Cold Calling Tips to Sell Medicare Supplements

Cold calling isn't dead, and although it may get tiresome, it's still an effective way to grow your client base. Below are our best tips for cold calling Medicare eligible prospects. Remember to be mindful of their time, and don't be pushy. No one likes a sales-y approach. Introduce yourself and explain why you're calling and how you can educate and assist your potential client.

• Make a habit of cold calling 20-30 people a day.
• Call on weekends! Yes, 65 year olds still work. They're not all retired.
• Don't get frustrated! "Nos" lead to "Yesses"!

• When you get a "yes", set up a Zoom meeting with the client.
• Email one of our customized Medicare Supplement fact sheets to them to help them understand the basics of Medicare and why they need supplemental insurance.
• Confirm your meeting time and date with them and send the email invite.

• Keep Medicare simple during the virtual meeting. Don't over-complicate it, and be sure to address any questions or concerns they may have.
• Use our Resource for Rates tool to run quotes for your client. Don't forget to ask about household discounts and underwriting questions.
• Email a comparison report of the best carriers and plans to your client, and select a policy with them that best meets their specific needs. 
• Submit the e-App with the carrier and stay updated on its status.

• Follow up with your client after the policy is submitted and inforce.
• Ask your client about their Life insurance and Long-term Care needs and cross-sell if there's a need.
• Ask them for a referral and a Google review to continue to grow your client base.

By Carolyn Portanova

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