With 10,000 Baby Boomers turning 65 every day for at least another decade, it’s apparent that the Medicare market will continue its tremendous growth for the foreseeable future.
By 2030, 18% of the US population will be at least age 65 according to Pew Research.
This avalanche of seniors into Medicare has created a groundswell opportunity, and many agents are capitalizing on it.
" Medicare supplement sales offer a great
Whether you’re a seasoned agent looking to start selling Medicare supplements, or a Greenhorn looking to get started, the Medicare market is proven for growth and open to insurance professionals of all backgrounds.
What follows are some of the most common questions we receive from agents who are just getting started in the Medicare market.
As with any insurance
It’s best to check with your state Department of Insurance for licensing requirements specific to your state to make sure.
You can visit the National Insurance Producer Registry at www.nipr.com for help with proper licensing requirements as well as
Outside of any
Proper certification for these product options will generally include AHIP training, as well as carrier specific training with each individual company and product you plan to sell. Medicare supplement products
You can complete AHIP training directly through AHIP or through a Medicare Advantage or Part D carrier. At PSM we offer our agents a discount for AHIP training. Do some research to find out what discounts might be available before purchasing your training.
While the training modules you’ll work through to complete Medicare Advantage and PDP certifications will be provided by the carriers, CMS publishes two annual resources that make valuable self-study resources: Medicare and You, and the Choosing a Medigap Policy Guide.
Additionally, CMS has an excellent online training library that you can use to dive deeper into specific topics of Medicare and even have fun with mock tests.
Do you plan to visit your customers face-to-face? Or do you prefer the ease of conducting your business electronically and over the phone?
Both are viable options, especially now that the vast majority of competitive and reputable insurance companies have adopted an e-application process for agent use.
We recommend you use a relationship selling method when marketing to seniors. It is critical to learn about the demographic you're selling to and offer the best service and product that honestly addresses their needs.
Seniors have seen advertising and sales tactics evolve over many years and are quick to see through them. A sales technique not based on an honest desire to help will raise immediate flags in their minds.
As an independent agent serving the Medicare market you’ll have numerous product options to pick from including a broad range of Medicare supplement companies, Medicare Advantage products
To suit your territory best you’ll need a product that is available, competitive, and serves your customers’ preferences and best interests.
If you have questions about what products may be available to you, speak to
For each product you plan to sell you’ll need to acquire an appointment with that insurance carrier by completing an independent agent agreement or contract.
There are a very limited number of companies that will offer you a direct contract without being a captive or employed agent, so most of your independent agent contracts for various insurance companies will be acquired through a Medicare Broker or Medicare Insurance FMO.
Choosing the right FMO can be a big decision. We recommend you review several companies to ensure you get the partner that can help you succeed and exceed your goals.
Leads are normally created from receiving input from people actively expressing interest in getting information about Medicare product options and costs. Companies that specialize in
Some Lead Services will have better coverage (and volume) for certain lines of insurance and geographic territories. However, not being able to meet all your needs isn’t necessarily a deal breaker. More important is to consider consistency and dependability.
The “secret to success” when working with insurance leads starts with the understanding that it's a numbers game. If the leads you purchase are quality leads and your sales process is well polished, then it stands to reason that purchasing insurance leads can be a profitable venture.
We recommend testing a lead service first to determine what kind of closing ratio you can achieve then factoring the price to see if they meet your return on investment expectations.
And as with any business involving sales, referrals should never be overlooked. Referrals can play a big part in your success, and closing ratios are generally much higher than with colder leads. If you’re not asking every customer for a referral you’re absolutely leaving money on the table.
There a number of tools available to help an agent be successful in today's competitive landscape. Some of these options will include:
1. eContracting Solutions - This tool would allow you to complete contracts online,
speeding up the appointment process.
2. Medicare Quoting Tool / Online Quoting Engine - A Quoting Engine makes it easier for agents
to have access to accurate, up-to-date pricing and plan details for the nations top senior
market products. A solid quoting platform will allow you to quickly review the entire
landscape of product options giving you an expert level of knowledge on the fly.
3. Book of Business Search Features - The Book of Business (BOB) feature allows agents to
query, search and download their entire client base at any time.
As you can see, these tools are making it easier to work through the contracting process with clients without the need for face to face meetings. These tools, among others, should be considered a standard part of your sales toolbox to help accelerate your sales process.
Technology can help speed up the process, but at the same time presents a new set of sales challenges since you don't always meet face to face with your customer. Applying these tools and learning how to sell effectively over the phone can be a huge boon to your business.
So, how much do agents make selling Medicare plans? That depends on several factors, such as the product type, insurance carrier, etc. Here is a list of just a few of the benefits you may experience when selling Medicare products as an independent agent:
Selling Medicare related products can be a very rewarding and lucrative career that offers the opportunity to own your own business and enjoy passive income for years into the future. If you are looking to partner with an FMO that works with independent agents, give us a call and let us explain what we do to help our agents succeed.
Precision Senior Marketing works with top agents around the country. We take pride in providing our agents with high quality senior insurance products that bring a sense of security and peace of mind to the nation's exploding senior population.