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When things are going well, picking the low-hanging fruit works and your business continues to run. The process is easier and it’s comfortable because you’ve gotten so good at the technique needed to turn those prospects to clients. Some producers continue with this method because they feel like the risk isn’t greater than the reward. Take courage to stretch yourself and your business!

Obviously you should continue to pick the low-hanging fruit, however at the same time you should “keep your ladder handy” for those higher opportunities. The important thing to remember is not to get lazy or into a rut. Remember that picking the low-hanging fruit is a complacent, low-energy, passive activity. When you reach higher, it’s more strategic and proactive. Plus, the low-hanging fruit will not always be available. In order to prevent decreases in your business, implement a diversity strategy so you can continue to bring in revenue from different sources.

For some this will be identifying a new niche market to get into. Choose one that isn’t being served or one that is maybe being served by a competitor you know your business is superior to. For others it will be assigning different members of their staff to the low-hanging fruit which leaves them time to pursue new markets or challenges in order to expand their business. If you’re only concentrating on the low-hanging fruit you aren’t paying attention to the bigger picture and your business could get blind sighted.

The Titanic is a good example. No one thought the ship would sink. However, it did. What sunk the Titanic wasn’t the ice they could see but the ice they could not see – the ice they neither anticipated nor planned for. Have your plan ready for the circumstances outside your control; you and your company depend on it.

Source: LifeHealthPro

• MI & SD Agents: Reach New Med Supp Sales Heights - Learn More
• Cigna Med Supp High Stakes Cash Contest - Learn More

For the month of April, Cigna Medicare Supplement has put a Visa Gift Card contest in place for their active writing agents. The ground rules are to sell as many ARLIC Medicare Supplement policies as possible during the entire month of April and win a Visa Gift Card for applications issued within the month. Gift cards will be given in the following increments:

Base Hit (7 Apps) = $200
Triple (10 Apps) = $300
Home Run (20 Apps) = $500

Go Here for the Official Rules.

Once appointed, you will find all your equipment on AgentView. From applications to brochures and even EXPRESS APP, AgentView is your coach to a GRAND SLAM.

Along with competitive rates, Cigna has several benefits for their agents to take advantage of including High Commissions, a Paperless Application Process, Clean Case Issue in 2-4 days, and Daily Advances. Now with the addition of the Visa Gift Card contest, it’s an even better time to get contracted and start selling Cigna to your senior clients.

Cigna Medicare Supplement is currently available for sale in AL, IA, IL, KY, LA, MS, MT, NE, NC, NM, NV, OK, RI, SC, SD, TX, and WV. New states are becoming available continuously and rates have been filed in AK, AZ, AR, CA, CO, CT, FL, GA, IN, HI, KS, MA, MD, ME, MO, ND, NH, NJ, OH, PA, TN, UT, VA, VT, WA, and WY. With this kind of national availability, Cigna is an ideal Med Supp to use to sell Medicare Supplements by phone.

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• Hospital Indemnity Plan Designed Specifically for Medicare Advantage Members - Learn More

With just over two weeks until the Annual Election Period (AEP) starts on October 15, now is the time to check your portfolio, get certified, and solidify your business plans. AEP is the busiest season for Medicare sales, so it is important you are ready to meet the needs of your prospects and clients. Here are a few things to remember while you keep on track during the season:

• Check your portfolio – Several rate increases have taken place in the last few months. Now’s a great time to look into the specifics of each product in your area and determine if you have the most competitive in your portfolio. Having a variety of Medicare Supplement, Medicare Advantage, Final Expense, and Hospital Indemnity options will be beneficial to reaching all of your different prospects.
  
  
• Take your certifications – Check out our Medicare Advantage/PDP Certification page for detailed instructions on how to certify with each of the Medicare Advantage products you are licensed to sell. If you have any other questions or concerns during the process please call your marketer at 1-800-998-7715 for more information. With the exception of United Healthcare there are no certification requirements for standardized Medicare Supplement products.
  
  
• Solidify your business plan - How do you plan to prospect and reach clients during AEP? Now is the time to decide. Maybe you’re taking advantage of the PSM Retail Pharmacy opportunity, hosting an informational event, or you purchased internet and mail leads. Now is the time to make sure your business plan is ready and confirm the details. Please also make sure you are compliant with the 2013 CMS Marketing Guidelines.

Precision Senior Marketing will be here to support all of our agents during the Annual Enrollment Period. If you have any questions or concerns, please contact your marketer today at 1-800-998-7715 and they will be happy to assist you.

• UnitedHealthcare Upcoming Webinars - Learn More
• Forethought Med Supp Rate Increases Effective 10/1/2012 - Learn More

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

• Find New Clients at Zero Cost with In-Store program - Learn More
• Gerber Life Med Supp Rate Increase for DE & TN - Learn More

As the summer starts to wind down, kids come home from camp and the Olympics close, it’s once again important to start thinking about your plans for the Annual Election Period starting October 15th. Soon, kids will be back in school, and you’ll be tailgating at your favorite football team’s games. Your fall schedule will be in effect, so start to plan now and ease the transition into the busiest time for your Medicare sales. This year Precision Senior Marketing has partnered with independent drug stores and select large national pharmacy chain locations to offer our agents a Retail Pharmacy Program second to none. This is an exciting opportunity to help you reach and exceed your business plan for the season.

The Pharmacy program is part of PSM’s ongoing effort to aid in your business success with innovative selling opportunities. This program gives you the chance to prospect, sell and gain referrals on insurance products with the consumers in your area. There are no strict time commitments, and you will not be sharing a location with another agent. You will be able to plan your schedule and determine what works best for you and your customers. Working with the pharmacist you will be able to pin-point the times that have more traffic and address any concerns with consumers on their Part D policy as well as their Medicare Supplement or Medicare Advantage plans.

Some of the highlights include:

• Exclusive Pharmacy Opportunity
• Sell one of the Hottest Part D Plans offered for 2013
• Remain independent offering all your approved products
• Unlimited Lead Opportunities daily
• Pharmacy and Pharmacist working with you, for you

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.

DM081312

• Take the pain out of prospecting - Learn More
• Combined Insurance Medicare Supplement Now Available in KY & SD - Learn More
• Assured Life/Woodmen Med Supp Rate Increase for AZ, MS, MT, and WV - Learn More

This is the second in a series of articles which focuses on: Appointment Setting Essentials, An Education Based Sales Presentation & Do the Right Thing - Earning a Customer is More Important than Making a Sale.

1. Lead Pre Qualification - After receiving a lead or referral, make sure you are gathering all pertinent client information that could influence the sale. Proper lead pre-qualification is commonly overlooked and can have a large impact on your closing ratio. Your time is valuable and should not be wasted with clients that cannot qualify medically or are not in the buying process. We’ve drawn up a Sample Lead Pre-Qualification Form for you to review.
   
   
2. Value Based Selling - If you’re selling strictly on price, you’re inevitably teaching your clients to leave you. In a residual based marketplace, this can be extremely detrimental to your revenue stream. Here are a few things to consider incorporating into your sales philosophy:
• Educate your client on their options and empower them to make the choice that is best for them. Don’t sell them anything.
• Let your client know that rates are going to increase annually, especially in the Medicare Supplement and Medicare Advantage markets, and not to be alarmed when they are notified of a rate adjustment in the future.
• Be proactive. Call your clients when you get notification of a rate adjustment; don’t wait for them to call you. By proactively calling your clients, you can let them know the rate adjustment was moderate and, based on the current market landscape, they still have one of the best products available in their area.
  
  
3. Earning a Customer is More Important than Making a Sale - Situations will arise, no matter how many carriers you represent, in which the best coverage for your client will be with one of your competitors. In these situations, it is in your best interest to communicate this information to your client and provide them with the contact information to purchase coverage through the other carrier. If you sell the client a policy that’s not in their best interest just for the sake of making a sale, these clients end up being more of a headache than it’s worth. Not to mention they’ll tell everyone they know not to purchase insurance through you. On the other hand, if you do the right thing and help your client get the proper coverage, they’ll happily refer several people to you because of how you conduct your business. Word of mouth can be the best or worst advertisement for an insurance agent. Do a good job and clients will tell 3 of their friends, do a lousy job and they tell at least 10.

Last week’s article covered the Presale Basics: Dressing for Success, Proper Hygiene and Appearance and Punctuality.

Next week’s article will cover Increasing Your Closing Ratio, Cross Marketing Opportunities, How to Obtain Referrals and Technologies to Help Grow Your Business, primarily with CRM and website development.

• Woodmen of the World Address Change & Material Updates - Learn More
• Assured Life Med Supp Rate Adjustment for AL, OK, and Supp/SELECT for TX - Learn More

This is the first in a series of articles aimed at helping agents develop their craft and build long term, sustainable success.

In today’s sales environment, many clients will shop around for insurance and meet with several agents before making their final decision. With that being said, it is now more important than ever to make sure you’re leading with your best foot forward! This article covers a few areas that might seem like common sense but we felt they were worth reiterating. The subsequent articles will focus more on The Sale, Increasing Your Closing Ratio, Cross Marketing Opportunities, Obtaining Referrals and How Technology Can Enhance Your Business.

1. Dress for Success - if a client meets with two insurance agents, both possessing a good understanding of the marketplace but one agent is dressed and acts more professionally then the other, the more professional agent will get the sale 9 times out of 10.
• An insurance agent’s attire should be professional but it should also be dictated by the markets they serve. If you work in rural areas or primarily with blue collar clientele wearing a 3 piece suit might not be in your best interest.
• For most agents, wearing a suit or a tie with a sport coat is a safe way to ensure you make a positive first impression.
• You can find nice suits at very affordable prices these days. A couple places to check out are: Macy’s, JC Penny and Overstock just to name a few.
  
  
2. Proper Appearance and Hygiene - people still judge a book by its cover, and we judge other people by what we see on the outside. Choosing to ignore common personal grooming habits may indicate to those around you that you do not take pride in your work because you don't take pride in your appearance.
• Be clean and neat, including your fingernails, teeth, shoes, hair and face
• If you’re a smoker, don’t smoke just before your appointments
• There are several articles on the internet that go into much more detail regarding proper sales etiquette and hygiene. Example: http://sales.about.com/od/How-To-Sell/a/Looking-Like-You-Mean-Business.htm and http://business.lovetoknow.com/wiki/Business_Etiquette_Tips to name a few
  
  
3. Punctuality - is a simple way to show courtesy and respect for others; your customers, your clients and your colleagues. When you show up late for appointments, meetings or meals, you send a clear message to others that your time is more important than theirs.
• Plan on getting to your appointment approximately 15 minutes early. This gives you a little bit of flexibility if any unforeseen circumstances take place.
• Print out directions from MapQuest or Google Maps prior to leaving for your appointment.
• Many cell phones now come standard with GPS and mapping software as well.

Next week’s Article #2 will cover Appointment Setting Essentials, An Education Based Sales Presentation, Do the Right Thing - Earning a Customer is More Important Than Making a Sale.

Lastly, Article #3 will cover Increasing Your Closing Ratio, Cross Marketing Opportunities, How to Obtain Referrals and Technologies to Help Grow Your Business, Primarily CRM and Website.

Keep in mind, the ideas expressed in these articles are strictly views and opinions that we’ve collected throughout the years. They are concepts aimed at giving agents a different prospective or new ideas to help increases sales and grow their business. They should not be viewed as fact or the only way to conduct business.

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• Mutual of Omaha Medicare Supplement Now Available in TN - Learn More

If 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

• Forethought Freedom Process Improvements & April Incentive Contest Announcement - Learn More
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With the holidays and AEP just ending now is the time we usually resolve to better our lives in the following year. For most people the resolutions involve weight loss, exercise, and smoking. However the same tactics used to better your health can be applied toward your business. As you plan your 2012 goals and resolutions it’s important to keep a few things in mind to keep yourself on track. This way, come March, you will still be on track for success and not be back to the old habits your resolutions were created to combat.

1. Set a specific goal.
   Rather than saying, “I want to have more clients” try asking yourself, “who, what, when, and where” in order to establish a plan. Who is your target audience? What new things are you going to try in order to obtain new clients? How many clients do you want to gain a month? Which areas are you going to prospect in? When you drill down the specifics of your goal you will be on your way to keeping yourself accountable to your success.
   
   
2. Set both short-term and long-term goals.
   The key to attainable goals is to set up both short-term and long-term goals. If you are looking to gain more referrals this year decide not only on how many for the year, but also take into consideration the quarter, the month, and the week. Breaking it down by week, ask yourself what specifically you are going to do this week toward gaining more referrals. Through trial and error you will establish a weekly system that works for you and the long-term goals you have for your business.
   
   
3. Make realistic goals
   It’s ambitious to say that you will make 500 cold calls a week, but remember to take into consideration how many cold calls you have made in the past. If it is significantly less, commit to cold calling 100 people with a goal to reach 500 at first. Once you find it easy to reach 100, expand it to 150 with increasing intervals toward 500. An ambitious goal is great to have, but be sure to allow yourself the time to reach it without getting frustrated and giving up.
   
   
4. Establish accountability.
   Human nature dictates that we will go to great lengths to avoid pain no matter how valid the threat. This morphs itself into excuses, such as “I don’t have enough time” or “I’m tired”, in order to avoid the actions you perceive as painful. In order to establish accountability toward your goals set up a series of consequences for yourself that seem more painful than doing the activity you are trying to avoid. Telling your business partner you’ll give him $5,000 if you do not accomplish a specific goal in a realistic timeframe can be a great motivator, especially in times when your resolutions feel like a thing of the past.

As you come up with your resolutions for the year remember to keep them specific, establish a short-term focus toward long-term goals, make realistic commitments that go with your schedule, and hold yourself accountable by creating consequences. Once you break the cycle of losing interest in your resolutions you will feel more confident making grander changes in the future. If you'd like help coming up with resolutions for 2012, please call your marketer at 1-800-998-7715 to discuss the options that are best suited for your business growth.

Please give us your feedback!
What business resolutions have you made for 2012? Have you been able to keep resolutions in the past? If so, what tips do you have for others?

Source: LifeHealthPro

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