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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