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When it comes to Medicare Advantage Plan selling, sometimes the difference between a good year and a great year is what a broker accomplishes outside of AEP.
Kevin Parkins of Spokane, Washington is turning good into great by optimizing his dual-eligible special needs plan (SNP) enrollments during the “other” nine months of the year. And he’s happy to share his techniques for all who care to read along!
Kevin is only in his third year selling Medicare products. But it didn’t take him long to realize that there is more to do in the offseason than just prospect beneficiaries new to Medicare or collect contact info from other beneficiaries for the next AEP. So, he developed a system for getting in front of as many dual-eligible prospects as possible while providing some helpful volunteer hours in the process.
A Dual-Eligible Game Plan
Kevin not only has a heart for helping low-income seniors, but he’s desirous of helping other producers also. He has aspirations of starting his own agency soon. That will involve finding other like-minded people that are new to Medicare sales and willing to follow Kevin’s lead and marketing program. But Kevin is willing to share his techniques with all brokers.
Here are some steps to follow as a guide to building your own dual-eligible marketing program:
Go To Them – If you’re trying to tap into the low-income demographic, attracting beneficiaries to your office or a seminar location will prove difficult, when many of them lack not only transportation but even the ability to receive traditional forms of advertising media. Kevin focuses on churches and food banks in low-income communities, currently working with twelve of them.
Introduce Yourself – Whether you are approaching a food bank or a church, it is important to convey your desire to help. “You have to have a heart for service,” Kevin says. Let them know that you have information and services that can benefit those in need. You also have the opportunity to be a helping hand in any fashion needed.
Lend a Hand – These organizations appreciate help, for those they are serving and for their own organizations. If you are there for them, opportunities will soon present themselves. Offer to volunteer. And when you feel it’s appropriate, ask to set up a table with information for seniors to take and learn from.
Coordinate with a Carrier – There are three dual-eligible SNPs in Kevin’s market. Obtaining marketing materials from them is not a problem; you just need to ask and have a plan. Procure a banner with the carrier logo along with some giveaways for beneficiaries. Kevin says that toothbrushes are a hit with the dual-eligible community.
Be Available – Get involved with an event. Or see if the location will let you schedule a carrier-sponsored event of your own. Be persistent and patient. “Be willing to put in the work without an immediate return,” Kevin says. Success will come if you invest the time and effort.
If you are searching for a way to fill your time and stay productive outside of AEP, and if there is a significant dual-eligible population in your service area, this may be a marketing program to convert your year from good to great. Just like many other agents across the country, Kevin will be making the most of the Walmart opportunity come October. But unlike others, he will be making the most of the remainder of his year after AEP as well.
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