Creating Effective Medicare Supplement Seminar Marketing Andy King

1. Creating Effective Medicare Supplement Seminar Marketing Andy King TMK1536 0510 Agent training only. Not for sales use.

2. Seminars can help generate thousands of Senior sales • In times of turmoil – Seniors want answers and reassurance – you can give them both! • Here’s 5 easy steps to effectively use seminars with Senior Citizen Groups in your area TMK1536 0410 Agent training only. Not for sales use.

3. STEP 1APPROACHING SENIORS WITH A SURVEY TMK1536 0410 Agent training only. Not for sales use.

4. Step 1 APPROACHING SENIORS WITH A SURVEY Have every Agent in your office fill out the survey with EVERY SENIOR with whom they speak, using the following script.

5. Step 1 “Mrs./Mr. Jones, many new changes in Medicare supplemental plans have been recently announced by the Federal Government. Many seniors are very concerned as to how their coverage might be impacted from these new changes. As you may know, the Federal Government and Medicare (CMS) have recently introduced a new set of Standardized Plans –  many seniors do not understand these, and worse yet, some may not have even heard of these important new changes yet.

6. Step 1 As a part of my Company’s public services, they have assigned me the task to complete a survey with every senior who belongs to a Senior Citizen Group, to offer a free educational program on how the government’s new changes might affect them. We DO NOT sell any of our products at our meeting, EVEN IF ASKED – it is simply informational to answer everyone’s questions.

7. Step 1 We keep it light and also provide everyone attending with several gifts of their choice.  The benefit we hope we gain will be that your members will value our knowledge. We want to meet new friends and hope they’ll keep us in mind later for any future needs. Please assist me with this survey so I can contact the leadership of your local senior group.”

8. Step 1

9. Step 1 • Each Agent should complete 20 or more surveys each week • Show Agents how to conduct calls to leaders of the Senior Citizen Group • Objective is to call each group’s President, Secretary or Treasurer to offer informational meeting, and secure a meeting date • You must show your Agents how to do this

10. STEP 2CALLING THE PRESIDENT, SECRETARY OR TREASURER TMK1536 0410 Agent training only. Not for sales use.

11. Step 2 The following items are extremely important to make clear on the call: Use the referring member’s name when you introduce yourself No selling at the meeting – do not offer our products at the meeting

12. Step 2 • The following items are extremely important to make clear on the call: • Informational only – provide an overview of Medicare changes; do not discuss Medicare Advantage benefits under any circumstances. At the end of meeting, allow time for Q & A. • Senior Gift Pack – every attendee will receive the introductory offer of their choice: MedFacts Kit, ChildSafe Kit, Memorial Guide, $3,000 Accident Policy*, or optional discount medical plan* *Availability varies by state

13. STEP 3NO COST ADVERTISING FOR YOUR EVENT THROUGH PUBLIC SERVICE ANNOUNCEMENTS TMK1536 0410 Agent training only. Not for sales use.

14. Step 3 • Secure the Senior Citizen Group officer’s permission in writing to use their group’s name in your ads • Make sure ads are approved through Home Office prior to use • Once secured, you may call EVERY TYPE of media outlet to place the Public Service Announcements – TV, radio, newspapers

15. STEP 4DOOR PRIZE DRAWING TMK1536 0410 Agent training only. Not for sales use.

16. Step 4 • Purchase three (3) useful items • Prize should cost you a nominal fee • Spare no expense on professional gift wrapping • Position prizes so they’re highly visible and refer to them frequently (“the door prize drawing is coming up soon and you could be a winner”) • They’ll stay until the end of the meeting to participate in the drawing

17. Step 4 • To be eligible for the Door Prize gifts and receive the Senior Gift Pack items, attendees must fill out the Door Prize Drawing Form • Door Prizes will be given immediately; Senior Gift Pack prizes will be sent by special delivery • Your agents will later ‘special delivery’ the gifts that everyone wins

18. STEP 5DOOR PRIZE DRAWING FORM TMK1536 0410 Agent training only. Not for sales use.

19. Step 5

20. Step 5 • Note that the form does not ask for a phone number • Seniors will not complete it if you do, and we don’t want calls made anyway • Prizes will be sent by special delivery

21. Step 5 • Be sure to have plenty of sharpened pencils or pens on hand – one for each member attending • FULLY flesh out the value of each introductory item • Use your Laptop Presentations and a projector to explain value

22. Senior Group Seminars allow you an opportunity to answer many questions and alleviate concerns Seniors may have. Take your Branch’s production to a whole new level! RECRUIT NOW!