Sales agents sell health insurance plans to many people. One popular plan is the Medicare Advantage that caters to the needs of older adults. In sales, the numbers game is the trick to earning more and growing careers. It’s no different here, as the agents may want to close many deals quickly. But did you know you can still hit the number by doing things differently?
Other than looking at it like a sales pitch, you can also be a helper to your prospect. By being compassionate, the prospect will see you as a friend, trust you, and refer others to you. In the longrun, you will have many people lining up for health insurance.
This discussion breaks down how you can get Medicare Advantage leads without the sales lens.
What Medicare Beneficiaries Really Need
When a senior is looking for health insurance like Medicare Advantage, they want you to solve their problem. Probably they’re not sure about the current plan or want to find out about how much it will cost. If you apply an aggressive sales tactic, they may feel confused. Instead, you need to listen to their questions and provide the answers they need.
When they visit online spaces looking for answers, they may not know how to sign up or what documents are needed. A powerful sales pitch may scare them. Be helpful, ask if they’re seeing any doctors, and what medicines they are taking. Find out if they have any concerns about their current health insurance and let them know how you can help.
Lead Quality vs Volume
Many sales agents push for numbers by having many people to call. They may think that calling many people will translate to doing a good job. Most collect many names and their contact details and assume that they will convert. However, this may not be the case because sacrificing quality over volume can lead to time wastage. Furthermore, it’s a trap to getting low quality leads.
Some prospects on the list may not be eligible for Medicare because they haven’t reached 65 years. Some may not want to change their current plans, and others never asked for help in the first place. These kinds of leads can make you lose focus, and your job becomes difficult.
Working With Lead Generation Agencies
A lead generation agency helps to connect insurance sales agents with Medicare Advantage prospects. The lead providers use smart methods to get leads, including running ad campaigns on social media and search engines. They also write educational content for websites so that people looking for health information can find it.
Instead of calling many people from a long list, you can use a lead agency and receive contacts of individuals looking for a Medicare Advantage policy. The advantage is that the list is usually filtered, and you will not waste time calling blindly.
Some agencies that provide exclusive Medicare Advantage leads often include a screening process. The prospects answer a set of questions regarding the eligibility criteria. This method is effective since it gives you a clue about the prospect’s needs. This also gives you ample time to engage in meaningful conversation with them.
Focus on Education First
Providing knowledge is an effective way to market your health insurance product. When choosing health insurance, most prospects may feel like they’re being pushed into buying the plan. Instead of using pressure to push your sales numbers, you can focus on educating your prospects about the available choices.
Medicare may have some big words that may confuse the seniors or their caregivers. There are many plans under the main policy that can be overwhelming to many people. Explain to them in simple words the differences between Original Medicare and Medicare Advantage. Tell them that the latter bundles everything into a single package, so they only need one card when seeking treatment. Sitting them down and explaining the basics improves their confidence.
Building Long-Term Relationships
A good lead is open and ready to discuss their problems with you. The discussion is productive, and you can know the kind of help they need. But you need to have a plan and build trust with them.
Health insurance is not a one-time event, so instead of being a sales agent, you can focus on building long-term relationships. You can treat a discussion with the prospects as the beginning of a relationship that will last many years. For example, they may need help when reviewing the individual plans. Also, be there to answer questions about the Annual Enrollment periods, benefits, doctors, hospital networks, and claims.
