How to Qualify, Present & Sell Final Expense and Medicare Supplements to Seniors

About Course

After selling more than 5,000 copies of our book “How To Qualify, Present, & Sell Final Expense and Medicare Supplements To Seniors” through Amazon in both ebook and paperback, we decided on a new approach for assisting as many insurance agents as possible in getting proper sales training without having to break the bank!

Join Author and Founder, Glen Shelton, as he shares personal experiences from selling insurance throughout this 50+ video series. He also shares insights gathered from speaking with thousands of other agents over the years also including his additional in-depth analysis on sections from within the book.

Whether you are a brand new agent or a seasoned sales veteran - there is actionable sales training in this eCourse for every agent wanting to learn more about the senior insurance market.

Description

PART I. Building a Foundation for Insurance Sales Success

Chapter 1. Final Expense or Medicare Supplements?
Chapter 2. Agent Prep Checklist: What to Do Before Ordering Leads
Chapter 3. Types of Leads (And How to Order Them)

PART II. The Insurance Sales Process: How Leads Become Clients

Chapter 4. Initially Contacting Your Leads
Chapter 5. Tips for Following up with Leads: How to Contact and Re Engage Unresponsive Prospects
Chapter 6. How to Close Leads by Qualifying, Presenting Solutions & Dealing with Objections
6A. How to Close Final Expense Leads by Qualifying, Presenting & Dealing with Objections
6B. How to Close Medicare Supplement Leads by Qualifying, Presenting & Dealing with Objections

PART III. After the Sale: Keeping and Growing Your Business

Chapter 7. Great Customer Service to Prevent Lapses
Chapter 8. Cross-Selling
Chapter 9. Generating Referrals
Chapter 10. Staying On Track and Motivated to Keep Selling & Serving

What Will I Learn?

  • The differences between selling Final Expense life insurance and Medicare Supplements, and which one is right for you
  • How to explain the most confusing Medicare and life insurance plan options
  • How to overcome the most common objections and concerns that seniors have
  • How to approach leads, and what to say to gain their trust
  • The four key elements of an appointment setting script to get your foot in the door
  • How to handle unresponsive leads to maximize your investment
  • How to evaluate prospects' needs, budgets, and health conditions to qualify them for coverage
  • How to prospect for Final Expense life insurance leads or Medicare Supplement leads, and how different types of leads compare
  • How to present & sell Final Expense life insurance and Medicare Supplements online, on the phone or in person
  • The keys to providing consistently great customer service to keep clients happy long-term
  • How to maximize your ROI by cross-selling prospects and clients
  • How to expand your client base by passively earning or actively soliciting referrals
  • What motivates successful agents and how they organize their days to stay successful

Topics for this course

51 Lessons6h

Introduction & Overview

CHAPTER 9

About the instructor

After selling more than 5,000 copies of our book “How To Qualify, Present, & Sell Final Expense and Medicare Supplements To Seniors” through Amazon in both ebook and paperback, we decided on a new approach for assisting as many insurance agents as possible in getting proper sales training without having to break the bank!  Join Author and Founder, Glen Shelton, as he shares personal experiences from selling insurance throughout this 50+ video series. He also shares insights gathered from speaking with thousands of other agents over the years also including his additional in-depth analysis on sections from within the book.
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2 Courses

196 students

Free

Material Includes

  • 51 Instructional Videos
  • 6 Hours of Content
  • Detailed PDFs and Course Notes

Target Audience

  • Senior Insurance Agents

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