Shows
Medicare Marketing & Sales PodcastEpisode 101 Conversation with Lead ConceptsWant to learn from the experts? Here is one of the best, Chris Weir of Lead Concepts. We talk about branding, seminars, and more!2024-05-1021 minMedicare Marketing & Sales PodcastEpisode 100 Who controls your agency?There is a lot of turmoil in the market right now...how are you handling it? Let's chat!2024-05-0108 minMedicare Marketing & Sales PodcastEpisode 98 Compliance Compensation SpeculationFar warning...my voice is still on the mend, but I wanted to get this out there. What is CMS up to with compensation? Let's talk about it!2024-04-1709 minMedicare Marketing & Sales PodcastEpisode 97 - CMS Update and Multi-SeminarsWhat is happening over at CMS? They announced the MA reimbursements. What does that mean for 2025?
Also, let's talk about having multiple seminars a month...2024-04-0307 minMedicare Marketing & Sales PodcastEpisode 96 Medicaid BuybackWill your clients lose their home should they use Medicaid? Maybe…let’s do our part and give clients resources to help prevent that from happening!!!2024-03-2809 minMedicare Marketing & Sales PodcastEpisode 95 Sell more by being familiarWhy are your clients not moving forward with ancillary products? Because they think the are early adopters…let’s fix that!2024-03-1405 minMedicare Marketing & Sales PodcastEpisode 94 - Marketing 101What kind of marketing should you be doing? What are the 3 basic types of marketing? Let's chat...2024-03-0809 minMedicare Marketing & Sales PodcastEpisode 93 Keeping your contracts currentCan one of your insurance carriers sell one of your clients? Yes, if you are not keeping your contracts current!2024-03-0206 minMedicare Marketing & Sales PodcastEpisode 92 Not Everyone will buy itDid you know the pet rock is still available? Would you buy it? Would your clients? That’s what we are kind of discussing…2024-02-2205 minMedicare Marketing & Sales PodcastEpisode 91 Who do you want your client to callI see a lot of agents passing out materials for others, what about your own contact info? Let's chat...2024-02-0905 minMedicare Marketing & Sales PodcastEpisode 90 Social Media NotesThis past week I did a presentation about social media which had a ton of engagement from agents asking questions. Here are some of the key points to help you on your social media quest...2024-02-0412 minMedicare Marketing & Sales PodcastEpisode 89 Why buy from a call centerCall centers sell a lot of insurance, but why do people use them? I have an idea...2024-01-3108 minMedicare Marketing & Sales PodcastEpisode 88 Assumption CoverageYou may do the assumption close, which can work if you are using it properly. However, what about assumption coverage? What am I talking about? Let's chat...2024-01-2309 minMedicare Marketing & Sales PodcastEpisode 87 Why you are not cross sellingWhy don't agents cross-sell? I have a theory, and you may not like it...2024-01-1805 minMedicare Marketing & Sales PodcastEpisode 86 CMS vs FMOCMS is looking closely at FMOs and the money they receive from insurance carriers. What does that mean for you? Let's chat...2024-01-1406 minMedicare Marketing & Sales PodcastEpisode 85 Exclusive LeadsShared leads? Exclusive leads? What should you be focusing on? Let's talk about it...2024-01-0414 minMedicare Marketing & Sales PodcastEpisode 84 Free MarketingShould you be marketing yourself/agency? Yes. Can it be expensive to do so? Yes, but there are some free ways to get the ball rolling...2023-12-2817 minMedicare Marketing & Sales PodcastEpisode 83 Getting Coop Dollars from FMOs and CarriersAre you worth investing in? How can you show your FMOs and/or carriers that you are worth some co-op dollars? Let's chat...2023-12-2105 minMedicare Marketing & Sales PodcastEpisode 82 New Year's ResolutionHow are you getting ready for 2024? Here are a couple of quick tips to jump-start your success!2023-12-2007 minMedicare Marketing & Sales PodcastEpisode 81 How was your AEP?AEP is a wrap! How was it? Good? Bad? How can next year's be better? Let's chat...2023-12-1010 minMedicare Marketing & Sales PodcastEpisode 80 Being a Trusted ResourceMost agents believe they are a trusted resource...but do clients see them as one? What does that look like? Let's chat...2023-12-0612 minMedicare Marketing & Sales PodcastEpisode 79 - SEPs and SuppsMedicare supplements have SEPs as well! What are they and why should you care? Let's talk about it!2023-11-2907 minMedicare Marketing & Sales PodcastEpisode 78 - Cancer Coverage - How much do your clients need?Cancer can be one of the most expensive conditions to treat which is why it is important for your clients to know about cancer coverage. But how much cancer coverage do they need? Let's chat...2023-11-2206 minMedicare Marketing & Sales PodcastEpisode 77 - Take a page from NetflixNo, I don't mean policy and chill, I mean helping people find coverage. How? And what does Netflix have to do with this? Let's chat...2023-11-1505 minMedicare Marketing & Sales PodcastEpisode 76 - CMS Eyes OverridesCMS has released its "we are going to look at fixing all this stuff for 2025" report.
You can find that here:
https://public-inspection.federalregister.gov/2023-24118.pdf
In that report, they are looking to limit and audit override payments to FMOs and large agencies. What does this mean for you? Let's chat!2023-11-0707 minMedicare Marketing & Sales PodcastEpisode 75 - Take my advice?There is always advice being thrown around. From Facebook groups, online forums, seminars, podcasts (looking harshly at myself), videos, etc. So, what happens when you take some advice? Let's chat...2023-10-2705 minMedicare Marketing & Sales PodcastEpisode 74 Medicare Replacement?Why do providers call Medicare Advantage Medicare replacement? And how should you approach them if they do? Let's chat...2023-10-1707 minMedicare Marketing & Sales PodcastEpisode 73 Get your contact info to your clientsDo you want your clients to answer the phone when you call? Make sure you are saved as a contact!!! How? Take a listen...2023-10-1106 minMedicare Marketing & Sales PodcastEpisode 72 Chasing LeadsHow many times should you contact a prospect? What should you say? Let's chat!
Free Resource: Download the Agent Scripts for Working Leads eBook at MedicarePodcast.net!2023-10-0409 minMedicare Marketing & Sales PodcastEpisode 71 Quick AEP (and beyond) TipsWhat can you do to make AEP and beyond better? Here are some quick ideas...2023-09-2711 minMedicare Marketing & Sales PodcastEpisode 70 Offering Short Term CareHow many of your clients are excited to reside in a nursing home? Safe bet, close to zero. Are you letting them know how to avoid the nursing home or are you assuming they have it figured out? Let's chat...2023-09-2006 minMedicare Marketing & Sales PodcastEpisode 69 AEP Sales NumbersHow much are you planning on selling this AEP? How do your numbers stack up? What does this really reflect? Let's chat!!!2023-09-1204 minMedicare Marketing & Sales PodcastEpisode 68 - Offering Cancer CoverageYou know this is a very expensive diagnosis to treat. You know most (if not all) MA plans have an 80/20 co-insurance when it comes to chemotherapy and radiation. You know there are ways to offset these costs. Your clients deserve to know as well.2023-09-0510 minMedicare Marketing & Sales PodcastEpisode 67 - Offering Life InsuranceDo people in retirement need life insurance? Do they have life insurance? What if you are there to talk about health insurance and now you are talking about death?!? Let's chat...2023-08-3006 minMedicare Marketing & Sales PodcastEpisode 66 - HIP + Supps, are You Nuts?Why on Earth would you offer a hospital indemnity plan with a Medicare Supplement? I have an idea...2023-08-1804 minMedicare Marketing & Sales PodcastEpisode 65 - Offering Hospital Indemnity PlansMy clients are better off not knowing about hospital indemnity plans because... I have yet to get a good answer. So, how can you offer HIP? Let's chat...2023-08-1010 minMedicare Marketing & Sales PodcastEpisode 64 Selling DentalDo your clients want dental insurance? Do the get it with their MA plan? Is it enough? Let's talk about it...2023-08-0605 minMedicare Marketing & Sales PodcastEpisode 63 Quick Cross Selling TipsBefore we jump into how to offer specific products, here are some things to consider when starting to offer additional products and services...2023-07-2507 minMedicare Marketing & Sales PodcastEpisode 62 - Same Page as Your ClientsAre you on the same page as your clients, or are you assuming you are? Let's chat...2023-07-2206 minMedicare Marketing & Sales PodcastEpisode 61 - Changing FMOsWhen is a good time to change FMOs? Let's chat...2023-07-2107 minMedicare Marketing & Sales PodcastEpisode 60 - A script with a 100% close ratioEveryone is looking for that one script...the one in which if they say to a prospect they will reply with sign me up! Well, here it is...2023-07-1107 minMedicare Marketing & Sales PodcastEpisode 59 - Don't be an agent of convenienceNo, this doesn't mean be difficult, this means when it comes to offering products, don't just do what is easy. Why? Let's chat...2023-07-0406 minMedicare Marketing & Sales PodcastEpisode 58 - 2 Main Factors in SellingWhen it comes to selling Medicare insurance, or sale in general, there are 2 main factors. These 2 main factors break out 4 types of selling situations. Let's chat about them. Need a visual reference? Go to MedicarePodcast.net, hover over Freebies and choose show notes and click on Episode 58!2023-06-2710 minMedicare Marketing & Sales PodcastEpisode 57 - Simple Social MediaYes, you should be doing social media. Yes, you should be doing original content. Yes, you should start now to build some momentum for AEP and beyond. Here is a simple way to get started.2023-06-2209 minMedicare Marketing & Sales PodcastEpisode 56 - You should be doing thisSocial media can feel like a full-time job on top of a full-time job on top of a career. So, being that you put that off all the time (I am guilty of this) you should be doing this on a regular basis...2023-06-1410 minMedicare Marketing & Sales PodcastEpisode 55 - Paralysis by AnalysisEver have so many things you should be doing but don't end up doing anything (I am guilty of this)? Well, now is the time to make some progress. Let's look at how to make it simple to move forward...2023-06-0711 minMedicare Marketing & Sales PodcastEpisode 54 - Can you help?You are going to run across people who need help above and beyond insurance policies. How can you help them? How much time and effort should you put in them? Let's talk about it...2023-05-3008 minMedicare Marketing & Sales PodcastEpisode 53 - The new T67 CampaignT67 campaigns are typically for orphan accounts, ones that no longer have insurance agents. However, there is a new way to market to your own clients in a T67 fashion. How? Take a listen...then download the free guide at MedicarePodcast.net!2023-05-2407 minMedicare Marketing & Sales PodcastEpisode 52 - Retail Booths...Worth It?Retail booths for Medicare insurance are nothing new, they have been around for over 15 years! Should you consider one? Are they worth it? What if you don't? Let's chat...2023-05-1708 minMedicare Marketing & Sales PodcastEpisode 51 - What to think when you hear no...No. The one word that stalls a sale and drives panic in the minds of agents nationwide. However, it doesn't have to! Listen to this quick episode on how to react when you hear no, and how it can actually pave the way to future sales!2023-05-0903 minMedicare Marketing & Sales PodcastEpisode 50 - Using the term MedicareThe new Medicare guidelines have been released and CMS is clamping down on the use of Medicare (and other government programs) when it comes to marketing. While nothing is 100% clear yet, making sure the public knows your agency is not a Medicare office can be the difference between business as usual and going through a compliance complaint. Here are some ideas for you to consider...2023-05-0310 minMedicare Marketing & Sales PodcastEpisode 49 - Why do some people call 800 numbers for coverage?Why would someone call an 800 number rather than use an agent? They don't want to be ignored. Let's chat about it...2023-04-2506 minMedicare Marketing & Sales PodcastEpisode 48 - Disease Specific SellingAccording to the National Institute of Health, around 85% of seniors have at least one chronic condition, with about 60% having at least 2 or more. Becoming familiar with the resources for certain diseases can open the door to referrals from organizations. Let's chat about it...2023-04-1809 minMedicare Marketing & Sales PodcastEpisode 47 - Is the 48-hour rule a win for agents?CMS is bringing back the 48-hour scope of appointment rule for 2024 Medicare Advantage and Part D plans. Is this a win for agents? If you respond properly to your clients, it can be! Let's chat...2023-04-1109 minMedicare Marketing & Sales PodcastEpisode 46 - CMS Rules for 2024CMS just released the 2024 rules. What does this mean for you, the agent? I look at the highlights for now as they just were released. Let's chat...2023-04-0706 minMedicare Marketing & Sales PodcastEpisode 45 - Your Clients are on Your SideI heard a great viewpoint that I thought some may need to hear or be reminded of that your clients are on your side. What do I mean? Take a listen...2023-04-0604 minMedicare Marketing & Sales PodcastEpisode 44 - Are you a stranger to your clients?What is the difference between an appointment and a transaction? If your clients don't know, you are probably having transactions without knowing it! Let's chat...2023-04-0407 minMedicare Marketing & Sales PodcastEpisode 43 - Plan N Co-Insurance ExplainedYes, Medicare Supplement Plan N has been out for 13 years, but that doesn't mean it is understood. I review what codes trigger a co-insurance situation and then some...check it out!2023-03-2810 minMedicare Marketing & Sales PodcastEpisode 42 - Are MA plans in trouble?The inflation reduction act has a lot of changes on the horizon for Medicare Part D plans. This can and probably will have some changes to Medicare Advantage plans. What does that look like? Let's chat...2023-03-2107 minMedicare Marketing & Sales PodcastEpisode 41 - #1 Piece of Advice for AgentsIf you were limited to only give one piece of advice to a fellow agent, what would it be. Here is mine…2023-03-1508 minMedicare Marketing & Sales PodcastEpisode 40 - It’s not supposed to be easyYes, this isn’t rocket surgery. However, are you making easy for yourself at the expense of your client? Let’s chat…2023-03-0706 minMedicare Marketing & Sales PodcastEpisode 39 - Exceptional vs ExpectationAre you having exceptional appointments? Or are you really just meeting the basic expectations? Let's chat...
Share your questions, concerns, threats, and/or promises at MedicarePodcast@gmail.com2023-02-2209 minMedicare Marketing & Sales PodcastEpisode 38 - Agent ConferencesWe are in agent conference season. Should you go? Is it worth attending? Let's chat...
Head's up! You can now drop me a note at MedicarePodcast@gmail.com2023-02-1810 minMedicare Marketing & Sales PodcastEpisode 37 -Taking the next step in your agencyAre you ready to grow your agency? Should you add an admin staff or some downline agents? Let's chat...2023-02-1408 minMedicare Marketing & Sales PodcastEpisode 36 - What does an appointment cost?Marketing isn't free. Your time isn't free. What does it cost to have an appointment with a prospect? We run some numbers and take a look at how to earn as much as you think you do. Let's chat...2023-02-0708 minMedicare Marketing & Sales PodcastEpisode 35 - The best kind of insurance lead is...We all want great leads. Cost efficient, happy to hear your voice, want to meet, etc. So, which ones should you be investing in? Let's chat...2023-02-0306 minMedicare Marketing & Sales PodcastEpisode 34 - Is CMS trying to put agents out of business?CMS has proposed some pretty major changes for the next year's AEP and beyond. Are these changes aimed to put agents out of business? Let's chat about it...2023-01-3107 minMedicare Marketing & Sales PodcastEpisode 33 - What these new CMS rules mean for you!There is a ton of talk about the new CMS rules for 2024 (check out episode 27 for more details). What does this mean for agents? What will the new field look like? No one knows 100%, but here are some thoughts...2023-01-2510 minMedicare Marketing & Sales PodcastEpisode 32 - You sell what?Do your clients know what products are in your portfolio? Are you looking for a way to let them know what you have without sounding like you are "just trying to sell them more stuff?" Listen to this episode and never leave a client or prospect guessing what you offer! Then head on over to MedicarePodcast.net and get the free template!2023-01-2008 minMedicare Marketing & Sales PodcastEpisode 31 - Responding to a ViolationDid you get a complaint? It may happen. How you respond can make the difference between an unfounded complaint (not your error) or founded (you're guilty). Here are 5 tips to help you respond!2023-01-1009 minMedicare Marketing & Sales PodcastEpisode 30 Effective Q1 Follow-upsNew Year New Follow-ups! That plan you sold your client is now in effect. What a perfect time to reach out and let them know what other line of product you have to offer. But, how do you do this without sounding like "just another sales person?" Let's discuss...2023-01-0408 minMedicare Marketing & Sales PodcastEpisode 29 - New Year's Resolution for YouHappy New Year! It's almost 2023 as I record this and here is a New Year's Resolution that can drastically improve your agency, even if you are a one-person show!2022-12-2907 minMedicare Marketing & Sales PodcastEpisode 28 - 5 Ways to Fail as an Agent in 2023Are you sabotaging yourself? Here are 5 things agents do that can crash their career.2022-12-2711 minMedicare Marketing & Sales PodcastEpisode 27 - CMS Violations & Upcoming ChangesCMS is not happy about all the new complaints and they are starting to take action. What are they looking to change? How can you prepare? Let's chat!!!2022-12-2009 minMedicare Marketing & Sales PodcastEpisode 26 - Why you should have a newsletterDo you have a relationship with your clients? Are they expecting to hear from you? Make sure you are in consistent communication with clients as your competition will. 2022-12-1310 minMedicare Marketing & Sales PodcastEpisode 25 - AEP ReflectionsAnd that's a wrap! Another AEP in the books. Now it's time to start planning for next year's AEP. Yes, start planning now!!!2022-12-0607 minMedicare Marketing & Sales PodcastEpisode 24 - Your VoicemailWhat is an acceptable callback time? Next day? A few hours? There is no standard until you set one! How? That's what we discuss!2022-12-0203 minMedicare Marketing & Sales PodcastEpisode 23 - Simple Prospect EmailDo you have some prospects who are not returning your calls? Try this simple email used by sales professionals in numerous fields!!!2022-11-2907 minMedicare Marketing & Sales PodcastEpisode 22 - Deceptive Marketing Part 3 (of 3)What else does the US Senate Committee on Finance think needs to be fixed over at CMS? We take a look! 2022-11-2306 minMedicare Marketing & Sales PodcastEpisode 21 - Deceptive Marketing Part 2 (of 3)We continue our journey in this report and look at the main 5 complaints listed in the Executive Summary as well as some corrective measures suggested.2022-11-2308 minMedicare Marketing & Sales PodcastEpisode 20 - Deceptive Marketing Part 1 (of 3)The US Senate Committee on Finance released a report titled Deceptive Marketing Practices Flourish in Medicare Advantage. We take a stroll down memory lane and look at some past compliance mentioned in the report.2022-11-2312 minMedicare Marketing & Sales PodcastEpisode 19 - 5 Things to do when you have downtimeWith AEP, there is usually a lull in business mid-November when the mad rush of the first 2 weeks is over and the last week has yet to arrive. Here are 5 tips (also useful for other times in the year) to keep you busy and active with your business!!!2022-11-1607 minMedicare Marketing & Sales PodcastEpisode 18 - Garbage In = Garbage OutAre you using your CRM to its full potential? Even if you have a very basic CRM, if you are putting great information in there, you can pull great information from it. However, not using your CRM properly can be setting yourself up for failure! 2022-11-1514 minMedicare Marketing & Sales PodcastEpisode 17 Embrace the SuckStarting something new, like a new marketing campaign or product roll-out? It's not going to be all unicorns and glitter in the beginning! Let's chat about it...2022-11-0814 minMedicare Marketing & Sales PodcastEpisode 16 - Medicare Supp vs. MA for New BeneficiariesThere you are, with a client who is brand new to Medicare, trying to decide which path to choose, Medicare Advantage or Medicare Supplement. Which way should they go? Let's chat...2022-11-0107 minMedicare Marketing & Sales PodcastEpisode 15 - ComplianceWhat do you need to know about call recordings? CMS released a FAQ sheet about it. What about carrier's best practices and why should I care? CMS is asking carriers to be more proactive on agent complaints. Let's chat...2022-10-2514 minMedicare Marketing & Sales PodcastEpisode 14 The downside of MA plansYes, MA plans are wildly popular with about 48% of Medicare beneficiaries enrolled in one. However, there are some potential downsides of them. Let's chat...2022-10-1813 minMedicare Marketing & Sales PodcastEpisode #13 - How can you get referrals if your clients don't remember you?The 4th pillar of insurance success = retention. Your clients may have no expectation of a relationship past the application. It is up to you to establish what it looks like to have you as an agent. How? Let's chat...2022-10-1110 minMedicare Marketing & Sales PodcastEpisode 12 - Sales PhrasesHow do you define sales? Are you creating a repeatable process to give yourself a pathway to more successful appointments? That is what we discuss on today's episode. Plus, you can download the notes on MedicarePodcast.net!2022-10-0514 minMedicare Marketing & Sales PodcastEpisode 11 - Sales Professional vs Order TakerThe third pillar of insurance success is selling. After all, if you cannot sell anything, you can earn anything. In this episode, I discuss 3 methods and tips to help you connect with your clients and prospects to be more of a professional and not "just another sales person."2022-10-0414 minMedicare Marketing & Sales PodcastEpisode 10 - Special Edition 2023 Medicare NumbersYes! The 2023 Medicare numbers are out! But what does this mean to your clients and prospects? What about your pro partners? Let's chat...2022-09-2804 minMedicare Marketing & Sales PodcastEpisode 9 - Marketing BasicsYou don't want to be the best kept secret in town or in the industry! When your clients think Medicare, they should think you. How can you do this? Let's chat...2022-09-2711 minMedicare Marketing & Sales PodcastEpisode 8 - How does this work for your client?Breaking it down to basics, there are 4 main areas to focus on for success as an insurance agent. The first one is Product Knowledge. Not just what the product is, but how it works for your client...2022-09-2209 minMedicare Marketing & Sales PodcastEpisode 7 Pest vs ProfessionalDo your clients and prospects know what to expect? Are you hoping they are excited to hear from you 1 year later? Spoiler alert, they are probably not. Let's fix that...2022-09-2008 minMedicare Marketing & Sales PodcastEpisode 6 Stranger Danger!Do you tell your loved ones to answer strange numbers? Probably not. So, don't be a stranger to your clients phone! Make sure they have you programmed in!2022-09-1506 minMedicare Marketing & Sales PodcastEpisode 5 - Hanging Around Your Clients Home***Head over to XpressoMedia.com to download a Thank You Card Guide***
How can you stay in front of your clients without stalking them? Let's chat...2022-09-1107 minMedicare Marketing & Sales PodcastEpisode 4 - Hearing NoYou go through the whole appointment and then there it is...no. The prospect does not want to enroll. Now what? Let's chat about it...2022-09-0911 minMedicare Marketing & Sales PodcastEpisode 3 - Ask Better QuestionsHow can you have better relationships (which opens the door to residual clients and referrals) with your clients? Getting to know them better! Asking better questions can pave the path!2022-09-0810 minMedicare Marketing & Sales PodcastEpisode 2 - The Top Cross Selling QuestionLooking for a way to open the door to cross selling? This one simple question can get your prospects talking about ancillary products and more!!!2022-09-0808 minMedicare Marketing & Sales PodcastEpisode 1 - What's in your portfolio?Do your clients know what other products you have in your portfolio? If not, whose fault is that (HINT: it's not theirs)?
In this episode, we look at some of the reasons why agents don't offer ancillary products.
FREE RESOURCE
Head over to Xpressomedia.com under the resources tab for a free other products template from Canva.com!
NOTE: You will need a paid canva account to modify the template.
I have no affiliation with Canva.com.2022-09-0610 min