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RBI Agent’s Advantage Blog: guaranteed to energize your business (updated 2017)

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Agent's Advantage Blog

Meet the RBI Agent’s Advantage Blog Team:

  • Charlie Ferrell, National Sales Manager
  • Rob Bever, Director of Compliance
  • Bob Bever, RBI Founder/Managing Member
  • James Gramp, Sales Coordinator/Independent Agent
  • Elizabeth Spann, Senior Agent Contributor
  • Tom O’Neil, Senior Agent Contributor
  • Shannon Bever, Graphics/Freelance Copywriter
  • Rebecca Howard, Managing Editor

RBI’s Agent Advantage Blog:

Guaranteed to energize your business


We’re proud to be offering original, practical content through the RBI Agent’s Advantage Blog, updated to be easier to use than ever before. Now you can search posts with our keyword search, or click on related content by using the “tags.” As always, the blog is YOUR go-to for sales help, marketing support, Medicare information, and more! If you haven’t already, you can visit our blog page or sign up to get a weekly digest of the blog, just click here.

Blog Focus No. 1: Medicare agent training by experts, so you can become an expert!

Don’t read Medicare policy news from sources geared toward seniors, read it from the RBI Agent’s Advantage blog, written specifically for agents like you! Our Agent’s Advantage Blog team combines over 50+ years of Medicare insurance experience, so we bring you the latest in Medicare policy news, industry changes, and compliance issues. No more guessing about how these will affect your senior insurance business — our team breaks it down for you!

Have you seen the updated articles from National Sales Manager, Charlie Ferrell, about Medicare Supplements? What about this article by Director of Compliance, Rob Bever, which covers top compliance mistakes in MA home visits and how to avoid them?  Or you can stay up to date on the latest mergers and acquisition news that affects your business’ bottom line. Get involved in a different type of client base with Bob Bever’s post about how Hospital Indemnity can be right for your ACA clients.

Blog Focus No. 2: Practical sales training and advice to generate more sales.

We’re not here to get you to click on things. We’re here to deliver helpful information and actionable tutorials that you can implement right now to increase your sales.  Learn strategies for building a referral base within your clients, or building a partnership with other professionals in your community.

Want to multiply your revenue? Get your book of business in order and watch it stack up! Want to make sure you secure Medicare Advantage and Medicare supplement commissions? In an ever-changing retirement climate, it’s important to have the best information! Our advice on preventing disenrollment from month to month? Read how to get it done here.

Blog Focus No. 3: Marketing support/learning opportunities grow your business beyond AEP. 

RB Insurance Group specializes in helping agents sell year-round as a career agent. That means making marketing support available year-round too! Whether you need to watch some of our video roll-ups on our blog, or you are more of a word-nerd and prefer articles, or you want to participate in our live Medicare Intensives, the blog has all the details.

Learn more about Special Election Periods, community marketing and selling complementary senior insurance products to your Medicare Advantage clients.

Blog Bonus Content: Stories from the Field by RBI Contributing Agents

RBI Founder, Bob Bever, shares stories from his 30+ years in the field, including the simple strategy that helped him submit 1,800 applications during his best AEP. Our other agent contributors include 6 Hours to 6 Figures author Brandon Clay, as well as top producing agents in some of our major markets.

Like what you see? Click here to register for the weekly round-up email from RBI! Want to learn more about our contracting opportunities? Click here for a list of our carrier-partners.


Updated 3/20/2017; originally published 10/8/2015


CMS call recording

CMS Call Recording Guidelines For 2023

2022 AHIP

2023 AHIP Certification

2020 ahip discount certification

2020 Medicare Agent and Broker Compensation Announced | CMS | RBI

OEP

MA-OEP is back!

RBI Agent’s Advantage Blog: guaranteed to energize your business (updated 2017)

/in , , , /by

Agent's Advantage Blog

Meet the RBI Agent’s Advantage Blog Team:

  • Charlie Ferrell, National Sales Manager
  • Rob Bever, Director of Compliance
  • Bob Bever, RBI Founder/Managing Member
  • James Gramp, Sales Coordinator/Independent Agent
  • Elizabeth Spann, Senior Agent Contributor
  • Tom O’Neil, Senior Agent Contributor
  • Shannon Bever, Graphics/Freelance Copywriter
  • Rebecca Howard, Managing Editor

RBI’s Agent Advantage Blog:

Guaranteed to energize your business


We’re proud to be offering original, practical content through the RBI Agent’s Advantage Blog, updated to be easier to use than ever before. Now you can search posts with our keyword search, or click on related content by using the “tags.” As always, the blog is YOUR go-to for sales help, marketing support, Medicare information, and more! If you haven’t already, you can visit our blog page or sign up to get a weekly digest of the blog, just click here.

Blog Focus No. 1: Medicare agent training by experts, so you can become an expert!

Don’t read Medicare policy news from sources geared toward seniors, read it from the RBI Agent’s Advantage blog, written specifically for agents like you! Our Agent’s Advantage Blog team combines over 50+ years of Medicare insurance experience, so we bring you the latest in Medicare policy news, industry changes, and compliance issues. No more guessing about how these will affect your senior insurance business — our team breaks it down for you!

Have you seen the updated articles from National Sales Manager, Charlie Ferrell, about Medicare Supplements? What about this article by Director of Compliance, Rob Bever, which covers top compliance mistakes in MA home visits and how to avoid them?  Or you can stay up to date on the latest mergers and acquisition news that affects your business’ bottom line. Get involved in a different type of client base with Bob Bever’s post about how Hospital Indemnity can be right for your ACA clients.

Blog Focus No. 2: Practical sales training and advice to generate more sales.

We’re not here to get you to click on things. We’re here to deliver helpful information and actionable tutorials that you can implement right now to increase your sales.  Learn strategies for building a referral base within your clients, or building a partnership with other professionals in your community.

Want to multiply your revenue? Get your book of business in order and watch it stack up! Want to make sure you secure Medicare Advantage and Medicare supplement commissions? In an ever-changing retirement climate, it’s important to have the best information! Our advice on preventing disenrollment from month to month? Read how to get it done here.

Blog Focus No. 3: Marketing support/learning opportunities grow your business beyond AEP. 

RB Insurance Group specializes in helping agents sell year-round as a career agent. That means making marketing support available year-round too! Whether you need to watch some of our video roll-ups on our blog, or you are more of a word-nerd and prefer articles, or you want to participate in our live Medicare Intensives, the blog has all the details.

Learn more about Special Election Periods, community marketing and selling complementary senior insurance products to your Medicare Advantage clients.

Blog Bonus Content: Stories from the Field by RBI Contributing Agents

RBI Founder, Bob Bever, shares stories from his 30+ years in the field, including the simple strategy that helped him submit 1,800 applications during his best AEP. Our other agent contributors include 6 Hours to 6 Figures author Brandon Clay, as well as top producing agents in some of our major markets.

Like what you see? Click here to register for the weekly round-up email from RBI! Want to learn more about our contracting opportunities? Click here for a list of our carrier-partners.


Updated 3/20/2017; originally published 10/8/2015


CMS call recording

CMS Call Recording Guidelines For 2023

2022 AHIP

2023 AHIP Certification

2020 ahip discount certification

2020 Medicare Agent and Broker Compensation Announced | CMS | RBI

OEP

MA-OEP is back!

$50 Off 2017 AHIP Certification is Here

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Please Note:  This article is from 2017 and is out of date.  We are now offering a 2018 AHIP discount/reimbursement program, click here for more information!

What does the “it” in “We make it happen for you,” our slogan, mean? This time of year, “it” means 2017 AHIP Medicare Training for many of our agents and we make it happen for you at no cost (or at least at a discount)!

Through direct negotiation with America’s Health Insurance Plans, we are offering an exclusive $50 discount to our partners. Pay $125 for your 2017 AHIP certification with our no risk, no obligation offer.

To access our offer, all you need to do is subscribe to our blog by clicking this link.

Click Here to Subscribe and Save $50!

We didn’t just work to save you $50 on your 2017 AHIP certification and connect you to our blog, where we go over how to fine tune your appointments for more sales and four simple ways to power through AHIP 2017.

RB Insurance will also cover the rest of your 2017 AHIP certification cost ($125) when you submit five Medicare Advantage enrollments (submitted between July 1, 2016 and January 1, 2017.)2017 AHIP

That’s right, AHIP for free for just five sales. This reimbursement is independent of any carrier offer, meaning if Cigna-HealthSpring, Aetna, Humana or any other carrier offers you an AHIP reimbursement for their sales, you’ll still qualify for our reimbursement program.

Here’s the 5-2-1 program to get you reimbursed for your AHIP. Remember, you must complete 2017 AHIP through RBI’s link first so we can verify you took the test:

  • 5 -Make five Medicare Advantage sales with our carriers by January 1, 2017
  • 2 -Contract with at least 2 of our Medicare Advantage carriers 
  • 1 -Receive your reimbursement check for $125

That’s all there is to it! For every five additional sales you make after your reimbursement, will earn you a 1,000-piece mailer for only $300. That’s a $125 discount off of our regular price and a great way to jump start your 2017 sales with fresh direct mail leads.

Our offer applies to Agencies as well. Contact us today for ways we can partner with your agency to help you grow and be more profitable.

RB Insurance truly is your one-stop shop for all your senior insurance needs. We’ve already pioneered new technology for agents and agencies with our custom CRM designed by agents and for agents. We are adding our Medicare Marketplace where your applications really are worth more. Now we’re bringing mandatory sales training to you for nothing out of pocket.

Click here to subscribe to our blog for timely information about what matters most to agents.

Remember that if you have subscribed to our blog by June 20th, you will get your own personal link to AHIP as soon as the 2017 AHIP program goes live. Take advantage of our exclusive discounted AHIP offer through RBI without waiting for the carriers to release their 2017 certifications.

Your integrity is priceless, especially amid market uncertainty

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I’m on a mission to change the perception of sales through my 6 Hours to 6 Figures platform. As a veteran of Medicare Advantage and the senior health insurance industry I know that begins with my own attitude and with my own interpretation of the sales process. I was given an especially important opportunity to practice what I preach this Annual Enrollment Period (AEP), which wraps up next week.

Balancing my travel schedule with the all important duty of tending my Medicare book of business has been my focus for the past eight weeks, aka the busiest time of year for agents. I was set to touch base with around 100 clients I had picked up through running appointments and enrollment meetings during the last two AEPs for a certain carrier. 

Image created with Canva

If you’ve been keeping up with my weekly column for The Agent’s Advantage, you know that I pride myself on service and meeting the needs of my clients by keeping in touch with them throughout the year. Doing this became a real juggling act this year as I added developing corporate training platforms to my extensive resume.

I was about to travel for several weeks, scheduled to return on October 15 for the first day of AEP. While that was cutting it close, I had my plan and strategy all mapped out — send my very own Annual Notification of Changes (ANOC) letter, reach out to my clients via Skype (international calls are expensive!), and set up a few in-home visits as needed. I expected the turnover to be minimal since they had all been very satisfied with the carrier plan’s benefits, network and service. I wasn’t planning on actively selling to new clients this year, though that is a No. 1 concern for most agents. I was out to take care of my already existing book of business. In fact, I only certified with the carriers whose plans my clients were already enrolled in.

Just as I was putting stamps on my personalized ANOC letter, the carrier announced it was exiting the Medicare business. The timing couldn’t have been worse for my business. I knew my clients wouldn’t wait for answers, even though they had plenty of time to make a transition to another plan.

With my travel and the fact I did not certify with all the carriers I needed to help my clients find a plan that would best fits their needs, I had to do what was in the best interest of my clients.

I made a compliant introduction between each of my affected clients and a trusted colleague I have also had the privilege of calling a friend for the past 19 years. I trusted this agent and knew he would always do the right thing for my clients. He helped many of them navigate their options, answered countless questions, eased their concerns and enrolled most of them into a new plan.

Many of my former clients still called me, thanking me for helping them in the past. Others asked about my wife Natalie and our children. Each of my former clients who called wished me continued success. Some said they would keep in touch on a yearly basis to ask advice as they knew more changes would come.

I view these calls as my reward for service and integrity. Don’t get me wrong — commission is still important to me, and I took a substantial loss when I did the math. I’ll be perfectly honest and say I wish the carrier could have remained in the market so I could service my clients for years to come. I know that the real test of integrity isn’t when things are going right, though. The real test is when you have to make a choice in light of challenges and you do what is right for the client.

Want to be successful? Focus on service as your mission, not commission. Your integrity is priceless and should not be for sale.  Hold on to it and remember that as you do the right thing for your clients, you will have the reward of a good reputation, their gratitude, career satisfaction and — when all the planets in the sales universe align — commission.  Enjoy the satisfaction of your integrity and know that as you serve, you deserve.

 

Four essential topics to cover during your AEP appointments

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I’ve gotten a number of calls this week from agents asking “Where do I start?” They’re wondering what’s the best way to compare beneficiaries’ choices for Medicare coverage during this busiest time of the year, the Annual Enrollment Period.

Do a simple needs analysis to figure out what your client’s greatest health needs are, then start a conversation that hits on these four topics: Doctor network (HMO, HMO-POS, PPO, etc.); maximum out of pocket cost (MOOP); prescription formulary and cost sharing. Of course, let your client lead the discussion.

Let’s break down this list some more to get an idea of what information you can give to your client to help them make the best decision.

With so many carrier acquisitions and health company mergers, doctor networks tend to be seniors’ No. 1 concern (“Is my doctor in my network?”). Most of my clients are very comfortable with their doctors, having been their patient for years. They’re typically not willing to give up their favorite PCP or specialist. However, I’ve noticed that some seniors are willing to give up their doctor in order to keep a nearby hospital in their network. Help your client make sure their preferred providers and hospitals are going to be accessible to them after their new plan goes into effect.

If your client has had a tough year financially or healthwise, are they going to be able to afford a plan’s maximum out of pocket cost? Most clients don’t seem to make MOOP a priority, but it has been my experience that agents need to stress how much their clients could have to pay out of pocket if something catastrophic happened during the new plan year —something like a stroke or a cancer diagnosis. Any of my clients who have hit their MOOP have always done so with a combination of issues, whether it be a stroke, an ambulance ride and PT or speech therapy to help them recover. I’ve had a few clients who have been diagnosed with cancer and held responsible for 20 percent of their chemo treatments.

Are their prescriptions covered in the plan formulary? Check each formulary and confirm your clients’ drugs are covered. If they’re not listed, explain how to get them covered or changed. For 2016 many plans are including a deductible on non-generic tiers, or their cost sharing is being raised. No, generics will not be spared either. If your clients change to a different plan this AEP, make sure they know what their prescriptions will cost. Getting a call the from your client asking why they now have a $5 co-pay on their tier 1 prescriptions when it cost them nothing last year is not a fun way to start the new year off right.

When discussing premiums and cost sharing with clients, the rule to keep in mind is “the larger the network, the more it will cost.” Some clients like the all-in-one delivery model that some HMOs are starting to transition into. Some will only sign up with a PPO to give them more control over who they can see. If a client is balking at the cost of a specialist visit, remind them that they will pay more for a larger network. If they have something more serious like cancer to attend to, the extra $10 to $15 it will cost for a specialist is nothing compared to the value of their health. If you know your client is going to have a hip or knee replaced, physical or occupational therapy may be high on their list too. At that time a $15 difference in co-payments could have a huge impact on whether they receive all of the therapy they require to recover fully.

Every client is different, and some may have certain preferences they can’t live without when shopping for a Medicare plan. Your needs analysis may lead you to a Medicare Supplement if they can afford it. In that case, you may want to call me at (800) 997 3107 or email me with the question, “Can they pass underwriting?”

It’s my pleasure to help agents get up to speed on what you should be asking your clients to best serve them and secure their loyal business.

Like what you read? Subscribe to The Agent’s Advantage blog for more in-depth sales practice advice.

Stand apart from the competition this AEP — be yourself!

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How has AEP 2016 treated you so far?

We’re rapidly closing in the the halfway point of AEP. Besides dealing with the challenge of having so many people to see in so little time, one of the recurring frustrations I hear from agents this time of year is “Everyone is after the same people.”

This definitely stands to reason. Large carriers have commercials and infomercials on 24/7 directing them to call or go online, mail is getting delivered to eligible beneficiaries in high volume and agents probably just left the house you are walking into, while another one follows behind you.

Within the sales process, there are three things you can do to save yourself from the clutter and competitive chaos that makes AEP what it is.  If you can do these three things, you will be the sales person of choice for more clients, even if they have seen other sales people. Thankfully, they’re simple. However, my observation has been that the vast majority of sales people do not do them, which means they do not stand out.

1. Prepare. When you do prepare for your 1 p.m. sales call?  I hope you didn’t say when you’re in the driveway! The best time time to prepare for your day is early in the morning or better yet, the night before. In-depth review of your client’s situation will provide you with a higher level of confidence that you have the right product and approach to meet their needs.  Nothing says professionalism like preparation.
On the other hand, nothing turns clients off faster than a sales person who seems discombobulated.  It makes them feel as though they weren’t important enough for you to spend time getting ready for them.
2. Be meticulous with detail.  The first place to impress the client is at the door to their home. Be on time, dress appropriately and be in control (Read No. 1 again if you have to). Using and remembering names is critical.  If kids are present, include them in elements of the discussion — it will reflect positively on you.  As you conduct your demonstration and ask questions, take notes. What your clients say is worth taking down because it’s important to your book of business, and the gesture also shows your client that their voice matters to you.  Reflect active listening skills by restating what you have heard.  Show them you are focused on their needs.
If follow-up activity is necessary, create timetables of deliverables or dates and times you will call back with the additional information. Just make sure that you actually do it!  Just in the last month, I have had three service people neglect the promises they made to follow-up. It has become so acceptable to provide slack service, that if you simply do what you say, you will set yourself apart from the majority.
3. Dare to be different and memorable.  I am not asking you to be “salesy” or over the top, but you do have to do something that cuts you out from the clutter.  It could be a business card with your photo as a magnet for the refrigerator. It could be a monthly newsletter that includes inspirational articles, especially if you’re like me and enjoy writing. You could use a CRM tool that provides you with special reminders. Get an interesting company or agency name or logo. Simply staying in contact with sincere, personalized messages will give you a recognizable brand!
Doing these three things as an ongoing part of your sales process will allow you to stand out from the competition this AEP. You’re one of a kind, so leverage it!

Your game-changing mid-AEP pep talk

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Between babysitting their existing book of business and chasing down quality leads to create new business, agents are bound to be feeling a mixture of exhaustion and frustration at this point of the Medicare Annual Enrollment Period. Can you relate?

Don’t worry. If you’re not seeing the success you think you should as we reach the halfway mark, you still have time to turn things around. 

My advice for agents looking to strengthen their sales practices is to focus on time management and asking for referrals. Make sure you’re keeping as many appointments as you can by planning your day in advance. Be honest with yourself about your work capacity and make wise investments to make sure you don’t fall behind (I recommend reading my recent posts on hiring an administrative assistant or compliant meeting spaces that require less travel to help you further see my point). Before you wrap up with each of those appointments, remember referrals.

Asking for referrals makes a lot of agents uncomfortable because they may have never learned how to do it properly, and some agents just plain forget to ask. It’s a shame because referrals are more than the greatest “thank you” a client could give you — they’re also the easiest leads to pick up.

It’s simple: Referrals are a natural part of the conversation during an appointment. If you’re making appointments with clients in their homes or at a coffee shop to answer questions about a plan or to review any plan changes, you’ve already set the stage by showing your expertise and that you can understand seniors’ specific health and financial needs. Hopefully you’ve made an effort to keep in touch with them throughout the year or have made yourself available for phone calls or emails.

It’s not impolite to remind your clients that referrals are the best way for them to thank you for your efforts. Being an agent is your business — it’s also how you pay for your daughter’s tuition or buy diapers for a little one. Don’t belabor this point as you let them know you appreciate them putting in a good word for you with their friends and family. They will more than likely be able to think of someone if you’ve provided excellent customer service and have helped them meet their needs. This mindset will pay you big dividends for years to come if you convert your new Leads and factor in renewals.

A book of 300 clients is typical for an agent. If each of these clients gives you just one referral because you find a way to request it in your sales practice, you could have 300 fresh Leads.

Remember: Plan your work and work your plan. AEP will be over before you know it. Now get back out there and help everyone you talk to see the true value of your knowledge and services for their health care needs.

Click here to subscribe to The Agent’s Advantage blog to read more of CEO Bob Bever’s special AEP series in your Inbox. You will receive one weekly newsletter during AEP.

Just in time for Halloween: My favorite tales from the field

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You meet a lot of nice people as an independent Medicare agent working in the field. Most of them are retirees who remind you of your parents or grandparents. On occasion, though, you run into people who are a bit peculiar to say the least.

Image courtesy of iStock

Don’t allow yourself to get rattled by an unexpected situation you may encounter during appointments. Appointments are crucial to your success during AEP, after all. It’s not a good idea to dismiss or judge beneficiaries by the appearance of their homes, their looks or even their behavior for this reason, as I wrote last week. I can assure you that in my 30 years of experience, I have never encountered a malicious beneficiary during an appointment.

Here are some of my most interesting stories from my time in the field in time for Halloween:

The iguana man

During my days as a carrier rep I remember getting up from a beneficiary’s sofa after filling out a Medicare Advantage application and seeing some sort of animal I couldn’t quite make out. The apartment was dark, so I couldn’t tell what this huge thing was.

Then it hissed at me. I jumped up and threw my portfolio in the air as the beneficiary casually mentioned its name was Herman. Herman wasn’t a very friendly iguana.

The lumpiest sofa

Another time I went to a fairly simple-looking house and rang the doorbell. A man invited me inside, where I sat on the lumpiest sofa while we discussed a carrier plan. I thought to myself this had to be one of my most uncomfortable appointments. When I got up, lo and behold I realized I had been sitting on a loaded .45 pistol.

When I asked if he was missing something, he said, “Oh, I was looking for that!” I for one was happy it didn’t go off when I tried to shift into a more comfortable position.

Honesty and a sense of humor have never let me down, even in the most nerve-wracking appointments.

Straight in the eye

When I was training our Senior Broker Trainer Tom O’Neil back in the day to sell a different carrier plan, we went together on an appointment with a woman who lived in a HUD apartment, but was not dual-eligible. She had biker-style tattoos up and down her arms, and while we discussed the plan with her she divided a heap of marijuana sitting on a dinner plate into baggies. We remained calm and reminded ourselves that as agents working for a private plan, we’re bound by HIPAA so we’re not required to disclose her personal business to the authorities.

On our way out after I enrolled her in the plan, she tapped my shoulder from behind and told me, “This sounds like a great plan, but if you’ve lied to me, I’m going to hunt you down and cut you.” The switchblade she whipped out to make her point was the longest I’ve ever seen.

“If I’ve lied to you, ma’am, I deserve it,” I told her as I looked her straight in the eye. Agents who don’t let themselves be phased and focus on helping beneficiaries get what they need will see the return. I knew I had nothing to worry about because I had done my research.

Aliens

Rob Bever, our Director of Sales, Training and Compliance, has had a few interesting run-ins himself. While working in rural Arizona, two beneficiaries met him wearing tin foil hats. They had made one just for him so the aliens couldn’t read his mind.  You better believe he put it on to make the beneficiaries feel like they could trust him.

Hopefully you found my post to be festive for Halloween. We’re almost halfway through AEP, so if you have any questions about what you can do to get in front of more beneficiaries, call RB Insurance at (800) 997 3107. Subscribe to the blog to hear more from me.

Be prepared for anything during your Medicare Advantage appointments

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It’s surprising how much can distract you or take you away from your appointment time during the Medicare Annual Enrollment Period. That’s why you need to be prepared for anything, especially if you want high commission payouts in January. Here’s my list of practical advice that will help you plan wisely.

  1. The first you’ll want to do is check your attitude. You don’t want to pre-judge a Medicare member by the condition of their house or their appearance — these things don’t always give you the right reading of who a person is. Track how many times you feel like you’re dismissing a sales opportunity because you’re being judgmental. Then work to fix your attitude.
  2. Next, view yourself as a trusted senior insurance adviser, not a sales person. You’re there to help the member with his or her health needs, even if a sale doesn’t happen. Ironically, this attitude will help you close a sale more often because it helps show members you’re the real deal.
  3. Being respectful and trustworthy are going to put you light-years ahead of other agents who slam a product down and walk out of the door, never to be heard from again. If you incorporate these virtues into your sales practices, you’re more likely to create repeat business and referrals in the long term. I’ve never understood why more agents don’t see this is what makes their book of business robust and lasting.
  4. Now that you’ve taken care of your mind, most of my practical advice deals with your car. Logistical issues can reduce the amount of appointments you run like no other. You’ll need to keep a set of jumper cables and basic tools in your car, even if you’re not travelling across the state or selling in more than one state. It’ll cost you a day of appointments if your battery dies. When I was in the field I also kept an air pump and tire plugs in my car so I could keep moving if I drove over a nail or something. I’d just throw a blanket on the ground and take care of it with a pair of pliers. If you’re travelling long distances or between states, keep a rental car company in mind if you don’t think your car can hold up for any part of the nine-week sales season. Consider it a wise investment.
  5. I always make sure I knew where I’m going each day by planning my routes the night before. I never totally rely on a GPS because it can stop working. I recommend having a separate GPS that is not on your smart phone because, because let’s face it, most of us are on calls while driving. Don’t drain the battery or crash your apps with navigation. Keep the phone navigation as your backup.
  6. Keep at least one packet or brochure for each of the products you sell in the car just in case something comes up in an appointment that gives you the opportunity to legally cross-sell. Don’t scatter them on the floor in the back seat — keep them in a bankers box or in an easy to carry portfolio.
  7. I always keep a complete change of clothes in my trunk when I run appointments, too. Not just a fresh shirt, but pants, socks, everything. You never know if you’re going to spill something or sit on something unfortunate like a sofa cushion freshly sprayed with cat pee. Yes, I’m speaking from personal experience.
  8. Looks matter, but don’t overdress. Most beneficiaries felt at ease with me when I was wearing a simple polo or golf shirt and a pair of slacks or khakis. Ladies, a simple skirt works just as good as pants, but there’s no need to dress formally. Make sure you’re comfortable because you’ll be out all day.
  9. My last word of advice is to plan your meals. Eat a good breakfast before your set out each morning, and keep a few protein or meal replacement bars with you — I avoid the chocolate ones because they melt. Stay hydrated. You can always stop for lunch somewhere, but remember that has a time and a financial cost against your AEP earnings. Eat a good dinner even though you’ll be home late. Oh, and lay off the garlic bread or anything that could make your breath an issue.

You don’t realize what dropping an hour here or there can do to your bottom line when you’re in the trenches, but I hope I’ve enlightened you here. Make a plan that works for you, work your plan and you’ll be able make at least one more appointment a day. That will pay off big time over a month. Above all, be prepared for anything that this AEP has to throw at you.

Are you making the most out of your AEP? We can help increase your sales with our training and support! Check out our training webinars on our event calendar by clicking here. Want to pick up some more contracts? Click here to see a list of our carriers.

Show clients what’s really going on with doctor compensation

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Our recent Harbor Health Plan 2016 Medicare Advantage product roll-out meeting in Detroit was one of the few meetings I’ve been a part of where a single agent didn’t leave early (That’s directed toward those of you who have stepped out, say, a few hours before an industry affair was totally over — you know who you are). In case you missed it or are curious about what packed the house, let me give you a quick rundown here.

I set the stage with a piece of information that applies to any open-access network plan you can sell during AEP. RB Insurance currently has Harbor Health Plan in Michigan, Allegian Health Plans in Texas and Phoenix Health Plans in Arizona available for agent contracting.

Help your prospects and existing clients looking to make a change see the difference between doctor compensation models that affect their freedom of choice. The differences between open-access networks and what are called capitated networks can be the deal breaker in your appointments this AEP. Your prospect or client is looking for freedom of choice as their bottom line, so why not show them where it is?

Open-access plans have similarities to PPO networks because a member does not need to get a referral from a primary care physician (PCP) in order to make an appointment with a specialist. Open-access plans that use a Fee For Service (FFS) model only pay doctors when you see them for care. On the other hand, many HMO networks today use capitated provider payments to control costs and access to health resources. That means members must receive a referral from a PCP to visit a specialist unless they have an existing treatment plan. Doctors in capitated networks are paid monthly regardless if patients see them or not.

The limitations don’t stop there with capitated networks. A patient often has a limited window of time to see the specialist they’ve been referred to. With open-access plans, patients can go to any doctor in the network as many times as they like without worrying about referrals or being surprised by a crowded PCP office.

There you go: Use freedom of choice as your sales pitch and educate your prospects and clients about how their care is received. Providing them with this information will increase your close ratio during AEP.

Following me, 6 Hours to 6 Figures author, speaker and 30-year industry veteran Brandon Clay got into his element as he let the audience in on his new online training series. He went over the nuts and bolts of the sales process, showing agents how to maximize each step’s potential for sales.

Brandon showed a lot of agents how to let new and already existing clients you’re still there for them after the sale and promoted life insurance. The goal, of course, is to lock in renewals and generate referrals. You can catch up with Brandon’s posts on our blog here to get in on his expertise.

Everyone loved what he had to say, and I think they’re all motivated to follow through on his word this AEP. I hope the same goes for you.

Call RB Insurance at (800) 997 3107 or email us to request your Harbor Health Plan, Allegian Health Plans or Phoenix Health Plans contracting today. Subscribe to our blog here to receive one weekly newsletter of sales tips from our experienced agents.

How to realistically increase your app writing capacity during AEP

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How many apps you write during AEP determines how big your commission is going to be in January, so you’re going to want to make sure you have a plan for the busiest time of the year if you really want to see success. The biggest challenge for most agents during AEP is the logistics: the number of appointments you make with Medicare beneficiaries to secure your sales goal and the fact you need to travel to their homes. It’s extremely easy for agents to get caught up in driving around town to all of the appointments they make and lose sight of the rest of the work they need to get in so they can get paid. What’s the solution? What’s the best way to realistically increase your app writing capacity during AEP?

The single greatest piece of wisdom you can glean from my three decades of experience in the field is that top producers don’t necessarily work alone. You’re going to have to bite the bullet and hire a temporary administrative assistant if you want to see phenomenal earnings. With the help of Diane, someone I hired to work out of her own home, I put in 1,800 apps during my best AEP. That’s about 600 apps a month, mainly in group meetings.

Increase your app writing capacity

I would get referrals from local churches for assistants. They were usually single parents who could work from home. There’s no need for them to come to your home, and if you are affiliated with RB Insurance they can use the Medicare Sales Engine to process your Leads, make outbound appointment calls and enter sales information for you that lets you track your commission. Calls will be recorded so you have backup in case you get audited.

You’re going to need a routine that ensures you’re filling out apps at a steady pace and that you’re filling them out compliantly and correctly, which is just part of the value of hiring an assistant. Showing your clients the utmost courtesy and respect is important, and that’s easier when you’re not scrambling back and forth to the fax machine. An assistant can call clients well in advance to reschedule if something comes up instead of you giving a “Sorry, can’t make it” to them 30 minutes before the appointment. Getting a beneficiary mad is the best way to lose a sale.

Before you tell me you don’t want to spend money on an assistant, let me tell you in plain English: If you’re writing 250 apps a month during AEP you’re going to be earning around $50,000. You can afford to hire someone to keep you sane and to help you reach that capacity during those crazy three months. After working on your feet all day, you’re not going to want to spend two more hours processing all the required paperwork.

The assistant can take some of the burden of the mundane stuff off of you, and as long as he or she isn’t discussing plan benefits with beneficiaries on the phone, no insurance license is required to do the job. Understand that you get to keep all the commission your assistant helped you earn in the second year when you get renewals.

You’re going to have to get used to the fact you can only turn in 80 or 120 apps a month if you’re working solo, and you’ll get a commission that fits those numbers. It’s all about your time and ability during AEP, and without an assistant my experience has shown me you’re going to be taking time and energy out of your appointments.

Call us 1 (800) 997 3107, Monday through Friday, 7 a.m. – 5 p.m. MST, to learn more about how RB Insurance makes sales success happen for independent Medicare agents. Click here to see a list of carriers we work with, and get started!