11:02 am: you receive a phone call from a prospective client you’ve never spoken to before.
Stewart: “My name is Stewart and you helped my friend Tom Smith out with his Medicare Supplement. I too need some supplemental insurance. Medicare isn’t covering all my healthcare costs. I’m diabetic, and I’ve already been declined by two different carriers. Can you possibly help me?”
You: “Tom? Sure, he’s a client of mine, and I’m glad you called me. I most certainly CAN help you with that. Are you taking insulin to manage your Diabetes?”
Stewart: “I am. I take 30 units of Insulin a day.”
You: “Medicare Supplement insurance requires you to answer health questions. I have a tool I can use to look up the best solution for you in terms of rates, and carriers and ultimately, which would be the best solution for you to cover you with your illness. It will take me a few minutes to run the quote. Can I ask you a few questions and then call you back with the information?”
Stewart: “That would be fantastic.”
Our Resource for Rates tool will allow you to enter a client’s age, zip code tobacco usage, AND the detailed underwriting questions concerning Diabetes. In turn, you’ll know which two carriers WILL offer coverage to your prospect, and equally as important, you’ll determine which carriers NOT to apply to, as their Underwriting department won’t issue the policy.
11:31 am You call your new client with the outcome of your research.
11:57 am You submit an e-App for his new Medicare Supplement policy with Part D coverage.
By Sam Corey, Jr. and Carolyn Portanova
Carolyn Portanova is the Director of Marketing at The Brokerage Resource and has been with the firm since 2012.