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How to Ask for (and Receive) Referrals

Posted by www.psmbrokerage.com Admin on Tue, Nov 27, 2018 @ 01:24 PM

How to Ask for (and Receive) Referrals

(Photo: Freepik)

Mastering customer retention is key to the health of your business, but new customer acquisition is a big piece of that puzzle, too. Your colleagues in sales are hard at work prospecting to generate new business, but you have an opportunity to do that too -- by asking for customer referrals.

According to the Wharton School of Business, a referred customer costs a lot less to acquire and has a higher potential for retention and loyalty. In fact, a referred customer has a 16% higher lifetime value than a non-referred customer. What's more, these customers are free to acquire for your business -- a win-win.

But how do you go about breaking the ice with your customers to ask them for help? How do you encourage them to mine their network to help you without being pushy or awkward? Fear not -- in this blog post, you'll learn how to identify potential referral opportunities by asking for customer feedback, and how to ask for those referrals once you've identified good candidates.

How to Use Customer Feedback to Identify Referral Opportunities

1. Identify your advocates

Identifying potential customer advocates can seem like a huge challenge, but using a simple Net Promoter Score® (NPS) survey can help make the process a little easier. Using an NPS survey can help you pinpoint potential advocates and turn this customer feedback channel into a referral growth engine.

NPS is a customer loyalty metric utilized across multiple industries to measure how happy a customer is with your product or service. NPS is determined by sending out a single-question survey to your customers that asks: How likely is it that you would recommend our company/product/service to a friend or colleague?

Respondents are asked to score their answer based on a 1-10 scale. Responses of 7 or 8 are labeled as "Passive", and scores of 0 to 6 are considered "Detractors." If a customer responds with a score of 9-10, they're labeled "Promoters" of your business. This group is most likely to provide referrals.

2. Follow up with your promoters

Just sending out an NPS survey isn't enough. You need to follow up with potential advocates and keep the positive momentum rolling along. What's the use of seeing a set of data with people who selected 9 or 10 if you're not going to use it to your advantage?

You have to mobilize your promoters by engaging with them -- and your promoters are your advocates. They are the people who took the time to select an NPS response and raise their hands, saying, "I am willing to recommend you to my friends."

Once you have identified your promoters, you should formulate a plan to follow up and make it easy for them to refer your company or product to their professional network.

If you have an employee at your company who handles new business development or customer marketing, you can have them reach out personally and see if your promoter would be interested in referring you. The key here is to make it easy for your promoters to refer your services to their professional network. Referrals and recommendations from real customers will outperform any share button or social media campaign over the long-term.

3. Use promoter feedback for referrals and testimonials

People are more likely to trust your brand early on if they have social proof of your expertise, and testimonials and case studies are one of your most powerful assets. A great way to get testimonials for your company is simply by asking for customer feedback and turning that exact same feedback that you receive into a testimonial on your website.

There are two ways you can approach this: One is by analyzing all the comments you get from the NPS survey, and then personally emailing each respondent to ask for permission to use their comment as a testimonial. The second way would be to send out a short survey soliciting feedback from promoters.

Once you've identified these happy customers and they've indicated a willingness to speak on your company's behalf, it's time to actually ask them for a customer referral.

Check out the details on the 8 Steps on How to Ask for Referrals here

Additional Updates:
  • 4 in 10 Medicare beneficiaries expected to be on Medicare Advantage by 2028 - View
  • Medicare Advantage check-up. What is the health of the MA Market? - View
  • 5 Medicare changes you should know about - View
  • CMS takes action to lower prescription drug costs by modernizing Medicare - View
  • CVS receives final approval to acquire Aetna - View
  • 3 Ways to practice self-care - View
  • Increase your sales with our complimentary tools and tech - View
  • Express: Mutual of Omaha weekly updates - View
  • VALUES Quote of the Week - View
  • Current agent incentive trips and contests - View

Medicare Advantage / AEP Updates:

  • Your path to AEP success with Precision Senior Marketing - View
  • Enroll your MA and PDP clients online - at no cost to you - View
  • 2019 Medicare Advantage / Part D Certifications now available - View
  • 2019 Medicare Advantage First Looks now available - View
  • 2019 AEP Road Map - Start your planning today - View
  • The DSNP Market continues to grow. Are you missing out? - View

Tags: inbound traffic, Referrals, Leads

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

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:

Infographic-14-Ways-to-Generate-Medicare-Leads

Section Links Include:

 
Read More: 14 Ways To Generate Medicare Leads

Additional Updates:
  • Step right up with Mutual of Omaha Med Supp this AEP - View
  • Mutual of Omaha Med Adv and PDP opportunity - View
  • For a little bit of humor, check out this senior text translator - View
  • 2019 Annual Enrollment Period (AEP) Events - View
  • Follow us on LinkedIn and keep your business informed - View
  • Increase your sales with our complimentary tools and tech - View
  • Express: Mutual of Omaha weekly updates - View
  • VALUES Quote of the Week - View
  • Current agent incentive trips and contests - View

Medicare Advantage / AEP Updates:

  • Your path to AEP success with Precision Senior Marketing - View
  • Enroll your MA and PDP clients online - at no cost to you - View
  • 2019 Medicare Advantage / Part D Certifications now available - View
  • 2019 Medicare Advantage First Looks now available - View
  • 2019 AEP Road Map - Start your planning today - View
  • The DSNP Market continues to grow. Are you missing out? - View

Tags: Medicare, Referrals, Leads, Insurance Marketing, Social Media Marketing, internet sales, direct mail

2015's 50 best ways to generate leads

Posted by www.psmbrokerage.com Admin on Thu, Feb 05, 2015 @ 09:55 AM

blog pic As you start looking for new business in 2015, you need fresh ideas for generating leads. LifeHealthPro.com has compiled the 50 best lead generation tips from submissions by readers and industry leaders, that can help you have your most successful year yet.


  • Pick a niche. Pick a niche and focus on it 100 percent. It can be a health issue like multiple sclerosis or an occupational risk like helping pilots. Lots of agents are taking this approach and seeing fantastic results.
  • Find 25-year-old health insurance prospects. Chasing the elusive Millennials as they are about to age off their parents' health plan at age 26? This is a highly desirable insurance risk, and a competitive market segment.
  • Use Facebook to generate leads. Create a group targeting a very specific audience. Since Facebook has so much data on its users, you can access that data as an advertiser. Take this a step further and create a niche website targeting that audience, too.
  • Stop asking CPAs for referrals. You want leads from CPAs? Then stop asking them for referrals and instead focus on helping them deliver more value to their clients by allowing them to offer proactive and holistic advice.
  • Network strategically. Networking should be limited to two types of groups and events: (1) Where you can interact with prospective clients and, (2) Where you can interact with professionals who work with your prospective clients.

http://www.lifehealthpro.com/tag/50-best-ways-to-generate-leads?utm_source...

 

Source: lifehealthpro.com

Additional Updates:

Tags: Sales Tips, Leads, Sales Leads, sales advice

10 Great Ways to Generate Sales Leads

Posted by Guadalupe Cantu on Fri, Oct 25, 2013 @ 07:52 AM

Medicare Supplements Every successful advisor has one thing in common that continue to keep their business growing. They ensure to keep a healthy stream of leads flowing into their pipeline. How do they do keep the influx of leads coming in? Is it a “secret” they keep safely guarded? Below are great lead generation tips successful advisors use to stay on top of their game.

  1. Network. Join a network within your industry and stay active in local business chapter. Become involved in local seminars that speak to potential prospects. Focus on quality of the network and not the quantity. Concentrate on developing referral partners to work with.

  2. Build referrals partners. Build a professional relationship based on trust and reputation with fellow professionals. Ask for recommendations for referrals. Return the favor and see your referrals gain grown.

  3. Build your reputation as an industry leader. Get involved and join a local service association that you may enjoy; such as, the local Chamber of Commerce, insurance professional association or even a church. These may not be immediate sales leads, but can be a great source for the long haul.

  4. Ask your clients. Ask your existing clients to introduce you to one or two people who fit your client profile. Your client may be your most valuable lead generating asset.

  5. Build a foundation. Focused on your goals and develop your personal brand identity: a trusted, well recognizable brand will lead to prospects.

  6. Develop and maintain an online presence. Sign up and make good use of social media outlets like Facebook, LinkedIn and Twitter. Be consistent and post valuable information and promote benefits. Tell prospective leads what you can do for them.

  7. Learn from your competitors. Look at what they are doing and what has been working for them. Implement those methods onto your own organization.

  8. Focus and target your audience. Identify what their needs are. Once this has been determined, then the marketing message and campaigns can be tailored accordingly. Do the same to the other product lines, identify, categorize, customize, and so on. Soon, your hard work will pay-off, and you will see leads building up.

  9. Commit and stick to a plan. Commit...Commit…Commit… It can’t be overemphasized. Always stick to your plan and don’t drift away. Advisors can always build life insurance leads through website, emails, telephone calls, and referrals program.

  10. Invest in lead programs. Invest in Customer Relationship Management systems (CRM) that help manage an organization current and future customer sales leads.

Please give us your feedback!
Question: What steps have you taken to build your sales lead? How has it changed your business?

 

Source: LifeHealthPro

Additional Updates:
    • Assured Life Association/Woodmen of the World
      November 2013 Med Supp rate release for IL, TN, CO, MT, UT. Learn More

      - November Med Supp Outlines for IL. Learn More

      - November Med Supp Outlines for TN. Learn More

      - November Med Supp Outlines for CO. Learn More

      - November Med Supp Outlines for MT. Learn More

      - November Med Supp Outlines for UT. Learn More


    • 2014 Medicare Advantage and Part D Certifications are now available! Learn More

Tags: Referrals, Leads, Creating Value, Professional Networking, Advisor, Sales Leads

Easy guide to build a web marketing strategy on a budget

Posted by Guadalupe Cantu on Fri, Sep 13, 2013 @ 12:29 PM

Medicare Supplements With today’s ever evolving internet technologies, its social forums, and marketing techniques, many businesses spend thousands of dollars every year on a professional website design, search engine optimization and pay per click campaigns.

The effectiveness of those marketing efforts varies by company, budget and their team’s dedication toward the success of the business. However, for those smaller businesses that lack the marketing budget and dedicated team force, there are simpler techniques that can help to market their brand and garner new business or leads.  Those three most important online traffic techniques for online marketing are organic search, inbound traffic and click through rate.

Increase the organization online visibility by working on the Organic search. Identify keywords that tie you to your industry. Be specific and direct and avoid using generalized words. Use these words on the websites pages, headers, title, meta-tags, and within URL’s. This will help increase the website rankings through the search engine result pages (SERPS). Remember, this your single most important arsenal.

Go further and optimize the website to be local, if the majority of you cliental are within your vicinity and not out of state, use news and articles that are of interest to your specific area. This will further enhance the site visibility.

Start a blog. Write articles that are relevant to your industry and stay committed. This can help increase the company’s brand and make it a reputable industry leader. It will also help bring more inbound traffic to the site.

Go social. Publish your latest news, releases and blogs to other social Medias; such as, Twitter, Facebook, LinkedIn, Google +, etc., and see how this will also get your business noticed through organic search.

Track your inbound traffic. Find out where the traffic source is coming from. Is it coming from a search engine, forum, news, social network, maps, or online directories? All this data are great resource to have to identify areas that have successful inbound traffic, versus areas that need improvement. Hence, this information can be obtained by most web hosting companies with their web analytics programs.

Check your click-through rate. Also known as calls to action or CTA’s, are the links or words user click on to do an action. Check to see how many times a call to action has been clicked on. Find out what has been working well and where there is room for improvement. Create CTA’s that engage users to fill out product forms, a poll, or direct them to a landing page that advertises a new service, special discounts or a new product.

Dedication is crucial to the web marketing strategy success. Be persistent and check all organic searches, inbound traffic and click through rates. And with a little patience, those results will help market your business brand, garner new business or leads and better improve the website ranking along the way.


Please give us your feedback!
Do you feel your business could improve by implementing three most important online traffic techniques for online marketing; organic search, inbound traffic and click through rate?

 

Source: LifeHealthPro

Additional Updates:
    • UnitedHealthCare: PSM is excited to promote the 2014 UHC Proposed Plan Benefits. Don’t miss this opportunity!

      National Training Calendar. Learn More

    • Coventry : At PSM, we want to ensure our agents have the resources and tools to sell successfully and provide Medicare consumers with valuable and accurate information and assistance.

      Training Calendar. Learn More

Tags: Networking Sites, Organic Search, inbound traffic, click through rate, call to action, Success Tips, Web Marketing Advice, Leads

In-Store Pharmacy Program – PSM Agent Opportunity

Posted by Lauren Hidalgo on Fri, Aug 24, 2012 @ 10:13 AM

Medicare SupplementsPrecision Senior Marketing is looking for New Agents that want to get in on the ground floor of our Prescription Drug Plan being launched in Partnership with Community Pharmacies across the Country. We will be partnering with a preferred network of over 22,000 trusted community pharmacies including select large national pharmacy chain locations, the largest national pharmacy chain with over 8,000 stores.  The pharmacy program is currently planned to be offered to qualified seniors in all 50 States, plus Puerto Rico.

This new pharmacy program expects to have the largest "in-store" agent program in the country for 2013 Medicare open enrollment. Upon completing a free certification course and qualification process, agents will receive $0 access to a product-branded agent kiosk located inside select pharmacies within our network of preferred pharmacies.

By teaming up with select large pharmacy chain locations and a national network of trusted independent and regional neighborhood pharmacies across the country, this opportunity will be uniquely positioned to play a significant role in shaping prescription solutions for seniors. This program has been designed with community pharmacists to address the shifting Part D landscape and to meet the ever-changing needs of the current Medicare population, in addition to the 10,000 people who are turning 65 every day across America.

If you are a self-motivated and competitive individual who is looking for a unique and rewarding new opportunity, join the PSM team and take advantage of this ONCE IN A LIFETIME PROGRAM!

Build a better life for your family while making a positive difference for others!

Get Started with Retail Pharmacy Program

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.


Additional Updates:
  • Assured Life Medicare Supplement Updates - Learn More
  • Gerber Life Medicare Supplement Updates - Learn More
  • New Competitive Rates from the Mutual of Omaha Companies - Learn More
  • A Path to Selling Insurance Products That Carry the AARP - Learn More

Tags: United Healthcare Medicare Supplement, Annual Enrollment Period, Senior Market Advice, Assured Life Medicare Supplement, Leads, Building Client Relationships, Gerber Life Medicare Supplement, Annual Election Period

Unconventional Marketing Techniques that Work

Posted by Lauren Hidalgo on Fri, Jun 01, 2012 @ 09:40 AM

Medicare SupplementsAgencies 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

Tags: Sales Tips, Web Tips, technology, Referrals, Leads, Medicare Sales, Customer Service, Professional Networking

GAO Calls for End of Medicare Advantage Bonus Program

Posted by Lauren Hidalgo on Fri, Apr 27, 2012 @ 09:43 AM

Medicare SupplementsThis week government auditors called for a cancellation of an $8.3 billion dollar Medicare program that some congressional Republicans think is a political ploy by the Obama administration. The money is going toward a three-year project intended to make quality improvements to Medicare Advantage plans and financially reward those plans that are scoring well by the Department of Health and Human Services. However the Government Accountability Office (GAO), the investigative agency of Congress, uncovered that the plan’s spending "dwarfs" all other Medicare pilots undertaken in the last 20 years. Plus, they found the majority of the money is going to plans earning only three to three-and-half stars, an "average" score.

Available through 2014, these quality bonuses to Medicare Advantage plans will postpone the drastic cuts Medicare Advantage plans will be faced with under the new health care law. However, the GAO questions whether the bonus program will actually be an incentive to promote quality in insurance providers. Defending the bonuses, the Health and Human Services Department issued a statement saying, "the demonstration supports our national strategy to improve the delivery of health care services, patient health outcomes, and population health."

Orrin Hatch, the ranking Republican on the Senate panel which oversees Medicare, questioned if the administration had the legal authority to create the program. Hatch stated, "The White House does not have the authority to green-light spending on whatever program it wants. This report is just the beginning — I will be demanding answers."

Hatch also questioned the Obama administration’s use of a technicality in order to sidestep Congress and "write itself a blank check to spend more money for political purposes leading into this year’s elections." He and other congressional Republicans see the spending as a way to appease seniors, a key constituency of swing voters during this election year.

The Medicare Advantage bonus program is the costliest in Medicare history, with money coming from the Medicare trust fund. Next week the Medicare trustees will be releasing their annual report on the status of the program, which is already facing a long-term financial crunch.


Please give us your feedback!
Do you think President Obama is misusing the $8.3 billion for his own agenda of being re-elected this year? Or do you think the bonus plan is a good incentive to make Medicare Advantage companies to take better care of their policyholders?

Source: CNN, Herald-Tribune

Additional Updates:
  • New Direct Mail Program - $390 per 1,000 - Learn More

Tags: senior market news, Medicare Advantage, health insurance news, Leads, Medicare Advantage News, health care reform

Overcoming Common Sales Objectives

Posted by Lauren Hidalgo on Fri, Apr 06, 2012 @ 09:25 AM

Medicare SupplementsIf your sales aren't as high as you’d like them to be, it might be time for a new perspective. Whether you've encountered situations you haven't dealt with before, or ones that change midway through the sales conversation, a new perspective can help you manage the change.


Here are some questions to ask yourself:

  • Are you visiting/talking to enough clients and prospects? Are you being proactive and keeping your activity high? Determine your customer contact time as a percentage of your total working time. Although, remember not to confuse movement with action.

  • Are you talking to the right people? Consider how your cold-calling strategy and any leads you are purchasing are working for you. What is the rate of return on your investment? Are you speaking with turning 65 leads or older seniors looking to switch plans? Also, make sure you are speaking with the decision maker in the household. Some seniors may prefer you speak to their spouse, caretaker, or child.

  • Are you saying/doing the right things? Are your sales skills up to par? If not, look into taking a course or seeking out advice from someone you admire as a mentor. You can also talk with your marketing representative at PSM, who have sales scripts, tips, and techniques that can help guide you to fulfilling your sales goals.

  • What is your predominant attitude? As cliché as it sounds, your attitude on each call is a small thing that makes a big difference. It sets the tone and drives the call. Are you excited about your product? Find an angle, and be aware that you will drive your sales with it.

When you look at these problems from a different perspective you will find you can increase your sales, improve your approach, and find creative ways to solve the problem you are struggling with.

Please give us your feedback!
What have you done to change your prospective in your business? How did it affect your closing ratio? What advice do you have for other agents who might be struggling?

Source: LifeHealthPro

Additional Updates:
  • Forethought Freedom Process Improvements & April Incentive Contest Announcement - Learn More
  • Are Medicare Select sales opportunities passing you by? - Learn More

Tags: Sales Tips, Success Tips, Senior Market Success, Health Insurance, Cold Calling, Leads, Forethought Medicare Supplement, Medicare Select

Medicare Mailers - Targeting Turning 65 Prospects

Posted by Lauren Hidalgo on Fri, Mar 30, 2012 @ 12:09 PM

Medicare SupplementsA 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

Additional Updates:
  • 14 Ways to Generate Medicare Leads - Learn More
  • How To Get Started in Medicare Sales - Learn More
  • Heartland National Supply Requisition - Learn More
  • Heartland National First Guardian Cancer Care Brochure - Learn More
  • Heartland National Secure Advantage Hospital Indemnity Brochure - Learn More

Tags: Sales Tips, Referrals, Leads, Heartland National Medicare Supplement, Customer Service, insurance companies

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