Medicare Blog | Medicare News | Medicare Information

Most agents have at least a few prospects they have worked with but for one reason or another did not close. There are several different reasons that prospects can "go cold", and these prospects often end up in files out of sight and mind. Since leads are a business investment it is important to get your money’s worth and gain every new client you can from them. Therefore it is a good idea to look through those prospects in two months, five months, or even a year later and see if there is any way you can revive them with either a new approach or new product option now available in their area. With further product knowledge, education, and experience you can work to turn those "cold case" prospects into clients.

Sometimes cases can go cold when the client does not have a clear understanding of what they need from their supplemental insurance or they are not currently ready to purchase a plan. For these prospects, contact them closer to their sixty-fifth birthday and point out specific products and benefits based on their health and financial needs. Perhaps the client was only shopping at the time you last spoke and now they are ready to decide on a plan.

Another reason a prospect can go cold is if the client does not understand the underwriting process, especially if they have a medical condition that might make it more difficult. Also, the client must be comfortable with the cost of the plan that fits their needs. If in the past you didn’t have a plan in your portfolio within their budget, be sure to revisit their files whenever you add additional products. That way, when a new product comes out with a lower monthly premium or less stringent underwriting, you can contact those clients and improve their coverage and/or reduce their cost. Clients will be impressed by your thoroughness to find a plan to fit their lifestyle and word of mouth spreads quickly among senior communities.

Be sure to revisit your cold cases periodically in order to identify the ones that can be saved. With every new prospect you speak with you are further developing your sales strategy, and adding additional products can change your senior insurance portfolio to accommodate that prospect’s needs. For more tips and suggestions please contact your marketing representative who can guide you through the process and suggest additional products that will cover more prospects financial and health needs.

Please give us your feedback!
What do you do to revive "cold cases" in your business? Do you have any success stories? Any advice to agents who are just getting started in the process?

Source: Agent's Sales Journal

• Assured Life Med Supp OH Solicitation Regulation - Learn More
• Gerber Life Med Supp OH Solicitation Regulation - Learn More
• Forethought Life Med Supp Released in Virginia - Learn More
• Forethought Medicare Supplement Rate Increase for IL - Learn More