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Sales Meeting & Focus Discussion:
SEP Opportunities & Marketing
January 19, 2015
BERWICK INSURANCE
WELCOME!WE WILL BEGIN SHORTLY…
Dream. Desire. Do.
“I like thinking big. If you’re
going to be thinking
anything, you might
as well think big.”- Donald Trump
1. Headline News
2. Compliance Update
3. Focus Discussion SEP Opportunities Marketing Ideas Follow Up
AGENDADream. Desire. Do.
UnitedHealthcare New Agent Guide Paying FULL commission in more markets KNOW Election Periods AARP Med Supp Enrollment Kits available in all Markets
except:Massachusetts & Texas
UHC Agent Support Line: 888-381-8581
Humana New Agent Trainings happening around the country! Check
Portals! Humana Agent Support Line: 800-309-3163
HEADLINE NEWSDream. Desire. Do.
Mutual of Omaha – Roma Trip April 8-13, 2016 All expense paid trip for 2 Stay @ Westin Excelsior All tours, meals & activities included Network with other top sales partners
Qualify: Personal production ONLY (downline agent production does not
apply) Business must be issued during Jan.1 – Dec. 31, 2015 200,000 Medicare Supplement production credits Points awarded based on Annualized New Business Premium One point per premium dollar!
HEADLINE NEWSDream. Desire. Do.
Commissions Questions
UnitedHealthcare Email PHD: [email protected] Include “missing” commissions info Member Name, DOB, last 4 of SSN/HICN Plan you sold Your Name & Writing #
Humana Review statements thoroughly prior to submitting audit Wait 4 pay cycles from app submission date Only include “missing” items on audit form Commission Audit Form available on Humana.com
Highly Recommend YOU do a personal Commissions Audit! MAKE SURE YOU GET PAID FOR ALL SALES!
HEADLINE NEWSDream. Desire. Do.
What’s New? 10-minute trainings
® Avoid Unqualified Sales® OIG-GSA Screenings® Event Presentations & Reporting® Avoid Rapid Disenrollments® Avoid Member Complaints® Avoid Applications Mistakes® PHI & PII
Individual Agent Outreach Monthly Compliance Meetings Quarterly Compliance Newsletter Compliance Welcome Letter
COMPLIANCEDream. Desire. Do.
COMPLIANCEDream. Desire. Do.
COMPLIANCE MANAGERAnn Henne
Graduated from University of Arizona with a BA in Linguistics Most recently was a Coordinator in the Financial Services industry Experience includes: Web Editor, Superior Court Case Analyst
intern, English teacher in China & Japan
Send your questions/concerns to: [email protected]
888-745-2320 ext. 7147
SEP OPPORTUNTIES
MARKETING IDEAS FOLLOW UP
FOCUS DISCUSSIONDream. Desire. Do.
SEP OPPORTUNTIES Duals – Learn this market
Check out training on Berwick Portal Carriers holding local & webex trainings
T-65 – More eligibles every year! (Chart)
Medicare Advantage Dis-enrollment Period Until Feb. 14 Member can dis-enroll from MA & sign up for Med Supp!
Don’t forget Local Market Initiatives
FOCUS DISCUSSIONDream. Desire. Do.
SEP GOALS Set goals for SEP – Write them down!!
Forces you to clarify what you want It will motivate you to take action Helps you overcome resistance Enables you to see & celebrate your progress
Decide what marketing you want to do
Focus on 1-3 things that you can/will do
Create Action Plan – include budget
Set Deadlines
Use Tools!
FOCUS DISCUSSIONDream. Desire. Do.
MARKETING IDEAS
Direct Mail / BRC
Every-Door-Direct Mailer
Community Meetings
Group Presentations (church, clubs, etc.)
Booths: Retail, Providers, Events
Work Book of Business
Referrals (clients, other agents, etc.)
Guerilla Marketing
FOCUS DISCUSSIONDream. Desire. Do.
Guerilla Marketing
Defi nition: Investment of energy instead of money Local/grassroots marketing
Requirements: Must be authentic & personal Never loses contact with consumer Must have strong ties with your target audience Must be honest Know the difference between Prime Prospects & Prospects
FOCUS DISCUSSIONDream. Desire. Do.
Guerilla Marketing Prime Prospects: Low Hanging Fruit!
Current Clients, ages 65+ Friends of Current Clients, ages 65+ Friends/Family, ages 65+ Any Medicare eligible person with whom you have a relationship
Prospects: Current Clients, under 65 Friends of Current Clients, under 65 Friends/Family, under 65 Any person with whom you have a relationship Any Medicare eligible person in your area of influence
The key to successful Guerilla Marketing is to use diff erent tactics for diff erent prospects!
FOCUS DISCUSSIONDream. Desire. Do.
Guerilla Marketing Ideas1. Word of Mouth
Get people to recommend your services to their circle of fr iends. Can be done on the internet using social media or just through talking. Ask clients or friends/family to tell 5 people what you do. Arm them with info
about you, business cards, buttons, flyers, etc. Ask senior clients/family/ friends to wear a button that says, “Ask me about
my Medicare plan” or “Ask me about my Medicare Insurance Agent.”
2. Give AwaysAt any event, give away something cheap and catchy. Can be as simple as cookies or candy, or i tems with your logo & phone number, e.g. chapstick, pens, buttons, etc.
3. Local Community EventsTake advantage of local events through sponsorship, staffi ng a booth or just advert is ing in their program/handbi l l .
4. Make your workspace a BillboardPut a bumper st icker, magnet or sign on your car or offi ce window. Wear a t-
shirt or hat that says, “Licensed Health Insurance Agent .”
FOCUS DISCUSSIONDream. Desire. Do.
5. Sticky Notes/Signs/FlyersGet permission to post anywhere: in offi ce bui lding’s elevators, break rooms & bathrooms; restaurant bathrooms or menus, community laundry rooms, apartment complexes, by community mailboxes, etc.
Handwrite a catchy compliant message with your contact info.® Medicare Questions? Call me, Joe Smith, licensed agent, phone #
Create various messages to go with the placement or the ad:® In elevator: “Tired of the ups & downs with your Medicare insurance?
Contact me! I’m a licensed insurance agent, who works in this building. Contact info”
® In bathroom: “When it comes to your Medicare coverage, are flushing money or benefits? As a licensed insurance professional, I can make sure that doesn’t happen to you. Contact me for no obligation review! Contact info.
® Community Mailbox: “Overwhelmed with Medicare mail? Let me help! I’m a licensed agent who lives in this community. Contact info.”
® In Menu: “Daily Special: Medicare questions answered with a side of peace-of-mind. As an experienced insurance agent, I can provide fat-free guidance and ensure you have the insurance coverage you want. Contact info.”
FOCUS DISCUSSIONDream. Desire. Do.
6. So Many StampsGet your mai lers noticed by putt ing message in large envelope & using 1 cent stamps.
7. Top 10 Reasons to Choose YouCreate a fl yer and post around town where seniors frequent. Be creative (channel David Letterman) and l ist the top 10 reasons why the prospect should choose you. MUST BE TRUE!!
8. Create an Online CommunityInterview someone the target would fi nd interesting or a senior who has status in your community and blog about the interview. Ask seniors for their input on Medicare.
9. PartnershipsPartner with someone who off ers complimentary services. Think outside the box – i t doesn’t have to be insurance related. Share the cost of advert is ing, cross promote each other’s business through emails/ letters to cl ients about the partner and/or fl yers posted in each other’s offi ces.
10. Complaint or Suggestion Day Hold an “open house” at your offi ce where prospects can drop in to give their complaints, opinions or suggestions about your business. Put signs on the street ( i f appropriate) such as “Medicare Insurance Complaint / Suggestion Day. Licensed agent inside & ready to l isten.”
FOCUS DISCUSSIONDream. Desire. Do.
Guerilla Marketing Reminders:
All Marketing MUST MEET Compliance Regulations Compliance rules of engagement MUST always be
followed Messaging MUST BE authentic Create a culture of trust by identifying with your
prospect Highlight anything you might have in common with
prospect
ALWAYS Check your marketing ideas withBerwick Insurance Compliance Dept!
FOCUS DISCUSSIONDream. Desire. Do.
QUESTIONS?Dream. Desire. Do.
WE AREEXPERT
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