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Spotlight on Outstanding Community Referral Sources

James Gramp

James Gramp

Sales Coordinator / Independent Insurance Agent

With his signature common sense, quiet good humor, and brilliant customer service, Jim is the other half of the RBI phone answering dynamic duo! An Arizona native, Jim manages agent relationships for the East Coast and specializes in the RBI agent tools, especially the Agent Market Edge. Jim has been a licensed health insurance agent for over a year, and has worked at RBI for 2 years. An accomplished bassoonist, he is known around the office for his amazing musical skills. In addition to keeping busy around the office, Jim frequently contributes to our blog, bringing a new agent’s perspective to the RBI online presence.

Spotlight on Outstanding Community Referral Sources

Sales Coordinator/Independent Insurance Agent: James Gramp


My focus for this part of the year is on the Dual Eligible population, something you would know if you read my last post (shame on you if you didn’t!), “Your Best Month Yet.”  The most successful ways I’ve reached this population are Direct Mail and Community Marketing.  Both methods are very effective but today I’ll be focusing on community marketing by building outstanding community referral sources, especially in the Dual Eligibles/Low Income Subsidy (LIS) market.

Community Referral Sources - do your homework!

To gain community referral sources, do your homework!

Do your homework: Prepare for the meeting

Effective referral leads are worth their weight in gold.  Think about it: they’re almost always referred to you by someone they trust, which helps you break through the most important barrier between you and making the sale; earning trust. If you want to succeed in gaining community referral sources, and then in appointments from these referral relationships, you must build a name for yourself as the “Medicare Expert” in your community. The first step is to obviously have the knowledge to be an expert. This means not just the ins and outs of Medicare, but also research the focus group you’re targeting. For instance, I’m targeting Dual Eligible/Low Income Subsidy members, and locations in the community that interact with them. I need to research both. Hint: If you don’t know where to start for your target market, call us! That’s what we’re here for.

Where’s Waldo? Find the Decision Maker

There’s a lot more to community marketing than going to provider offices/food banks and asking if you can put up a flyer in their office. The trick is to find and educate the decision maker or influencer, that is, the person or people that interact with the potential members on a daily basis. Community Referral SourcesThe influencer will be doing the actual referral, so they need to know what you do. How do you help seniors save money? The answer in my case is by helping enroll members in the ‘Extra Help’ or the state Medicaid (AHCCCS in AZ) program. Influencers also need to understand that your consultations are 100% free of charge. You do not want to go in to a networking meeting looking like a typical salesman looking for your next sale — that’s a great way to get shown the door. You want your “pitch” to be centered around the value you bring to the table: the education and extra financial help you provide your clients.

Show me the money! What’s in it for the influencer?

Not only do you have to show the benefit you provide to your clients, you also have to show the decision makers or influencers the benefit they have of working with you.  A lot of what you say at this point is specific to the type of facility. Take a dental office, for instance. Dental office patients who are on Medicare and Medicaid qualify to enroll in Dual Special Needs Plans, which can give them up to $xxxx.xx in dental coverage as long as that particular doctor ins “in-network” for that carrier.  If these potential members enroll, you’re literally putting money in their pockets that they can only use to fix their teeth.  In my appointments with dental office influencers, I make this statement: “Not only do I help my clients save money with these federal and state programs, but for my clients that qualify I can get them on a plan that gives them $xxxx.xx in comprehensive dental coverage. That would be additional dollars to your top line with minimal effort on your part. If I can get your patients more money to get their teeth fixed would you refer your patients that have questions about Medicare/Medicaid to me?” Patients will be more likely to schedule appointments for major work if they don’t have to cover the costs out of pocket, and the dental office will see this value. The decision for the influencer is very straightforward at this point, because I have shown them how the referral relationship will impact their bottom line.

At RB Insurance Group, we pride ourselves on our ability to help the Dual Eligible population! Our staff has personally enrolled thousands of individuals in Dual Special Needs Plans.  Trying to get into the D-SNP market? Watch this webinar! Give RBI a call today to get contracted and learn about the incredible opportunity you have to truly make a difference.


2022 AHIP
2020 ahip discount certification
OEP

Finding Dual Eligibles

Join us January 3rd for “Finding Dual Eligibles,” our first webinar to kick off the new year!

Start your year off right!  Here’s what you’ll learn:

  • What is a Dual Eligible?
  • What are the different levels of extra help?
  • What are Medicare Sales Programs and what do they cover?
  • How to compliantly find an reach potential clients
  • How to market yourself to these potential members

After registering, you will receive a confirmation email containing information about joining the webinar.

 

We have other great opportunities to increase your sales!  Learn more by clicking here for the full calendar of events.

Spotlight on Outstanding Community Referral Sources

James Gramp

James Gramp

Sales Coordinator / Independent Insurance Agent

With his signature common sense, quiet good humor, and brilliant customer service, Jim is the other half of the RBI phone answering dynamic duo! An Arizona native, Jim manages agent relationships for the East Coast and specializes in the RBI agent tools, especially the Agent Market Edge. Jim has been a licensed health insurance agent for over a year, and has worked at RBI for 2 years. An accomplished bassoonist, he is known around the office for his amazing musical skills. In addition to keeping busy around the office, Jim frequently contributes to our blog, bringing a new agent’s perspective to the RBI online presence.

Spotlight on Outstanding Community Referral Sources

Sales Coordinator/Independent Insurance Agent: James Gramp


My focus for this part of the year is on the Dual Eligible population, something you would know if you read my last post (shame on you if you didn’t!), “Your Best Month Yet.”  The most successful ways I’ve reached this population are Direct Mail and Community Marketing.  Both methods are very effective but today I’ll be focusing on community marketing by building outstanding community referral sources, especially in the Dual Eligibles/Low Income Subsidy (LIS) market.

Community Referral Sources - do your homework!

To gain community referral sources, do your homework!

Do your homework: Prepare for the meeting

Effective referral leads are worth their weight in gold.  Think about it: they’re almost always referred to you by someone they trust, which helps you break through the most important barrier between you and making the sale; earning trust. If you want to succeed in gaining community referral sources, and then in appointments from these referral relationships, you must build a name for yourself as the “Medicare Expert” in your community. The first step is to obviously have the knowledge to be an expert. This means not just the ins and outs of Medicare, but also research the focus group you’re targeting. For instance, I’m targeting Dual Eligible/Low Income Subsidy members, and locations in the community that interact with them. I need to research both. Hint: If you don’t know where to start for your target market, call us! That’s what we’re here for.

Where’s Waldo? Find the Decision Maker

There’s a lot more to community marketing than going to provider offices/food banks and asking if you can put up a flyer in their office. The trick is to find and educate the decision maker or influencer, that is, the person or people that interact with the potential members on a daily basis. Community Referral SourcesThe influencer will be doing the actual referral, so they need to know what you do. How do you help seniors save money? The answer in my case is by helping enroll members in the ‘Extra Help’ or the state Medicaid (AHCCCS in AZ) program. Influencers also need to understand that your consultations are 100% free of charge. You do not want to go in to a networking meeting looking like a typical salesman looking for your next sale — that’s a great way to get shown the door. You want your “pitch” to be centered around the value you bring to the table: the education and extra financial help you provide your clients.

Show me the money! What’s in it for the influencer?

Not only do you have to show the benefit you provide to your clients, you also have to show the decision makers or influencers the benefit they have of working with you.  A lot of what you say at this point is specific to the type of facility. Take a dental office, for instance. Dental office patients who are on Medicare and Medicaid qualify to enroll in Dual Special Needs Plans, which can give them up to $xxxx.xx in dental coverage as long as that particular doctor ins “in-network” for that carrier.  If these potential members enroll, you’re literally putting money in their pockets that they can only use to fix their teeth.  In my appointments with dental office influencers, I make this statement: “Not only do I help my clients save money with these federal and state programs, but for my clients that qualify I can get them on a plan that gives them $xxxx.xx in comprehensive dental coverage. That would be additional dollars to your top line with minimal effort on your part. If I can get your patients more money to get their teeth fixed would you refer your patients that have questions about Medicare/Medicaid to me?” Patients will be more likely to schedule appointments for major work if they don’t have to cover the costs out of pocket, and the dental office will see this value. The decision for the influencer is very straightforward at this point, because I have shown them how the referral relationship will impact their bottom line.

At RB Insurance Group, we pride ourselves on our ability to help the Dual Eligible population! Our staff has personally enrolled thousands of individuals in Dual Special Needs Plans.  Trying to get into the D-SNP market? Watch this webinar! Give RBI a call today to get contracted and learn about the incredible opportunity you have to truly make a difference.


2022 AHIP
2020 ahip discount certification
OEP

Reboot: “Finding Dual Eligibles”

Join us for a reboot of our Webinar Wednesday topic “Finding Dual Eligibles!”

Back by popular demand! Here’s what you’ll learn:

  • What is a Dual Eligible?
  • What are the different levels of extra help?
  • What are Medicare Sales Programs and what do they cover?
  • How to compliantly find and reach potential clients
  • How to market yourself to these potential members

After registering, you will receive a confirmation email containing information about joining the webinar.

We have other great opportunities to increase your sales!  Learn more by clicking here for the full calendar of events.

Dual-Eligibles for Newbies

Join us for our first live Medicare Intensive: “Dual-Eligibles for Newbies”

“Dual-Eligibles for Newbies” is a 4 week program designed to get you activated and motivated to increase your sales by 5 sales per week!  Learn how to find Dual-Eligible opportunities, and how to take advantage of them!

 

Save the dates now:

January 10 at 10:00 AM – “Dual-Eligibles for Newbies, Pt. 1”

January 17 at 10:00 AM – “Dual-Eligibles for Newbies, Pt. 2”

January 24 at 10:00 AM – “Dual-Eligibles for Newbies, Pt. 3”

January 31  at 10:00 AM – “Dual-Eligibles for Newbies, Pt. 4”

 

 

Not in Arizona?  Join us by live stream through our secure link, available to contracted agents!

 

Please note: you must be appointed with a DSNP Carrier with RBI to be eligible to attend.  If you are not yet contracted with RBI for a Dual-Eligible product, click here for a list of carriers.  Please call 1-800-997-3107 for more information!

 

Check out our other great trainings!  Click here to see the full calendar.

 

Dual-Eligibles for Newbies

Join us for our first live Medicare Intensive: “Dual-Eligibles for Newbies”

“Dual-Eligibles for Newbies” is a 4 week program designed to get you activated and motivated to increase your sales by 5 sales per week!  Learn how to find Dual-Eligible opportunities, and how to take advantage of them!

 

Save the dates now:

January 10 at 10:00 AM – “Dual-Eligibles for Newbies, Pt. 1”

January 17 at 10:00 AM – “Dual-Eligibles for Newbies, Pt. 2”

January 24 at 10:00 AM – “Dual-Eligibles for Newbies, Pt. 3”

January 31  at 10:00 AM – “Dual-Eligibles for Newbies, Pt. 4”

 

 

Not in Arizona?  Join us by live stream through our secure link, available to contracted agents!

 

Please note: you must be appointed with a DSNP Carrier with RBI to be eligible to attend.  If you are not yet contracted with RBI for a Dual-Eligible product, click here for a list of carriers.  Please call 1-800-997-3107 for more information!

 

Check out our other great trainings!  Click here to see the full calendar.

 

Think Outside the Box: Hospital Indemnity for ACA Clients

Here at RBI, we are using the month of January to focus our thinking outside the standard AEP-box, with lots of training and materials to increase your sales. Earlier this week we heard from Tom O’Neil with a closer look at Hospital Indemnity products, with a highlight on Guarantee Trust Life (GTL). But there’s more to Hospital Indemnity.  Let’s go deeper.

Why Hospital Indemnity for ACA clients?

Young Indemnity Couple

Some carriers have very affordable options for people under age 65.

As senior insurance agents, we often don’t think about folks in the age group under age 65. These folks are “young people,” and therefore usually outside our focus.  But many are struggling with health plans under the Affordable Care Act that feature high deductibles and out of pocket expenses. These folks are looking for alternatives.  And if you have a Hospital Indemnity product, like GTL, Medico, or Equitable, these clients could actually be a gold mine.

Hospital Indemnity is a great gap product for people in this age group. Most of the time, Hospital Indemnity carriers have very affordable options for people under age 65, often as low as $30-40.  Furthermore, most clients would be willing to pay this monthly premium, just so that they are protected from getting hit by a high deductible payment if they needed to visit the hospital.  In my opinion, overlooking this demographic is the same as leaving money on the table.

Where to find these clients

The best way of reaching this type of client is to talk about what you do.  For example, I actually got a client during AEP simply from wearing my button down shirt with my business logo on it.  A gentleman at the next gas pump asked me about it, and before you knew it, he asked for a business card. When the time was right, he called me up and I was able to get him enrolled in a plan that fit his needs.  Agents tend to minimize their experience and ignore the people around them every day. People who know you, people who you meet in your daily life, have no idea what you do. Spend 3 minutes with these people, tell them exactly what it is that you do, hand them a business card.  It will be the least expensive lead you ever have.

Brand Package Image

RBI can help you update your business cards and more!

 RBI can help you get started with Hospital Indemnity for ACA clients

We can help you plan out your approach to getting into Hospital Indemnity products. If you are thinking, “well, I don’t have a Hospital Indemnity plan,” contact RBI at 1-800-997-3107 for information about contracting with carriers in your area. RBI works with a great design team who can help you updateyour business cards, letterhead and so on, at discounted prices.  Above all, get comfortable talking about your own expertise, and practice your elevator speech.  I know you’ll see results.

Keep an eye on our event calendar for great webinars and in-person events to up the ante with your business this year! Click here to see full details.

Mastering Hospital Indemnity

Join us January 18th for “Mastering Hospital Indemnity,” the latest in our Webinar Wednesday series!

Here’s what we’ll cover:

  • What is Hospital Indemnity?
  • How to sell Hospital Indemnity
  • How to use Hospital Indemnity to create leads
  • How to use Hospital Indemnity to cash flow your marketing efforts

After registering, you will receive a confirmation email containing information about joining the webinar.

Increase your sales with our other great training opportunities!  Click here for the full calendar of events.

Dual-Eligibles for Newbies

Join us for our first live Medicare Intensive: “Dual-Eligibles for Newbies”

“Dual-Eligibles for Newbies” is a 4 week program designed to get you activated and motivated to increase your sales by 5 sales per week!  Learn how to find Dual-Eligible opportunities, and how to take advantage of them!

 

Save the dates now:

January 10 at 10:00 AM – “Dual-Eligibles for Newbies, Pt. 1”

January 17 at 10:00 AM – “Dual-Eligibles for Newbies, Pt. 2”

January 24 at 10:00 AM – “Dual-Eligibles for Newbies, Pt. 3”

January 31  at 10:00 AM – “Dual-Eligibles for Newbies, Pt. 4”

 

 

Not in Arizona?  Join us by live stream through our secure link, available to contracted agents!

 

Please note: you must be appointed with a DSNP Carrier with RBI to be eligible to attend.  If you are not yet contracted with RBI for a Dual-Eligible product, click here for a list of carriers.  Please call 1-800-997-3107 for more information!

 

Check out our other great trainings!  Click here to see the full calendar.

 

Dual-Eligibles for Newbies

Join us for our first live Medicare Intensive: “Dual-Eligibles for Newbies”

“Dual-Eligibles for Newbies” is a 4 week program designed to get you activated and motivated to increase your sales by 5 sales per week!  Learn how to find Dual-Eligible opportunities, and how to take advantage of them!

 

Save the dates now:

January 10 at 10:00 AM – “Dual-Eligibles for Newbies, Pt. 1”

January 17 at 10:00 AM – “Dual-Eligibles for Newbies, Pt. 2”

January 24 at 10:00 AM – “Dual-Eligibles for Newbies, Pt. 3”

January 31  at 10:00 AM – “Dual-Eligibles for Newbies, Pt. 4”

 

 

Not in Arizona?  Join us by live stream through our secure link, available to contracted agents!

 

Please note: you must be appointed with a DSNP Carrier with RBI to be eligible to attend.  If you are not yet contracted with RBI for a Dual-Eligible product, click here for a list of carriers.  Please call 1-800-997-3107 for more information!

 

Check out our other great trainings!  Click here to see the full calendar.

 

Finding Dual Eligibles

Join us January 4th for “Finding Dual Eligibles,” our first webinar of the year in our new Webinar Wednesday series!

Start your year off right! Here’s what you’ll learn:

  • What is a Dual Eligible?
  • What are the different levels of extra help?
  • What are Medicare Sales Programs and what do they cover?
  • How to compliantly find and reach potential clients
  • How to market yourself to these potential members

After registering, you will receive a confirmation email containing information about joining the webinar.

We have other great opportunities to increase your sales!  Learn more by clicking here for the full calendar of events.

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