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Selling SMART with Senior Market Advisors

Selling SMART with Senior Market Advisors

Author: Sarah Smith and Jessica Vara

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Are you in the insurance industry and looking for sales-related content but always on the go? On the hunt for new ways to grow your business and increase your sales? This podcast is for you! Every episode your hosts, Sarah and Jessica, discuss breaking news in the healthcare insurance industry, sales techniques and Medicare-related topics. We always end each episode with motivational stories to keep you inspired and focused on selling SMART!
23 Episodes
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Episode 23 goes over an agent’s worst nightmare… sales allegations! Hopefully, you never have to deal with sales allegations, but if you do, don’t start sweating yet. Through this podcast, you will learn what to expect if you get a sales allegation. What exactly does it mean if you receive one? What’s the process? How... The post Resolving Sales Allegations – Ep. 23 appeared first on Selling SMART with Senior Market Advisors.
Prepare for Open Enrollment Period (OEP) with Episode 22! We start off this podcast talking about what to expect for traditional Medicare plans in the New Year. It looks like there will be a few price increases in 2020, however there is good news too! We then go on to discuss the basics of OEP.... The post OEP Prep – An Agent’s Guide – Ep. 22 appeared first on Selling SMART with Senior Market Advisors.
In Episode 21, we discuss cross selling! However, we start off by talking about how drones are saving lives! When you think of a drone, what comes to mind? Do you think of healthcare? Maybe not. But a company called Zipline is working to change that! They are using drones to deliver life-saving medical supplies... The post The Value of Cross Selling – Ep. 21 appeared first on Selling SMART with Senior Market Advisors.
In Episode 20, Sarah and Jessica begin by discussing the purpose of knowing your why. They walk us through four questions that you can ask yourself in order to figure out what your why is! This is important in everything you do, but especially in your professional life as it helps identify what you define... The post Finding Your Why – Ep. 20 appeared first on Selling SMART with Senior Market Advisors.
Episode 19 is all about client trust. Learn what steps to take when you first step into an appointment and meet a beneficiary for the first time in order to gain their trust and get the sale. We’ll discuss ways to connect with your clients so that they feel comfortable with you because people want... The post How to Build Client Trust to Make the Sale – Ep. 19 appeared first on Selling SMART with Senior Market Advisors.
In Episode 18, Sarah and Jessica interview Performance Coach, Ben Newman. Senior Market Advisors has been working with Ben Newman for a few months and we knew that his knowledge needed to be shared with our listeners. He has been working with SMA leadership and employees to help our company improve through successfully growing and... The post Ben Newman on How to Be a Top Performer – Ep. 18 appeared first on Selling SMART with Senior Market Advisors.
Episode 17 discusses the latest update to the Medicare Plan Finder Tool on Medicare.gov. As you may have heard, this tool has been significantly altered with AEP right around the corner. Find out what exactly has been changed and why agents everywhere are talking about it.  As we go through all of the Medicare Plan... The post Medicare Plan Finder Tool: What’s Changed? – Ep. 17 appeared first on Selling SMART with Senior Market Advisors.
Join us for the Senior Market Adivors AEP Kickoff event in Nashville, TN! Episode 16 is different from all previous podcast episodes! We are proud to present our first podcast on the go just in time for AEP! Sarah and Jessica set up the podcast at an event where Senior Market Advisors hosted a select... The post SMA AEP Kickoff: LIVE Recording – Ep. 16 appeared first on Selling SMART with Senior Market Advisors.
Episode 15 is all about how to market yourself on social media. By subscribing to this podcast, you’ll also get access to our e-Book titled: “Social Media Marketing for Insurance Agents” which goes into greater detail on how to market yourself using social media.  We begin this episode by discussing something exciting that FitBit has... The post How to Market Yourself on Social Media – Ep. 15 appeared first on Selling SMART with Senior Market Advisors.
In Episode 14, we go through four sales tips to get past the gatekeeper when building partnerships with providers in your area to generate leads! We also talk about how the healthcare industry is working to use technology as a way to detect evidence of dementia. Listen to get the sales tips that will lead... The post 4 Sales Tips for Getting Past the Gatekeeper – Ep. 14 appeared first on Selling SMART with Senior Market Advisors.
In Episode 13, we give you a guide to client retention. We also analyze the challenges new technology can bring to healthcare. Listen and learn why some people say Amazon’s Alexa’s bedside manners are bad for the healthcare industry. There are pros and cons to all new developments and this episode we focus on some... The post 3-30-60-90 – A Guide to Client Retention – Ep. 13 appeared first on Selling SMART with Senior Market Advisors.
In Episode 12, we discuss 2020 AEP Preparation and the features of Anthem’s new AI-driven member app called K Health. K Health uses years of anonymous health data to offer members answers to simple questions related to their health. Members can also chat with doctors via the app. Next we dive into AEP preparation. SMA put... The post 2020 AEP Preparation Checklist – Ep. 12 appeared first on Selling SMART with Senior Market Advisors.
In Episode 11, we talk about Power of Attorney, and continue our deep dive into a few disruptive technologies in the healthcare space. This week we discuss rideshare apps and how they are changing the way people get to and from their healthcare appointments. It’s important to understand Power of Attorney in the Medicare sales... The post Understanding Power of Attorney – Ep. 11 appeared first on Selling SMART with Senior Market Advisors.
In Episode 10, Sarah and Jessica focus on the benefits of Medicare Supplement, Amazon’s Alexa, and how voice assistants are disrupting the healthcare industry. While there are many ways Amazon’s Alexa can help beneficiaries with their healthcare needs now and in the future, there are also privacy and data breach concerns. We break down the... The post Why Sell Medicare Supplement Plans – Ep. 10 appeared first on Selling SMART with Senior Market Advisors.
In Episode 9, we talk about all the benefits of Medicare Advantage and why you should be selling it. We start by discussing the lack of dental coverage across the Medicare-eligible population. Since Original Medicare does not cover dental, many beneficiaries go without coverage. This includes over two-thirds of all Medicare beneficiaries! One way these... The post Why Sell Medicare Advantage – Ep. 9 appeared first on Selling SMART with Senior Market Advisors.
In Episode 8, Sarah and Jessica talk about how to set up a successful sales event. They also discuss the recent insulin price increases and its effect on Medicare beneficiaries. Insulin prices have continued to rise, and many Medicare beneficiaries struggle to pay for their out-of-pocket costs. It’s important to understand the price increases so... The post Setting Up a Sales Event – Ep. 8 appeared first on Selling SMART with Senior Market Advisors.
Episode 7 is all about how to generate leads by partnering with providers! Generating your own leads can seem like a daunting task; and once AEP ends, it can be difficult to make sales. We talk about some of the ways you can continue selling outside of Annual Enrollment like selling Medicare Supplement Plans and... The post How to Generate Leads: Partnering with Providers – Ep. 7 appeared first on Selling SMART with Senior Market Advisors.
We begin Episode 6 with a quick overview of the changes that CMS has made to the policies surrounding Medicare Part D plans. The Opioid Crisis has affected the entire country, including Medicare beneficiaries. CMS recognized opioid abuse within the Medicare-eligible population and has updated their policies to combat it. We spend the first few... The post Selling Final Expense – Ep. 6 appeared first on Selling SMART with Senior Market Advisors.
Episode 5 is a forward-looking episode focused around setting smart goals and planning for the future! We start by discussing some of the trends happening with the Medicare-eligible population like updates in technology, social habits, and living changes. As the industry grows and changes, it’s important to focus on your plans for the future to... The post Setting SMART Goals – Ep. 5 appeared first on Selling SMART with Senior Market Advisors.
In Episode 4, we talk about the transition from OEP to SEP. Learn about the Medicare Special Enrollment Period and how you can assist beneficiaries during this time of the year. We also discuss overcoming objections in sales when out in the field! Our very own Tori Buckman joins us to share her insight and... The post Overcoming Sales Objections – Ep. 4 appeared first on Selling SMART with Senior Market Advisors.
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