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I Love NAIFA Month Hero


February Is I Love NAIFA Month

As an insurance agent, getting in front of people to deliver your message can be one of your most challenging tasks. For agents looking to attract new clients in today’s market, expertise is everything. Seminars establish your expertise and can put you in front of a large group of people in a single setting. This type of marketing is one of the most cost-effective and time-saving ways to grow your business.

When giving a seminar, you need to study the material you plan on delivering, and having a short PowerPoint presentation is a great visual tool for you to convey the information. If someone is not confident in your expertise, they are simply not going to do business with you. This does not mean you need to know every answer, nor will you. It is ok to say, “I’m not sure. I will find that answer for you.” If you provide accurate, helpful information and appear confident, people are far more likely to trust you and more likely to do business with you.

When I started in the Medicare insurance business in 1998, prospecting was much different than it is today. Cold calling, door knocking, and lead cards were common practices. Many of these methods do not work as they once did. With existing regulations and new regulations for marketing coming down the pipeline, lead acquisition costs are at an all-time high. 

Seminars are a great way to fill your funnel with new prospects in a cost-effective way. I recently attended a conference with fellow producers from across the country in the Medicare market and discussed hosting events and seminars. It was very surprising to me how many agents are currently not taking advantage of this great opportunity in our market. I was able to share my experience in a break-out session with great confidence knowing I have personally hosted over 300+ seminars over the past 10+ years with great success. While other agents complained about growing acquisition costs, I found myself sharing information on how my business has continued to grow even in this challenging market in a cost-effective way. 

Medicare Seminars

I prefer conducting turning 65 Medicare Supplement Seminars. It’s a great way to offer a much-needed service by educating seniors new to Medicare that need to make a decision regarding their insurance. These seminars produce more prospects than I could possibly work on my own. Early on, I found myself forming a team of licensed staff to assist in providing recommendations and helping with policy enrollment. Seminars went from 10 to 15 to now many seminars over 50 in a single setting. 

It’s important to understand the regulations and requirements when conducting a Medicare Seminar. You are an expert in your field. In the seminar setting, you are an adviser, not a salesperson. The last thing a senior needs is another agent trying to sell them something. Seniors are being bombarded with phone calls and advertisements. Many will not answer the phone anymore from anyone they don’t know.

Many seniors now prefer not to have anyone in their home. Seniors today are more tech-savvy and are looking to educate themselves to make their own informed decisions. They want unbiased information to help them make that decision. Education seminars are a great way for you to teach the intricacies of Medicare as an unbiased adviser. They appreciate an agent educating them in a non-sales way and allowing them to make a decision on what is the right choice for them.

Finding the Right Venue

With seniors thinking differently, so must we as agents. Start by finding the right seminar venue in the area you would like to work. Often this venue will be a community gathering place such as a library, community center, and even some hospitals or medical facilities have meeting rooms that you can use at little to no cost. Finding a fellow agent who could mentor you through the process can certainly make the transition into providing seminars easier. I like to prepare a short PowerPoint slideshow with basic, but concise, Medicare information. I often use CMS handouts which you can get at no cost. The more seminars you do, the better you get, like with anything else. 

Following Up

Follow-up is extremely important. You want to establish a follow-up process that begins in a short number of days after your seminar ends, anything longer people lose track of why they liked you and your information. I like to use an unbiased report I prepare for them to keep the conversation going. Remember, they often still don’t want to set an appointment. They are still in the information-gathering phase. That is why it is so important to do follow-ups with continued information to help them make their decision.

Seminars can take your business to the next level ten times over again. That has certainly happened to my business. I wish the same for you! Putting integrity first will be your best path to long-lasting success. Medicare Education Seminars can be an important part of growing your business for many years to come.

Wallace Stone is CEO of Medicare Education Network and President of MedSupp National.



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