Course Content

Introduction & Overview

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0.0 Introduction

0.3 What This Course Covers

CHAPTER 1

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1.0 Final Expense or Medicare Supplements?

1.1 Why Seniors Need a Final Expense Plan

1.2 Reasons to Specialize in Final Expense

1.3 What is Medicare?

1.4 Plans F, G, N

1.5 Reasons to Specialize in Medicare Supplements

1.6 Turning 65 vs. Turning 67

CHAPTER 2

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2.0 Agent Checklist

2.1 Errors & Omissions Insurance & Continuing Education

2.2 Traditional Applications vs. Electronic Applications

2.3 Quoting Tools & CRMs

2.4 Tools & Tips for Telephone Sales

CHAPTER 3

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3.0 Types of Leads

3.1 How Many Leads Should I Buy?

3.2 What are Filters?

CHAPTER 4

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4.0 Initially Contacting Your Leads

4.1 Obstacles Selling Over the Phone

4.2 Identity (Agent Examples)

4.3 Going to Appointments

4.4 What to Bring

4.5 Communication

4.6 Communication (cont’d)

CHAPTER 5

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5.0 Tips for Following Up with Leads

CHAPTER 6

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6.0 Three Ways to Qualify & Buy Final Expense

6.1 Additional Questions for Final Expense

6.2 Three Guarantees of Final Expense

6.3 Qualify Budget for Final Expense

6.4 Final Expense Objections

6.5 Closing Medicare Supplement Sales

6.6 Increasing Trust Selling Medicare Supplements

6.7 Tools to Educate Seniors about Medicare Supplements

6.8 Tools & Tips for Telephone Sales

6.9 Qualify Budget with Quote Comparison

6.10 Medicare Supplement Objections

6.11 Qualify Medicare Supplements

CHAPTER 7

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7.0 Preventing Medigap Lapses

7.1 Conserving Losses (Agent Examples)

7.2 Service for Lapses & Getting Back Clients

CHAPTER 8

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8.0 Cross-Selling

8.1 Cross-Selling and When

CHAPTER 9

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9.0 Why Referrals?

CHAPTER 10

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10.0 Motivation

10.1 Hiring an Assistant

10.2 Further Your Training

10.3 Conclusion

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

Overview
Exercise Files

About Lesson

Description

FMO stands for field marketing organization and IMO stands for independent marketing system. We’ll talk more about these terms later in the course.

Exercise Files

0.1 About Me_.pdf

Size: 2.75 MB

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