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With just a month left to prepare for the Annual Election Period (AEP), Precision Senior Marketing wants to make sure you are ready to make it your most successful one yet. For the first time we are offering an “In-Store” Pharmacy Program for our agents during AEP. This program is an in-store insurance selling platform with access to 22,000 pharmacies to choose from nationwide. Including Walgreens, as well as independent stores, this program will allow you to meet with customers as they visit their pharmacist with questions regarding Medicare’s Part D benefit.

The is an excellent way to connect with the seniors in your community and grow your business through referrals. Once you establish a relationship with the pharmacist at your location, you can become their resource for those customers looking for the best coverage to suit their needs. You can keep a flexible schedule and coordinate what time is busiest for the pharmacy you are assigned to. You might also think about leaving a time sheet at the pharmacy for consumers to request a time to meet with you.

This is one of the largest “in-store” agent programs ever created. The Pharmacy Program is affiliated with an affordable Part D plan that gives agents full support, free personal training and certification, as well as kiosk and supplies. Ask your marketer for more information on this exciting new product entering the market. The complete unveiling happens October 1, 2012.

We’re excited by the response so far to this program and are starting to assign pharmacists to their locations and certify agents to sell. For the best selection of pharmacies, be sure to contact us! Partner with PSM to make the best use of this AEP selling season.

Request Details

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As the summer starts to wind down, kids come home from camp and the Olympics close, it’s once again important to start thinking about your plans for the Annual Election Period starting October 15th. Soon, kids will be back in school, and you’ll be tailgating at your favorite football team’s games. Your fall schedule will be in effect, so start to plan now and ease the transition into the busiest time for your Medicare sales. This year Precision Senior Marketing has partnered with independent drug stores and select large national pharmacy chain locations to offer our agents a Retail Pharmacy Program second to none. This is an exciting opportunity to help you reach and exceed your business plan for the season.

The Pharmacy program is part of PSM’s ongoing effort to aid in your business success with innovative selling opportunities. This program gives you the chance to prospect, sell and gain referrals on insurance products with the consumers in your area. There are no strict time commitments, and you will not be sharing a location with another agent. You will be able to plan your schedule and determine what works best for you and your customers. Working with the pharmacist you will be able to pin-point the times that have more traffic and address any concerns with consumers on their Part D policy as well as their Medicare Supplement or Medicare Advantage plans.

Some of the highlights include:

• Exclusive Pharmacy Opportunity
• Sell one of the Hottest Part D Plans offered for 2013
• Remain independent offering all your approved products
• Unlimited Lead Opportunities daily
• Pharmacy and Pharmacist working with you, for you

Request Information online or give us a call at 1-800-998-7715 to be assured you get your choice of pharmacy. Locations are limited and filling up fast! We hope that you take this opportunity and look forward to continuing to offer you ways to grow and strengthen your business in the future.

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Agencies grow using a variety of marketing, some more common than others. If you've reached a brick wall and your pipeline isn't as full as you'd like it to be, now is the time to look into jump starting your marketing techniques from a new angle. Although some marketing may seem unorthodox, as Maribeth Kuzmeski from Red Zone Marketing advises, "It's how you get your message out and how you drive others to you. There's not an advisor I know who has too many people to see."

The blog last week looked at using social media to connect with prospects. Here are a few other overlooked tactics that could give your business the jolt you have been looking for:

1. Virtual Appointments. In our internet age, face-to-face meetings no longer have to mean in person. Several web-based video meeting services, like GotoMeeting and Skype, are available for you to meet with your clients without leaving your business. When prospecting over the phone, prospects might feel more at ease working with you if they are able to put a face to a name. Especially with seniors just turning 65 and familiar with internet tools, you will be able to walk through the paperwork to get them contracted more efficiently without sacrificing the personal touch of meeting face to face.
   
   
2. Community involvement. Not only is getting involved in charitable organizations good in and of itself, it's also a great way to network with prospects and build relationships. Whether it is through your religious place of worship or another volunteer opportunity in your community, get to know the people you work with and fill them in on what you do. Chances are, someone there or someone they know could be an excellent referral for your future business.
   
   
3. Webinars. It's becoming increasingly difficult for prospects to commit to a seminar or event, however with a webinar you can potentially meet with more people while cutting the costs associated with planning an event. Using the same platforms as your virtual appointments, you will be able to educate a group of prospects leading to new clients.
   
   
4. Client surveys. Doing a yearly survey of your current clients is a great way to find out who is willing to give a referral as well as what products or services your current clients are also interested it. This too, will identify who might be interested in adding a final expense, short term care or annuity to their portfolio, as well as show what products may be missing from your portfolio that are of interest to your clients.
   
   
5. Direct mail. Surprise! As more and more agents have favored e-mail marketing some seniors have become "turned off" by the volume they are now receiving. This has made them more receptive to direct mail pieces again, and the response rates have increased in the last year.

Whether it's meeting with clients virtually or getting involved in your community, the success of your agency depends on how well you execute your marketing ideas. As John Comer, CFP or Comer Consulting acknowledges, "Marketing is easy to understand but hard to execute." If you have any questions about executing an unconventional marketing strategy, call your PSM marketer at 1-800-998-7715 for tips and techniques to get it off the ground successfully.

Please give us your feedback!
What unconventional marketing strategies have you tried? What do you find the most difficult aspect of your agency's marketing? Is there any topics you'd like to see discussed on the blog as far as techniques to guide you through your marketing efforts?

Source: InsuranceNewsNet

A recent study conducted by Kramer Direct analyzed 53 mailings received by a senior up to eight months before his 65th birthday. They looked at the timing, format, and offers that were sent to him in order to increase the effectiveness of your promotions, communications and strategies with the market aging into Medicare.

The companies who sent information and were included in the study were AARP, Aetna, Bankers Life & Casualty, Blue Cross/Blue Shield, Bravo, Colonial Penn, Humana, Physicians Mutual, United HealthCare, United of Omaha and Health Spring.

Eight-eight percent of the mailers were received between July and December, but the subject got a mailer as early as March. Envelope mailers were the overwhelming majority at 66%; postcards were used 30%; and tri-folds were used significantly less at only 4%. Most of the mailings proposed an offer to grab the prospects attention, with 45% of the mailers promising information or posing a question of interest to the senior.

The study concluded the following:

• To stand out from the competition and reach prospects before the other offers, it is best to mail six months in advance of prospect’s birthday.
  
  
• It is best to provide a mail-back option, rather than a single postcard with only a call-back option.
  
  
• Questions and new information are the best way to get the prospect’s attention based on the results of the study.
  
  
• Don’t just consider targeting the Turning 65 audience. Many agents have had success targeting ages 66+ to help prospects save money on their current coverage.

Since 1985, Kramer has provided pre-qualified leads to the insurance and financial industries. You can review more on Kramer Direct as well as view some of their current approved mailers by visiting the lead vendor page on our website.

PSM also works with numerous companies that offer free postcards to our contracted agents. To discuss these no cost options, please contact one of our Marketing Representatives at 800-998-7715.

Please give us your feedback!
Do you find these results surprising? When do you typically send out mailers to turning 65 prospects?

Source: Kramer Direct Research and Analysis Study

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With the holidays and AEP just ending now is the time we usually resolve to better our lives in the following year. For most people the resolutions involve weight loss, exercise, and smoking. However the same tactics used to better your health can be applied toward your business. As you plan your 2012 goals and resolutions it’s important to keep a few things in mind to keep yourself on track. This way, come March, you will still be on track for success and not be back to the old habits your resolutions were created to combat.

1. Set a specific goal.
   Rather than saying, “I want to have more clients” try asking yourself, “who, what, when, and where” in order to establish a plan. Who is your target audience? What new things are you going to try in order to obtain new clients? How many clients do you want to gain a month? Which areas are you going to prospect in? When you drill down the specifics of your goal you will be on your way to keeping yourself accountable to your success.
   
   
2. Set both short-term and long-term goals.
   The key to attainable goals is to set up both short-term and long-term goals. If you are looking to gain more referrals this year decide not only on how many for the year, but also take into consideration the quarter, the month, and the week. Breaking it down by week, ask yourself what specifically you are going to do this week toward gaining more referrals. Through trial and error you will establish a weekly system that works for you and the long-term goals you have for your business.
   
   
3. Make realistic goals
   It’s ambitious to say that you will make 500 cold calls a week, but remember to take into consideration how many cold calls you have made in the past. If it is significantly less, commit to cold calling 100 people with a goal to reach 500 at first. Once you find it easy to reach 100, expand it to 150 with increasing intervals toward 500. An ambitious goal is great to have, but be sure to allow yourself the time to reach it without getting frustrated and giving up.
   
   
4. Establish accountability.
   Human nature dictates that we will go to great lengths to avoid pain no matter how valid the threat. This morphs itself into excuses, such as “I don’t have enough time” or “I’m tired”, in order to avoid the actions you perceive as painful. In order to establish accountability toward your goals set up a series of consequences for yourself that seem more painful than doing the activity you are trying to avoid. Telling your business partner you’ll give him $5,000 if you do not accomplish a specific goal in a realistic timeframe can be a great motivator, especially in times when your resolutions feel like a thing of the past.

As you come up with your resolutions for the year remember to keep them specific, establish a short-term focus toward long-term goals, make realistic commitments that go with your schedule, and hold yourself accountable by creating consequences. Once you break the cycle of losing interest in your resolutions you will feel more confident making grander changes in the future. If you'd like help coming up with resolutions for 2012, please call your marketer at 1-800-998-7715 to discuss the options that are best suited for your business growth.

Please give us your feedback!
What business resolutions have you made for 2012? Have you been able to keep resolutions in the past? If so, what tips do you have for others?

Source: LifeHealthPro

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Every agent has experienced it at one point or another, your sales funnel is getting empty and you don’t necessarily have the funds to purchase multiple new leads. It would be great to have a budget to support your ideal marketing and PR plan however that isn’t always the case. There are several things you can do to create more sales without spending a lot of money. Reworking your existing database, creating an informational webinar, networking, and asking for referrals will all help you increase your production, and it will get you back on track in preparation for the busy season ahead.

Here are some tips you can deploy immediately: :

• Look to your existing database – Are there prospects that never became clients? Contact them and see if they are now ready to buy. Are there clients who might need additional products, like final expense or long term care insurance? Even your smallest current accounts will be the fastest return on investment and time since they already work with you and know your business is solid. Do a check-in with them and see which additional services you can offer.
  
  
• Create an informational webinar or tele-session – Promoting yourself and your business in a short, informative online video can give you visibility for your expertise, direct traffic to your website, and allow you to promote your services via social media. These can be made as easily as from a webcam or asking a friend or family member to help you by filming it.
  
  
• Network – Get involved in the community you serve and make more introductions. Make a personal goal to make five introductions a week, or one a day.
  
  
• Ask for referrals – All of your satisfied, existing clients are sure to know friends and family who can benefit from your service. Most people do not get referrals simply because they do not ask for them. Don’t be afraid to ask!

Start today in order to start filling your sales funnel in preparation for Annual Enrollment Period!

Please give us your feedback!
What have you done in the past to create more sales with less money? Do you have any tips for those currently in this situation?

Source: Senior Market Advisor

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Now is a great time to look to your portfolio and build a comprehensive product package to offer both your prospects and current clients. It is imperative in this market to remember to look at all areas of the market, instead of just the product you might know best. Prospecting for life insurance, long-term care, Medicare supplements, Part D, as well as annuities and other financial services is a guaranteed way to increase your production. Also, expanding your portfolio makes your business well-rounded and offers new ways for you to market to your clients.

Despite the challenges in the market today, it is important to see this time as an exciting opportunity for growth. Instead of only addressing a client’s immediate need for supplemental insurance, you can also help protect their assets and secure their financial future long-term with a more comprehensive portfolio. Remember to look for all opportunities with each prospect you contact. Suggest products you think would fit into their lifestyle, and thank them for their loyalty in allowing you to continue offering your products to them as their agent. Companies like Forethought and Sentinel Life offer a Combo App with both a Medicare supplement and final expense product on the same application. This makes it especially easy; by adding just one extra product to your portfolio you can double your commission with a client. Even if they are not interested in other policies at that time they may be in the future, or they might know someone who is and give you a referral. By covering all of your options with your clients you are not only targeting their needs, but building your brand, expanding your business, and gaining more expertise.

Offering other products may not be something you have ever thought you would need or want to do. We all need to be willing to grow and change however. Otherwise we might be swept aside by someone else who is not afraid to take the chance. As Michael Brown, in InsuranceNewsNet, says "Take a leap and learn something new; the success of your business depends on it."

If you are looking to expand your portfolio, PSM offers a full range of senior market products, from Medicare Supplements and long-term care insurance to annuities and final expense. Also, if you are currently in the underage market with aging clients, now is the perfect time to add Medicare supplements to your portfolio. Instead of referring them to a colleague you will be able to retain the loyal business relationship you have established, and continue to meet their needs as they grow older.

Please give us your feedback!
Have you recently expanded your portfolio? Have you seen an increase in production as a result? What tips to you have for those just starting to transition to new products?

Source: InsuranceNewsNet

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