Never Cold Call

I read a great book this week called Never Cold Call Again by Frank J. Rumbauskas Jr.

After reading some of the reviews for this book, it is interesting to me how many sales people are openly resistant to these ideas (hostile!). The secret to success in sales, I have been told is to see a lot of people.

But this, says Rumbauskas is patently false, it is a myth. The secret is NOT to simply see a lot of people, but to leverage your time and resources to see the RIGHT people. Highly successful sales people are not paid to prospect, they are paid to fill out the form and cash the check. If all you had to do each day, for 8 hours per day was fill out forms and cash checks, how much more successful would you be?

Does this sound like a pipe dream? It isn’t. It is not reasonable, in my opinion to think that you can get there overnight, but it is a attainable.

In your Medicare marketing, if you learn and implement predictable systems so that people call you, asking you for help, it will become evident that this is indeed not pie in the sky, it is actually quite obtainable.

I send out 200 letters per day and every day, I get 5 – 8 calls from prospects very interested in what I have to offer. When I meet with one of these prospects, they know my name and they know why I am there… to fill out forms!

On our website, I actually give you the letters I use to achieve this. All you have to do is make it happen. Go fill out some forms and cash some checks!

Tony

Give Thanks!

We have so much for which to be thankful. Imagine having to work this hard for your food!

Reduction Of MA Subsidies Good News For Medicare Supplement Agents

The New York Times reported today on a new study, clearly demonstrating that Medicare Advantage Plans, particularly PFFS plans, add no benefit to Medicare Beneficiaries, yet they increase the cost to Medicare.

If you are a Medicare Supplement agent, this could be good news as you will most likely see the playing field leveled once again. If Beneficiaries have no incentive to use PFFS plans, many may opt to return to Original Medicare and Medicare Supplement policies. Consider using this article as a sales tool to point out that MA plans may may be more hassle than they are worth.