Selling to seniors via video conferencing

The unaddressed truth behind Covid-19 is that until we get a vaccine, those of us who have an increased risk of serious health problems are going to need to remain socially distant even after the spike subsides. While a therapy for the virus could be found as early as June, a vaccine is much further away, with most experts looking at the end of 2020.

Adjusting to the times

For a variety of reasons, many of you prefer to sell face to face, and right now you can’t, for the safety of yourself and your clients.

You are left with one of three choices:

  • Stop selling
  • Sell over the phone
  • Sell over video

Why Video Conferencing

Seniors are not as tech-illiterate as many people think. In a study done by Amwell Health Solutions, data showed that 45% of American seniors have participated in video calls using FaceTime, Skype, and/or Google Hangout. Some seniors are even catching up to the new Zoom movement, using it to talk to their family and friends.

73% of seniors claim that faster health related services, such as insurance consultation, are the driving reason for their willingness to use video conferencing. Seniors have the will to participate, you just have to add this to your toolkit.

While calling could get the job done, you are missing an important layer – the visual cues. With phone calls we miss 50% of the conversation because you can’t see how the person you are talking to is responding. Video conferencing eliminates that limitation.

How do you do it?

So, how do you get seniors on the screen, not just on the phone? The first secret is that you have to make it easy. Best practice is to just have them click on a link you emailed them. You’ll probably need to include instructions on how to find the link, but the more simple you make the process, the more success you will have.

Ask the senior if they have used to using Hangouts, FaceTime or Skype. These popular systems are the most common, and you should adapt to their preferences. By adapting to their preference, the success rate of your calls will be significantly higher. While this may involve more flexibility on your end, it will undoubtedly benefit you in the long run.

The question “why you are taking meetings this way?” will come up, and be honest with them. Tell them it is to keep them safe in today’s environment. This expresses that you care about them as a person, not just a client, helping your overall rapport.

In conclusion

By incorporating live video into your sales process you’ll be able to:

  • See your customer’s visual cues
  • Share and go over your quality presentation materials
  • Build a deeper relationship with your customer
  • Make more sales!

And if you need help matching with Medicare insurance prospects, don’t hesitate to give us a call at 866-368-0377.

How to Sell Health Insurance to 26 Year Olds

When it comes to selling health insurance, there is a niche, often overlooked group that requires a different approach than your average 30-year-old looking to purchase a family plan – the 26 year-olds.

The reason selling insurance to this age group should be handled differently is because, similar to any specified target customer, the needs and wants someone is their mid-20s has are unique. They’re purchasing insurance for themselves for the first time, most likely because the lifespan on their parents’ plans has come to an end.

To help you take on this group, we’ve compiled three key tips to provide agents with some insight on the purchasing behaviors to keep an eye out for when encountering a young adult:

Flexibility

Perhaps one of the primary behaviors of a young adult is a “no-commitment” mentality. Many of these individuals, if single, are not looking to sign off on anything that is permanent. Just look at the recent stats from the U.S. Census Bureau – the average age of first marriage for women in 2017 was 27.4 years. For men, it’s slightly older at 29.5 years. At 26, it would be fair to anticipate that flexibility is appealing.

Unlike long-term plans, short term health insurance provides fast, flexible insurance with many benefits. These plans can be extended up to 3 years, and you can pick your deductible amount from many options. You are also able to drop coverage without a penalty if you want to change to a long term insurance option. Premiums are lower than ACA health insurance plans, and you get coverage as soon as a day after applying. We’d recommend, in addition to providing information on long-term plans, you emphasize flexible short-plans if a 26-year-old sounds hesitant to commit to a purchase.

Partnership

Key trait of the 26 year-olds: they’re online. Shopping, of any essence, is typically done via computer, phone, table, iPod, etc. This generation is used to one-click Amazon Prime purchases. As the professional agent, it’s your job to make insurance shopping the same.

Comparison shopping, which any experienced shopper is familiar with, takes up a significant amount of valuable time. Being the insurance agent, you become the one-stop Amazon Prime Insurance stop. By offering your guidance and comparison of plans – you’re doing the difficult work for them. Prove your expertise by doing proper research to give them a well-rounded analysis of plans, prices, premiums, and more.

In this customer scenario, you are, above all, their teammate. Help them to decide on their preferences. Preferences that a first time shopper does not even know they have. If you can help the average young adult find a quality plan that checks off their boxes, you’ve done your job. Remember: you are there to inform and support them in their selection, regardless of what it may be.

The Overall Price of the Plan

If an individual is a 20-something, as mentioned, they are more likely to be single and childless – but that doesn’t mean they will stay that way. Life events are approaching. Marriage, children, mortgages, retirement plans, etc.

Short term plans are certainly cost friendly. However, the downside of waiting to buy a long-term plan is that they might face higher premiums. Emphasize this to your customer; good deals are attractive to a young professional transitioning into “adult” mode.

Keep in mind that health insurance will not be the only major purchase a 26 year-old be thinking about. These life events are cost sensitive, so for a mid-twenties individual who may be in the early stages of a career, it is not far off to assume the plan should fit a specific budget. Be prepared to provide quality plans at a low cost, especially if the customer sounds concerned about a serious purchase such as this.

You’re The Pro

When establishing rapport with a 26 year-old, you must take into consideration the amount of money they are willing to pay, the coverage they are looking for, the premiums offered, and the term length of the plan. If the individual does not have an opinion on any of these answers, be sure to guide them with explanations.

While you are doing your best to sell a plan, your primary approach should be to educate the customer. You are the professional. Create a culture of Q&A between yourself and your client. If you do this successfully, you will establish yourself as an expert in what you do. Your clients will take notice and refer you to more potential clients, and you will quickly become the go-to for guidance in your network of customers. If you put building trust within your community first – the sales will follow close behind you.

The Difference Between AEP and OEP

Medicare Supplement, Medicare Advantage, Medigap, Open Enrollment, Annual Enrollment. There are so many buzz words associated with Medicare insurance sales that it is often difficult to differentiate what it all means. One of the most confusing things to understand as an agent, let alone as a consumer, is what the difference between AEP and OEP is.

We are quickly approaching Annual Enrollment Period (AEP) for Medicare Advantage plans, not to be confused with Open Enrollment Period (OEP) that is correlated with Medicare Supplement plans. AEP is an 8 week period from October 15th through December 7th where consumers can sign up for Medicare Part D and/or Medicare Advantage plans.

OEP and Medicare Supplement plans (aka Medigap) is a little more complicated than AEP. OEP is a six month period from the beginning of a consumer’s Part B effective date. This is when a consumer can receive coverage without any health questions being asked. There are a few circumstances that would begin an OEP including:

  • -Particular circumstances for someone on disability before their 65th birthday
  • -An individual’s 65th birthday
  • -Retirement and therefore loss of current group health plan after the age of 65

Once an individual has timed out of the six month period, they forfeit the opportunity to buy a Medicare Supplement plan without any medical questions being asked. A consumer can sign up for a Medicare Supplement plan after that six month period, but they will be subject to health questions that could disqualify them for coverage by some insurance companies.

This graphic from boomerbenefits.com easily explains the differences we have explained above. We recommend using this to help engage and explain the difference with your clients searching for information on their Medicare options.

Medicare insurance is an incredible investment for new agents or agents looking to expand their product portfolio, but it is exactly that; an investment.

Through our research and discoveries with our long term clients, we have found that Medicare consumers are likely to remain on an agent’s books for upwards of 8 years. Though forming a client book will happen over time, lead services are a great way to guide consumers your way over a local competitor. While the marketing costs may be higher than referrals, the volume of potential clients is immediate, and the return over that consumer lifecycle pays for itself.

When you are ready to increase your typical Medicare Supplement volume with exclusive leads, give us a call, because together we succeed!

Despite Changes, Private Health Insurance Leads Still Provide a Good Source of Income

In spite of the many changes in health care law, people still want private insurance. Many do not wish to make health insurance exchanges and, as a result, agents still have opportunities to reach out to an interested audience. People want, need and are willing to pay for coverage in this volatile market. No one likes to be told what to do — what to buy and where to buy it. If you offer an alternate route, many will be happy to work with you.

Opt for exclusive health insurance leads, as they offer the best source of long-term conversions. Since they only come to you, follow them to the very best of your ability, then offer good service and a good product for a reasonable price. Know your policies and insurers very well. Exclusive leads are worth the extra cost. Your working contributions can be one of the best selling points for the health insurance you offer, and that’s not bad. Your personality and knowledge can encourage people to respond in a positive, receptive frame of mind.

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Exclusive health insurance leads can be a dream come true

If you’ve been selling insurance for a long time, or even if you are just starting out, a dream come true is working with exclusive health insurance leads —- leads that come only to you and no one else.

Sure, you’ve likely heard that line before, and in some cases it IS true. In others, not so much. So before you invest in buying leads, consider what YOU need to make your business grow, expand and stay healthy. You want exclusive health insurance leads that pay off when you call them. Leads that are pre-screened, pre-qualified, in real time and virtually ready to buy, either immediately (and yes, that does happen), or a bit later.

Sure, the exclusive leads are more costly than shared or aged leads, but that’s because you are the only person getting them and they are ready to roll. Things just don’t get much better than that. Work those leads with a passion akin to being on fire, and that’s what will happen, your business will grow by leaps and bounds. All in all, spending a bit more money up front is worth the payoff later.

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If you want less work to do in growing your agency, buy exclusive health insurance leads

You may have already tried health insurance leads, the shared ones, and discovered you wasted a lot of time on the phone talking to people who had already been approached by other agents. It was a discouraging day on the phone, with not a decent prospect to show for it. And yet, you paid good money for those leads.

Maybe it’s time to step back and take a look at how non-exclusive leads compare to exclusive health insurance leads. If you buy the exclusive leads, you get them the moment they come in, and they are already screened and pre-qualified. That means you don’t have to spend time doing that yourself. Bonus.

The exclusive leads are also ready to spend money on an insurance policy. While they might not buy the instant you call, they are likely to make that kind of a decision within 4 to 6 weeks. Overall, exclusive health insurance leads are a lot less work, worry and hassle than non-exclusive leads. Check it out and see for yourself.

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Exclusive Final Expense Leads Need To Be Purchased From a Company That Knows What It Is Doing

If you’re going to make your insurance business into a force to be reckoned with, you will only want to work with exclusive insurance leads of all kinds, and that includes exclusive final expense leads. Why exclusive when you could spend less and get a nice long list of contacts? Sure, you could spend less, but remember, you get what you pay for. Most of the shared leads are just that, shared with numerous other agents — up to seven, in fact.

So, do you really want to spend every day calling people about final life expenses when at least five other agents have already made the same call? If it were you getting the phone calls, what would you do? Most would hang up and not be polite about it. Plus, many of the non-exclusive leads can be false and/or in the do not call registry. That means you have paid for a lead that goes nowhere. Not smart. Consider exclusive final expense leads. They are worth their weight in gold.

Benepath.net is a leader in providing health insurance leads. Benepath provides agents with exclusive health insurance leads and Medicare leads in just a few mouse clicks. To learn more, visit http://demosite.benepath.net.

Exclusive Final Expense Leads Are Easy to Sell

While we’re talking about the benefits of exclusive insurance leads, you should also be aware that you can order exclusive final expense leads as well. This is actually a very smart way to work this niche, since the economy is in the tank these days. People are very cautious about buying insurance of any kind and it only makes sense to go with a guaranteed source of exclusive leads to make sales. Make sure you deal with a reputable online lead generation company, such as benepath.net. Their exclusive final expense leads are “genuinely” exclusive, as in you are the “only” one working them.

Being the only person working the guaranteed leads in your inbox can build you a business base like no other. Steady, high quality leads in real time, with live contacts that are eager to talk to you is a smart way to do business. Invest in your company’s future and try exclusive final expense leads. Your bank account will love the results.

Benepath.net is a leader in providing health insurance leads. Benepath provides agents with exclusive health insurance leads and Medicare leads in just a few mouse clicks. To learn more, visit http://demosite.benepath.net.

Stuck When It Comes To Insurance Leads?

If you’re stuck when it comes to insurance leads, you aren’t going about it the right way. Maybe you think you have to sweat it out and struggle to find leads in the community, among your friends, your relatives and your neighbors. Maybe that works for you. Maybe not, because at some point those familial connections will start ducking when they see you coming. Why not get decent leads, ones that convert with your hard work, and not chase down the people you know?

Yes, insurance leads are hard to source on your own, particularly in this day and age. At one time no one thought anything of picking up the phone and making cold calls. Now, particularly with do not call registries and other annoying telemarketers who don’t take no for an answer, you’re up against the wall before you even start. The times are a-changing. However, that does not have to be a kiss of death.

Adapt to today’s online market by ordering online insurance leads from a reputable lead generation company. When you have leads that want to talk to you sitting in your inbox, hands down that beats cold calling. It’s worth checking out.

Benepath.net is a leader in providing health insurance leads. Benepath provides agents with exclusive health insurance leads and Medicare leads in just a few mouse clicks. To learn more, visit http://demosite.benepath.net.

Exclusive final expense leads – the pick of the crop

Exclusive final expense leads are the wave of now. Use only a reputable lead generation company to buy these.

Buying exclusive final expense leads would be a real boost to your business. Think they’re expensive? Well, yes, they are more expensive than the regular leads, but their conversion rate is higher —- so guess what, based on a higher conversion rate, you make more money. In fact, you would make back your initial investment in buying these exclusive leads in no time flat.

Interestingly, not a lot of insurance agents seem to understand the benefits of buying exclusive leads. They would rather struggle along with the run of the mill leads and get disgruntled when they have to compete with a whole slew of other agents. Really, what is the point? Buying the regular leads is a waste of time and money, and they are not noted to bring in that many sales. Sure, you could try them. Then you will get what we’re trying to tell you, that exclusive final expense leads come only to you, putting you in the catbird seat. Sales just don’t get any better than that, as exclusive leads have a stellar track record for sales.

Still not so sure that is the right thing to do? Well, we’ve got more reasons why you will love and profit from them. For instance, you want a guaranteed return on your investment right? That happens with exclusive leads, because your audience is genuinely interested in your product, or they would not have called for information. Work these leads diligently and you will get a sale.

Want even more confirmation that exclusive final lead expenses are a super charged, smart investment? The potential buyer has been verified, and these leads are not based on false information or so old they could be antiques. And last, but not least, once you have bought exclusive leads that convert, you don’t need to worry about trying to do the much hated, old standby “cold calling.” The people you call as a result of your investment in exclusive leads are not going to hang up and mutter they are not in the market to buy insurance.

Sold? Then get going and check out where you can get exclusive final expense leads. Your financial bottom line will love you for it.

Clelland Green is with Benepath.net, a leader in providing health insurance leads. Benepath provides agents with exclusive health insurance leads and Medicare leads in just a few mouse clicks. To learn more, visit http://demosite.benepath.net.

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