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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

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

Seize the Medicare sales season starting now

America’s Health Insurance Plans (AHIP) will release their annual Medicare training modules June 22nd for the 2016 sales season. I’ve been involved with Medicare since 1996, so I’m proud to say this will be my 20th campaign as a successful senior insurance advisor!

AHIP has gone through many changes in the past two decades, but one thing that has never changed is the great opportunity waiting for agents who will take it.

October 15 will be here before we all know it, and while some agents will be ready to maximize its great opportunity, others will not. That’s why you should seize the Medicare sales season starting now.

If you’re a new agent, AHIP and everything else an agent needs to take care of before AEP can be daunting.  However, I can tell you personally that the career satisfaction and earning possibilities through lifetime renewals far outweigh the effort you will expend.

Whether this is your first AEP or your 20th, your most precious asset is time.

How can you make the most of it? Make a plan and take action.

Planning is vital to sales success during AEP and beyond it if you are looking to sell year-round. Multiple to-do’s will be competing for your time and energy, so having an outlined process is critical.

If you’re a seasoned agent working the Medicare Advantage market, then you already know the drill that is the Annual Enrollment Period, the legally designated sales period for Medicare Advantage. You need to complete AHIP certification, complete various carrier trainings and Continuing Education for licensing; read up on new products to stay current and keep revenue flowing in; do member outreach and education to make sure you don’t lose current clients; engage in CMS-compliant marketing strategies to find new clients and continue to add to your portfolio of products to maximize cross-selling activities.

Phew!

You can adapt my personal outline below to your specific business approach:

  • Begin your AHIP certification the moment it becomes available.  It will help you get through most other carrier certifications faster. with less time involved.
  • Complete carrier’s certifications and live trainings as soon they are made available, too.
  • Prepare your Annual Review Letter for an October mailing to your clients (I’ll be posting more about this soon!)
  • Conduct plan reviews to identify the strongest in your market.
  • Identify your mentor. Who will turn to when questions pop up while you’re in the field?

After you have created your plan you must take action.  Make each step simple so you still have time for all your other daily activities.  For example, you can do one AHIP training module a day and finish the test by the end of the week. Getting an early start leaves enough time for effort without rushing.  It will help you feel organized, which just might keep you from getting frustrated or overwhelmend.

Whatever you decide to do — and how — do not procrastinate.

That simple advice is also the hardest to do, but understand the sales season means nothing if you are not Ready To Sell!

Will you be ready?

Top 10 Tools for the 6-Figure Advisor: Part 2

Up to now, the first five tools have been what most people would expect — everything from products, training and Lead opportunities. These are the foundation of every successful senior insurance advisor. As my experiences have shown me, it’s these next five tools that separate potential partners from the pack and give you the power to go the extra mile.

6. A Client Relationship Manager (CRM)

How you manage your Book of Business is just as important as writing it to begin with. Sure, the sale you make today is next month’s mortgage, but the key to repeat business, referrals and ongoing renewals from this newly secured client is in how well you serve them. A robust CRM makes the average senior insurance advisor 50 percent better! Higher retention; accurate closing rate (How can everyone be closing 60 percent?); the ability to monitor, measure and manage your precious marketing dollars can all be done with a CRM from your computer, smartphone or tablet. This is the tool of the 21st century, so get on board now!

  • Pop Quiz (yes, another one!): Can you produce your Book of Business? Can you separate your clients by product? Can you send out communications and newsletters by email or mail merge to alert clients about annual changes or new products? My straw polling says that less than 10 percent of you can do this. In fact, if your Book of Business is in a heap in the back of your car, you need this tool!

7. Product quoting software

Imagine this scenario: Your client calls to tell you that another Agent has a cheaper life insurance policy, so she’s considering changing to save on premium or increase face value. Do you panic? No, not you! You pull her information down from your CRM, add in some search criteria (Yes, as you talk to her on the phone — impressive, right?), and in a few moments several carrier options appear. You click a button, and the application populates for you to input her information for a face-to-face meeting. Ahh, but you are not done yet. “Ms. Jones, with the saving on the new policy, I can help you with the cost of hospitalization. I know that has been a concern of yours. I can handle them both when I see you next week, okay?”

  • Pop Quiz (Last one — I promise!): Are all your quote tables up to date? Are you afraid to quote Medicare Supplements because you have never sold them and don’t understand all the criteria? Do you only have one company (maybe not the best one?) loaded on your smartphone with rates? My straw polling says that you are overwhelmed by all the things that come with accurate product pricing. Wouldn’t it be nice to let your computer, smartphone or tablet tell you?

8. Business submission

Where is your pager? How ’80s is that. What about your fax machine? That tone is going away for business submissions, and sooner rather than later. If you are not tapped into the new business submission methods ranging from online applications to tablet apps, then you are already behind. A few years ago, some carriers paid more for electronic submissions when this action was allowed. In the next few years, senior insurance advisors who can’t submit electronic business will be extinct (Hey, don’t shoot the messenger!). The best partners have tools for seamless and easy to use business submission and training for those who need it. Make no mistake, nothing happens until there is a sale, but be prepared to turn it in a different way. Grow with the times!

9. Commission Reconciliation

If you sell more than a few policies (I hope so!), then you need to make sure you are being paid fairly and accurately. The whole point of what you do is revenue for your family, your needs and desires. The carriers want to be accurate as well (Really, they do!), but sometimes, they need help. Based on the Book of Business pop quiz, most Agents are ill-equipped to fight commission battles since they are unarmed with the right information. Imagine that your CRM had all of your client information that your back office support team could use to help you get paid accurately. Automation is powerful and is the key to ensuring you get what you have earned. Lifetime renewals for some products make this mandatory!

10. Industry Updates and Insight

Do you know what Congress is doing right now (No, not a trick question!) or what changes may occur within the various products we represent as senior insurance advisors? I pride myself on staying abreast and reading everything I can but the changes move faster than I can. Case in point, many Medicare Advantage Agents didn’t know they were not going to be paid on AEP sales in January until December. Yikes! This stuff isn’t always sexy, but as Tom Cruise says in the movie The Firm, “It has teeth!” As a professional with clients and renewals to protect, it is your responsibility to remain connected and stay in the loop. The best partners help you do that with relevant communications that boil the environment down to the vital information!

Are you looking for a good partner? A value-add FMO or Agency? Then you need to take this list and ask them how many of them they do and make them prove it! If I were beginning a partnership and wanted to ensure mutual success, these Top 10 Tools of the 6-Figure Senior Insurance Advisors would be non-negotiable “must haves.”

Be encouraged! There are good partners out there who are loaded with best-in-class tools.

Until next time, I wish you Money, Power, Success!