THE 8% EXPERIENCEHow do successful people think? From the professional to the personal realm, hear how you can better overcome challenges and develop a winning mindset. A destination without a path is unreachable. Learn what leaders from your industry and others did to pave their way to your dream lifestyle. Connect with the TOP performers in the industry. At 8% Nation you’ll learn the moves, the strategy, and build the network you need to SUCCEED. The 8% Nation Insurance Wealth Conference is an opportunity to motivate and invest in yourself. ARE YOU IN THE 8%?
NETWORKINGHave you ever heard the term, “It’s not what you know, it’s who you know?”One of the greatest things about the 8% Nation conference is the attendees themselves. Friendships, partnerships, and mentorships have all happened from agents just like yourself who happened to bump into the right person in the audience. By connecting with the person to your left or your right (or both) at our conference, you can hold each other accountable to your new goals, challenge yourselves to do more every day, and help each other to keep a growth mindset. It’s important to keep successful people around you if you want to achieve your goals and the people who attend 8% Nation are the ones who are committed to doing something big with their lives. Join Us!Join us this July for a one-of-a-kind learning and networking insurance experience.PSM will be a sponsor for the 8% Nation event including a booth exhibit and breakout session and we would love to see you there. DON’T MISS 2021. Reserve your spot now for a once in a lifetime event.
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Medicare Blog | Medicare News | Medicare Information
8% Nation Conference 2021 - July 23rd and 24th - Dallas, TX
Posted by www.psmbrokerage.com Admin on Wed, Feb 24, 2021 @ 10:36 AM
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Tags: Success Tips, Professional Networking, sales advice, Entrepreneurship, Insurance Marketing, Leadership
Customized Medicare Facebook Ads
Posted by www.psmbrokerage.com Admin on Mon, Nov 09, 2020 @ 10:09 AM
Looking for something custom? We also offer a full suite of creative services to our producing agents. Let us know how we can help you today!
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Tags: Sales Tips, Medicare Advantage, Medicare Supplement, Medicare Part D, Insurance Marketing
Customized Promotional Medicare Flyers
Posted by www.psmbrokerage.com Admin on Fri, Nov 06, 2020 @ 03:58 PM
Looking for something custom? We also offer a full suite of creative services to our producing agents. Let us know how we can help you today!
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Tags: Sales Tips, Medicare Advantage, Medicare Supplement, Medicare Part D, Insurance Marketing
How to Improve Your Ability to Cross-Sell Your Clients
Posted by www.psmbrokerage.com Admin on Thu, Mar 05, 2020 @ 11:02 AM
How to Improve Your Ability to Cross-Sell Your Clients Here is how to improve your ability to cross-sell your clients. Creating the Right New ValueIf there is a single key to retention, it is the creation of new value. Resting on your laurels leads to apathy, complacency, entitlement, neglect, and, eventually, lost clients. Quarter after quarter and year after year, you have to provide your clients with something that creates higher value, some improvement, some novelty. The best way to look at cross-selling is to focus on the value creation for your clients. But not just any unique value, the actual new value. The mindset here is one of continuous improvement, constantly working to improve your client’s position and their outcomes by providing them with new ideas and new solutions. Your focus on creating the right new value adjusts the self-oriented idea of cross-selling to the other-oriented notion of creating new value. If you are an account executive, your role and responsibility to your clients require you to help them produce the best possible results, requiring you to bring them what comes next. So what happens next? Suggesting a Maturity ModelThe maturity model is an important concept to explore when you have many solutions, all of which create value for your clients in different ways. The idea of a maturity model is simple. You start with the idea that your client adopts a solution that starts them on their way to creating better results, something we’ll call Good Enough. The next solution they choose extends their competency and their effects on something you might call “Competitive.” Now they have two of your solutions. After some time, you install your third solution, moving your client’s maturity level to Best in Class, with the combined value of your three solutions far exceeding the value of each individually. Maybe you have one more solution that, if adopted, would provide your client with a maturity level of “Bleeding Edge,” giving them a distinct advantage in their market. Working your client through the maturity model might require three solutions, or it might include nine different offerings. The model provides you with a plan for what comes next, how it multiplies your client’s results and provides you with a plan for introducing the next solution. If you are going to cross-sell, having a structured approach will improve your results. Providing a Roadmap to the FutureTechnology companies have a development roadmap. In meetings, they often show their clients what functionality they have available, what they are developing now, and what they intend to build over some relatively long period, say, three years into the future. If you want to improve your ability to bring in new solutions over time, you can start very early in the process, showing your clients what their roadmap might look like in the end. Starting with your first quarterly business review, you can introduce the idea that once you stand up for the first solution, your client will be capable of adding the solution that you believe comes next. The roadmap is a theory, and if you are close to your client, you should have excellent working hypotheses about what they need next—or what they want. Your roadmap for your client is something you can use to collaborate with your client, adjusting it based on their needs, what they are capable of executing, and what’s most important. One of You Is LeadingIf you sell for a company with many solutions, you should adopt the idea that either you are leading your client to better results by creating new value, or your competitor is probing for opportunities, gaining a foothold in your client account. Either you are going to bring them new solutions and help them with the results they need, or you are allowing some potential need to go unaddressed, an invitation for your contacts to engage with a salesperson from your competition. Either you land and expand, crowding out any need for your competitor, or they will land some seemingly small opportunity, using that as a jumping-off point for an eventual competitive displacement, meaning they eat your lunch. Cross-selling may be the term we use in sales to talk about selling new solutions to our existing clients, but it doesn’t tell you much about the reasons you might introduce new value, and it says even less about retention and growth. Because this is true, many (maybe most) sales organizations don’t view cross-selling (or what I would call “the creation of new value” as the strategic imperative that it is for those of us who live in the red ocean. Source: https://thesalesblog.com/2020/03/03/how-to-improve-your-ability-to-cross-sell-your-clients/ ![]() |
Tags: Insurance Marketing, cross selling
Aetna: DSNP marketing materials are now available
Posted by www.psmbrokerage.com Admin on Fri, May 10, 2019 @ 03:17 PM
Aetna is constantly adding new materials to the Studio. Make sure you check back often to find out what’s new. If you are not appointed with Aetna, Click here to request contracting and sales materials. |
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Tags: Insurance Marketing, aetna, DSNP
14 Ways To Generate Medicare Leads
Posted by www.psmbrokerage.com Admin on Wed, Sep 05, 2018 @ 04:56 PM
14 Ways To Generate Medicare Leads Lead Generation is the process of attracting and converting strangers and prospects into someone who has shown interest in your product or service. For starters, exceptional lead generation comes from a relentless willingness to experiment with several different tactics, and to combine these tactics across multiple channels. It’s unlikely that you will find just one technique that will pave a path of success to your business. You will likely need to take advantage of multiple channels concurrently. Broadly speaking, there are 2 categories of lead generation: Inbound and Outbound. We will review the differences between the 2 before discussing some lead generation techniques that may be right for you. Read the full article that includes the Infographic below: Section Links Include: |
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Tags: Medicare, Referrals, Leads, Insurance Marketing, Social Media Marketing, internet sales, direct mail
Baby Boomers Embrace Technology
Posted by www.psmbrokerage.com Admin on Tue, Mar 13, 2018 @ 03:51 PM
Most Americans have embraced technology in their daily lives and those over 50 are no exception. Results of a new survey by AARP show older adults are using a variety of devices to stay informed, shop and connect with others. Over 90% of adults over 50 own a computer or laptop, 70% have a smartphone, and over 40% own a tablet, according to a national study of 1,520 adults conducted in November. Adults 70+ are more likely to have more dated technology, such as desktops and feature phones, than those age 50-69. Want to know what the grandkids are doing? Check on Facebook. Sure enough, across all devices, over seven in ten adults 50+ are on social media, and nine in ten (91%) of those with devices say they use technology to stay in touch with friends and family. Different devices for different purposes Smartphones help people be social while they are on the go. Over half of smartphone owners use a social app weekly. Texting (86%) has caught up to email (87%) as the top ways people use technology to communicate with others. Among adults 50+, nine in ten say they use their smartphone to send instant messages, texts or emails, and over three quarters find them handy for getting directions or traffic information. They also use them for purchasing apps, surfing the internet, getting news, and accessing social media, the AARP research found. Just how adults use technology varies by age. Adults 50-59 are more likely to do banking activities and watch video on their smartphones than those who are over 60. However, smartphone users age 60-69 are leading the way in using their phone to manage medical care (they are significantly more likely to do so than those over 70: 33% vs. 21%). Respondents report using tablets more for entertainment and computers for practical tasks. Adults in their 50s and 60s use their computers to engage in online learning activities and posting ratings and reviews more frequently than those older. Further, Americans over 70 do fewer activities on their computers than those under 70, with a couple exceptions, including gaming (over half play games on their computer) and email. When it comes to wearable technology (smartwatches, fitness trackers, etc.) and home assistants, just a small percentage of the 50+ market are on board. Younger adults are more likely to own a wearable than those over 70. Wary of security and virtual reality In spite of the reliance on technology in many realms of life, just 18% of adults 50+ are extremely or very confident in their online privacy. Four in ten (41%) are not very or not at all confident in their privacy. Those over 70 are more skeptical their information is private online than those aged 60-69, the survey finds. Most older adults do not completely trust companies to keep their data secure. The survey discovered respondents have more confidence in banks and health care organizations and less trust toward the media, social media sites, and membership organizations. Despite security concerns, however, the survey found many older adults don’t take proactive steps to protect themselves (although men are more likely to do so in several instances). Overall, just 58% of respondents say they use a passcode to lock their tablets and 59% use one on their smartphones. And changing passwords every few months? Just 45 percent of adults 50 and over take that security precaution. Few older adults have used virtual reality, and many are unfamiliar with augmented reality. Most respondents had heard of virtual reality devices but few have tried them. Adults age 50-59 are the most likely to have checked out or own a virtual reality device, but adoption is still small. Over six in ten adults in the survey have never heard of augmented reality and very few have tried it -- although awareness was greater among those in their 50s. This study was fielded from November 16-27, 2017 using GfK’s KnowledgePanel, a probability based web panel designed to be representative of the adult US population. Respondents needed to be age 50 or older to complete the survey. Completion rate was 59.9% and resulted in a total sample of 1,520. The data are weighted by age within gender, education, race/ethnicity, household income, language preferences, and Census division to reflect US adults age 50 or older. For more information contact G. Oscar Anderson at GAnderson@aarp.org. At PSM, we provide the tools, knowledge and support to help take your business to new levels. If you have an interest on how to effectively sell online, we would love to assist you. Source: https://www.aarp.org/research/topics/technology/info-2018/technology-use-attitudes.html |
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Tags: Web Marketing Advice, Baby Boomer Medicare Stats, Insurance Marketing, Social Media Marketing, Digital Marketing
Have a Website? The Definitive Digital Marketing Handbook for Medicare Agents
Posted by www.psmbrokerage.com Admin on Mon, Mar 05, 2018 @ 12:08 PM
If you sell Medicare products and you have a website, this is an insightful on how to effectively market your business. We live in a digital world. The signs of people’s ever-increasing passion for digital communications are all around us. Digital has become woven into everyday life, yet, most Medicare Agencies don't have a sound digital marketing strategy. KERN Health’s informal polls at the Medicare Marketing & Sales Summits in Orlando and Nashville suggest that most (65%) of Medicare Agencies felt that their organizations were struggling and were unprepared to develop a digital marketing strategy. According to Pew Research Center, 76% of older (leading-edge) Boomers (ages 60–69) use the Internet daily. Even the Silent generation (ages 70–87) now has an adoption rate of 61% who use the Internet. And when we look at the younger (trailing-edge) Boomers (ages 51–59), we see the handwriting on the wall for the future of Medicare marketing—with only 17% of this group not using the Internet daily. Furthermore, 84.9% of Boomers and Medicare beneficiaries are sharing information, talking about politics and engaging on Facebook.
And when we’re speaking about digital, more than half of what we’re speaking about is mobile. According to a 2016 Pew Research Center report, mobile now accounts for more than half of all digital advertising spending, while digital ad spending grew from $43 billion in 2013 to over $60 billion just two short years later. Hopefully this guide will provide insight and best practices on how to make sure your website and marketing efforts are optimized in the new digital age of the senior market. |
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Tags: Web Marketing Advice, Baby Boomer Medicare Stats, Insurance Marketing, Social Media Marketing, Digital Marketing
Hispanic Market of Growing Interest to Insurance Agents
Posted by www.psmbrokerage.com Admin on Tue, Jul 18, 2017 @ 02:27 PM
Not only are Hispanics the fastest-growing young demographic in the U.S., but they have the longest life expectancy at birth, facts that might interest insurance agents looking to build their books of business. Underwriters of life insurance policies might also want to take note as the nation becomes more ethnically and racially diverse and as Hispanics continued to be underrepresented in life insurance coverage. The data are the latest findings published by the National Center for Health Statistics in “Health, United States 2016.” “By 2015, just over one-half of the child and adolescent population was non-Hispanic white and one-quarter was Hispanic,” study authors wrote in the 488-page report. The NCHS is the principal data collection agency of the Centers for Disease Control within the U.S. Department of Health and Human Services. There were about 321 million people in the U.S. in 2015, compared with 216 million in 1975. Fastest-Growing Segment In 2015, nearly a quarter (24.6 percent) of the population ages 0 to 17 years old was Hispanic, an increase from 17.1 percent in 2000, as that age segment grew fastest. Hispanics ages 18 to 64 years old made up 17.3 percent of the population, an increase from 12.2 percent in 2000, the report found. Hispanics 65 years and older made up 7.9 percent of the population in 2015, an increase from 5 percent in 2000, the health data found. By comparison, in 2015 whites made up 51.5 percent of the population age 0 to 17 years old compared with 61.3 percent in 2000. In 2015 whites 18 to 64 years old made up 61.5 percent of the population, compared with 70 percent in 2000. Whites 65 years and older made up 77.8 percent compared with 83.8 percent in 2000, the data show. Life Expectancy Highest Among Hispanics That the nation’s population is moving toward racial and ethnic diversity isn’t exactly new, but the latest mortality data about Hispanics might be. During 1975-2015, average life expectancy at birth in the U.S. rose from 68.8 years to 76.3 years for men and from 76.6 years to 81.2 years for women. In 2015, Hispanic men had a life expectancy at birth, on average, of 79.3 years and Hispanic women had an expectancy of 84.3 years. Non-Hispanic black men, with a life expectancy at birth of 71.8 years and non-Hispanic black women, with a life expectancy of 78.1 years, had the shortest, according to the data. Life expectancy at birth was 7.5 years longer for Hispanic men than for non-Hispanic black men and 6.2 years longer for Hispanic women than for non-Hispanic black women. The leading cause of death in 2015 was heart disease, which claimed 23.4 percent of all deaths, the data show. Heart disease was followed by cancer (22 percent), CLRD, or chronic lower respiratory disease, (5.7 percent), unintentional injuries (5.4 percent), stroke (5.2 percent), Alzheimer’s (4.1 percent), diabetes (2.9 percent), influenza and pneumonia (2.1 percent), nephritis and nephrosis, or kidney disease (1.8 percent), and suicide (1.6 percent). From 2011 to 2014, diabetes, a condition in which the body is deprived of insulin, affected 12 percent of adults age 20 and older. From 1988 to 1994, diabetes affected 8.8 percent of adults 20 and older, the data show. Between 2011 to 2014, the prevalence of diabetes among blacks and Hispanics of Mexican origin was almost twice as high than for non-Hispanic whites, the data found. Source: http://advisornews.com/innarticle/hispanic-market-growing-interest-advisors |
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Tags: Building Client Relationships, Baby Boomers, Boomer Retirement, Insurance Marketing, Lead Generation, prospecting
3 Reasons Why Senior Market Insurance Agents Should Be Utilizing Facebook
Posted by Carly Callahan on Thu, Oct 22, 2015 @ 03:44 PM
Just recently, a research study conducted by Limelight Network, Inc. has concluded that Baby Boomers are spending more than 15 hours online per week, making them the majority power users online. With 55% of seniors on Facebook in 2014, implementing a Facebook marketing strategy should no longer be an afterthought for senior market insurance agents. Companies of all sizes from every industry have made the leap into Facebook and are actively planning strategic campaigns around their social activity, but senior market insurance agents have seemingly lagged behind. Why is this? Is it a lack of understanding about social media as a whole and how it integrates with marketing efforts? Or, could it be somewhat of a fear of compliance with regulations set standard by CMS? These obstacles should not stand in the way of building up Facebook marketing strategies, as they are all easily overcome. See, there's a lovely void of which YOU can take advantage: There aren't very many agents in the game and the bar for Facebook marketing strategy is set pretty darn low. With that in mind, let’s get into the three reasons why senior market insurance agents should be utilizing Facebook. 1) It helps you to better service and retain your existing clientsThe rapid pace of consumer and technological change is like nothing seen before. Access to digital technologies has equipped consumers with the ability to research, read reviews, share recommendations and get instant answers to their inquiries. In turn, it’s caused much disruption to traditional insurance business models and has created quite a significant change in consumer expectations and behaviors. Facebook is a great way to spread the word about the social, political and economic industry trends and changes. For example, there's plenty of misleading or confusing information on the Internet about Medicare - think about ways in which you can use your Facebook page to positively impact clients and the public to combat this. Be conscious of articles that may come across your eyes, such as those elaborating upon the rising Medicare Part B Premiums or the pressures mounting for Medicare drug benefits, and be sure to share your ideas upon them with your audience. The idea here is to limit self-promotional posts and instead focus on ways that help clients make sense of the abundance of product information, as your Facebook marketing strategy should not revolve around selling a product or a service. 2) It improves the overall client experienceTo keep up-to-date with your clients and gain insight, use your Facebook as a way to inform, assist, and entertain them. Engage with them. Show off your personality. Humanize your business as a senior market insurance agent. Respond to reviews and inquiries. 3) It will attract new clientsApparently, Baby Boomers are spending more time online per week than we do sleeping each night. With that being said, it’s a no-brainer that Facebook can serve as a great way to reach prospective clients. Plus, as mentioned above, not many other senior market insurance agents have implemented their own Facebook marketing strategy. Use Facebook as a platform to raise awareness to your business as a senior market insurance agent, or (if you have a personal website) to drive prospects toward landing pages so that you can nurture those leads into becoming clients. Your Facebook posts should be relevant, well-written and accompanied by media to grab your audience's attention. The sky is the limit here - Explaining the enrollment process through infographics, guiding them to video resources that may explain Medicare a little more in depth, etc.
No matter which segment your specialty lies within, whether it's Medicare Supplements, Medicare Advantage, Annuities or Final Expense, your Facebook marketing efforts will relay social proof that emphasizes your role as a highly-trusted, impartial advisor. When it comes down to it, this is what will get you shares, likes, retweets and favorites - in turn, landing you more referrals! As the number of seniors on Facebook continues to evolve, more reasons for you to get started on your Facebook marketing strategy will come about. If it helps, you can always search around for other insurance agents on Facebook and get a sense for what they’re posting. Jot down some notes of what resonates with you versus what feels a bit off. After you get comfortable, you’re ready to create your Facebook page and start engaging with your clients on Facebook. For ideas on what to post, or to stay up-to-date with industry trends and changes, be sure to like Precision Senior Marketing on Facebook! :) Your senior market insurance business will flourish for years to come. https://www.linkedin.com/pulse/3-reasons-why-senior-market-insurance-agents-should-caroline-callahan
Source: www.linkedin.com |
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