selling Archives - Benepath.net

How To Rebut Common Insurance Sales Objections

Posted on October 22, 2021January 11, 2023 by Cassandra Love

“I need to think about it.”

“I can’t afford it.”

“Maybe later.”

You have probably heard all of these common insurance sales objections when working with a lead, and it can be disheartening; after all, no insurance agent wants to hear “no,” and lose out on a sale! But the good news is there are ways to rebut these objections and turn the conversation around in your favor.

“I Need To Think About It”

illustration of man with finger on mouth and question marks around — *If a lead says they need to think about it, dig a little deeper into the conversation and understand why they are saying this*

“I need to think about it” is a common objection you’ll hear from leads, because many leads are unsure of what you’re selling, and are unwilling to commit right away. When you hear this objection, it’s important that you react in the right way, and not turn on the hard sell – this will only make your lead put up a wall as they get ready for a confrontation. A better way to deal with this objection is to try to dig a little deeper into the conversation and understand why they are saying this. Try responding with “That’s totally fine! When you say you need to think about it, how do you mean?”

By saying “it’s fine,” you are assuring the lead that you understand their struggle, and by asking how they mean it, you’ll let them know that you do want to understand them, which can help the lead open up about what the core issue is, giving you an opportunity to open the door for a sale.

“I Can’t Afford It”

Hesitation is totally normal when it comes to buying big ticket items, and buying insurance is no different. That means you’re sure to hear “I can’t afford it” from leads, to which your reply should be, “Besides affordability, is there any other reason you would not purchase a plan?” Sure, this question might get them thinking of another reason they don’t want to buy a plan, but more often than not, they will stick to affordability.

So if they say “No, that’s it,” you should respond, “I understand, I’ve got a family and bills to pay, so I get it. Is there any issue other than affordability that would prevent you from buying a plan today?” If the lead responds with a no, then you can work your magic!

And how do you work your magic? Avoid being arrogant or pushy, and always try to be compassionate and understanding. Present the situation in a way that shows that you hear their concerns and are open to finding ways to make things work for them: try saying, “Because budget is important to you, how about I begin looking at plans with less coverage and add more as we go on if you feel you need more? Having some form of insurance is better than having none, especially when you will need it most.”

“Maybe Later”

scheduling book open with writing in it and a pen on it — *If you get “maybe later,” then try to see if you can schedule an appointment at a later time to talk.*

You’ll also encounter leads who will try to put you off until a later date, claiming, “I just don’t need insurance right now,” or “It’s not important right now;” you might even get the classic “I don’t have time to talk right now.”

How to rebut this without being pushy, and further alienating the lead? Well, you have to respect your lead’s time, and if they say they don’t have time to talk, ask them if you can schedule an appointment with them at a time that would work for them. But if they say that insurance is not important to them or they don’t feel like they need it, then you can dig deeper. Ask them to elaborate, and work on helping them understand why insurance is important, and why they need it.

Selling insurance can be very rewarding, but you will have to face your leads’ objections and put in the work to turn “no’s” into “yes”. To make things easier on yourself, create a script that you can turn to when you need help once you have figured out what works for you, and adjust it with time. Being prepared for objections will help you better engage with leads and push them along in your sales process.

What To Know When Switching An Existing Medicare Supplement Plan For Your Customers

Posted on June 30, 2021January 11, 2023 by Cassandra Love

When it comes to health insurance plans, not everyone is going to end up happy with their choice, and this can include seniors and their Medicare Supplement Plans. A plan might seem perfect for someone initially, but situations, budgets or other variables can change, which can mean that your customer will want to change their plan. It’s more than likely that, at some point, a Medicare beneficiary will request your services to change their Medicare Supplement Plan, so you will need to be prepared – switching Medicare Supplement Plans takes some planning, digging, and explaining.

Reasons Why a Medicare Beneficiary Might Want to Switch Plans

illustration of a blue wallet with money sticking out of it — *Sometimes a Medicare beneficiary wants to change their Medicare Supplement Plan so they can save money.*

Many seniors are overwhelmed and under informed when they first enroll in Medicare, and in the midst of all the confusion, they decide on a Medicare Supplement Plan that they think will work for them, only to realize later it doesn’t. Some of the reasons that they might want to switch Medicare Supplement Plans include:

They do not need all the benefits they are paying for.
They need more benefits.
They are not happy with their insurance company and want to switch companies.
They want a cheaper plan.

When They Can Switch Plans

In many cases, once a Medicare beneficiary purchases a Medicare Supplement Plan, they are locked into that plan. Very rarely will they have the opportunity to easily switch plans, since Medicare Supplement insurance companies have the option to deny or charge more if applicants do not pass underwriting.

However, your customer can switch plans without any problems if:

They have guaranteed issue rights.
Are in good enough health to pass underwriting.
Are within their 7-month Medicare Supplement Initial Enrollment Period.
Are still in the 30-day “free look period” of their current plan.

Switching Plans

Once you’ve determined whether your customer can easily switch plans, you will need to understand exactly what your client is looking for so you can find the right plan for their needs. After you’ve spoken with them about this, take down all of their information and fill out an application for a new Medicare Supplement Plan, making sure to be clear that the plan will be a replacement for a current plan. During this process, it is important to ensure that your client won’t have a gap in coverage, so when applying, choose a start date for the first day of the following month. After the application is accepted, you can help your customer cancel the current policy effective the first day of the month.

If your client is thinking of switching plans during the “free look period” (30 days) of their current Medicare Supplement Plan, there are a few things to note. First, if your client decides to switch plans, they will need to pay the premiums of both plans for the free look period. Second, do not cancel the first Medicare Supplement Plan until they decide they want to keep the new one!

During your career, you will come across many Medicare beneficiaries who are not happy with their Medicare Supplement Plans, but you can help them switch to a plan that better suits their specific needs, as long as you know the rules surrounding how to do so. It’s as simple as gathering information, signing them up for a new plan, making sure to cancel their previous plan, and following up with your customer. After all, making sure they are satisfied with your service is the best way to grow your business! If you are interested in getting reliable, exclusive Medicare leads, call 866-368-0377.

Selling To Medicare Beneficiaries With Different Budgets

Posted on June 4, 2021January 11, 2023 by Cassandra Love

As an insurance agent, you know that some customers are on a tight budget – and seniors can have even less extra money than others to put towards their healthcare. The majority of seniors live on a fixed income, because they are no longer working and have to rely on their retirement savings to last for the rest of their lives. For this reason, they have to budget wisely; this is especially important when it comes to their healthcare expenses, since Medicare does not cover everything, and the cost of it continues to rise every year. That means that if you’re working with Medicare beneficiaries, they will be looking for ways to save as much money as they can! Medicare Supplement Plans will help them, but before you make your sales pitch to a Medicare beneficiary, you first have to understand how to work with customers who have different budgets.

Gather Information

silhouette of two people sitting down at a table talking closely — *When trying to find out a client’s budget, bring it up casually in conversation so they feel comfortable.*

No two clients will have the same needs or budget, so in order to best help your Medicare client, you will need to know what they can and cannot afford. It can be awkward to discuss their finances and budget, so you need to keep the conversation going in a professional manner: instead of hounding them with questions about it, casually bring it up in conversation and let them know that they can feel comfortable discussing their finances with you. Once you get a better understanding of what their finances look like, you can suggest either a more comprehensive Medicare Supplement Plan, like Plan N or G, or a more basic plan, like Plan A.

Compare Quotes

Everyone loves a deal, but everyone also loves to see side-by-side comparisons and breakdowns of their options. Once you’ve established what kind of budget your customer is working with, you can dive into comparing Medicare Supplement Plans and providing them with quotes. Remember, don’t make the mistake of only providing your customer with the top few plans that you think will work for them; provide them with all of their options and help them figure out which plan will fit into their specific budget.

Explain What Expenses To Expect

hand pointing at a calculator and the other pointing at a graph on a paper. — *Go over **all** expenses of the Medicare Supplement Plan before signing them up.*

After you’ve reviewed all plan options with your customer, make sure to go over all the expenses they should expect with their plan before they make their decision. You already know that each Medicare Supplement Plan offers different levels of coverage at different price points, but these plans are new to your customer, so it is important that you take the time to go over what they can expect to pay throughout the year. Remember to explain how much Medicare’s Part A and Part B deductibles, premiums, and coinsurance will cost them, so they can add these expenses to the price of the plan they’ve chosen; this will give them a better idea of how much they should budget for healthcare for the year. This is good for your customer and good for you – a customer who knows exactly what to expect is less likely to be unhappy with their plan.

It’s not always easy to talk to a customer about their finances, but it is important to do so, so that you can help them find a plan that fits their budget. If you don’t take the time to do this, you could end up losing a customer through disenrollment, which would also mean losing the commission for that sale. Instead, through conversations with your client, make it clear that by understanding their expenses for the year, you will both be better equipped to choose a budget-friendly plan. Just remember to go over what they can expect, and go that extra mile to make sure the plan is right for them, so you don’t both lose out in the end.

The 4 Customer Personality Types & How To Sell To Them

Posted on April 1, 2021January 11, 2023 by Cassandra Love

When you get into the business of selling, one of the best ways to become successful (aside from a great marketing strategy) is to learn how to read people. Learning different personality types will help you understand which types are easiest to sell to, and how to bend your selling strategy to appeal to the more complex customer. In general there are 4 different personality types that you will come across when selling insurance, and if you adapt your strategy to their personality type, you will better understand each one of their thought processes and be able to sell to them easier.

caucasian woman with a straight face — *The assertive type know what they want, it is best to be direct with them.*

1. The Assertive Type

Assertive buyers know what they want and will let you know it. They come off strong and want to be in control, and will take risks for a great reward.

The best way to work with assertive people is to let them speak and not interrupt when they are telling you what they are looking for. They want efficiency, so don’t waste your time repeating facts or building up to your point with them; instead, cut right to the chase. Be direct and speak in 2-3 sentences at a time.

2. The Analytical Type

People who are analytical like to do their research, and are more concerned with facts and data than others. They like to take their time making a decision, and will only do so after reviewing their options and weighing the pros and cons of each. Don’t be surprised if they already know a lot about different plans when you speak to them.

All of this means that this type of buyer won’t care about personal recommendations, they will want facts and prices. When working with an analytical type, provide them with detailed information, and stay away from emotions. Don’t rush them, and allow them to take their time to process the information you give them. Set up a follow-up appointment in order to give them time to make their decision.

3. The Amiable Type

african american woman smiling — *The amiable type are friendly and value a connection, so build a rapport with them.*

People with amiable personality types are friendly and value personal connections and relationships. They are not big risk takers, but are open to suggestions and are easy to please. Because they are so friendly, they are more likely to open up and share information. They will listen and will ask more personal questions in order to get to know you better as a professional and a person.

When working with an amiable customer, you will need to build a rapport and relationship with them. Reassure them that you will help take care of them and supply testimonials from similar clients who found great plans they are happy with.

4. The Expressive Type

Expressive people are emotionally driven buyers who make decisions based on their feelings. They are outgoing and tend to be people-pleasers, but also like to look at the bigger picture and understand long-term benefits. If an expressive type trusts you, you will have a client for life, but if you do not keep the personal relationship going and continue to check on them, they will take their business elsewhere.

The best way to work with expressive customers is to reassure them that you are looking out for them; you can do this with testimonials and reviews. You don’t have to focus too much on facts and figures, instead focus on your personal connection and remember to keep the relationship going.

In the sales world, and especially in the insurance industry, you will serve all different types of people and personality types. You will come across some of the personality types mentioned, and will also come across some people who are a mixture of these personality types. The key to being a good insurance salesperson is to adapt your sales approach. Once you are familiar with these core personality types, you can tailor your selling strategy to fit any situation.

What Does “Ready To Sell” Mean?

Posted on December 26, 2020January 11, 2023 by Cassandra Love

When it comes to selling Medicare Supplement Plans, you don’t have to limit yourself to the Open Enrollment Period! There are over 11,000 Baby Boomers turning 65 every day, which means not only opportunities to make a lot of sales, but also to earn a residual income. Selling Medicare Supplement Plans is a lucrative business that you can make a good living from, but before you begin selling, you must be “ready to sell.” Just because you are contracted with an insurance carrier does not necessarily mean that you’re “ready to sell.” There are certain steps that you have to take first.

computer mouse over the word license — *Check your local state requirements to get licensed.*

1. Get a Medicare License To Sell

Before completing any of the following certifications, you have to be properly licensed to sell Medicare products per your state’s Department of Insurance requirements. You must pass a state licensing exam and then apply for your license. Make sure to check with your state’s Department of Insurance for licensing requirements for your specific state.

2. Complete AHIP Certifications

America’s Health Insurance Plans, or AHIP, represents over 1,000 companies that offer insurance. In order to sell Medicare products, you will be required to complete AHIP training. The training is designed to educate agents on selling Medicare plans as well as on protecting seniors. When you receive this training, you will learn the basics of:

Medicare fee-for-service eligibility and benefits
Eligibility and coverage
The different types of Medicare plans
Compliance with marketing guidelines and enrollment procedures
How to detect and report fraud, waste, and abuse

Once you have received this training and are familiar with CMS regulations and guidelines, you will satisfy the requirement of insurers to sell their plans.

2. Complete Carrier Specific Certifications

Once you have completed the AHIP certification, the next step is to get certified with the insurance carriers you are going to work for. Some of the large carriers, such as Aetna and Humana, require individual product certifications in order to be able to sell their plans. You will be given three opportunities to pass their product certification test; if you fail all three times, then you will be unable to sell their products for one full year.

3. Finding Valuable Leads

Once you have completely passed all the certifications required, then the final step is to find valuable leads so you can start selling! The best way to do this is to work with Benepath, because we offer real-time, exclusive leads. Customers come to our site, they fill out our form indicating that they are interested in purchasing a Medicare Supplement Plan, and then the lead is immediately sent to you in real time. You will receive a live transfer call, as well as a text and an email; they will even be linked to your CRM.

What sets Benepath apart from other companies is that our exclusive leads always expect your call. We provide a custom thank you page for each one of our agents: each prospect will see your information including your picture, your logo, and a brief description of you or your agency. We provide you with better tools, more guidance, and the best leads available thanks to our constant researching and technological advancement.

Mistakes To Avoid With Video Marketing

Posted on December 11, 2020January 11, 2023 by Cassandra Love

We live in a digital age. Many people spend large amounts of time on their phones, often scrolling through social media, looking up information, or watching videos. In fact, approximately 78% of internet users actively watch online videos. This means that video marketing can play a significant role in engaging with potential customers and attracting their attention. Shooting videos and posting them to social media or your website sounds simple enough, and many people will dive right into making them. But, it is a little more complicated than that. Here are some things you need to avoid when creating and posting videos.

Forgetting SEO

Learning how SEO (Search Engine Optimization) works is important for ranking higher on search engines and bringing more quality traffic to your content. If you don’t incorporate proper SEO techniques and tactics, then there’s not much point to creating and posting videos, because not many people will actually see them. To get started with SEO, properly title your videos with keywords related to the content, take the time to fill out your video description, and add keyword tags that are relevant to your industry and your brand.

Not Including a Call-To-Action

If you create a video and do not include a call-to-action, then your customers will not know where to go to learn more about your business. A call-to-action is a simple direction that tells your customer exactly what you want them to do, such as “If you want to learn more, click here,” or “To read more on this subject, click here.”

Selling Too Hard

A marketing video is not the place to go in for the hard sell. The purpose of these videos is to build a relationship with potential customers, as well as to connect with current customers. In the beginning of the sales funnel, customers are more interested in what you can offer them. So while you want to incorporate selling your product into your videos, the most important thing you can do is offer useful advice and try to grow awareness about your business.

Selling Too Late

If you put your selling points near the end of the video, then you risk losing your audience before they even get to the important part. Because people have short attention spans, they will want their answer immediately and may only watch the first few seconds or minutes of your video. Make sure that the most important parts of your message, including the call-to-action, are communicated in the beginning of your video, preferably in the first 10-20 seconds.

Posting Videos That Are Too Long

young caucasian man looking at his phone with one hand on his cheek — *If you post videos that are too long, you will lose your prospects interest.*

When posting videos on Facebook, Instagram, or YouTube, you need to make sure they’re the optimal length. If you make a video that is too long, you will lose the interest of the audience. Once they click on your video and see that it is 10 or 15 minutes long, they’re only going to watch if they’re very committed; otherwise, they will make a quick exit. Studies show that people have a short attention span when it comes to media, so the optimal video length is approximately 2 minutes.

Posting Poor Quality Videos

Nothing is more irritating than trying to watch a poor quality video online. Posting poor quality videos will not only reflect badly on you, but it will also reflect badly on your business’s brand as a whole. Do not rush to make videos and throw them out there. Make sure you invest in good video equipment, plan your videos out ahead of time, and edit them if necessary. These days, even an iPhone will work to produce good quality videos, just make sure that the lighting is good, the audio is clear, and that the camera stays steady.

Getting An Appointment With A Direct Carrier

Posted on October 4, 2020January 11, 2023 by Cassandra Love

Whether you are a new insurance agent, or an established one, getting an appointment with a direct carrier is critical to your success. Getting an insurance carrier appointment, or being appointed by a direct carrier, means that you have authorization from the insurance company to act on its behalf. It allows you to have access to the carrier’s products, discounts, and other exclusive deals. It is pretty much everything you need in order to grow your business and revenue. It definitely takes effort on your part to secure an appointment with an established carrier, but we’ve got some advice for getting you there as quickly and as easily as possible.

paper with analytics on it and another piece of paper with resume on it on a table — *You need to be prepared with a solid business plan to present to the carrier you want to work with.*

You Need a Business Plan

In order to show carriers that you’re serious about selling, you need a solid business plan that shows how you plan to progress over time. Showing carriers that you have goals – and ways to attain them – is a great way to make you stand out from the crowd. Use a template or other online resource to write your plan if you’re not sure where to begin, and keep revising it if need be.

You Need Good Marketing

Most carriers want to see that agencies and agents have a solid business plan, but they also want to see that you have a proven track record, experience, and good marketing. They are looking for agents who will generate more business for them, and not simply move one or two customers over to them, so you need to show promise, growth, and profitability. Make sure you are able to produce records to back everything up. Remember, priority is given to those who can demonstrate long-term profitable alliances with carriers – the more appointments you get with direct carriers, the more desirable you will look, so keep trying to build on your successes.

network of people connected by lines in a circular motion — *Joining a network will give you the ability to get associated with more carriers.*

You Should Consider Joining A Network

As the saying goes, “there is strength in numbers,”. This saying holds true for agents. It can be easier to get an appointment with a carrier when you’re part of a large network, so joining one is worth looking into. Joining a network is a great option for new agents who may be worried that they don’t have the proven track record to attract carriers.

You Should Look Into Wholesale

If you do have problems getting an appointment with a direct carrier, then you should consider a wholesale carrier. Wholesale carriers are more open to working with inexperienced or new agents. Once you get some experience, and you have built up your business with a wholesale carrier, then major carriers will begin to consider working with you.

You Should Research The Carrier

Most carriers will provide a list of requirements on their website that they expect you to meet in order to obtain an appointment with them. Do your research and make sure that you meet all of the carrier’s requirements before beginning the process.

Getting an appointment with a direct carrier can be a long and sometimes difficult process, but it’s a necessary step for growing your business. Securing an appointment with a direct carrier will open up many doors for your business, and lead you towards success and profit.

How You Can Nurture Leads With Benepath

Posted on September 7, 2020January 11, 2023 by Cassandra Love

As an agent, you understand that most people need a little hand-holding before they are willing to give their money away. If you want to turn a lead into a customer, then you must improve the efficiency of your sales funnel by nurturing your leads. This has to be a part of your sales process in order for a potential customer to become a paying customer. Nurturing leads is critical to your business’s success, and luckily, there are many effective ways to do this. One of the best ways to nurture leads is to work with Benepath. Benepath offers exclusive, real-time leads, meaning you’ll have no trouble getting in touch with them, and you’ll be able to get past that crucial first step of making contact. We’ve got the leads, and we’ve also got the best ways to nurture them – just ask our agents.

Get Personal

two people sitting at a table looking at a laptop together. — *Customers need to feel a connection, so personalize your interactions with your leads.*

Studies show that 41% of consumers have switched services or companies at some point because they weren’t being treated in a personal way. Customers need to feel a connection, so personalize your interactions with your leads. Make sure to use their names when you communicate with them, and to listen carefully when they speak, so you can remember little details about them that you can bring in your next conversation. If you can, meet with your leads in person so you can let them know what you have to offer- a face-to-face meeting will always leave customers with a better impression than any other form of communication!

Benepath facilitates easy, personalized communication with leads. All of your prospects will receive a customized thank you page with your name and picture, so they’ll instantly be able to put a name to a face, and will be ready for your call. This seemingly small touch will start your interaction off on the right foot, and will make your leads feel like they’ve got a connection with you right off the bat.

“I absolutely love the Benepath exclusive leads. This program consistently brings me high quality leads who not only know that I am calling, they are typically eager to speak with me! Not only this, but Benepath truly stands behind their system and acts as a real partner. Since starting on the Benepath program my business has really picked up and I spend less time prospecting and more time selling. I would highly recommend the Benepath exclusive leads program to any agent.”

Fred A.

Post Relevant & Conversational Content on Social Media

It’s hard to interest people in information that does not pertain to them or their needs. When you post content on social media, or when you send emails, try to include only highly relevant content that delivers value. Do not repeat information that your leads have seen or heard already. Switch it up, while at the same time revealing the value of your product. Adding valuable content about your product or service shows that you have a deep commitment to your business and to your relationship with your customers.

Use a Multi-Channel Strategy

Use a combination of channels by providing links in your emails to your social media pages.

Don’t stick to just using social media or drip-emailing campaigns. Use a combination of channels by providing links in your emails to your social media pages, blog posts, YouTube videos, podcasts, or webinars, as each of these channels provides access to new audiences. People are constantly on their cell phones, so you need to stay up-to-date and make sure they can access your content and connect with you through different channels. If you need suggestions on how to make this strategy work, talk to Benepath – we can help work out a successful strategy for your business.

“I have used leads in the past and had my own system of calling. I talked to Judy from Benepath and she taught me a follow system of calling, emailing and texting. I followed their system and was pleasantly surprised. Instead of having a contact rate of 20-40%, I was able to contact over 70% of their leads. Thank you for teaching that system to me.”

Richard D.

Follow Up In a Timely Manner

Automated emails and social media posts are an easy way to help you reach large groups of prospects, but they’re not enough. You have to contact each lead separately, and follow up with them in a timely manner. A follow-up email or phone call is the best way to convert inbound leads into sales opportunities. A well-planned call is more effective than cold calling, which is why Benepath delivers real-time exclusive leads to our agents.

“I have received 52 leads from Benepath and have closed 37% of the leads. My recent story is I had a lead from November that is 70 years of age. I called her up after leaving several messages and I finally reached her and we had a great conversation and she scheduled to meet with me next week. This is proof never give up on a lead you have not reached, because you never know the circumstances. She apologized later in the conversation for never calling me back. I love this business of helping people, so never prejudge a lead. All leads need to be worked a lot to get an appointment and a sale. I don’t give them too much information in the first phone call, my goal is to get in front of them to close them. This is my style and my success story. The quality of the product is here at Benepath. Keep being persistent and you will start closing more leads.”

Dale W.

Send Personalized Emails

Email marketing tools are cost-effective and allow you to automatically send out many emails at once. You should be sending emails regularly, about one email per week. Remember, though, to put your leads’ names on each email so they feel like you are not sending out a mass email, but rather one that is directed to them. Sending personalized emails is one of the most effective ways to nurture your leads, as personalized messages get 4-10 times the response that mass emails get. Simply putting a lead’s name on your email will make them feel that you care, and that the message is coming from a friend as opposed to from a salesman.

Use Lead Scoring

Lead scoring is a method by which you rank prospects on a scale. The scale is based on the value each lead represents – you can assign numeric values to marketing automation platforms such as social media interactions. The best way to determine the urgency of follow-ups or the need to nurture is by determining if the lead is ready, willing, and able. For example, if a lead is able and willing, but not ready, then you need to create an urgency for them to commit, with a discount or promotion, for example. But if a lead is ready and willing, but unable, then nurture the lead until they are ready and able.

“Wanted you to know that when it comes to leads, I have my own ideas about what makes a lead a good lead. Top of my list: I want to get the prospect on the phone as soon as possible after the lead shows up. If that doesn’t happen my chances of success start to fade. When I call the leads from Benepath, people are there to pick up the phone. Sometimes, they are a bit surprised that someone actually called so fast, and they are real prospects. “Wow, I just did that seconds ago!” is common. Of course, sometimes they need to be touched later for follow up but the point is that I now have the expectation from the moment I get the lead that I will get the person.”

Kirby T.

When you work with Benepath, receiving reliable, exclusive leads is the easy part. We provide you with real-time leads through a secured process, and give you a customized thank you page so your leads will be ready for your call. This thank you page assures leads that they won’t be bounced around between agents, and gives them a feeling of connection with you right from the start. We offer the leads, and, while it is up to you to properly nurture the leads, we are behind you every step of the way. You’ll find, though, that our leads do not need much nurturing because they are ready to speak with you and buy your product! But if they do need some nurturing, then follow the effective ways mentioned above to seal the deal. To get more information, fill out the form below or call 866-368-0377.

Selling to seniors via video conferencing

Posted on April 16, 2020 by Benepath Blogger

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.

What the Payroll Protection Program means for insurance agents

Posted on April 10, 2020 by Benepath Blogger

Congress recently signed the CARES Act to help relieve Americans of the economic impact COVID-19 has had in the US. As part of this stimulus package, there has been a Small Business package included. This $350 billion dollar program is called the Payroll Protection Program (PPP), and independent contractors can begin applying on Friday April 10th!

We put together this video and article to help guide you understand what this program is.

Are you qualified?

Most insurance agents in the US are paid as independent contractors. You’ll know if you are one if you are given a 1099 each year or a W-2. If you were receiving 1099’s, you are an independent contractor and are eligible under this program.

If you are paid by a W-2, your employer, if they have less than 500 employees, can apply and pay you an average of what you earned in commissions over the last 12 months.

Here are the important details of the PPP:

The maximum amount of the loan is 8 weeks of your average previous 12 months earnings (up to 100k), plus expenses for rent, mortgage interest and utility costs – which are no more than 25% of your 8 weeks earnings.
You have to certify that you need the loan due to the impact of the Coronavirus.
The interest rate is 1% and payments are deferred for 6 months.
The loan can be forgiven based on how much you pay yourself plus your actual expenses
There are no personal guarantees or collateral requirements
Whatever isn’t forgiven has to be paid within 2 years

To apply for a PPP loan, you need to contact your bank. Make sure they are a Small Business Association lender, or a SBA lender for short. The SBA is the only association that will be writing the approval for these loans through member banks. The total amount of these loans are limited to $350B, and while that sounds like a lot, it is expected to run out quickly. This means you will want to take advantage of the Payroll Protection Program quickly.