Top Characteristics of a Good Medicare Agent

Top Characteristics of a good Medicare Agent

What are the top characteristics of a good medicare agent?  Every insurance agent is different but we think each should possess these six qualities.

1. Independent Agent vs Captive Agent – An Independent agent represents many insurance companies. In contrast, a captive agent represents a single insurance company.  An independent agent typically has access to a wide array of products from many different insurers. So there is no bias when they recommend an insurance plan. Your clients will feel confident knowing a recommendation made by an independent agent is the right plan for them. Be prepared for questions such as:
   • How long have you been selling Insurance?
   • Which insurance companies are you licensed with?
     • Customers can confirm this by looking them up on the Dept of Insurance of Texas, for example. So be honest.
   • Do you have an easy quoting system to show me quotes from multiple carriers?
   • How many customers do you represent? Do you have references from current clients?
     • • 300 or more customers is a good number to start with, says John Shinn, Empower Brokerage Medicare Specialist. An agent with 300 or more policyholders can successfully navigate customers through most Insurance questions and problems that may arise.
2. Technically Savvy – A good insurance agent knows more than just how to sell a policy. They also understand how products will fit into a client’s overall budget. Many agents also sell life insurance, medicare, practice financial planning, and income tax preparation. Encourage your clients to ask you about additional credentials, qualifications or certifications you may have. These skills can be a major advantage to them one day. Since, insurance plans change frequently, being a quick learner of online tools and websites is also a must for Insurance agents.
3. Customer Service – One of the most important customer service skills is good communication.  Agents who respond to inquiries, emails and phone calls in a timely manner have happy and assured customers. While responsiveness is a must, it is not the only marker of good customer service. A good agent should also be reliable and follow through with their end of the transaction. People want an agent who will do what they say, when they say they will do it.
4. Patience –  A crucial trait of a good Medicare Agent is patience. Your clients will sense if you appear annoyed explaining the same thing multiple times. If you are being too pushy and insist they sign up before fully understanding the product, it may be a sign you are not putting their needs first and only out to earn a commission. A good insurance agent shows emotional intelligence and seeks to earn their client’s trust by carefully listening to their needs.
5. Positive Attitude – As with any sales job, an insurance agent is met with rejection on a daily basis. Successful agents understand that each “no” brings them closer to someone who will say “yes.” A positive attitude shows resilience in the face of this adversity. A worn-down disposition is offputting and can make the sales process uncomfortable. People are looking for an agent who is eager to make a difference in someone’s life with a can-do spirit.
6. Honesty – Choosing which Insurance plan is right can be a confusing consumer experience. For example, Seniors may be confused if they need a Medigap plan, Medicare Advantage or Original Medicare. What about a drug plan, vision, dental? People want honest, professional advice from an agent who is willing to suggest a plan that best fits their needs, even if that plan pays a lower commission. This is where working with an independent agent – with a diverse portfolio of Medicare plans – has its advantages. A captive agent can only offer plans from one carrier, which may or may not fit your client’s unique needs.

Agents

Empower Brokerage is dedicated to helping you educate your clients on the insurance they need to get the most out of life. Whether it’s through webinar training, one-on-one calls, seminars, or marketing plans. We want you to be successful. Give us a call if you have any questions 888-539-1633.

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