Medicare Sales: Adapt to the New Normal and Sell From Anywhere
Zack Lewis : October 13 2020
The art of life is a constant readjustment to our surroundings
– Kakuzo Okakaura
The new normal is not to say that everyone will be working from home forever.
Instead, I am referring to the comfort level every generation of customer now has for making purchasing decisions over Zoom and the phone. That a couple living in Minneapolis is now perfectly okay purchasing a Medicare policy through an agent in San Diego without having to step foot in an office.
Your competitive landscape now far exceeds just the other agents in your community, and so to your pool of prospective customers.
This is why the new reality is that you and your team must have the flexibility to attract, convert, and service customers regardless of their geographical location.
It is your broker’s technology systems of choice (or lack thereof) that will dictate how flexible you can be and how much more successful your Medicare business can become.
What Tools are Needed?
When configured properly, you only need three quality systems to manage your entire Medicare business from anywhere in the world at any time.
An Online Chat Communication Tool
Like Slack, Skype, or Microsoft Teams internally and Zoom, GoToMeeting, or Zoho for customer consultations. Tools like these allow employees to communicate with each other easily by chat, web call, or screen sharing. In general, it’s as if the person you need to reach is sitting next to you even if they’re at the beach.
An End-to-End Medicare Brokerage Management System (BMS)
BMS goes beyond a CRM system because it eliminates the wall between operations and sales to serve as a single system for every employee to complete their job function and share pertinent information across departments seamlessly. If you’re used to keeping your entire sales pipeline in a briefcase or on your desktop, it’s naturally very difficult to have the rest of your team support you when needed if you’re out of the office. Additionally, customer communication is only one part of your business, you also need the flexibility to delegate operational responsibilities in a timely fashion like submitting Carrier paperwork. A BMS is one system accessible to all employees from an internet browser that provides the freedom and flexibility to be equally as efficient from home as in the office for managing your entire business.
A Quality Dialer
The dialer can be connected through your BMS and keep your sales process structured so you don’t leave your routine at the office. This allows the BMS to help structure your calls and tasks for the day so you’re always on schedule with every lead in your pipeline without fail. It also allows you to keep track of your communications with customers automatically whether by text, phone, or web chat (in the case of Twilio Flex) for future reference. From a management perspective, it provides a fantastic form of oversight to ensure your sales process is being adhered to properly.
The Future is Flexible
To reiterate, I am not pointing to the downfall of commercial real estate or the existence of any conventional office structure. Rather that for those who acquire the tools providing the freedom to be flexible, you can expand your customer base from sea to shining sea.
If you’re an amazing agent in Scottsdale, Arizona you can now share your passion for serving the Senior community in Boca Raton.
If you’re a broker with great value propositions, you can recruit Top Producing talent beyond city limits or even State lines.
For now, the Sky truly is the limit.
P.S. I started a LinkedIn group called “Success-With-Tech for Health Insurance Brokers” where you can ask tech questions and get answers from experts and other brokers experiences. If you’re considering buying some of these valuable tools to increase your flexibility and want some feedback before pulling the trigger, ask and ye shall receive.
The Best is Yet to Come…