Medicare Marketing & Sales Podcast: Recent Episodes
Mike Gattorna
The most fun you can have talking about Medicare marketing and sales for the Medicare insurance agent.
I share all the advice, tips, ideas, and more that I have learned from the thousands of agents I have worked with in the field and in trainings.
Are you not offering Medicare Supplement Plan N because of those nasty excess charges? Well, your clients are missing out!!! Here is why...
There are a ton of changes coming to Medicare for 2025, many which will keep you potentially busier than ever this next AEP. What are they? Let's chat...
Want to learn from the experts? Here is one of the best, Chris Weir of Lead Concepts. We talk about branding, seminars, and more!
There is a lot of turmoil in the market right now...how are you handling it? Let's chat!
Far warning...my voice is still on the mend, but I wanted to get this out there. What is CMS up to with compensation? Let's talk about it!
What is happening over at CMS? They announced the MA reimbursements. What does that mean for 2025?
Also, let's talk about having multiple seminars a month...
Will your clients lose their home should they use Medicaid? Maybe…let’s do our part and give clients resources to help prevent that from happening!!!
Why are your clients not moving forward with ancillary products? Because they think the are early adopters…let’s fix that!
What kind of marketing should you be doing? What are the 3 basic types of marketing? Let's chat...
Can one of your insurance carriers sell one of your clients? Yes, if you are not keeping your contracts current!
Did you know the pet rock is still available? Would you buy it? Would your clients? That’s what we are kind of discussing…
I see a lot of agents passing out materials for others, what about your own contact info? Let's chat...
This past week I did a presentation about social media which had a ton of engagement from agents asking questions. Here are some of the key points to help you on your social media quest...
You may do the assumption close, which can work if you are using it properly. However, what about assumption coverage? What am I talking about? Let's chat...
CMS is looking closely at FMOs and the money they receive from insurance carriers. What does that mean for you? Let's chat...
Should you be marketing yourself/agency? Yes. Can it be expensive to do so? Yes, but there are some free ways to get the ball rolling...
Are you worth investing in? How can you show your FMOs and/or carriers that you are worth some co-op dollars? Let's chat...
How are you getting ready for 2024? Here are a couple of quick tips to jump-start your success!
Most agents believe they are a trusted resource...but do clients see them as one? What does that look like? Let's chat...
Medicare supplements have SEPs as well! What are they and why should you care? Let's talk about it!
Cancer can be one of the most expensive conditions to treat which is why it is important for your clients to know about cancer coverage. But how much cancer coverage do they need? Let's chat...
No, I don't mean policy and chill, I mean helping people find coverage. How? And what does Netflix have to do with this? Let's chat...
CMS has released its "we are going to look at fixing all this stuff for 2025" report.
You can find that here:
https://public-inspection.federalregister.gov/2023-24118.pdf
In that report, they are looking to limit and audit override payments to FMOs and large agencies. What does this mean for you? Let's chat!
There is always advice being thrown around. From Facebook groups, online forums, seminars, podcasts (looking harshly at myself), videos, etc. So, what happens when you take some advice? Let's chat...
Why do providers call Medicare Advantage Medicare replacement? And how should you approach them if they do? Let's chat...
Do you want your clients to answer the phone when you call? Make sure you are saved as a contact!!! How? Take a listen...
How many times should you contact a prospect? What should you say? Let's chat!
Free Resource: Download the Agent Scripts for Working Leads eBook at MedicarePodcast.net!
How many of your clients are excited to reside in a nursing home? Safe bet, close to zero. Are you letting them know how to avoid the nursing home or are you assuming they have it figured out? Let's chat...
How much are you planning on selling this AEP? How do your numbers stack up? What does this really reflect? Let's chat!!!
You know this is a very expensive diagnosis to treat. You know most (if not all) MA plans have an 80/20 co-insurance when it comes to chemotherapy and radiation. You know there are ways to offset these costs. Your clients deserve to know as well.
Do people in retirement need life insurance? Do they have life insurance? What if you are there to talk about health insurance and now you are talking about death?!? Let's chat...
Why on Earth would you offer a hospital indemnity plan with a Medicare Supplement? I have an idea...
My clients are better off not knowing about hospital indemnity plans because... I have yet to get a good answer. So, how can you offer HIP? Let's chat...
Do your clients want dental insurance? Do the get it with their MA plan? Is it enough? Let's talk about it...
Before we jump into how to offer specific products, here are some things to consider when starting to offer additional products and services...
Everyone is looking for that one script...the one in which if they say to a prospect they will reply with sign me up! Well, here it is...
No, this doesn't mean be difficult, this means when it comes to offering products, don't just do what is easy. Why? Let's chat...
When it comes to selling Medicare insurance, or sale in general, there are 2 main factors. These 2 main factors break out 4 types of selling situations. Let's chat about them. Need a visual reference? Go to MedicarePodcast.net, hover over Freebies and choose show notes and click on Episode 58!
Yes, you should be doing social media. Yes, you should be doing original content. Yes, you should start now to build some momentum for AEP and beyond. Here is a simple way to get started.
Social media can feel like a full-time job on top of a full-time job on top of a career. So, being that you put that off all the time (I am guilty of this) you should be doing this on a regular basis...
Ever have so many things you should be doing but don't end up doing anything (I am guilty of this)? Well, now is the time to make some progress. Let's look at how to make it simple to move forward...
You are going to run across people who need help above and beyond insurance policies. How can you help them? How much time and effort should you put in them? Let's talk about it...
T67 campaigns are typically for orphan accounts, ones that no longer have insurance agents. However, there is a new way to market to your own clients in a T67 fashion. How? Take a listen...then download the free guide at MedicarePodcast.net!
Retail booths for Medicare insurance are nothing new, they have been around for over 15 years! Should you consider one? Are they worth it? What if you don't? Let's chat...
No. The one word that stalls a sale and drives panic in the minds of agents nationwide. However, it doesn't have to! Listen to this quick episode on how to react when you hear no, and how it can actually pave the way to future sales!
The new Medicare guidelines have been released and CMS is clamping down on the use of Medicare (and other government programs) when it comes to marketing. While nothing is 100% clear yet, making sure the public knows your agency is not a Medicare office can be the difference between business as usual and going through a compliance complaint. Here are some ideas for you to consider...
Why would someone call an 800 number rather than use an agent? They don't want to be ignored. Let's chat about it...
According to the National Institute of Health, around 85% of seniors have at least one chronic condition, with about 60% having at least 2 or more. Becoming familiar with the resources for certain diseases can open the door to referrals from organizations. Let's chat about it...
CMS is bringing back the 48-hour scope of appointment rule for 2024 Medicare Advantage and Part D plans. Is this a win for agents? If you respond properly to your clients, it can be! Let's chat...
CMS just released the 2024 rules. What does this mean for you, the agent? I look at the highlights for now as they just were released. Let's chat...
I heard a great viewpoint that I thought some may need to hear or be reminded of that your clients are on your side. What do I mean? Take a listen...
What is the difference between an appointment and a transaction? If your clients don't know, you are probably having transactions without knowing it! Let's chat...
Yes, Medicare Supplement Plan N has been out for 13 years, but that doesn't mean it is understood. I review what codes trigger a co-insurance situation and then some...check it out!
The inflation reduction act has a lot of changes on the horizon for Medicare Part D plans. This can and probably will have some changes to Medicare Advantage plans. What does that look like? Let's chat...
If you were limited to only give one piece of advice to a fellow agent, what would it be. Here is mine…
Yes, this isn’t rocket surgery. However, are you making easy for yourself at the expense of your client? Let’s chat…
Are you having exceptional appointments? Or are you really just meeting the basic expectations? Let's chat...
Share your questions, concerns, threats, and/or promises at MedicarePodcast@gmail.com
We are in agent conference season. Should you go? Is it worth attending? Let's chat...
Head's up! You can now drop me a note at MedicarePodcast@gmail.com
Are you ready to grow your agency? Should you add an admin staff or some downline agents? Let's chat...
Marketing isn't free. Your time isn't free. What does it cost to have an appointment with a prospect? We run some numbers and take a look at how to earn as much as you think you do. Let's chat...
We all want great leads. Cost efficient, happy to hear your voice, want to meet, etc. So, which ones should you be investing in? Let's chat...
CMS has proposed some pretty major changes for the next year's AEP and beyond. Are these changes aimed to put agents out of business? Let's chat about it...
There is a ton of talk about the new CMS rules for 2024 (check out episode 27 for more details). What does this mean for agents? What will the new field look like? No one knows 100%, but here are some thoughts...
Do your clients know what products are in your portfolio? Are you looking for a way to let them know what you have without sounding like you are "just trying to sell them more stuff?" Listen to this episode and never leave a client or prospect guessing what you offer! Then head on over to MedicarePodcast.net and get the free template!
Did you get a complaint? It may happen. How you respond can make the difference between an unfounded complaint (not your error) or founded (you're guilty). Here are 5 tips to help you respond!
New Year New Follow-ups! That plan you sold your client is now in effect. What a perfect time to reach out and let them know what other line of product you have to offer. But, how do you do this without sounding like "just another sales person?" Let's discuss...
Happy New Year! It's almost 2023 as I record this and here is a New Year's Resolution that can drastically improve your agency, even if you are a one-person show!
CMS is not happy about all the new complaints and they are starting to take action. What are they looking to change? How can you prepare? Let's chat!!!
Do you have a relationship with your clients? Are they expecting to hear from you? Make sure you are in consistent communication with clients as your competition will.
And that's a wrap! Another AEP in the books. Now it's time to start planning for next year's AEP. Yes, start planning now!!!
What is an acceptable callback time? Next day? A few hours? There is no standard until you set one! How? That's what we discuss!
Do you have some prospects who are not returning your calls? Try this simple email used by sales professionals in numerous fields!!!
What else does the US Senate Committee on Finance think needs to be fixed over at CMS? We take a look!
We continue our journey in this report and look at the main 5 complaints listed in the Executive Summary as well as some corrective measures suggested.
The US Senate Committee on Finance released a report titled Deceptive Marketing Practices Flourish in Medicare Advantage. We take a stroll down memory lane and look at some past compliance mentioned in the report.
With AEP, there is usually a lull in business mid-November when the mad rush of the first 2 weeks is over and the last week has yet to arrive. Here are 5 tips (also useful for other times in the year) to keep you busy and active with your business!!!
Are you using your CRM to its full potential? Even if you have a very basic CRM, if you are putting great information in there, you can pull great information from it. However, not using your CRM properly can be setting yourself up for failure!
Starting something new, like a new marketing campaign or product roll-out? It's not going to be all unicorns and glitter in the beginning! Let's chat about it...
There you are, with a client who is brand new to Medicare, trying to decide which path to choose, Medicare Advantage or Medicare Supplement. Which way should they go? Let's chat...
What do you need to know about call recordings? CMS released a FAQ sheet about it. What about carrier's best practices and why should I care? CMS is asking carriers to be more proactive on agent complaints. Let's chat...
Yes, MA plans are wildly popular with about 48% of Medicare beneficiaries enrolled in one. However, there are some potential downsides of them. Let's chat...
The 4th pillar of insurance success = retention. Your clients may have no expectation of a relationship past the application. It is up to you to establish what it looks like to have you as an agent. How? Let's chat...
How do you define sales? Are you creating a repeatable process to give yourself a pathway to more successful appointments? That is what we discuss on today's episode. Plus, you can download the notes on MedicarePodcast.net!
The third pillar of insurance success is selling. After all, if you cannot sell anything, you can earn anything. In this episode, I discuss 3 methods and tips to help you connect with your clients and prospects to be more of a professional and not "just another sales person."
Yes! The 2023 Medicare numbers are out! But what does this mean to your clients and prospects? What about your pro partners? Let's chat...
You don't want to be the best kept secret in town or in the industry! When your clients think Medicare, they should think you. How can you do this? Let's chat...
Breaking it down to basics, there are 4 main areas to focus on for success as an insurance agent. The first one is Product Knowledge. Not just what the product is, but how it works for your client...
Do your clients and prospects know what to expect? Are you hoping they are excited to hear from you 1 year later? Spoiler alert, they are probably not. Let's fix that...
Do you tell your loved ones to answer strange numbers? Probably not. So, don't be a stranger to your clients phone! Make sure they have you programmed in!
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How can you stay in front of your clients without stalking them? Let's chat...
You go through the whole appointment and then there it is...no. The prospect does not want to enroll. Now what? Let's chat about it...
How can you have better relationships (which opens the door to residual clients and referrals) with your clients? Getting to know them better! Asking better questions can pave the path!
Looking for a way to open the door to cross selling? This one simple question can get your prospects talking about ancillary products and more!!!
Do your clients know what other products you have in your portfolio? If not, whose fault is that (HINT: it's not theirs)?
In this episode, we look at some of the reasons why agents don't offer ancillary products.
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