Video: Carrier Hall of Fame Week 4

Video: RBI Carrier Hall of Fame Week 4 (ICYMI)

This week was the last week of our Carrier Spring Training month and we had a great selection of carriers participate! If you missed the webinars this week, don’t worry! We’ve got the overview here for your portfolio! Watch the videos below: RBI Carrier Hall of Fame Week 4!

The first carrier we heard from this week was Molina, a fantastic Medicare Advantage carrier. Molina really tries to go the extra mile with their coverage, especially serving the needs of Dual Eligible or LIS members. Tuesday was Cigna’s day to shine, where we heard about their Medicare Supplements products under their Loyal American and ARLIC brands, as well as the new brand Cigna Health and Life Insurance Company (CHLIC). Wednesday and Thursday had back to back webinars, with Gateway on Wednesday morning going into their plans in Pennsylvania, Ohio, Kentucky and North Carolina. Then Amerigroup and Allegian in Texas, and Harbor Health Plan in Michigan wrapped up our week! We really appreciate all our amazing presenters this week: Lenny Scroggins (Molina), Ryan McMillan (Cigna), Dan Misner (Gateway), and our own Charlie Ferrell (Amerigroup, Harbor, Allegian).

RBI Carrier Training Highlights Team:

  • Molina by Charlie Ferrell
  • Gateway by Charlie Ferrell
  • Harbor Health Plan by James Gramp
  • Allegian by Charlie Ferrell
Video: RBI Carrier Hall of Fame Week 4

Look for this symbol on all our new “Carrier Hall of Fame” videos!

There are a lot of reasons to contract with multiple carriers and it’s important to be strategic in building your portfolio. RBI loves to help agents choose the right products for their business. If you would like more information into each of these carriers, you can watch the full webinar recording with the links below.

Watch the Molina recording. Watch the Cigna recording. Watch the Gateway recording. Watch the Amerigroup recording. Watch the Harbor recording. Watch the Allegian recording.



Click here to get contracted. Click here to see all our contracted carriers.



Check out the upcoming webinars today! Click here to see the full calendar.

RBI wants to see you succeed! If you feel like you’re not getting the support you need to achieve, call us at 1-800-997-3107 and get contracted today!



2020 ahip discount certification
OEP

Looking for an Insurance CRM? 5 Reasons to love the Medicare Sales Engine

Charlie Ferrell

RBI National Sales Manager: Charlie Ferrell

Charlie started his senior insurance career after a brief 30-year stint in the restaurant industry. In the 12 years since then, he has been blazing trails and setting standards for excellence all over! A native son of Utah, he has been a state manager for RBI as well as a managing general agent for UHC, Coventry, Molina and other carriers! Charlie came to RBI as the National Sales Manager in 2015, and is an invaluable resource for our agents and staff for marketing, compliance, and sales topics! Charlie’s field experience with senior insurance sales has made him an expert in our insurance CRM: Medicare Sales Engine. If all of that wasn’t enough, Charlie specializes in the Dual-Eligible market and is leading the charge behind RBI’s new “Dual Eligibles for Newbies” seminars!

Insurance CRM

Looking for an Insurance CRM?

5 Reasons to love the Medicare Sales Engine

National Sales Manager: Charlie Ferrell


If you have been looking for a reliable, convenient and easy-to-use insurance CRM, look no further! Today I want to tell you more about RB Insurance’s flagship sales and lead management system: the Medicare Sales Engine (MSE). You may have already read about our Massive Response Mailers and partnership with Touchstone Marketing to bring you the best prices and deals on print and fulfillment.  Why are mailers and marketing connected to the MSE? Because we have seamlessly integrated your leads from mailers to the MSE! 

“So, RBI, what exactly is the Medicare Sales Engine?”

Simply put, the MSE is RBI’s proprietary CRM system to help our agents manage their leads, clients, commissions, appointments and much more! You can get a lot out of the MSE, especially if you really take the time to learn how to use all of the features.  Let’s take a closer look!

#1 – Built to serve senior insurance agents:

First off, when we began to develop the Medicare Sales Engine over 10 years ago, we started with our own group of senior insurance agents and asked “what would make your life easier?” As a result, the MSE is built around the needs of an agent who is out in the field selling, with features to make you more efficient and to cut back on your busy-work. You can view the Medicare Sales Engine on your tablet, phone, laptop, desktop – any device with an internet connection. With our on-going commitment to excellence, if you have a feature you’d like to see implemented in the MSE, you can call us and we’ll see about adding it to the MSE!

#2 – At-a-glance updates on your business

We recognize that your time is valuable, so we have made sure that the Medicare Sales Engine is very simple and easy to use. When you login, the first thing you see is your dashboard, a snapshot of your business. The dashboard breaks your business into clients and leads sorted by temperature, and displays information so you know exactly where you left off.  This helps you identify your next tasks, trends in your business, or areas of opportunity!

#3 – Seamlessly integrates with lead mailers

Remember when we said that the MSE seamlessly integrates with lead mailers?  Well, we have developed a partnership with Touchstone Marketing and one of the benefits of this relationship is behind-the-scenes system integration. What does this mean for you? Any leads from mailers you purchased from Touchstone Marketing will show up inside your Medicare Sales Engine account. All the lead response information from the mailer, and a copy of the mailer itself will be uploaded to your account. An added bonus? You’ll get an SMS text notification that you have new leads so you can start working on your hottest leads right away!

#4 – An Insurance CRM with the right price tag

Most insurance CRM systems have a drawback — whether it’s a must-have feature like tracking commissions, or the ability to upload your existing book of business, or a bit of sticker-shock when you see the price tag. With RBI’s insurance CRM, the Medicare Sales Engine is free to contracted agents. It’s that easy: when you’ve completed the contracting process, and are ready-to-sell, your MSE portal is generated. You can log in right away, and get started!

# 5 – HIPAA Compliant record keeping, free Quoting Tool, and more!

We only have time for 1 more awesome thing that the Medicare Sales Engine can do, so this one’s a combo. The Medicare Sales Engine is HIPAA Compliant so your records are protected. It’s easy to upload notes, applications, and other records to have an online back-up for your office. We recommend that you take a few minutes each day to update actions you have taken with each lead, such as calling to schedule an appointment. An additional feature that agents love is the built-in quoting tool.  The RBI quoting tool gets real-time CMS updates, so you know you’re getting the most recent information about product availability and pricing. You can use the quote tool to research best plans for your leads and clients, and add notes inside their record about special medical or financial considerations.

We love to talk about the MSE, so if you have any questions call us at 1-800-997-3107! You can also catch up on some of the basics by watching this recorded webinar. To learn more about the quoting tool, watch this recorded webinar.

The Medicare Sales Engine is just one more way that RBI commits to make it happen for you! Get contracted today to get your own free access to this fantastic insurance CRM!




2019 AHIP
AEP
New Agent

Video: RBI Carrier Hall of Fame Week 3

Video: RBI Carrier Hall of Fame Week 3 (ICYMI)

Hey, you! We’re back again! As you know, this whole month we’re bringing you the scoop on our RBI Carrier-Partners with “Carrier Spring Training” month! It’s been a great month so far (we’ve definitely learned new things every day!) and we cannot believe that next week is our last week! The time certainly has flown by. If you missed the webinars this week and don’t have time to re-watch them, here’s the RBI sales team to break down the highlights of each carrier, and what they do for your portfolio. Watch the videos below: RBI Carrier Hall of Fame Week 3!

To start things off this week, we heard from Mutual of Omaha, on Monday! Then Tuesday, we had a webinar from GTL or Guarantee Trust Life, followed by RBI’s own Quoting Tool on Wednesday, and wrapped up the week with a presentation on SilverScript on Thursday! Our presenters this week — thanks a million: you guys are the best! — were Ken Colvard (Mutual of Omaha and SilverScript), Greg Esposito (GTL) and Brien Welch (RBI Quoting Tool). We watched these webinars and were so impressed with the knowledge base that they bring to the table, as well as some of the great new plans available to agents and members. There was a lot to go over, so here’s the four highlight videos from this week!

RBI Carrier Training Highlights Team:

  • Mutual of Omaha by Charlie Ferrell
  • Guarantee Trust Life by James Gramp
  • RBI’s Quoting Tool by Justin Bever
  • SilverScript by Rebecca Howard


Monday, April 17, 2017 at 9 AM


Tuesday, April 18, 2017 at 9 AM


Wednesday, April 19, 2017 at 9 AM


Thursday, April 20, 2017 at 9 AM

Video: RBI Carrier Hall of Fame Week 3

Look for this symbol on all our new “Carrier Hall of Fame” videos!

When you think about these three carriers, it’s important to understand how each brings something different into your portfolio. Whether you focus on Medicare Supplements, Hospital Indemnity or PDP plans, it’s important to have products that fit well together. And not just each other, but products that will serve the needs of your clients. In addition, this week you may have noticed a bit of a technology theme developing. Each carrier this week has a focus on making your life as an agent easier with online enrollments. And RBI’s quoting tool fits right into this theme. If you aren’t taking advantage of the technology and tools available to you at RBI, now is the time!

Watch the recording: Mutual of Omaha. Watch the recording: Guarantee Trust Life. Watch the recording: RBI Quote Tool. Watch the recording: SilverScript.

Click here to get contracted. Click here to see all our contracted carriers.

Sign up for the next webinars today! Click here to see the full calendar.

  • Monday, April 24 at 9 AM MST/12 PM EDT – “Hit a Fastball with Molina” Register
  • Tuesday, April 25 at 9 AM MST/12 PM EDT – “Be a Power Hitter with Cigna” Register
  • Wednesday, April 26 at 9 AM MST/12 PM EDT – “Be a Clean-up Hitter with Gateway” Register
  • Wednesday, April 26 at 10:30 AM MST/12:30 PM CDT – “Pitch a Shut-Out with Blue Cross Blue Shield of Texas” Register
  • Thursday, April 27 at 9 AM MST/12 PM MST – “Be a Hometown Slugger with Harbor Health Plan” Register
  • Thursday, April 27 at 10 AM MST/12 PM CDT – “Load the Bases with Allegian” Register

Subscribe to the RBI Agent’s Advantage Blog today!

Did you miss last week’s webinars? Watch the full recording: Aetna. Watch the full recording: United Healthcare. Watch the full recording: Humana.


All videos are for agent use only.



USA Senior Care Network
AEP
New Agent

The Facts about Selling Final Expense Insurance

Final expense is a product all of us could use if you think about it, but few agents take the time to actually point it out to their senior clients. The myths that surround final expense can make it seem too sensitive a subject to even bring up, so many agents I know don’t even bother. I used to think selling final expense was difficult and a waste of my time. I wasn’t educated on the products, and looking back I realized I passed up many opportunities just because I didn’t know enough about selling final expense insurance.

When Final Expense Becomes Personal

When my uncle passed, I was charged with handling all his final affairs. The costs associated with his final resting place were almost $8000! My uncle’s final expense policy really saved me from more grief and stress upon his passing. It paid out quickly and covered the cost of the funeral so that my aunt didn’t have to worry about it. Having to come up with roughly $7,600 within a couple of days without the policy would have been very hard. I was also lucky my uncle already had picked out and paid for his burial plot and headstone. This experience changed my perspective on final expense insurance altogether.

What is Final Expense Exactly?

Final expense is a life insurance policy with a death benefit somewhere between $5,000 and $30,000. It’s generally offered to individuals who are 60-85 years old. The policy is more expensive the older you get. Final expense is a whole life plan and generally does not require a medical examination, but it does have health questions to determine if you qualify for the policy or the type of policy you can purchase (level, graded or modified). selling final expense insuranceThe good thing about a whole life policy is it will remain in force as long as the premium is paid. Final expense is becoming more popular today as Baby Boomers age and are using whole life policies to replace the term policies purchased in the 1980s and 1990s that are expiring or are cost prohibitive to keep in force.

What Every Agent Should Know about Selling Final Expense Insurance

A knowledgeable agent will be able to show potential clients why final expense is a wise investment and use some type of calculator to determine how they want to plan for it. The objective is to find the best insurance company that offers the best rates so they can be assured their family is taken care of.  That’s really what final expense is about, after all. Present multiple options from reputable carriers and let your client make their choice. Some agents suggest doing a “dream funeral” and how much that would cost versus what they can afford. Most plans will also include some type of funeral planner you can share with your client — just make sure you follow up with your clients.

Sharing my Story: Final Expense Applied

Listening to my aunt and uncle’s stories as I helped them fill out a funeral planner turned out to be a comforting memory when my uncle passed. They had developed the program: from the music they wanted, their pallbearers, who they wanted me to thank and what they wanted in their obituaries.  As an agent, sharing my story with clients has made it easier for them to start an important discussion with their family.

Call RB Insurance at (800) 997 3107 or email me to learn more about our final expense contracting opportunities.

5 Ways to Empower Your Sales with RBI

James Gramp

Senior Sales Coordinator/

Independent Agent:

James Gramp

With his signature common sense, quiet good humor, and brilliant customer service, Jim is the other half of the RBI phone answering dynamic duo! An Arizona native, Jim manages agent relationships for the East Coast and specializes in the RBI agent tools, especially the Agent Market Edge. Jim has been a licensed health insurance agent for over a year, and has worked at RBI for 2 years. An accomplished bassoonist, he is known around the office for his amazing musical skills. In addition to keeping busy around the office, Jim frequently contributes to our blog, bringing a new agent’s perspective to the RBI online presence.

5 Ways to Empower Your Sales with RBI

Senior Sales Coordinator/Independent Agent: James Gramp


Our industry is full of Field Marketing Organizations that don’t provide anything in the way of marketing.  In other words, they hold your contract while they watch the sales roll in.  At RBI we believe your FMO should work for you by not only providing you the sales training you need to help you make as many sales as possible, but also partnering with your marketing. That’s why RB Insurance Group has developed one of the best co-op programs, and developed the tools and technology necessary for you to be as successful as you want to be! Here are 5 ways to empower your sales with RBI, because we want to energize your business!

#5 – Introducing the “Every 5 Sales Drive”5 Ways to Empower Your Sales

Every year CMS sets the maximum allowable commission on MA enrollments and we cannot legally pay you more per enrollment.  So how do we legally make your enrollments worth more at RBI?  We allocate marketing dollars for our producing agents so that we can reimburse their marketing costs.  Here’s how the “Every 5 Sales Drive” works!

  • For every 5 Medicare Advantage applications you submit under RBI, you will earn marketing credit
  • Credits expire at the end so make sure you make a MAPS plan to make use of all of your marketing credits
  • Marketing credits are handed out at the end of the effective date’s month (i.e. If you write 5 MA apps for a 2/1 effective date, you will be given your credit at the end of February.)
  • Program available for direct contracted agents only
  • Similar programs available for agencies, but credit amounts will differ

#4 – Print & Fulfillment Partners

We’ve partnered with Touchstone Marketing to provide print and fulfillment services at cost to our contracted agents.  Through the Agent Market Edge portal (RBI’s marketing website) agents can order materials to drive sales.  We get discounts and exclusive pricing on anything from business cards to tablecloths.

We generated and distributed over 12,000 leads to our agents and agency partners this past AEP alone.  Whether you are hosting an event that needs advertising or want to try some of our Direct Mail pieces we can help! Oh, and those Direct Mail pieces? We have guaranteed response rates on our tested mailers.

#3 – Technology and Tools!

Every RBI agent gets their own free account in our proprietary CRM called the Medicare Sales Engine (MSE).  This powerful tool lets you manage your current book of business as well as potential clients.  Here are some key features:

  • Built-in quote tool – with market data like rate increase/decrease history, lives insured, and market penetration
  • Sync appointments with your Google calendar
  • Receive leads in real-time via text and email
  • Two factor authorization for added security
  • 100% HIPAA compliance
  • Spend less time managing data and more time selling!


#2 – Training and Support

The biggest reason new agents struggle in this industry is inadequate training and lack of support.  We believe that every agent should have a business plan they can follow each day to help them reach their goals. At RBI we like to create a MAPS business plan with each of our agents.  What does MAPS stand for?

Your business plan should be:

M – measurable

A – actionable

P – profitable

S – scaleable

Charlie Ferrell, our National Sales Manager, has well over 1,000 enrollments under his belt and knows more about Medicare than most people know about themselves.  We host weekly webinars ranging in topics from how to effectively market in your community, specific cross-selling techniques, and in-depth product knowledge.  We pride ourselves on our knowledge of the Medicare Market and our ability to make a difference in seniors’ lives, as well as our agents.

#1 Reason to Choose RBI – Accessibility! 

We pick up the phone!  I know, I know, you were probably hoping for “free” leads or some other nonsense. It has been my experience that “free” leads are worth exactly what you paid for them… NOTHING!  On the other hand, I can’t tell you how invaluable our accessibility is, especially during AEP when dealing with an automated directory is frustrating to say the least.  We prioritize agents that are in an appointment and have questions about eligibility or coverage.  There’s nothing like losing a sale because you couldn’t get an answer to your client’s questions in a timely manner.

How is your FMO working to make it happen for you?  If they simply aren’t, maybe it’s time to re-evaluate that relationship.  Get contracted with RBI now and make the most out of your FMO relationship! Give us a ring at 1-800-997-3107 or visit us online.



2020 ahip discount certification
OEP

Video: RBI Carrier Hall of Fame Week 2

Video: RBI Carrier Hall of Fame Week 2 (ICYMI)

So if you’ve been following along this week on all our emails and event calendar, you know that April is “Carrier Spring Training” month! We are so excited for this new initiative, and just finished up our second week of webinars! But if you missed these webinars and don’t have time to re-watch them, here’s the RBI sales team to break down the highlights of each carrier, and what they do for your portfolio. Watch the video below: RBI Carrier Hall of Fame Week 2!

This week, we collaborated with Aetna, Humana, and United Healthcare. A huge shout-out to our presenters, Daniel Santos (Aetna), Kirk Sanich (Humana), and our own Charlie Ferrell stepping in for Ken Colvard (United Healthcare), who did a fantastic job showcasing their products and what makes them compelling for members.

RBI Carrier Training Highlights:

  • Aetna by Rebecca Howard
  • Humana by James Gramp
  • United Healthcare by Charlie Ferrell
Video: RBI Carrier Hall of Fame Week 2

Look for this symbol on all our new “Carrier Hall of Fame” videos!

The RBI bottom line is that all three of these carriers offer something different and that they work together nicely to fill out your portfolio as a senior insurance advisor. We recommend that you contract with all three today because everyone is different and it’s important to have the products that fit the needs of your clients.

Watch the recording: Aetna Webinar. Watch the recording: Humana Webinar. Watch the recording: United Healthcare Webinar.

Click here to get contracted. Click here to see all our contracted carriers.

Sign up for next week’s webinars today!

  • Monday, April 17 at 9 AM MST/12 PM EDT“Hit a Homer with Mutual of Omaha” Register.
  • Tuesday, April 18 at 9 AM MST/12 PM EDT“Steal Second with GTL” Register.
  • Wednesday, April 19 at 9 AM MST/12 PM EDT“Bat 1.000 with RBI’s Quoting Tool” Register.
  • Thursday, April 20 at 9 AM MST/12 PM EDT“Out of the Ballpark with SilverScript” Register.

Subscribe to the the RBI Agent’s Advantage Blog today

Did you miss last week’s webinars? Watch the full recording: American Continental Webinar. Watch the full recording: Equitable webinar. Watch the full recording: Medico webinar.


All videos are for agent use only.




2020 ahip discount certification
OEP
Medicare cost-sharing

RBI Demystified: the Answers to your FAQs

RBI Demystified: Answers to your FAQs

You asked (a lot). We answered! If your question isn’t featured here, give us a call at 1-800-997-3107.


Contracting Questions:RBI Demystified

What do I need to submit with my contract?

Make sure you include a copy of your E&O insurance, your state license and if you’re contracting with a Medicare Advantage carrier, you should also submit a copy of your AHIP as well. Most carriers product certification is done AFTER contracting. With Aetna, you must certify before they will process your contract. 

How long do I have to wait to change hierarchy?

Change-of-hierarchy policy is generally set by the carrier. In general it is waiting 6 months with no-production, but each carrier is different. Some carriers do not contract directly with the agents but only with the FMO or General Agency. In these cases the terms and conditions of your contract with your upline will prevail.  You should address these types of questions directly with your upline in order to get an accurate answer.

How long does the contracting process take?

The contracting process can take some time, and will vary depending on the carrier. Some are very quick, like Equitable’s same-day contracting, and others take a little longer. In general you should expect to wait at least 2 weeks after you submit your contract before receiving your writing number. The contracting process also does get backed up, especially during ramp-up for AEP (September to November). Our contracting department recommends contracting early so you are ready-to-sell prior to October 1st.

How do I know my writing number?

Your writing number usually comes to you via email, after you have successfully completed contracting and certification. Keep an eye on your inbox for an email from the carrier, and if you haven’t received your writing number, check your spam folder. You should also add the carrier’s email address to your safe senders list. (Check out our easy tutorial here!)  If you think you should have received your writing number already, call RBI at 1-800-997-3107, and we will be happy to assist you!

How do I add or remove an appointment state?

The RBI Contracting Department will be happy to help you with this. Simply e-mail them your updated licenses, or call our office at 1-800-997-3107 for more information.

Commissions Questions:

Does RBI pay agent commissions directly?

Most of our agents receive their commissions directly from the carrier with very few exceptions. If you need help with this process, speak to our Contracting and Commissions Department at 1-800-997-3107.

When can I expect my commissions?RBI Team

If RBI does pay your commissions, those commissions are generally paid toward the end of each month.

How do you open secure emails for my commission statements?

Watch our tutorial about how to open a secure email here.

Support Questions:

Medicare Sales Engine or Agent Market Edge portal questions are best addressed to Rebecca or James by calling 1-800-997-3107.  If you have questions about a specific order you placed through the Agent Market Edge, ask for Steven. In an appointment? If you have compliance questions, you should speak to Rob Bever, Director of Compliance, and general sales questions should be addressed to our National Sales Manager, Charlie Ferrell.

Other FAQs:

When will I get my AME credits? 

If you are participating in our Medicare Advantage “Every 5 Sales Drive” through RBI, the marketing credits will show up in your Agent Market Edge account at the beginning of the month following the enrollment month. This means if you have qualifying sales in February, the marketing credits will show up in the beginning of March.

What can I spend my marketing credits on?

Your marketing credits can be used to purchase any type of collateral on the Agent Market Edge online portal. With this great tool, you’ll be growing your business in no time!


2020 ahip discount certification
OEP

Zero interest in selling Medicare Advantage? Think again.

James Gramp

RBI Senior Sales Coordinator/

Independent Agent: James Gramp

With his signature common sense, quiet good humor, and brilliant customer service, Jim is the other half of the RBI phone answering dynamic duo! An Arizona native, Jim manages agent relationships for the East Coast and specializes in the RBI agent tools, especially the Agent Market Edge. Jim has been a licensed health insurance agent for over a year, and has worked at RBI for 2 years. An accomplished bassoonist, he is known around the office for his amazing musical skills. In addition to keeping busy around the office, Jim frequently contributes to our blog, bringing a new agent’s perspective to the RBI online presence.

Zero interest in selling Medicare Advantage?

Think again!

RBI Senior Sales Coordinator/Independent Agent: James Gramp


As a Senior Sales Coordinator at RB Insurance Group, I talk with agents from all over the country.  Every now and then I’ll talk to an agent who has zero interest in selling Medicare Advantage(MA). These agents usually fall into 1 of 2 camps, either they don’t like the product, or they are afraid of the certifications to be ready to sell.  But MA products are proving to be a really good fit for many beneficiaries and members continue to enroll into the plans. Market penetration for MA plans is growing, and the excuses could be costing you money. Let’s take a look:

Market Penetration for Medicare Advantage

According to Mark Farrah and Associates, in 2015 Medicare Advantage covered over 18 million members or about 33% of the Medicare population and is still showing growth year over year. Medicare Supplement beneficiaries account for just under 12 million.  You can educate people all you want on why you think Medicare Supplements provide superior coverage (and I would agree in a lot of situations) but the fact is Medicare Advantage is here to stay.

Reasons Why Members Choose an MA Product

Zero interest in selling Medicare Advantage

Some members like the additional benefits with an MA plan, like dental or vision.

We recently hosted a webinar about Aetna by Daniel Santos, the Medicare Broker Manager for Arizona. (If you missed the webinar, watch the recording here) If you aren’t aware, Aetna has some great MA plans in Arizona, but also across the nation in other markets. Daniel’s presentation highlighted a few reasons that members like MA plans: many folks prefer to have full coverage in 1 plan, with predictable out-of-pocket costs, and a lot of the time with a $0 premium. Some people like that there is no underwriting with an MA plan. And some folks like the extras that you can qualify for with an MA plan, such as dental or vision benefits.

Overcoming Objections: “I don’t believe in the product”

In my day-to-day conversations with agents, I’ve come across one objection very consistently. “Well, Jim, I just don’t believe in the product.” Or “I just don’t want to sell a product I don’t believe in.”  This usually leads into how a Medicare Supplement plan F or G is the best coverage you can buy. While I agree that plan F and G provide excellent coverage, not everyone is the same. As we saw above, a lot of people are choosing Medicare Advantage for their coverage and the market is growing.  The bottom line is a lot of people (especially healthy people) can’t stomach paying for a Medicare Supplement policy and if you don’t sell them an MA plan then somebody else will.

Overcoming Objections: “There are so many certifications”

The second most common reason agents tell me they don’t sell Medicare Advantage is because of all the certifications involved with MA.  I’ll be the first to tell you how much I LOVE doing my annual AHIP test. (I’m kidding of course.)  I have good news for you though, it gets easier!  I’ve only been in this business for 2 years and if I had to put a number on it, it probably takes me a couple hours at most to knock out my AHIP plus my 5 carrier certifications.  With most carriers doing lifetime commissions for MA, I will gladly set aside 2 hours of my time every 365 days to collect my renewals. 

Now that I’ve convinced you to sell MA, why should you contract with RB Insurance Group? Stay tuned for my next article, “The RBI Difference” and learn how to get your AHIP reimbursed as well as how to earn $25 in marketing credit for each of your MA enrollments!


2020 ahip discount certification
OEP

Video: RBI Carrier Hall of Fame Week 1

Video: RBI Carrier Hall of Fame Week 1 (ICYMI)

So if you’ve been following along this week on all our emails and event calendar, you know that April is “Carrier Spring Training” month! We are so excited for this new initiative, and just finished up our first week of webinars! But if you missed these webinars and don’t have time to re-watch them, here’s the RBI sales team to break down the highlights of each carrier, and what they do for your portfolio. Watch the videos below: RBI Carrier Hall of Fame Week 1!

This week, we heard from three tremendous carriers: Aetna/American Continental, Equitable and Medico. A big thank you to our presenters, William Davis (American Continental), Bill Ellsworth (Equitable), and Carrie Haubensak (Medico) who did a really amazing job introducing their products and telling us why members like their plans!  We have three videos below so you can get all the highlights on what makes each carrier a perfect fit for your portfolio!

Video: RBI Carrier Hall of Fame Week 1

Look for this symbol on all our new “Carrier Hall of Fame” videos!

When you think about these three carriers, each has something a little different to offer. And at RBI, we like having all three carriers in our portfolio so that we can speak to any client’s individual needs.

Watch the recording: American Continental. Watch the recording: Equitable. Watch the recording: Medico.

Click here to get contracted. Click here to see all our contracted carriers.

Sign up for the next webinars today! Click here to see the full calendar.

Subscribe to the RBI Agent’s Advantage Blog today!


All videos are for agent use only.



USA Senior Care Network
AEP
New Agent

2 Simple Sales Tips: Listen and Observe

Senior Agent Contributor: Tom O’Neil

Tom O’Neil has been in the Medicare industry since the 1970s!  Whether the topic is selling Dual Eligibles, or how to increase business cash flow, or simply the craziest Medicare Advantage home appointment he’s ever been on, he has a wealth of stories and enjoys sharing them. When he isn’t running appointments, writing for our blog, or planning his next sales, he enjoys spending time with his canine companion, Molly.

Pictured above: Tom’s sweet pup!

2 Simple Sales Tips:

Listen and Observe

Senior Agent Contributor: Tom O’Neil

This humble offering is directed at those brave souls who have decided recently to enter the rewarding and challenging Senior Insurance Market.


Let me preface this brief sales tip with a story:

Back in the 70’s I was lucky to score an Army school slot at Fort Rucker, Alabama, the home of Army Aviation.  The course of study was for those being awarded the designation of Air Traffic Control Specialist (ATC).  It was by no means a slam dunk.  About 25% of my enlisted classmates washed out during initial academic testing, live tower operations or by failing the FAA final exam. 25% was an unusually high failure rate for an Army school.  We all had to pass the same FAA ATC test taken by civil service controllers as well as completing the military portion of the training.  Almost all the soldiers had at least one or two years of college and a few were degreed.  The Army had only recently reclaimed the ATC training program from the Air Force ATC school at Lackland AFB.  To say the least, the Army was going through some growing pains getting things up and running.

Moving on to the sales tie-in:

Redstone Airfield Air Traffic Control Tower

This tower, at Redstone Field, is identical to the training tower I was assigned to, while at Ft. Rucker. — Tom O’Neil

In the initial academic training my scores and evaluations were excellent.  The staff awarded me and one other student a special “honor graduate” designation for stage one of training.  I was assigned to a cramped training tower with another soldier where we worked with American student pilots.  It was a very busy airfield from dawn to dusk.  We were both doing great as student controllers until the pilots from South Korea came in for my last week of live training.  The Koreans, speaking English, were hard for me to understand.  I was starting to panic and lose some confidence.  If I didn’t pass this final portion of my training I would be off to Jeep mechanic school!  My training partner, another “PFC,” was doing great with the Korean flyers.

When I asked my buddy how he was excelling he gave me some great advice: “Don’t just listen to them, look at the aircraft to see what they are doing.  By observation determine exactly where they are coming in from and anticipate in advance what they are doing and it will be easy to understand what they are transmitting and requesting.  They are all flying the same damn patterns!”  Wow.  By the next afternoon I was as comfortable as a minnow in a mountain stream.  We both graduated and went on to our unit assignments.  My old ATC buddy now runs a chain of pizza places back East.

The 2 simple sales tips: listen and observe

Our senior clients are “all flying the same damn patterns” as my buddy noted about the Korean pilots.  They have different starting points, may want a different runway, need to refuel, or might even have what they consider an emergency.  By listening and observing (body language, medical devices, meds) before we start the sales process we can identify where they’ve been and where they want to go.  As independent agents we can offer them a lot of different options (runways?) and add-ons.  Let them transmit what they want before YOU decide where to send them.  They always transmit the info, we just have to listen, observe, communicate, and then “control.”

NEVER ASSIGN A RUNWAY UNTIL YOU KNOW THE DESTINATION.

For access to the RBI library of great sales training and industry expertise, call 1-800-997-3107 or click here to get contracted. We do things differently: see the RBI difference in action in your business today! 



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