Echo Financial excels in training Medicare agents to effectively communicate the benefits that medicare can bring to a client — and that means handling the client’s deal the right way. Choosing the right Medicare plan can be overwhelming for clients. With so many options available, it’s easy for them to get lost in the sea of information. As a Medicare agent, it’s your job to guide them through the process and help them make the best decision. Here are some Medicare closing tips to ensure you are effective in your role:
Keep Terminology Simple
Medicare is a complex system, and using too many technical terms can confuse clients, increasing their anxiety. During the appointment, explain Medicare in the simplest way possible. Highlight only the benefits that are relevant to the client’s needs and are easy to remember.
Keep Choices Simple
Another area that clients will benefit from simplicity is that of choice — don’t give the client too many options. Presenting all of the options available through Medicare may cause them to feel overwhelmed and not make a decision at all. As the expert, it’s your job to guide them toward the right choice for them. If you do present options, limit them to two at most.
Assess The Client’s Needs
Conduct a thorough needs assessment with the client. Ask questions that will help you to select the best plan for their healthcare needs. If the client is not willing to answer questions, they may not be a good fit for you as an agent. Always prepare the client by explaining the purpose of the questions.
Follow Up
If you don’t make the sale on the initial appointment, make sure to call back every two weeks to keep Medicare fresh in your client’s mind and give the best chance of getting the client the coverage that they need.
Remember, the sale isn’t complete until the client has their welcome packet and member ID cards in hand. Echo Financial provides agent training courses and podcasts to assist you in becoming the best Medicare agent that you can be. Contact us today to get started!
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