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The most important asset you have as an agent is your existing client base and they are essential to helping you grow your business. By taking the time and effort needed to stay in contact with those clients, your business will grow both by new sales to them through cross-marketing additional products such as Final Expense or Hospital Indemnity, and by their qualified referrals.

Many agents think that keeping in touch with the clients in their database takes too much time, effort and money. However, when you consider the return on your investment the solution is finding ways to communicate that are time-efficient, inexpensive, and effective.

Studies show that in order to keep in front of your clients you need to touch base with them approximately 14 times a year. Luckily, there are many different resources you can use when communicating with your clients. It could be through email, phone calls, snail mail, postcards, birthday and/or holiday cards, or in person meetings. There isn’t necessarily a textbook "best" or most effective way to touch base, but by mixing your communications with a variety of interesting and valuable methods works well.

Though the idea of sending out so many correspondences to each of your clients may sound daunting at first, it’s important to remember that whatever you decide to send doesn’t need to be large or expensive; It only needs to be of value to your clients. Plus, when you keep in contact with your clients a little over once a month you will remain at the forefront of their minds leading to positive reviews and referrals when talking with their friends and family.

Source: LifeHealthPro

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This week America's Health Insurance Plans (AHIP) warned that the potential 2.3 percent reduction in Medicare Advantage payments proposed by the Department of Health and Human Services (HHS) combined with PPACA's payment cuts will result in benefit reductions and premium increases of $50 to $90 on average. These cuts would affect 14 million seniors which is roughly 28 percent of all Medicare beneficiaries. An analysis prepared for AHIP states that the effect of the changes from both PPACA and the new payment cuts will result in an estimated 6.9 to 7.8 percent cut to Medicare Advantage plans in 2014.

The cuts were proposed last week by the Centers for Medicare & Medicaid Services (CMS). New rules will be published by CMS on April 1, 2013. Subsidies will be slashed and access to the report will be severely restricted, according to the AMAC industry analysts.

The analysis was made by actuaries at Oliver Wyman and was prepared for AHIP. The Oliver Wyman report states, "Virtually all of the 14.1 million Medicare beneficiaries are likely to be affected by these changes, either through increased premiums, reduced benefits, or plan exits from local markets."

The major impact of these changes will reduce Medicare Advantage in 2014 by more than eight percent or nearly $11 billion. Understandably, health insurance stocks reacted to the news negatively and took a hit. The costs per person for Medicare Advantage plans are a bigger drop than many analysts had anticipated.

So far in 2013, only four percent of PPACA's $200 billion in Medicare Advantage cuts have gone into effect. However, the Congressional Budget Office (CBO) projects that, after it's fully phased in, the cuts alone will result in three million less people in the program. The PPACA's new health insurance tax will begin in 2014 and Oliver Wyman has previously estimated that this tax alone will cause approximately $220 in higher out-of-pocket costs for seniors, reduced benefits for next year, and $3,500 in additional costs of the next 10 years.

AHIP contrasted the cuts by releasing projections for medical cost increasing three percent. Karen Ignagni of AHIP stated "The proposed changes to Medicare Advantage payments are a crushing blow to the millions of seniors and people with disabilities who count on this critically important part of Medicare."

Source: LifeHealthPro

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Phoenix is now offering Remembrance Life, a whole life policy with some very unique riders helping your clients leave a lasting legacy for their loved ones. Phoenix Remembrance can protect those special moments in life; a child or grandchild’s birthday, graduation, going off to college or even your client’s retirement.

Precision Senior Marketing is proud to be an exclusive distributor offering top level direct contracts on the complete Phoenix portfolio.

Phoenix Remembrance Product Highlights:

• Whole Life insurance with Additional Income Coverage Rider (AICR)
• Coverage includes lump-sum and monthly income stream death benefits
• Total coverage amounts $10,000-$100,000 (base plus AICR)
• Issue Ages 30-80
• Simplified Issue Underwriting
• Included riders: Accidental Death, Terminal Illness and Critical Illness

The optional riders available for Phoenix Remembrance make the product unique and versatile.

These optional riders include*:
Legacy Rider – A way for clients to leave a lasting legacy, by sending a birthday present each year, of up to $500
Educational Benefit Rider – Up to $5,000, in four annual payments, for a client’s beneficiary to further their education
Income Term Rider – Helps provide income replacement protection in case of a premature death
Lifetime Income Rider – Designed to help your clients replace Social Security benefits or other income they may lose due to insured’s death

* Available at an additional premium. Age restrictions vary by rider.  For all riders, the named Rider Beneficiary must be alive to receive benefit payments. Rider benefits are only
available upon the death of the insured and will cease at the earlier of the death of the Rider Beneficiary or the term
stated in each rider.

These benefits are discussed in greater detail in the Phoenix Remembrance Quick Reference Guide and Product Summary.

To request information and get contracted on this new, innovative, product please click the “Request Information” link below or call your marketer at 800.998.7715.

Phoenix Remembrance Life (ICC12FEWL) is whole life insurance issued by PHL Variable Insurance Company (PHLVIC) (Hartford, CT). PHLVIC is not authorized to conduct business in Maine and New York. In Maine and New York, Phoenix Remembrance Life is issued by Phoenix Life Insurance Company (PLIC) (East Greenbush, NY). These insurers are separate entities and each is responsible only for its own financial condition and contractual obligations. Members of The Phoenix Companies, Inc. The Phoenix Companies, Inc. and Precision are not affiliates. Payment guarantees are based on the claims-paying ability of the issuing company. 38680 4/13

For agent use only. Not for use with the public as sales literature.

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As you unwind from a hectic AEP and gear up for the holiday season, we thought we’d share something lighthearted for the blog this week. As texting becomes more and more prevalent, I'm sure you’ve noticed your children (or maybe you’ve even done so yourself) adapting acronyms for common phrases to further speed up the process. Phrases like "TTYL" (talk to you later) and even "POTUS" (President of the United States) have taken on a new understanding to those who use them often. Here is a humorous take on those acronyms for the senior crowd.

ATD - At the Doctor's

BFF - Best Friend's Funeral

BTW - Bring the Wheelchair

BYOT - Bring your own teeth

CUATSC - See You at the Senior Center

DWI - Driving While Incontinent

FWIW - Forgot Where I Was

FYI - Found Your Insulin

GGPBL - Gotta Go, Pacemaker Battery Low

GHA - Got Heartburn Again

LOL - Living on Lipitor

TOT - Texting on Toilet

TTYL - Talk to You Louder

WTP - Where are the Prunes?

PSM wishes all of our agents a happy holiday season and New Year. If you have any questions about your current products or would like some advice for planning 2013’s business plans, give your marketer a call at 1-800-998-7715.

Source: E-Blast

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A Personal Message: Please join us in welcoming a new addition to the Vandenberg Family

Lucas Vandenberg and his wife gave birth to their first child, a beautiful and healthy little boy, on October 14, 2012. "Life changing events, such as the birth of a child, really helps put things in perspective and is a good reminder of the things that are truly important in life" says PSM President Lucas Vandenberg.

Running a successful organization has many similarities to cultivating a healthy family unit. All relationships, both personal as well as professional, are based on trust and communication and we hope these are qualities you’ve experienced working with our organization.

They have thoroughly enjoyed their first month with Grant and all of the changes that come along with welcoming a baby to the family. If you have any tips or suggestions for Lucas and his parental journey, your feedback is welcomed and appreciated.

Precision Senior Marketing wishes all of our agents and their families a happy and healthy Thanksgiving. Our offices will be closed Thursday, November 22nd and Friday, November 23rd. We will reopen Monday, November 26th with our normal working hours.

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PSM is excited to be a distributor of the Manhattan Life Medicare Supplement, one of the Manhattan Insurance Group companies. Manhattan Life is a reliable, innovative carrier committed to providing the best products to their consumers. In addition to a competitive Medicare Supplement product, they offer a quality portfolio of health insurance options along with personalized customer service and financial soundness. The company roots are firmly grounded in the commitment they made over 150 years ago to adhere to high ethical standards of quality service to their agents, consumers, and employees.

• Direct Company Contracts
• Competitive Premiums
• E-Application Available
• Strong Brand Recognition
• Commission Advancing Available
• Attractive Commissions

The Manhattan Life Medicare Supplement was built on a foundation of stability, innovation, growth, and responsive service. Manhattan Life has a Medicare Supplement E-App available to licensed agents, and the company uses technology throughout their business to further improve their customer service process.

The Manhattan Life Medicare Supplement features competitive rates on Plan A, Plan B, Plan C, Plan D, Plan F, Plan G, Plan M, and Plan N. Call PSM at 1-800-998-7715 to get more information on state availability and to get contracted for this exciting new product.

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Only the weekend stands between us and the Annual Election Period which begins Monday, October 15th. Hopefully you've been spending the last few weeks taking your certifications, getting your resources together and finalizing on your business plan so you’re ready to go. If not, there's still some time left to capitalize on the busiest season in our market but you need to begin now. It is nearly the final hour; don't be left behind this AEP.

Here are a few final reminders of things to complete as soon as possible to have the most effective season.

• PSM has put together a Medicare Advantage/PDP certification page to help you quickly and efficiently certify for all of your Medicare Advantage products. It has detailed instructions for certifying with Humana, UnitedHealthcare, Cigna, Coventry, Universal Healthcare, Universal American, Florida Healthcare Plus, and HealthPlus of Michigan products.
  
  
• • Be advised of all of the rate increases that have taken place over the last few months and make sure you are aware of the most competitive products in your area. PSM has Medicare Supplement, Medicare Advantage, Final Expense, and Hospital Indemnity products available to help you complete your portfolio. Having a variety of products will help you create a complete plan of coverage for your senior clients.
  
  
• If you are taking advantage of our Smart D in-store pharmacy opportunity, go to your location and meet the pharmacist you will be working with. They can give you insight as to what times are busiest and what kind of traffic you can expect at your location. Also, be sure to get all of your materials together. Business card templates are available through your agent portal as well as other materials to help set up your information table.
  
  
• Check the 2013 CMS Marketing Guidelines and be sure your marketing efforts are compliant.

PSM is dedicated to offering our agents support this AEP. If you have any last minute questions or concerns please be sure to contact your marketer at 1-800-998-7715.

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Even the best sales people have calls that go sour. Sometimes a lead that was warm goes cold and other times a client who looks promising walks away. However, knowing when to change up your talking points, delivering your talking points in multiple ways, preparing alternative educational techniques, and asking open-ended questions can not only turn those sour calls around, they can even save some of them. Otherwise, in some cases, it’s best to know when it’s time to give up and move on to the next prospect.

• Get Away from Your Script – Rather than reading directly from a script, trying listing only a few talking points and asking open-ended questions. Scripts can often depersonalize you call and make your prospects feel like just another number on your list. By asking open-ended questions and only using talking points to help you remember to mention key features, you are free to allow the conversation to progress organically.
  
  
• Provide Alternative Information Methods – If you found you’ve caught someone on a bad day or seems to be in a rush to end the call, offer to send them more information. It’s a good idea to have supplemental materials available in version that can be either mailed or emailed depending on the preference of the prospect. Schedule a follow up call to see if you can discuss the materials at a time that is more convenient to them.
  
  
• It is All About the Customer – If you can, it’s important not to blindly call a prospect. Gather your notes from previous conversations to remind yourself what you’ve discussed previously and what points you should make on this call. Knowing as much as possible about the prospect as you can before you pick up the phone reduces a significant amount of risk. Also, though it can be easy to get caught up when talking up your product, remember to focus on the prospect and determining their needs. Apply the information to their specific circumstances.
  
  
• Use Open-Ended Questions – Even after preparing for a call you can find that your research and the client on the line don’t match up. In these cases, don’t panic. Instead, fall back on open-ended questions to discover more about the prospect you are speaking with. Be genuine and concise, asking what you need to know in order to learn about the needs of your prospect.
  
  
• Know When to Give Up – If the call becomes unsalvageable, don’t fight it or let it drag on, instead end the call before you reach a dead end. That way the sale might not be lost, even if the call did not go as well as you hoped. You can choose to schedule another call or follow up with an email. A bad sales call doesn’t necessarily mean the loss of sale. It’s an opportunity to learn from and try again.

The most important tip for calling is to not give up if they go sour. When you approach calls positively, with a good amount of persistence, your sales will be rewarded. Every call is another chance to hone-in and improve your sales strategy. The more calls you make, the more experience you will have, and the easier it will become.

Source: InsuranceNewsNet

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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.

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Success - the definition is different for everyone. However, the one thing that nearly everyone can agree on is that they want to be successful - whatever their definition. A common trait among all successful people is self-discipline; this allows them to keep the commitments they make to themselves and take action on the things they want to change. Successful people understand that good intentions mean very little in the long run. Actions are what make the difference in creating positive results.

When it comes to sales, there are five ways to take action requiring a thoughtful, disciplined approach.

1. Prospecting – Immediately your sales results will improve if you apply self-discipline to the process. With disciplined prospecting, salespeople with little to no sales skills can perform as well as those with greater abilities. Through disciplined prospecting you give yourself more opportunity to be successful and those efforts are will generate long-term, positive results.
2. Nurturing – This opens up the relationships that offer opportunities to attract your ideal clients. When you create value for your prospects, without requesting anything in return, you are nurturing prospects who will turn to you when they need your service. Whether by education, ideas, or solutions to their problems keeping in contact with prospects will pay off in the end.
3. Following Up – Your prospects are judging you. They notice when you keep your commitments, and they notice when you fail to. Following up is not just hitting “send” on the email you promised; it’s also the discipline of doing high quality work over an extended period of time. When you practice the discipline of follow up you will show your prospects you are someone who can always be counted on.
4. Improvement – Once you earn a prospect’s business and they become a client you must continue to improve your relationship with them. Improve what you do for your clients every quarter, share with them the value you are creating, and let them know about any changes happening in the future. Keeping in touch with your clients will keep them happy, solve any concerns they might have, and allow you to request referrals to grow your business.
5. Personal Development – Success means becoming the very best version of you. Continue to educate yourself on your industry and look for new ways to improve your business. Whether it be through trade publications, conversing with colleagues, or product and industry webinars, keep sharpening your saw to improve your skills and stay ahead of your competition.

For more tips on self-discipline and success, please give your PSM marketer a call at 1-800-998-7715.

Precision Senior Marketing will be closed Monday, September 3 for the Labor Day holiday. Regular 8am-5pm CDT hours will resume Tuesday, September 4. 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!
How has self-discipline helped your business? What tips for success would you offer others just starting out?

Source: LifeHealthPro

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