Out of all the insurance agents selling Medicare plans, why should a Medicare beneficiary choose you?
More than 26 million people are enrolled in Medicare Advantage, according to the Better Medicare Alliance. That’s 42% of all Medicare beneficiaries. With so many prospects, you might think you’ve got it made – but don’t be so sure. Yes, there are a lot of Medicare beneficiaries who need enrollment help. There are also a lot of agents vying for their business. So, ask yourself – why should anyone choose you?
If you want to succeed in Medicare sales, you need to stand out. Here are some ways to be an AEP all-star.
According to Pew Research Center, 75% of seniors aged 65 and older say they use the internet in 2021. That’s a lot, but it’s far from everyone, and tech adoption may be even further behind among older seniors and seniors with lower incomes and less education.
The point is that some of your clients will want to meet remotely, and some will want to me in person. Put your own preferences aside and give your clients the option.
Be Organized, Focused and Prepared
How would you feel if you went to see your doctor, but during the appointment, your doctor lost your chart, couldn’t find his stethoscope, and made you wait for five minutes while he took a personal call? You’d probably have a low opinion of his professionalism.
Guess what? Your clients are going to judge you in the same way. When you have an appointment, you need to show up on time and with all the paperwork, tools and supplies you need. This is important whether you’re meeting in person or remotely.
Maintain a Schedule
Having a schedule will make it much easier to stay organized and prepared. Book appointments in advance, and let your clients know that your availability will fill up, so they need to reserve their spot.
Barring a true emergency, you should keep to your schedule. AEP can get busy, but make sure you’re giving yourself enough time between appointments to get ready for your next appointment. Even if you’re meeting remotely, you’ll need at least a few minutes to update your files and take care of any personal needs.
Listen to Your Clients
Nobody appreciates being treated like a number. Each of your clients is a unique individual with specific medical and financial concerns. Take time to listen to these concerns.
Also keep in mind that people don’t know what they don’t know. In other words, your clients might have circumstances that are relevant, but they don’t realize this, so they don’t say anything. Don’t just wait for your clients to speak. Ask questions to uncover your clients’ needs.
You’re busy, but that’s no excuse to be sloppy. Once you submit an enrollment, you should verify that it goes through without a hitch. If there are any problems, it’s time to start troubleshooting. Remember, the stakes are high for your clients, so this is not the time to drop the ball.
Your communications should establish you as a professional. When calling a client, introduce yourself clearly, and avoid background noises or distractions that could interfere with the call. In written communications, stick to standard grammar. You might not bother with punctuation and capitalization when emailing or texting friends, but proper mechanics can make your messages easier to understand.
Your social media feeds should be professional, too. If your clients could find your social media accounts, make sure they’ll get the right impression from what they see.
Don’t leave your clients hanging. If you need to get back to your clients about something, establish a timeframe, and then follow up within that timeframe.
Following up can also help you stay fresh in your clients’ minds. That way, if they need anything, they’ll reach out to you – not your competition. Here are some good times to follow up:
- After enrollment, you can confirm that everything is finished, thank your client and state that you’re available if anything comes up.
- After the plan selection goes into effect, you can make sure everything is going well and again state that you’re available if anything comes up.
- Throughout the year, you can provide thank-you notes, birthday cards, and information that is relevant to your clients.
Stay Informed – And Keep Your Clients Informed
Your clients may have a lot of questions about Medicare – questions like whether they have to pay for a COVID vaccine, where they can get help with prescription drug costs, or if they can use telemedicine. Make sure you’re familiar with common issues and have reliable resources ready to share.
You can also be proactive about education by creating a newsletter, social media feed, or website that features relevant news and reminders for your clients. That way, you can establish yourself as a go-to source for information.
Of course, you can’t be expected to know everything. If a client has a question that you don’t know they answer to, take notes and say you’ll get back to them. Then make sure you follow up.