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It is important that every agent develops a strategy to stand out amongst talented competitors to build a successful career. By developing a solid plan you will create your own category and brand to help you achieve your goals. Mark Gaunya, co-author of Bend the Healthcare Trend, explains that from a branding perspective there are five questions to ask yourself in order to work towards combining your knowledge and experience in creating your own category.

1. What subject are you passionate about? By identifying what you are passionate about you’ll know what to focus on for your success. Mark Gaunya advises, “Passion can’t be faked, and it’s what separates superior from average results.”
   
   
2. What is your area of focus? Are you exclusively selling Medicare Supplements? Do you offer a complete portfolio of all the supplemental insurance products? Once you have decided on your niche, develop a strategy to achieve long-lasting success.
   
   
3. What is your hook? This is what will separate you from other agents and help you gain recognition as an expert in your field.
   
   
4. What local and national media partnership opportunities do you have? Connect via phone, email, and social media to offer your expertise for free in order to get your name out in your community. Especially with Annual Enrollment Period coming up, now is a great time to create a YouTube video on a topic of interest or write to the editor of your local newspaper requesting an interview with you on tips for seniors during the AEP season.
   
   
5. What will allow your brand to last? Products will come and go but your experience, knowledge, and solutions are ultimately what will guide you as an agent. Gaunya states, “Solutions designed to solve your clients’ challenges are what you are ‘selling’ not the products.”

Though it’s easy to get caught up in the cycle of day-to-day life and continuous prospecting, it is also important to remember to set aside time for your branding and marketing. Some of the most valuable time you spend on your business will be that spent on marketing. It will allow your business to continue to grow as you prospect, while also separating you from your competition.

Please give us your feedback!
How much time to you spend on your marketing efforts? Does that time pay off? Have your clients ever complemented you on how different you are from other agents, based on your expertise?

Source: InsuranceNewsNet

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MedAmerica Insurance Company is a subsidiary of a $5 billion not-for-profit health care company that finances and delivers health care to more than 2 million people. MedAmerica has been focused exclusively on providing financial solutions for chronic care situation since 1987. Known for their hassle-free service, strong financial performance, and commitment to improving aging adult’s quality of life, MedAmerica is now offering a new product called Transitions Short Term Recovery Care Insurance.

Short Term Care Insurance is made for when your client’s fall into a difficult time, whether in a nursing home, assisted living, or home care. It allows time for planning and making critical financial decisions between the incident and Long Term Care, if deemed necessary. This product was created specifically for your Baby Boomer clients; it is an innovative product that brings peace of mind to their families in times of crisis.

The Transitions product pays for daily charges up to a capped amount determined by the policy and also has a lifetime pool of money which can be restored after 180 days of not needing care. It offers an inflation option and has a waiver of premium, 21 day bed reservation, or 14 day respite care benefit if necessary. Plus, there is a 10% discount for clients with a spouse or domestic partner, regardless of whether one or both apply for coverage.

The policy also includes the MedAmerica MyCare Program, an optional program available at the time of claim that may not be necessary if the insured has a Long Term Care policy. MyCare provides expert advice, quality care assurance, and enhanced family connection. This benefit is paid out of the lifetime maximum pool, is up to 6 times the daily benefit maximum. The insured can access this when he or she is eligible for receiving payment of benefits.

Transitions has an easy design, process, and application. The application questions are Yes/No with quick underwriting leading to a much shorter decision period. Also, nine month advancing is available. Make sure your portfolio has this option available for when your clients request it.

PSM is excited to launch MedAmerica Transitions Short Term Care Insurance. Give your marketer a call today to get contracted.

Please give us your feedback!
Have you sold a Short Term Care product in the past? What tips do you have for those just looking to expand their business to include it?

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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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Annual Enrollment Period (AEP) starts early this year on October 15 and goes through December 7 for business that will become effective January 1, 2012. During this time your clients will be able to switch their Medicare plans. AEP is the height of the Medicare season, and with the summer winding down this weekend now is the time to start really focusing on preparing for the season. Have you taken your Medicare Advantage certifications or requested 2012 materials? Do you have a clear cut marketing strategy? Do you have all the products you need in your portfolio? If you said yes you are ahead of the game. If not, check out this checklist to ensure you have a successful AEP season.

Annual Enrollment Checklist:

1. Complete Certifications – For Medicare Advantage products you need to recertify ever year. It will help you brush up on product idiosyncrasies as well as the conversion rules regarding replacement of Medicare Advantage business with Medicare Supplement. If you need instruction on how to complete certification for the carriers you represent, please call your marketer at 1-800-998-7715.
   
   
2. Request Supplies – Request supplies from your PSM marketer now to prevent multiple week delays that could occur once AEP starts and the company gets bogged down by requests. Requesting in advance will ensure you have the materials you need in order to start right away recruiting and servicing your clients on October 15th.
   
   
3. Plan your Marketing Strategy – Are you hoping to host an event? Mail marketing materials? Complete your website? Identify the marketing goals you want to achieve before the season starts and set a timeline to encourage yourself to complete the tasks on time. Actualize your goals with a well executed marketing plan and see your sales benefit.
   
   
4. Identify the best rates – With rates changing year to year it is a good idea to identify the product with the best rates in each of the areas you will be prospecting during AEP. With an easy-to-read chart you can save time by quickly identifying the best rate associated with the plan that best serves your clients’ needs.
   
   
5. Diversify your Portfolio – Have you considered taking on other senior products in order to diversify your sales? For example, Forethought Life and Sentinel Life eeach offer a Combo App allowing you to write a Medicare Supplement and Final Expense policy on the same application thus enhancing your sales and commissions. PSM specializes in Medicare Supplements, Final Expense, Long Term Care Insurance, and Annuities to ensure that our agents have a diversified portfolio to meet the needs of their senior clients.

Don’t let October 15th catch you by surprise; take time to prepare your business to accommodate the clients who will be requesting information and new plans. Contact your marketer at 1-800-998-7715 with any questions, concerns, or products you need to add to your portfolio. Here’s to a successful and profitable AEP.

Precision Senior Marketing will be closed Friday, September 2 after 12:30pm and Monday, September 5 for the Labor Day holiday. Regular 8am-5pm CDT hours will resume Tuesday, September 6. We wish you and your loved ones a happy holiday. We appreciate your business and the opportunity to serve your needs.

Please give us your feedback!
What are you doing to prepare for AEP? What have you done in the past to ensure your success? Do you have any tips for those who may be experiencing their first season?

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