Medicare Questions
Best Medicare Questions for a Sales Meeting with a Prospective Client: Basics and Healthcare
Medicare agents have a number of ways to reach prospective clients. One of those ways is to hold education and sales events. While education events cannot lead to enrollments, sales events can and should. With these questions, agents will be able to learn about their prospective and offer them the best plans and support for their insurance needs.
Medicare Questions – Basic
Other than the obvious starters like “how can I help you today?” there are a number of basic information questions that agents will need to ask during their sales meeting:
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Do you make your own health care decisions?
Agents need to know this because they must speak to the person who is making the healthcare decisions directly.
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What is your date of birth?
This determines what the perspectives are eligible for.
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Which zip code and county do you live in?
This answer determines which plans are available to the prospective.
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Are you currently on Medicare? Have you applied for Medicare?
Some people receive Medicare earlier than 65 due to disability.
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Do you receive Social Security payments?
If they are receiving SS payments prior to the age of 65, they will automatically be enrolled in Medicare A and B.
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Do you/your spouse still work? Do you plan to work past 65? Do you get coverage from your job?
If this is the case, the perspectives may want to waive their initial application for Medicare part B, which would not result in a sale.
Medicare Questions – Health
Although it is prohibited to ask a prospective customer about their health directly, agents will need to know certain things in order to best serve their clients.
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How often do you go to the doctor?
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Have you had any inpatient stays or outpatient surgeries?
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Do you have any scheduled for the future?
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Please provide a list of the medications you take and the doctors you visit
This will enable the agent to make sure that they can find a plan that covers their needs as well as has as many of those doctors in-network as possible.
All of this information will give the agent a good idea of whether or not the prospective will need a Medicare Supplement plan. The agent can also then run the list of medications through Connecture or Sunfire, both tools which will tell the agent which plan covers more of those necessary medications. Be sure to subscribe to our youTube channel for updated platform demonstrations.
These basic information and healthcare questions will give the agent what they need to begin the process of helping their prospective enroll in the Medicare insurance plan that is right for them. There are also financial questions and other information that are needed, which will be in a second blog post.
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