Dave’s Corner: Senior Market Resources
This week on Dave’s corner, I’m going to be going over a resource that every agent in the senior market should know.What is that resource? Well before I let you know what the resource is, I want to set the scenario.
Scenario
You are a first or second-year insurance agent and you’re focused on the senior market. You have Mrs. Jones who is a senior beneficiary and she let you know that she has a supplement plan f. So you have the appointment, you’re at her house, and you bring your laptop or iPad with you. You’re using our comparative rater to compare plans to be able to give her different options. She lets you know that her plan is a plan f Medicare supplement, and she’s paying $200 for it. So you plug in her information and you determine that you represent several meds up carriers in her area and it looks like you have a plan if that is $70 less a month. So that’s a large
So you plug in her information and you determine that you represent several Med Sup carriers in her area and it looks like you have a plan f that is $70 less a month. So that’s a large savings for Mrs. Jones. Well here’s the tip. Mrs. Jones is thinking ‘wow why doesn’t my plan cost $70 less?’ Or, ‘am I going to be losing benefits?’
Resources
One of the resources that you have to help reassure Mrs. Jones that that’s not the case is the ‘Medicare and You’ book. Medicare and You Guide 2017 is a wealth of resource that every agent should have. And here’s what I mean for this scenario. As you’re talking to Mrs. Jones you’re going to want to turn to page 81. On page 81, in section six, It’s going to talk about Medicare supplements or Medigap policies. And it says specifically, “Medigap policies are standardized”. So you can let Mrs. Jones know that “hey, your plan is going to be the same. Plan f is plan f is plan f.
More importantly, you want to flip over to page 83. On page 83 right here on this little bullet. You want to let them know, go ahead and read it, “it’s important to compare Medigap policies since the costs can vary and go up as you get older”. So not only are they standardized but the prices change the prices vary. So your doctor really isn’t looking at the logo that’s on your card. Their nurse is looking at what benefits you have. OK. So if you’re able to save her $70 with the exact same plan you’ve built trust you’ve built.
Your doctor really isn’t looking at the logo that’s on your card. Their nurse is looking at what benefits you have. So if you’re able to save her $70 with the exact same plan, you’ve built trust. You’ve built confidence, and you’ve shown her a book that’s not only a resource but actually the official U.S. government guide.
So now what that does is help build that trust and confidence for you. So again my tip coming at you live from Southlake here at our home office, and that’s Dave’s tip of the week. Stay tuned and we’ll catch you next week.
If you have any questions, contact
David at (817) 410-5853
