Medicare cost-sharing

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!

Successful Medicare Agents market themselves in more ways than one

Today I want to highlight three outstanding examples of our affiliated agents’ success as we get ready for our 3rd annual, Sales Champion Summit. These Medicare agents come from different backgrounds, but all of them have three common strengths: They’re driven to succeed, they go the extra mile for their clients and each of them are able to take advantage of different opportunities to market themselves.

Jim: The Man, the Myth, the MACHINE

Jim has been an insurance agent for over 30 years. He started out as a Farmers agent working with his father in Kansas City, Mo. After his father passed away he started his own successful marketing company, but missed interacting with clients. Jim got back into the insurance business a few years later and has steadily been growing his sales since.

He has over 900 clients and is still actively selling. Because he loves to travel, Jim has combined it with his passion for serving low-income seniors. He has been working out of state to help deserving people while he checks out new places on a regular basis. Jim typically enrolls between 10 and 20 new clients each month, mostly by sending out discounted Business Reply Cards and advertising in free local papers. He sets up a Bingo event at least once a month to keep his name on his clients’ lips as they refer friends and family.

Rich: Gotta pay for the kids

Richard has been working in the senior market for more than 10 years and loves every minute of it. He loves to travel, too, but keeps things local in Arizona, driving from Prescott and Globe all the way to Tucson to meet with prospects and clients. You could say Richard really gets around. He works year round, selling hospital indemnity products to compliment his Medicare Advantage portfolio.

He also has what he calls two seasons: Summer is for Medicare Supplements, and fall is for Medicare Advantage. Richard loves to do seminars in the fall because they’re an easy way for him to reach a large audience quickly. He carefully schedules his seminars around the Annual Enrollment Period to leave enough time after events to answer personal questions and follow up with in-home visits when needed. Richard usually targets his seminars to under-served, outlying markets that rarely have Medicare presentations. They truly appreciate the time and expertise Richard brings to their communities.

Susan: I’ll never retire

Susan has also been around for a long time. She is passionate about her work and her clients and is now a senior herself. She hasn’t let that slow her sales down at all, though. Susan finds that clients find her more relatable, which explains why most of her business now comes from referrals and word of mouth. She augments this most fundamental marketing strategy with mailers from RB Insurance’s Medicare Compare brand as well. Her target market is looking for Medicare Supplements, but she also sells Medicare Advantage plans in the fall during AEP. When she’s not in the field as an agent, Susan loves to volunteer and help other small businesses in her community. Susan earns clients’ trust by being careful not to mix Medicare and senior insurance discussions with her volunteering so she does not violate the Medicare Marketing Guidelines.

As you can see, each of these agents have three different personalities and strategies for introducing themselves to dozens of potential clients. Each of them use simple marketing techniques to expand their customer base, ranging from newspaper ads to volunteering with a nonprofit organization supporting seniors who may also be looking for a great health plan. These affiliated agents go above and beyond by helping out in their communities. Give me a call for tips on how to succeed in the Medicare market, 1-800-997-3107!

Medicare cost-sharing
USA Senior Care Network
2019 AHIP