5 Agents’ advice for getting started selling annuities
We’ve heard from a number of Medicare Supplement producers that they’re interested in offering annuities, but they’re intimidated, or even scared. It can be nerve-wracking to think you’re getting…
Insurance Sales Lessons from the Masters
This post is excerpted from Ken Smith’s presentation at the 2016 National Medicare Supplement Sales Summit in Kansas City, MO.
My client is a successful farmer, and needs more than just a Med Supp
Our agent, Judy, sold a Medicare Supplement to a husband and wife who farm. Judy knows that it always pays to ask questions, and found out that they have 1,200 acres - valued at over $12,000,000.…
Asking a few questions leads to a pair of Life with LTC cases
In this week's case study, we have an agent who recently starting using a client questionnaire. By asking questions beyond basic Medicare Supplement coverage, she was able to learn that her…
A question that agents (and clients) often avoid
How do you plan to pay for the care you may need someday? Don’t avoid showing your clients possible solutions to a concern that isn’t going away. Below is an overview of addressing the solution when…
Coming full circle with LTC insurance
I began my insurance career in 1981, selling Nursing Home Insurance. It was not called “Long Term Care” as we call it today, but I felt that anyone over the age of 65 needed it to protect themselves…
Variable annuities - not for seniors
It’s remarkable to learn about the number of seniors who have Variable Annuities and are tied to the stock market. When seniors experience losses on their statements, they become alarmed, seeing the…
Easily transition from Plan F to G with CSI Life
With all of the Medicare Supplement Plan G business coming in the door, CSI Life offers a great little benefit to all their Plan F customers who want to transition to a Plan G.
“Hit for the Cycle” with Client Needs Assessment
Recently, an agent did “hit for the cycle” when using a Client Needs Assessment (CNA). In baseball, “the cycle” is of course hitting a single, double, triple and home run in the same game.
Don't get tripped up on TRIP
Teachers in the state of Illinois contribute to the Teachers Retirement Insurance Program (TRIP). In February of 2013, the TRIP Medicare Supplement option was replaced with a choice of three…
