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!


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Dual Eligible New Plan Member Outreach

James Gramp

 RBI Sales Coordinator/Independent Agent: James Gramp

Pro Tip: If you can solve your client’s problems that have nothing to do with Insurance, you will be their hero.  It can even be as simple as remembering something that they have going on in their life and asking them about it.  I know an agent really went the extra mile from a conversation with one of their clients. The Dual Eligible member had mentioned that she wanted to get a bike for her son’s birthday that was coming up but couldn’t afford it.  The agent was able to find a local organization that gives bikes to under-privileged kids and the mother was able to get her son a bike, thanks to this agent’s work.  Treat Dual Eligible beneficiaries like human beings and not just a client and I promise you that you’ll see more business stay on the books.


Dual Eligible New Plan Member Outreach

RBI Sales Coordinator/Independent Agent: James Gramp


Are you tired of hearing about why you should be taking advantage of the great opportunity you have to sell Dual SNP’s year-round? No? Good, because I’m not done talking about it!  The biggest complaint I hear from agents that don’t want to bother with Dual Eligible beneficiaries is that DSNP members can change plans throughout the year, are harder to keep as clients, and agents eventually lose them much sooner than a regular MA client.  So what’s the secret to retaining your DSNP business?  Member outreach.

What does member outreach look like?

When dealing with your Dual Eligible clients, you need to be reaching out to them regularly. Make sure they know that you’re there for them when they have problems.  By following my new member outreach strategy, your clients will not only see you being proactive with their insurance, but you’ll solve problems before they even arise!

5 steps to great member outreach (with a timeline!)

Step 1: Thank you letters (Next day or end of the week)

The first thing I do after enrolling someone in a Dual Eligible plan (I do this for every client of mine, not just Dual beneficiaries) is to send them a thank-you card, showing your appreciation for being their healthcare agent.  To give it a more personal touch, I also like to include a picture of myself and hand sign the letter. Bonus points if you hand write the whole letter! (If you want to get some help on thank you letters, RBI works with print and fulfillment companies for huge agent discounts!)

Step 2: Call to follow-up (2 weeks after the appointment)

Two weeks after submitting the member’s application, give them a call and confirm that they got their member ID card.  It’s the perfect time to order a new member ID card from member services if they haven’t gotten it yet.  Just call member services with your client on the line.

Step 3: Ask how their coverage is going (30 days after receiving the member ID card)

After 30 days of their new coverage, remind your DSNP beneficiary of any outreach that carriers do for new members, like welcome calls or any Health Risk Assessments.  Ask if they’ve seen their Primary Care Physician yet. (Especially if they’re seeing a new doctor!)  Also confirm that they received any other materials related to plan benefits like OTC cards and catalogs.

Step 4: Help them contact doctors (2 months after enrollment)

Two months after enrolling them, if they still haven’t seen their doctor yet (when you asked them the previous month) then make sure and find any phone numbers they need to schedule a doctor visit.  Make sure your members understand how all of their extra benefits work and how to utilize them.

Step 5: Make yourself available like clockwork (every other month after first doctor visit)

After I’ve made sure my DSNP clients know exactly how their plan works and how to use it, I follow-up every other month just to make sure they’re not having any problems.

Your members will appreciate that you’re being proactive rather than waiting for a problem to come up with their insurance.  Keeping your DSNP clients (and all clients) on the books boils down to giving the best customer service possible. When you step up your member outreach and make sure your clients are utilizing the plans benefits to its fullest, you’re ensuring that your clients never need to seek out help from another agent.

Want more great Dual Eligible advice? Click here to see our webinar “Finding Dual Eligibles” and get started! Click here for a list of carriers in your area, or call RBI at 1-800-997-3107 to speak to our team! Let’s get YOUR Dual Eligible book of business activated today! 


Senior Insurance Acronyms
Dual Eligible New Plan Member Outreach
Reboot: Finding Dual Eligibles Roll-up

ICYMI Contracting for Success Wrap-up

Charlie Ferrell

National Sales Manager


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! 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!”

ICYMI Contracting for Success Wrap-up

Charlie Ferrell, National Sales Manager



If you know anything about RBI, you know that we are passionate about saving YOU time and money. One of the ways that we do this is by helping you to work smarter not harder! Our most recent Medicare Intensive “Contracting for Success” was all about building a portfolio of products that does the heavy lifting! If you weren’t able to attend, here’s the ICYMI Contracting for Success Wrap-up! 

ICYMI Contracting for Success

What we covered:ICYMI Contracting for Success Course

Would you like to sell to 80% of the people you meet? With our portfolio approach to senior insurance, this goal is within reach. Most insurance agents focus on a single product, and stay in their comfort zone to try and make sales. Instead, we urge our agents to work smarter, by picking up a few other types of products.  When you have a portfolio that is more extensive, you have the ability to convert more of the people you meet, because you’ll have the plans that they need.

We help you convert 80% of your leads to clients

The three types of products we focus on are

  1. Final Expense
  2. Indemnity Products – such as Hospital Indemnity, Dental and Cancer policies
  3. Medicare products – such as traditional Medicare Supplements and Medicare Advantage products

We suggest that you pick up 3 or 4 carriers for each category, and become the expert in who those carriers are and how they work together.  Clients will be able to tell that you have done your research. As an added bonus, when you have more to offer to clients, you’ll be able to spend more time with fewer clients, with better results. In essence, you inoculate them from being poached by another agent. This means that your clients are less likely to move to a different agent because they recognize your commitment to their needs.

What’s the bottom line?

Agents who approach their business as a whole portfolio are more successful! Consider this powerful example: this past AEP, one of our agents in MI added Hospital Indemnity to his portfolio. During AEP, he included this additional product in his client meetings and 90% of his new clients signed up for a hospital indemnity product! This translated into over $20,000 in commissions received before the end of AEP.

RBI – We Make It Happen for You

If you weren’t able to attend the Contracting for Success class this week, you can watch the recording by clicking here. You can learn more about RBI’s carrier partners by clicking here. Call our office today at 1-800-997-3107 if you want to get more information on how to get started! We are here to make it happen for you!


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OEP

End of the Month Wrap-up

James GrampJames Gramp

Sales Coordinator/Independent Agent

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.

End of the Month Wrap-up: Client Retention in 3 easy steps!

RBI Sales Coordinator and Independent Agent: James Gramp



It seems like every year the days go by faster and faster.  It’s already the end of February, so I’m going to share with you my end of the month wrap-up and a few best practice tips to help you stay in touch with your clients so they remember who to call when they have questions or problems!

Here’s three ways that I keep my business on the books:

End of the Month Wrap-up

If you send a letter to your clients, hand sign it for a personal touch!

Number 1: Thank You Letters

The best piece of advice I can give you is to send your new clients a thank you letter.  This is a great way to make sure your clients remember your name.  Just think of all the seniors you run into during AEP who say they can’t remember who helped them enroll in their current plan. You do not want to be “that” agent.  Instead, by sending a thank you letter, you will stay in touch. The letter should be simple: thank them for the opportunity to be their health insurance agent and include a few business cards. Ask your clients to hand out your card to any friends or family who have questions about Medicare.  In my letters, I also like to include a picture of myself at the bottom and I always hand sign it to add a more personal touch. Depending on how many enrollments you do a month, you can personalize your letters even further by handwriting the whole note!

Number 2: Updating CRM records

This one should be a no-brainer. You should be using a CRM system to manage your clients to help make your life easier, because who likes excel spreadsheets? I use the Medicare Sales Engine, or “MSE” – which is RBI’s own agent-built CRM system. I usually update my client’s CRM record the same day I make the sale so I don’t forget, but if you haven’t yet done so, be sure to update your clients records now. If you use the MSE, check that you have converted the leads you sold into clients.  Another MSE feature I use all the time is tracking commissions: just enter the product you sold, and the commission you expect to be paid.  If you entered the information correctly, you’ll see the potential renewals for the next year on your dashboard.   The end of the month is a good time to check that your commission records inside the MSE match the statement from the carrier. The best part is that RBI provides the MSE tool completely free for contracted agents!   You can get contracted here today!

Number 3: Follow-up Call

Two weeks after I’ve enrolled new members, I like to give my clients a call to make sure they’ve gotten their welcome letter and all their member ID cards.  I usually open the conversation up by saying something like “I just wanted to make sure you got your new member ID card.”  If they haven’t, it’s time to set-up a conference call with myself, my new client and the carrier, to have the ID card re-sent.  Your clients will love the fact that you’re being proactive in asking about their experience and solving their problems.  As a bonus for us as agents, this is also the perfect time to ask for referrals.  Let your clients know that if they have any friends with questions about their Medicare to give you a call.  Be VERY clear that you cannot call them, they have to call you. You’d be surprised how many follow-up with you!

And that’s it!  As you can see, my end of the month wrap-up is just three simple steps.  If you can implement these “best practices” to your business I can guarantee that you’ll see more business stay on the books and also bring in more new business from happy clients when they refer their friends to you!

Click here to learn about the Agent Market Edge and how RBI works with print and fulfillment companies to bring you exclusive pricing! If you’d like sample ideas for client letters give RB Insurance Group a call today at 1-800-997-3107 to see firsthand how RBI can help you take your business to the next level! 


2020 ahip discount certification
OEP

The Power of Voice Inflection – the simple change that goes a long way!

The Power of Voice Inflection

– the simple change that goes a long way!

Sales Coordinator, James Gramp

James Gramp

James Gramp

Sales Coordinator

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.

Zig Ziglar once said “Selling is essentially the transference of feeling.” I’m not a naturally boisterous kind of guy, so I have to remind myself of how I sound and how I am coming across when I’m interacting with clients. I’ve learned through personal experience that if you speak without any voice inflection not only will you sound like a robot, but you WILL miss out on sales. This is something I’ve been working on since I started at RB Insurance Group and it’s something you should never stop practicing!The Power of Voice Inflection

Listen to Yourself

Whether you’re in a one-on-one home visit or setting appointments over the phone, it is imperative that you master voice inflection. The best way to do this is follow another Zig Ziglar tip. Record yourself giving your sales presentation/script and listen to yourself.  There is a certain initial shock value to how different you sound on a recording versus inside your own head (Here is a great article if you’ve ever wondered why you sound so weird on a recording). Once you’re over the shock, however, listen to your inflection and start to really figure out where you can emphasize certain words to drive your message. I know it sounds silly but just do it! You’ll be surprised at how you perceive your own presentation and immediately start improving your skills as a communicator.

Just Smile!

One way to help improve your inflection, especially over the phone, is to smile while talking.  You may be surprised by why, though. It has more to do with physiology than psychology. For those of you who have sung in a choir, you know that the wider you open your mouth and the more teeth you show, the better tone you get. The same applies over the phone. Smiling helps your voice sound more friendly, warm, and receptive.

Changing the Emphasis of your Words

Be aware of how stressing certain words changes the feeling of what you’re saying. For example, take the following sentence, “What would you like us to do about it?”

  • “What would you like us to do about it?”
    • Emphasizing “would you” makes you sound defensive.
  • “What would you like us to do about it?”
    • Emphasizing “like us” makes you sound curious as to what you can do about it.
  • “What would you like us to do about it?”
    • No emphasis makes you sound apathetic.

Simply by changing your sentence inflection you completely change the perceived meaning or connotation of what you say. Understanding how you are perceived by your clients and prospects is just as important, if not more important, than your mastery of the materials you present.

Breathing is Everything

The inflection in your voice can be greatly affected by your breathing. Typically the more stressful a situation you’re in, the shallower your breathing will be. Your vocal cords tighten and  your voice goes up in pitch — then you just sound strained. Slow down and take deeper breaths the next time you’re in a stressful situation. You’ll notice that your pitch will come down and immediately make you sound more warm and calm.

Voice Inflection Increases Your Sales Effectiveness

As insurance agents, it’s important to provide the best education and explanation we can to our clients. For most of us, our primary route of communication is our voice.

Think of your voice as a tool and inflection as a skill that you can fine tune into an educational instrument, especially if you find potential clients lacking understanding or confidence in what you are telling them. When you properly use inflection to communicate key concepts about a client’s insurance policy, they will have a better understanding of their coverage and more confidence in you as their advocate.

If you’d like more useful tips on how to practice your voice inflection, give me a call at 1-800-997-3107, or send an email!

Are you loving the content and tips you see here? Our contracted agents benefit from our amazing support on a daily basis! Get started contracting today by clicking here for a list of carriers!


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Hospital Indemnity Earn $2k on Take Action Tuesdays

hospital indemnity

Hospital Indemnity – Take Action Tuesday: weekly action items to build a stronger business



POST AEP BLUES? — HERE IS A QUICK $2K IDEA FOR FEBRUARY!

Senior Agent Contributor: Tom O’Neil

Note from the Author: While most of this blog post is a product of my gray matter, I will borrow shamelessly some content from RBI’s Charlie Ferrell, our National Sales Manager.  He has some great insights into our business, surely developed when I was training him as a young pup new agent many years ago!


Now that AEP is over, we enter into the MAPD world of reduced commission advances for the next 11 months.  What is a good way to keep up the cash flow?  What about the business you left on the table with your turning-65 new-to-Medicare clients? Hospital Indemnity plans offer good commissions for agents year-around, and a unique opportunity for all those T-65’s you enrolled going back for the last 5 or so months.

Drop the excuses and sell Hospital Indemnity

Hospital Indemnity Image

Agents often tell me that Hospital Indemnity plans are too hard to sell, their clients are broke, underwriting is difficult, the clients enrolled in a supplement and so have no need for Hospital Indemnity, yada, yada.  GTL (Guarantee Trust Life) has the cure.  They offer guaranteed issue status to all applicants ages 64 ½ to 65 ½.  How do you beat that?  GTL may be a perfect fit for your MAPD clients who can afford a $40 or $50 premium.  If you sold a supplement to a client who is still working, GTL can provide some loss of income protection for days spent in the hospital as well.

Have a new client in the age range 64 ½ to 65 ½ who anticipates a hospital stay later in the year?  This plan is a slam dunk.  Yes, there is a 6-month pre-existing condition clause.  Accidents covered at issue, of course.

In my state, Arizona, GTL’s Hospital Indemnity plan pays around 50% commission for the first year, with a 9-month advance.  Let’s do the math.  My last guaranteed issue GTL application with a $39 monthly premium was submitted online on a Monday, and the approximately $200 advance was in my bank account on Thursday.

Start with Existing Clients

Okay, so where do I get the $2K teaser in the blog title?  I am guessing that any busy agent that goes over the last 5 months of enrollments will be able to find at least 10 clients that fall into the guaranteed issue age range.  Reach out to these clients about the benefits of having Hospital Indemnity coverage. Don’t stop there.  The fully underwritten GTL can also be a gold mine.  They have an easy “yes” or “no” online app, as well as a paper app.  One of our top agents estimated that about 70% of his clients pass underwriting easily.

One of the best Hospital Indemnity training videos I have seen was produced by Bill Ellsworth, VP of Equitable. It is available on Equitable’s broker page as well as on YouTube. Check it out to get started on training.

For those agents working in areas where GTL is not available, of course, we also offer contracts for Equitable, Medico and other Hospital Indemnity plans with more traditional underwriting.  If you do not have a Hospital Indemnity contract in your portfolio, or to request a specific market analysis for your area, give RBI a call at 800-997-3107 and talk to Charlie about these great products and how to present them.

Join Charlie Ferrell for a introduction to Hospital Indemnity with RBI’s Webinar Wednesday topic for January 18: “Mastering Hospital Indemnity!” Register now!

Upcoming Events:

Build Momentum in 2017


Take Action Tuesday: weekly action items to build a stronger business



Build Momentum in 2017


— From the Desk of Bob Bever


I hope you took a few days off over the holidays to enjoy your family and to relax after AEP. It’s hard to believe it’s January already, and time to put that momentum from AEP to work! Let’s hit the ground running!  Here’s what I focus on this time of year:

Reach out to clients:

I usually give my clients a call over the holiday season or early January, especially new clients. New clients often run into challenges in January when their plan becomes effective, and it’s important that your clients know that you’re here for them. For any existing clients that are already on your books, it’s still essential to touch base with them to wish them happy holidays, and thank them for their business. In every call to my clients, I remind them that I am here as a resource for any family member or friend who has questions about Medicare. Above all, I know that a simple phone call will keep my name fresh in everyone’s minds — it is a personal touch that will keep my business on the books and will generate more business.

Plan the coming year:

The other target of my attention in the beginning of the year is putting together a business plan. I consider the following questions. How much income do I want to make? How many sales do I want to generate? Am I currently on target to meet these goals? I have found that it is ill advised to only do your best during AEP, and plan your financial goals for the year around AEP. Instead, as a self-employed professional, I come up with a monthly quota of sales or income for myself, and plan daily goals to hit those numbers.

Expand business lines:

As part of my new plan moving forward into the New Year, I take a look at my portfolio. Am I contracted with the most popular carriers in my area for Medicare Supplements?  Have I diversified my portfolio with Medicare-related products like Hospital Indemnity?  Often times with Supplements, the choices come down to money spent, so see if you are contracted with competitive carriers. Do the same thing with Hospital Indemnity products like GTL or Medico. Hospital Indemnity plans especially are becoming more important because the cost of hospital visits are skyrocketing.

Get involved in the community:

A lot of people are looking for an expert to help their parents and their friends’ parents with Medicare. An age group that often gets overlooked is those who are between 45-50. People who are in this age group often have parents, aunts, uncles or friends that are turning 65, and know nothing about Medicare. Becoming the go-to expert for these people starts with community involvement. I focus my efforts on food banks, church and social clubs for Medicare 101 presentations, and build my relationship with social workers, as well.

Do you have a plan for your business for this New Year?  If not, it’s time to get started!

If you need help creating a plan and breaking it down into achievable daily chunks, we have the best organization in the country to help you out! Get in touch with our marketing and sales team at 1-800-997-3107, and build momentum with RBI’s MAPS method for success!

Upcoming Events:

Preventing Rapid Disenrollment

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.



Take Action Tuesday: weekly action items to build a stronger business



Preventing Rapid Disenrollment


So you’ve enrolled an individual in a Medicare Health Plan, now what?  Luckily, being an agent that sells Medicare Health Plans, servicing your book of business is minimal compared to other industries.  But yet, many agents complain about not being able to retain business, especially dual eligible beneficiaries.

You should be keeping in touch with your clients throughout the year.  The most important time to follow-up is during the annual dis-enrollment period (January 1 through February 14), right after your clients are starting with either a new plan or a new set of benefits and copays.  There are a few different ways you can do this.  My personal favorite is sending them a letter thanking them for giving you the opportunity to be their health insurance agent.  You should be doing this for a number of reasons, but the biggest one is to make sure that your clients know you are there for them and remind them to give you a call if they have any questions regarding their insurance.  Another great way to keep in touch with your clients is to send them cards on important holidays like the Fourth of July, or their birthday.



“…Make sure that your clients know you are there for them and remind them to give you a call if they have any questions regarding their insurance.”



If you can show your clients that you truly care about their lives and aren’t just interested in making the sale then you will have gained a client for life.  I was fortunate enough to go on two appointments with Bob Bever (CEO at RBI) with two couples that have been his clients since the early 90’s. As soon we walked in, I could tell immediately how much this couple trusted Bob and viewed him as a long-time family friend (which at that point he certainly was). When you develop the level of trust between you and your clients to the point where they view you as a friend, there is almost a zero chance that you will end up losing them as a client.

Around the last week of September every year, your clients will be receiving ANOC (Annual Notice of Change) letters from their current carrier, which can sometimes work in your favor if the plan still has strong benefits.  Read Brandon Clay’s post about why you should be sending your own ANOC letter to your clients here.  There’s also a couple free samples of agent created ANOC letters you can download on Brandon’s post.

I know a lot of you are probably thinking, “You expect me to write and address over 100 letters to my clients?” Some of you may know already, but RBI can do that for you! We work closely with print and fulfillment companies and so are able to offer services at cost to our contracted agents, give us a call today to learn about other services we provide our agents!

2020 ahip discount certification
OEP