How to Sell Medicare: Why You Should be Cross-Selling

Medicare Sales Playbook

Welcome back to another episode of the Medicare Sales Playbook! In this episode, we dive deep into the essentials of cross-selling and how it can transform your business. Our host, Dallas Keithley, is joined by the always insightful Mr. Medicare Matt Smith. Together, they share practical tips and strategies to help you become the go-to insurance agent for all your clients' needs.

The discussion emphasizes the importance of becoming a one-stop shop for your client's insurance needs, even if it means having experts in your network. A valuable concept introduced by Brian Askins, CEO of Impact Legacy Group, which helped him earn over $1 million in his first year, is highlighted. This strategy can take you from being a one-trick pony to a full-service insurance agent.

Starting with a niche and expanding as you feel comfortable is crucial. They compare this approach to Walmart's evolution from a small store to a supercenter without losing its original focus. By focusing on Medicare, you can build a residual, lasting income that affects your future career.

Professionalism and trust are key. A form developed by Brian Askins ensures clients know all the services offered. For virtual and phone appointments, preparing clients by sending materials beforehand is recommended. Understanding compliance and what you can and can't cross-sell during Medicare appointments is essential.

Example questions for cross-selling life insurance, annuities, long-term care, and more are provided. Building referral groups to offer services you don't provide and leveraging partnerships is encouraged. Stepping out of your comfort zone is necessary for growth. Start with core products like hospital indemnity plans, dental vision hearing, and accident products, then expand from there. Becoming a full-service agent increases client retention and boosts your income.

Download the cross-selling sheet mentioned in the video by commenting "Send me the sheet" with your email address. For more insights and tips, subscribe to the Medicare Sales Playbook and hit the notification bell so you never miss an episode!

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