Ways to Get More Clients
ListGiantIf you're contracted with us, we will set you up with up 500 free prospects through Giant Partners. We can pull phone numbers and addresses and target specific demographics, according to your specifications. To take advantage of them, please complete our prospect information form.
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T65 Locator & Quoting Tool
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Use our online tool to narrow down prospects who will be turning 65 within a certain geographic area. The tool provides prospect addresses and gives you access to Medicare Supplement, Medicare Advantage, PDP and Final Expense quoting capabilities as well as underwriting guides. Access from any device and change your geographic location by moving the blue pin. Set up your preferred settings and output requirements and get more Medicare eligible clients within minutes.
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Scripts & Tools
Scripts can be useful when you're first starting out in the insurance industry until you become comfortable and familiar with selling your services over the phone. Below are some scripts that can be tailored to your preference to help you warm up a potential client and break the ice.
Tips from Mutual of Omaha
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Get to No Traditional thinking says to get people to say “yes,” even if it’s a small concession. However, clients are likely conditioned to have their guard up against saying yes too early. Rather than looking for that small win, try taking the approach of using “no.” Getting a client to say “no” is empowering for them: it makes them feel protected, not pressured. Allowing them to have that power, they’re more willing to participate in a conversation. Sometimes changes in language can be nuanced. For example, rather than saying, “Can you talk for a few minutes?” try, “Is now a bad time to talk?” Or, “Is it silly to say we can get you more coverage while not breaking the bank?” |
Label For example, a client who seemed ready to purchase a life policy suddenly stops answering phone calls. Your first response might be to begin an email with an open ended question, “Are you having second thoughts?” That line of conversation is a road to nowhere. Rather, try the label approach. Agent: “It seems like you have concerns about making such a big commitment.” Client: “Yeah, I’m a little worried about it.” Agent: “I’m sorry to hear that. Let’s go through your concerns and be sure this is the right policy for you.” |
Two Words There is a huge difference between “you’re right” and “that’s right.” “You’re right” infers the desire to get out of the conversation. “That’s right” continues the journey of a deal. An example would be after some discovery conversation with a senior-aged client: Agent: “So let me repeat back to you what you’ve said to me, and correct me at any point. You’re worried about out-of-pocket costs that may come with dental care that’s not covered by a Med supp product.” Client: “Yeah, that’s right.” |
Tips by Mutual of Omaha's Mutual Matters 1Q2018