Medicare Blog | Medicare News | Medicare Information

Customer Profile Enhancements in YourMedicare SunFire

Posted by www.psmbrokerage.com Admin on Mon, Mar 27, 2023 @ 02:34 PM

SunFire is excited to announce some upcoming enhancements to our existing customer profile page, including the BEQ Lookup and Needs Assessment, available starting April 4th, 2023.

The enhancements are targeted to:

Increase BEQ lookup adherence to validate customer information and ensure data is prefilled on the enrollment form
Improve metrics around adding Doctors (additional focus on "primary doctors") and Drug Cabinets completions during the needs assessment
Increase speed with updated APls for adding Doctors and Medications
Reduce the number of clicks on the page and clean up redundant pieces of data

There is also a new Customer Opportunities page, which will serve as the place for Agents to see available opportunities for the customer outside of the enrollment.
(Currently displays if VBC is enabled)

Check out the details

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Tags: Medicare Advantage, phone sales, SunFireMatrix, Telesales

Important Notice For Agents Conducting Telephonic Enrollments

Posted by www.psmbrokerage.com Admin on Wed, Mar 22, 2023 @ 02:43 PM

Important Notice

It is essential that agents are aware of CMS and Carrier expectations when conducting telephonic enrollments. Doing so not only protects the client, but also protects the agent from corrective action.

Please review the information below and ensure these elements are covered during a telephonic sale to remain compliant and to protect clients.

1.) Review the Summary of Benefits prior to completion of the enrollment:

Agent Must:

Complete the SOB (Summary of Benefits) per approved script requirement.
Accurately answer all additional questions asked by applicant or their legal representative
Provide accurate information on plan details described.

2.) Read all required disclosures for the determined plan of interest:

Agent Must:

Read all relevant disclosures as outlined in CMS approved script (i.e., verbally or via IVR(INTERACTIVE VOICE RESPONSE)) and collect agreement/understanding. This will include disclosures listed in the application (i.e.: pop up, required statements)

3.) Accurately complete the caller's application and review the following: 1) contact information, 2) payment options, 3) language preference, and 4) alternate format election:

Agent Must:

Provide the plan name
Advise of the plan's effective date
Confirm the beneficiary is ready to complete the enrollment

4.) Provide a compliant call closing:

Agent Must:

Provide carrier name and customer service phone number
Provide TTY
Provide application confirmation number

5.) Obtain and document permission from the beneficiary prior to accessing MARx to determine eligibility on their behalf. Agent must obtain permission from the beneficiary to access MARx on their behalf and explain they may note details regarding the following:

Current enrollment
Medicare Part A & B entitlement dates
Eligibility information
Incarceration, etc...

Note: Agents do not need to list every detail to be compliant. There may be high-level discussion information that can be viewed by listing examples.

Thank you for your continued support in upholding compliant sales practices! If you have any questions regarding this information, please contact us.

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Tags: Medicare Advantage, phone sales, Telesales, Compliance

YourVirtual Sales Tools and the Top 10 Tips for Converting Your Business to Virtual Sales

Posted by www.psmbrokerage.com Admin on Fri, Apr 03, 2020 @ 01:17 PM

YourVirtual Sales Tools and the Top 10 Tips for Converting Your Business to Virtual Sales

Virtual sales tools header-1

Consumers are buying insurance products remotely, and top agents are gaining market share. Set yourself up to better compete in this new world…

Virtual sales start here

10 Tips for Converting Your Business to Virtual Sales Seize the Opportunity

#1. Replace Face-to-Face Meetings with Video Conferencing - Check out the best platforms to host, record and share video conferences and webinars, including screen sharing for signature capture.

#2. Explore the Possibility of Using Email, Voice & Text Signature Options - Check with carriers for specific guidelines on whether they accept email, voice, or text signature and the specific script, training and operational requirements needed to submit business. Learn More.

#3. Write New Business Remotely - Access YMEC, FireLight and CSG electronic application platforms available to you through Agent Xcelerator®, plus an array of carriers with eApp & remote signature capabilities. Access Now

#4. Manage your Team with Instant Messaging - Learn here about two popular instant messaging and video chat services to keep team members connected and collaborating.

#5. Set Up a Website for Increased Sales - Having a strong website is important for establishing credibility in a virtual selling environment. Learn more about great options to set up and improve online performance.

#6. Buy Leads & Ramp Up Your Marketing - Set up a regular funnel stream with weekly lead buying for annuities, Medicare and final expense. Check out these great options for direct mail, digital leads, warm transfer calls, webinar and pre-qualified scheduled appointments.

#7. Host Webinars, ILO Seminars - Try these tips for holding successful webinars.

#8. 'Pilot, Pilot, Pilot' & Set Yourself Up for Success - Hope is not a strategy! Check out these Best Practices for working remotely.

#9. Conduct Client Reviews - Now is a great time to reach out to your A and B clients to schedule a review. Use these great tools to help clients in light of COVID-19 and a volatile market environment.

#10. Invest in Yourself & Others - Do something today that your future self will thank you for. Learn more about tips for advancing your career and how you can help feed citizens in need during this challenging time.

Related:

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Tags: Medicare Advantage, Medicare Supplement, Life Insurance, phone sales, online sales, phone tips, COVID-19, Telesales

Introducing Prosperity Life Final Expense Plans

Posted by www.psmbrokerage.com Admin on Thu, Apr 02, 2020 @ 12:44 PM

Introducing Prosperity Life "New Vista"
Final Expense Plans

Prosperity Life Company Description

Meeting financial promises to their customers through financial strength and stability is paramount to everything they do and is evidenced by an A- (Excellent) A.M. Best financial strength rating. Prosperity proudly services more than 300,000 policies with over $15 billion of life insurance inforce. Prosperity had $2.5 billion in assets as of 2017 YE and generated $34 million in after-tax statutory earnings in 2017.

Prosperity Life "New Vista" Final Expense Highlights:

Prosperity is one of the pioneers in selling Final Expense with over 30 years of experience. They have paid over $200 million in claims over this period. Prosperity is easy to do business with and offers highly competitively priced level, graded and modified Final Expense plans for ages 50-80 with the following features:

State-of-the-art voice signature option for non-face-to-face sales
Ability to receive a POS underwriting decision via a phone interview on all forms of applications
Competitive commissions that do not vary by age and plan levels
Daily advances on issued policies
Accept Visa^® and MasterCard^®, including social security Direct Express
E-application

★ In addition to a competitive product with great technology, Prosperity is also offering a 10% quarterly bonus throughout 2020. Check out the details here.

To review more details and add Prosperity Life to your portfolio today, Please complete our online request form and we will send you everything you need to get started.

Product issued in New York by SBLI USA Life Insurance Company, Inc. (New York, NY) (Golden Promise®, Policy Form #'s FELPSENY19, FEGPSENY19 and FEMPSENY19) and in other states by S.USA Life Insurance Company, Inc. (Newark, NJ) (New Vista℠, Policy Form #’s ICC16FELPUECS16, ICC16FEGPUECS16, ICC16FEMPUECS16 and state specific versions), members of Prosperity Life Group. Not available in all states; features may vary by state. Within the state of New York, only SBLI USA Life Insurance Company, Inc. is licensed and its products issued. All guarantees are subject to the financial strength and claims-paying ability of the issuing company.

SBLI USA Life Insurance Company, Inc. is not affiliated with The Savings Bank Mutual Life Insurance Company of Massachusetts or The Savings Bank Life Insurance Company of Connecticut.

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Tags: Final Expense, phone sales, online sales, Prosperity Life

Use Gerber Life's remote capabilities to sell life insurance

Posted by www.psmbrokerage.com Admin on Wed, Apr 01, 2020 @ 11:49 AM

gerber logo

The impact of the Coronavirus (COVID-19) outbreak is being felt on many levels. As we continue to monitor the developments around this illness, we understand the impact it can have on your clients, especially your elderly clients, making them fearful of external in-person contact.

We want you to know that you can still help your clients obtain the life insurance coverage they need through Gerber Life’s remote capabilities. There’s no need to meet face-to-face if your clients are fearful of in-person contact.

Gerber Life Agent Portal for Remote Life Insurance Sales

Using the Gerber Life Agent Portal, you can work with your client via telephone to obtain the necessary information to complete a rate quote and an electronic application (e-App) on the Portal. Once the e-App is complete, it can be sent to your client via email for e-signature¹ and submitted to Gerber Life electronically. This is an efficient way to work remotely and submit business quickly.

Gerber Life E-A-S-Y Phone Service for Agents – 1.877.885.7612
You can also take advantage of Gerber Life E-A-S-Y. This service provides agents with an easy and streamlined way to submit applications over the phone. Call 1.877.885.7612, Monday through Friday, 8:30 a.m. to 6:00 p.m., EST, and a licensed Gerber Life Agency Support Specialist will take application information over the phone from you and your client.² A flyer that provides details about Gerber Life E-A-S-Y is included here.

Don’t let Coronavirus fears stop your clients from obtaining the life insurance coverage they need. Use Gerber Life’s remote capabilities to support your life insurance sales and be a hero to your clients.

Questions? Call us at 800-998-7715 or request more information here.

Related:

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Tags: Life Insurance, phone sales, gerber life, online sales, COVID-19

Medico: COVID-19 Tools and Helpful Resources

Posted by www.psmbrokerage.com Admin on Tue, Mar 31, 2020 @ 12:22 PM

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Tags: phone sales, COVID-19, Medico, Remote Sales

The Internet is Steadily Becoming the Way Consumers Learn about Insurance Products

Posted by www.psmbrokerage.com Admin on Fri, Sep 13, 2019 @ 02:54 PM

The Internet is Steadily Becoming the Way Consumers Learn about Insurance Products

When it comes to researching (and eventually buying) financial services products, increasingly consumers expect their online experiences with agents and financial services companies to match their other online retail experiences. Understanding what consumers look for and where will help the industry improve the way they engage with today’s consumer online and open up new opportunities to sell insurance products.

Related: Looking for ideas on how to grow your online presence? Maybe looking for a turn-key model to sell online? Check out our guides page full of resources and ideas.

LIMRA surveyed U.S. consumers who recently researched and/or purchased individual insurance products (life, disability, long-term care, and annuities) to find out what led them—both online and offline—to consider these products. LIMRA then compared the current data with data from a similar survey done in 2015 to look at how preferences and behaviors have changed over time.

While using the internet to research insurance products is still relatively new, about half of all consumers – and 6 in 10 Millennials – will consult both a financial professional and the internet when seeking information about individual insurance and annuity products. Baby Boomers are the most likely to rely solely on a financial professional, especially for annuities (37%). Of those who do not seek information online, 42% are Baby Boomers, 33% are Gen X and 15% are Millennials. Most often, these consumers want to meet with someone in person, and to be able to ask questions.

LIMRA’s new study found more people are using an online agent locator (increasing from 23% in 2015 to 29% in 2018). Although still a small percentage, the total number of people who found a financial professional through social media (e.g., LinkedIn or Facebook) has doubled, from 4% in 2015 to 8% in 2018.

Brand awareness continues to draw the most consumers to an insurer’s website. Nearly a third of consumers said they visit an insurer’s website because they are familiar with the brand or already own a product from that company. LIMRA found, however, a growing number of people are locating insurance company websites using other methods, including online ads, online review/opinion sites, or on social media.

What are consumers looking for online?
Seven in 10 consumers say it’s very/extremely important to be able to get a quick estimate on the cost of a policy, and just as many would like to answer a set of questions to improve the accuracy of that quote. More than half of all consumers – and almost two-thirds of Millennials – are looking for online calculators to help them determine what and how much insurance to buy. These findings are consistent with the study done in 2015.

A growing number of consumers expect to have the ability to buy insurance products online. In 2015, 45% of consumers felt this was very/extremely important, by 2018, it had jumped to 54%.

Looking for ideas on how to grow your online presence? Check out our guides page full of resources and ideas.

Source: https://www.limra.com/en/newsroom/industry-trends/2019/the-internet-is-steadily-becoming-the-way-consumers-learn-about-insurance-products/

Additional Updates:

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Tags: Medicare Advantage, Medicare, Medicare Supplement, phone sales, online sales

Phone Anxiety Holding You Back? 5 Tips to Overcome It

Posted by www.psmbrokerage.com Admin on Thu, Dec 20, 2018 @ 12:02 PM

Phone Anxiety Holding You Back?
5 Tips to Overcome It

anxious man
(Image: Freepik)

Written by Julie Thomas / Hubspot

Today's salespeople are afraid to pick up the phone. Yes, phone anxiety is real.

At ValueSelling, we recently conducted a survey on B2B sales reps' top prospecting challenges and found that 50% of sales reps surveyed feared making cold calls. Half of the respondents we surveyed had anxiety about this essential part of their jobs.

Perhaps it's generational -- after all, what millennial makes a phone call instead of texting or using social media? However, I believe it all comes down to sales reps not being sure how to initiate a discussion that will add value.

If their prospect answers, the rep is afraid they won't know what to say. If I they get voicemail, they're afraid they don't know how to leave a concise, compelling message. And so, they'd rather not put themselves in the position of getting stuck and sounding irrelevant to the prospect in those situations. They're afraid of looking inept or feeling uncomfortable.

To justify the lack of phone calls, they'll rationalize, "No one answers the phone anymore … so I'm not going to call." But that's a mistake. In this post, I'll discuss my tips for overcoming phone anxiety to get better results prospecting.

Check out the 5 Tips for Overcoming Phone Anxiety

Additional Updates:

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Tags: phone sales

How to Get Better Results from Your Prospecting

Posted by www.psmbrokerage.com Admin on Tue, Dec 04, 2018 @ 10:35 AM

How to Get Better Results from Your Prospecting

Every time you reach out to a customer to ask for time, you are making a couple of decisions. The first decision you are making is around the medium you choose. If you are asking for a meeting, there are different choices available to you, and a greater or lesser likelihood of achieving the outcome you want, in this case, a meeting.

If you choose email as the medium, you are choosing a medium that isn’t particularly good for acquiring meetings. Email is something that is easy to ignore, and because you aren’t present, there is no way for you to resolve your dream client’s concerns about giving you their time. Sometimes they politely reject your request, and other times (maybe most of the time), they just delete the email and move on with their work.

The phone still reigns supreme as the best medium, not least of all because almost anyone you would want to reach is never more than 36 inches away from their phone (it turns out that any distance further than 36 inches away causes headaches, sweating, difficulty in breathing, and in some cases, violent convulsions). A phone call allows for conversation, a synchronous communication and not asynchronous, like email, where there is a long pause between exchanges. If your prospective client has concerns, you are there to address them, massively increasing your odds of securing a meeting, if you’ve got the chops.

The second decision is what you are offering of value in trade for your dream client’s time. If you want greater success, you have trade something where your dream client benefits even if they never buy from you. The Trading Value rule is critical (read more here in The Lost Art of Closing). If your client doesn’t recognize the value in meeting with you, you make it easy for them to reject your request and do something else with their time.

If you can trade insights, ideas, new thinking, or interesting experiences from which they can benefit, there is value outside of deciding to buy from you. When you pitch the great privilege of listening to you talk about you, your company, your locations, and your solutions, you repel people from you like a skunk at the garden party.

If you want to make prospecting easier, get better at it.

Source

Additional Updates:

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Tags: closing sales, prospecting, phone sales

How to Be Persistent in Sales Without Annoying Your Prospects

Posted by www.psmbrokerage.com Admin on Mon, Oct 29, 2018 @ 10:50 AM

How to Be Persistent in Sales Without Annoying Your Prospects So you've done the preliminary research on a prospect and it looks like you could really help them out. The next step is to get them on the phone. There will be times when you connect with them on your first try. More often than not, however, you have to try very hard to stand out from the rest of the people interrupting their day. How do you break through inbox clutter and the black hole that is voicemail? And how do you toe that fine line between persistence and harassment? Use these tips for following up with a prospect without bothering them. Check out the details on the 7 tips here
Additional Updates:

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Tags: sales follow-up, prospecting, phone sales

Medicare Blog | Medicare News | Medicare Information

Customer Profile Enhancements in YourMedicare SunFire

Important Notice For Agents Conducting Telephonic Enrollments

YourVirtual Sales Tools and the Top 10 Tips for Converting Your Business to Virtual Sales

#1. Replace Face-to-Face Meetings with Video Conferencing - Check out the best platforms to host, record and share video conferences and webinars, including screen sharing for signature capture.

#3. Write New Business Remotely - Access YMEC, FireLight and CSG electronic application platforms available to you through Agent Xcelerator®, plus an array of carriers with eApp & remote signature capabilities. Access Now

Introducing Prosperity Life Final Expense Plans

Prosperity Life Company Description

Prosperity Life "New Vista" Final Expense Highlights:

Use Gerber Life's remote capabilities to sell life insurance

Medico: COVID-19 Tools and Helpful Resources

The Internet is Steadily Becoming the Way Consumers Learn about Insurance Products

Phone Anxiety Holding You Back? 5 Tips to Overcome It

How to Get Better Results from Your Prospecting

How to Be Persistent in Sales Without Annoying Your Prospects

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