3 top Medigap sales tips

The American Association for Medicare Supplement Insurance (AAMSI) offered insightful presentations on the economic and regulatory environment this week at its Medigap conference in Orlando, Fla. — and plenty of practical sessions on how to drum up sales.

See also: How one agent overcame a fear of cold calling to find success

Erin Fisher of Find Medicare Plans L.L.C. is building relationships with people of substance, and of helping clients what they really need. ”Do the right thing,” Fisher said.

Susan Hatch, a top organizer of Medigap sales seminars in California, at MedicareToday.net, talked more about sales mechanics, and of the nuts and bolts of conveying a fair, honest image.

She suggested, for example, that agents avoid using promotional items that carry one carrier’s name. Medigap agents should promote their own personal branding, and emphasize that they offer all Medigap products, not just a limited selection, Hatch said. 

She also encouraged agents to describe themselves as selling “all Medicare supplement plan types.”

“Seniors really don’t know the difference between Medicare supplement and Medicare Advantage plans,” Hatch said.

For some of the other tips Hatch discussed, read on.

1. She puts a photograph of herself on her business cards.

Hatch said she thinks putting a photograph on her card makes her seem more professional, and more honest.

Prospects tell themselves, “‘She’s not a scam artist; her picture is on her stuff,’” Hatch said.

Prospects are much more likely to save a card with a picture on it than they are to save a card without a picture, Hatch said.