Prospecting your Book of Business

Now that the New Year is upon us and our client are using their plans is a great time to go prospecting. Prospecting you say? But AEP ended a month ago! Use your existing book of business to write more business. There are plenty of additional products to sell. From indemnity products to Medicare Supplement plans to Final Expense. Now is the time to start a dialog about who they know that you can help. If you don’t ask your clients for referrals you are leaving business on the table for others to write.

This is also the best time to contact your new and existing clients that are using a new plan. Get in touch with them and let them know that you value their business and help them use their plan to the fullest. It is much easier to nip a small problem right now before it gets out of control; maybe it’s a different co-pay for a drug they have been taking for a while or the fact that they have to use a different doctor since switching plans. Anything you do right now will cement your place in their mind as their trusted advisor.

We’ve found that new members appreciate calls from their agent after the first of the year to check-in and make sure they have no outstanding questions about their plan or benefits. These calls also allow you to strengthen the bond with your members early in their plan year. To help you out, we have a few tips on topics to discuss with members during the first 2 months. By making the call and using these guidelines, you are able to instill your client’s confidence in you and their plan.

• Ask if they have any questions about their plan/benefits
• Review doctor network if appropriate. (Medicare Supplements have no network)
• Review RX coverage, co-payments and pharmacies (including if they travel)
• Discuss nurse line available 24/7 (most MA plans)
• Discuss Extra Benefits (where applicable)
• Discuss Silver Sneakers/Silver Fit where applicable

Most carriers are now also recommending you call your clients at the 60 and 90 day point as well. Topics are the same as listed above but by now they should have had a chance to use their benefits. If they have not used their benefits, remind them of the OTC benefit (if the plan has one) and how to order their items, especially if the benefit is a monthly or quarterly benefit and if it is a “Use it or lose it” type of benefit.

During your close is the best time to ask for referrals. You can ask for names and addresses but not phone numbers for MA clients. Remind them of the fact that you are not allowed to call their friends if they need help but that their friend has to call YOU in order to be compliant (for MA/PDP referrals). This also reminds them that anyone who calls them may not be following CMS guidelines and further insulates them as your client.

I don’t know about you, but whenever I meet with someone new I always ask them if they’ve worked with an agent in the past and the most common answer I hear is, “yeah, but I haven’t heard from in the past year or two.” The goal of your follow-ups is to not be that agent! The more you stay in front of your clients and help them use their plan, the more business you’ll see stay on the books.

Want even more tips on how to generate more referrals? Give us a call at 1-800-997-3107 and Learn how RBI Works for You. Looking for year-round sales opportunities? Fill out this contract request form, or call our office today to learn more!