Medicare Seminar Program
Hold T-65 educational Medicare seminars using our Medicare seminar program. We give agents access to a turnkey process which will bring 40 to 60 turning 65 prospects to your next seminar. The seminar vendor will do all the work needed to get the invites out. Agents do not need to supply lists. Turning 65 seminars can be run throughout the year including during the Medicare AEP.
Medicare Seminar Program: Setting the seminar up
Agents need to find the venue for the seminar. The seminars are set up as educational so meals can be provided. Offering meals will greatly increase attendance at the event. As a result, it is important to find a venue that has a seperate area for the seminar. It is equally important to keep the meal under the CMS max cost of $15.00. The most common venues are diners, pizza places, or chain resturants such as Golden Coral, Bob Evans or any other low cost establishment. The majority of people coming to the seminar will be turning 65. They are there for the information so having a high end or fancy location is not very important. Easy access to free parking is important for the event. In general, we suggest staying away from holding events at country clubs and other private venues. The more popular/well known the location, the more people you will have attending.
Medicare Seminar program: Meal cost
Meal prices can often be negotiated with the restaurant. The restaurant is going to benefit from the meeting in number of ways. They will get the free advertising from 3,000 mailers with the restaurants name on it along with free advertising on social media. The event will bring 50+ new customers in that could potentially turn into long term customers. Pointing this out will often give the agent some ability to get a better price point.
Driving people to the seminar
The vendor will handle all invites. They will work with the agent and to get counts for the surrounding area in which they want to hold the seminar. Once they have the count, they will send invites out via mail and use facebook to help supplement the attendance. The average attendance is 40 to 60 people. We have had seminars with 100+ attendees. The vendor will also all the registration RSVP’s through their portal. Agents can log in and see all contact information for those that plan to attend. Agents should also promote the event on their own through social media platforms such as Facebook.
Medicare Seminar Program: Agents role
The agent will need to find the venue and run the meeting. We have sample presentations that work well for Medicare educational seminars and can provide them to agents. The seminars can be customized specific to the agent holding the event with their contact info and logo. We can also provide guidance on how to run a successful seminar. An example would be the length of the presentation which should be 45 minutes to an hour at most. Having more than one person working the seminar is strongly recommended.
Some agents and agencies will help drive increased attendance by sending notices to their existing books of businesses in other lines. Anyone turning 65 is a good candidate. This has been most successful with P & C, investment and group or individual health books. Some venues will allow the agent to post notices of the meeting well in advance to encourage patrons of the location to attend.
When to have the meal come out:
Water or other non alcohol drinks should be provided along with bread or salad at the begining of the event. The meal can be brought out once the presenation has concluded. Under no circumstances should the meal be brought out while the agent is presenting. If the food does need to come out during the presentation, the presenter should take a break while it is being served.
The main advantage of having the meal come out after the presentation is the agent then has time to visit with all the guests. They can answer questions and book appointments during this time.
Medicare seminar dates
The seminars should be held in the evening. Around 6 or 6:30 is best. Keep in mind, most of the people attending are still working and it would be difficult for them to attend during the day. Hold the seminar on two seperate dates at the same venue with a day in between them. Tuesday and Thursday would be idea. Calls should be made to everyone that registered to attend the day before the event. Call them to make sure they know where the event is and to see if they have any dietary restrictions. Making confirmation calls the day before will reduced the amount of “no shows” at the meeting.
Why have a day between the meetings? Having a day between the meeting will give the agent time to call those that did not show up for the first meeting and invite them to the second one.
Medicare Seminar Program: Follow up
Other than the presentation itself, the most important part of the seminar is the follow up. Many of the prospects will be turning 65 in the next 3 to 7 months. As a result, it is important to stay in touch with them until they are within 3 months of turning 65. Others will continue working after age 65. It will be important to stay in contact with them so they come back to you when they actually retire.
After the seminar, calls should be made to everyone that attended the event. It would also be worthwhile to call everyone that didnt attend. (It is still possible to write the people that did not attend the meeting. ) Agents should track all calls, set up meetings and answer questions. Calls should be made until you actually get in contact with the prospect. Agents that do consistent follow up will be writing business from a seminar for months after they held it.
Medicare Seminar Program: Financial benefit of T-65 sales
Experience has shown a number of the sales will be MAPD sales. It is important to know that T-65 candidates are full commission payouts without and pro-rated payments. The renewal also starts paying in January regardless of the effective date of the sale. If you do not know what I am talking about, watch our webinar on how MAPD commissions pay.