Selling Insurance to Seniors: Are You Offering Everything You Should?

April 23, 2019

A few years ago. I was a Med Supp guy, and I really didn't know how to sell anything else.

However, after years of learning and trying new things and figuring out how I could better serve my clients, I discovered how to cross-sell.

And that was incredibly powerful – when I was only selling Medicare Supplements, my annual sales were under $300,000. Today? My production is over $1 million. And my clients are happier.

All of that sounds great, but the natural problem that follows is... how do I get into new product lines?

Essentially, you have a couple solutions:

  1. Teach yourself by reading through brochures, outlines of coverage, applications, underwriting guides, various blog posts, etc.
  2. Learn from someone who's done all of this before.

We're a bit partial to the latter.

→ Apply for the All-Star Program

Start Selling New Senior Insurance Products with the All-Star Program

Albert Einstein once said, "Once you stop learning, you start dying." That couldn't be more true for our industry.

Everything is constantly changing, from new products being offered (Medicare MSA) to old ones dying out (long-term care), to new carriers coming in (Great Southern Life) and old carriers leaving (Aflac), to technology coming in like a tidal wave!

It's a lot to keep up with, and it can be especially hard if you're new to senior market insurance.

But that's not the only type of agent who would be a great fit for our program. If you're...

  • An experienced agent who wants to increase your production, get into new product lines, and spread your business out over 12 months
  • An insurance agent who is new to senior market insurance and has no clue how to begin
  • An agency owner and wish your agents were producing more
  • A brand new agency owner and need help training agents
  • Ready to retire and need help training your replacement

... you'd get a ton of value out of this program.

It starts with an 8-week bootcamp that includes:

  • 98 training videos
  • 7 hours of training time
  • 8 video conference sessions with myself

This program is completely manageable if you have an existing book of business, but it will challenge you in the best way.

What I'm teaching you is what helped push my production over the top. But it's not just me – we had to make sure it worked for other agents, and believe me, it does!

It helps a brand new agent – one who never sold insurance before – earn $21,000 in commission on ONE policy. It helped a top producer – one who had been at the top of the scoreboard for decades – increase her production by 88% in just one year. This course even helped an agent earn $8,000 in commission before the 8 weeks were over. That's commission he would've left on the table had he not joined the All-Star Team.

Here's a testimonial from a graduate of our most recent VIP Bootcamp class:

“I looked back at my numbers for February and realized this was the highest production I’ve had in over a year and half. That's a true testament to the Client Needs Assessment and this program.” –Michael C, recent VIP Bootcamp graduate

If you've been wanting to grow your business and learn more products, this program could be the perfect solution. 

Learn more about the All-Star Program

How to Sell Cancer Insurance

In the All-Star Program, you're going to learn how to sell cancer insurance. First, you'll learn why there's even a need for cancer insurance. That's the base of your presentation – after all, why would we sell something we don't believe in?

Then, we get into the different kinds of cancer plans so you know what you're selling. You'll understand eligibility requirements and the do's and dont's like the back of your hand.

But this isn't just about learning the ins and outs of the product. It's about understanding why it's needed and how to relay that information to a client.

Here's a testimonial from a recent VIP Bootcamp graduate:

“I’ve presented cancer in the past because I know there’s a need, and I’ve seen it in my own family. But I was doing it wrong! A lot of times, I would ask how much benefit they’d be interested in, or I’d present one amount and say ‘what do you think?’ They’d say they’d think about it, and it never blossomed into anything. After watching your videos, I don’t know how this system can’t work.” -Sherri, recent VIP Bootcamp graduate

How to Sell Annuities

Annuities can be intimidating at first, because you're dealing with someone's money. First, you have to deal with the hurdle of asking someone about their money, which can be hard, and then you have to deal with the actual handling of the money.

We address all of that in the bootcamp.

We'll cover topics like:

  • Different types of annuities and which one we sell the most of
  • Where your clients can get the money from (401k, IRA, stock market, bank, etc.)
  • A few simple marketing tips (that cost practically nothing) that'll help you sell annuities
  • How to handle taxes and avoid a taxable event
  • Handling client objections and learning from some of the mistakes I've made in the past

We honestly cover so much more than that, but that's a little look inside to what you'll learn.

How to Sell Life Insurance

There are many different kinds of life insurance, which can be very daunting. Many agents look at that and decide to only learn one, like final expense.

However, every client has a unique situation, and life insurance isn't one-size-fits-all.

Here's the good news: you don't have to know every detail about each product line. We have Kirk Sarff in our office who will help you along. In this section of the program, you'll meet Kirk and get to know how he can help support your life sales.

You'll learn how to start the conversation, determine which type of life insurance fits the client's need, and even some underwriting tips.

Essentially, everything you need to know about life insurance is included in this bootcamp.

How to Sell Long-Term Care Solutions

There are several long-term care solutions available to us today, including short-term care, traditional long-term care, and life insurance with a long-term care rider.

We compare those and get into some of the fine print. We also answer some important questions that your client may ask you.

You'll get to feel really comfortable with the options so that when it's time to present, you're absolutely ready. I even share my favorite solution (and why it's my favorite) with you in this section of the course.

How to Sell Medicare Advantage and Hospital Indemnity Plans

Whether you're new to Medicare Advantage or not, it's a growing market, and we have to evolve with it.

This section of the program will help you understand MA plans and how to pair a HIP plan with it.

We'll determine the client profile that fits an MA plan and you'll even get some handy tips about how to use our quoting tool to make the add-on sale easy as pie.

How to Sell Medicare Supplements and Part D

Plan G, N, F – we go through it all. I'll share a few case studies with you and will help you get very comfortable with the quote engine.

We'll also go over drug plans and how to run a comparison using Medicare's website.

I'll share with you what I do when it comes to contracting and why offering Part D help can be extremely lucrative for your business.

Learning New Senior Insurance Products Doesn't Have to Be Hard

Learning new products doesn't have to be difficult. We've structured this course to be accessible no matter where you are or what time of day it is.

We meet up once a week to go through any questions you may have, and we'll roleplay some sales scenarios until you're 100% confident in your presentation.

This isn't the kind of course where you watch it and that's it. I'm there with you guiding you, encouraging you, and motivating you every step of the way.

“This is a wonderful program. Michael does a heck of a job presenting it. This is just terrific.” –Tony, has sold insurance for 30 years and is a recent VIP Bootcamp graduate

The program is incredibly hands-on, so we only accept 10 agents into it at a time. We hold 3 sessions per year, and you can send in your application by visiting our All-Star Program page.

Apply for the All-Star Training Program Today! 
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