14 Mar 2008
The Magic Question
For Agents Information Only
- What are you going to do when someone asks you the magic question?
- Are you prepared to answer it?
- Do you actually encourage people to ask it?
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Being prepared for this question can make or break a sale and move people off the fence to a positive decision.
What is the magic question?
Very simply, it is "why should I do business with you vs. all my other options, including doing nothing at all?" I guess you could call this your USP (Unique Selling Proposition).
So what's your answer going to be when a prospect asks you that question? Better yet, why not come up with a very good answer and encourage them to ask it?
You might be wondering what our answer to the magic question is.................
Yes we've given it some thought and we do encourage brokers to ask so here goes:
You should do business with us in the senior market because we've been here for 25+ years, helping hundreds of brokers earn a nice living. We've helped thousands of Seniors with all sorts of issues. So we've been there and done that when it comes to the senior market. We are your back-office support system doing all the service work, fielding service calls from your clients and helping them with any issues that arise. This allows you more time to do what you do............ie. make more sales.
Our track record speaks for itself, we've been number right up in the number 2 or 3 spot for over 20 years with our Medicare Supplement carrier and my dad was on the Strategy Board of a major LTCi company and a Life insurance company where he had input on product development and other issues. And maybe more importantly is what brokers who work with us and clients we serve have to say - read for yourself: Brokers - Clients
I think the above tells you why you should do business with us but what about your other option, doing nothing at all? That is definitely an option and one that many brokers take. Maybe they are busy in their lines of insurance and don't want to take the time to learn a new product. Maybe they just don't know how easy the guaranteed issue application is. I'm not sure. But either way, when you let your Senior clients go elsewhere for products they want and need you run the risk of losing them and the referrals they bring.
Do you really want to be successful in the Senior Market? If so, then get started today.
Request your initial agents kit here: http://www.lrc-ga.com/medsupprequest.html and we will send it out priority mail PLUS we will send you the following training pieces via email:
- Medicare Power Point Presentation (available in MS Power Point or Adobe .PDF)
- Current Rates
- Outline of Coverage
- Current Medicare Deductibles/Co-Insurance Amounts
Remember - we're here to help. Call or email us with your questions.
So maybe it's time for you to formulate your "Magic Question Answer" and start using it with your clients. It works for us and I know it will work for you too.
Todd Concklin
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