they can only succeed with the help of their customers. Customers look to agents for help finding a plan that meets their needs without breaking the bank, and that is what you aim to do. But your work doesn’t stop there: you need to be constantly learning and educating, as well as connecting with your clients. Here are 5 costly mistakes to avoid, along with tips to keep you at the top of your game.
1. You Stop Learning/Training
When you’re an agent, there is no such thing as knowing too much about a product, and that includes Medicare. Medicare is always evolving, and you need to be able to provide accurate information to your customers. Plans can change, or even disappear, while new ones emerge. For example, Plan F, High-Deductible Plan F, and Plan C all disappeared this year, while High-Deductible Plan G was introduced to replace them. If you do not keep on top of information like this, then you won’t be able to properly sell your product. Work towards becoming an expert in your field by constantly learning with online courses and training webinars.
Even when you do become an expert in this field, you still need to keep up with company notices. If there are any changes such as rate increases, then you need to notify your customers on how they will be impacted.
2. Failing To Educate Your Customers
Your job is to help customers completely understand their insurance plan. The whole process of choosing and signing up for a plan can be confusing, so explain everything as simply as you can. Go over what is covered, what is not, and how Medicare Supplement Plans work with Original Medicare. Don’t assume they know as much about everything as you do! The more you educate them on how the system works, the more likely they will be to spot an issue on a bill or handle a problem on their own. Educated customers are happy customers – ones who will continue to use your services as well as refer you to others.
3. Not Following The Rules
If you do not follow the rules that the CMS has set for agents, then you could lose your license to sell Medicare Supplement Plans. The CMS is very serious about monitoring agents and will monitor agents to make sure that they are being helpful to Medicare customers and not taking advantage of anyone. Breaking their rules could even mean facing jail time.
4. Not Knowing Guidelines
CMS is strict about agents complying with rules and regulations, and so are the carriers you work with. Carriers have additional guidelines that you have to follow, and if you fail to comply, then you can lose your business with them. Make sure you stay on top of the guidelines of all the carriers you work with.
5. You Focus Too Much On Price
If you focus too much on price, and not your customers’ needs, you could end up losing sales. Sell based on value, not price. Teach your customers the value of a Medicare Supplement Plan, and ask questions about what they are looking for. Ask questions and answer any of theirs that may come up. And always check on your customers to make sure they are happy with their plan, or if they might be interested in finding a different Supplement Plan.