GET CONTRACTED
Edward@Croweandassociates.com
Call us: 1.203.796.5403
Crowe & AssociatesCrowe & Associates
  • Home
  • ABOUT
  • Sales Blog
  • Sales Tools
    • Online enrollment
      • Connect4Medicare
      • Sunfire
    • Quote and comparison site
    • Application Processing
    • Free Medicare lead program
    • Agent website
    • Predictive dialer
  • Free Leads
  • Products
    • Medicare Plans
    • Life Insurance Plans
    • Final Expense Insurance
    • Long Term Care Insurance
    • Fixed and Indexed Annuities
    • Healthshares
    • Dental and Vision Plans
    • Other Products
  • Training Webinars
  • Contact Us

Blog

Home Posts tagged "medicare consulting"
Medicare Sales Tips

Medicare Sales Tips

By Ed Crowe | General Articles | 0 comment | 5 October, 2023 | 0

Medicare Sales Tips

 Let’s be honest: generational differences are real, and people do change as they age. And they should! Priorities change as your life changes, and with advanced age usually comes advanced experiences and perspective. As Medicare insurance agents, the majority of your client basis is likely going to be 65 or older. Here are four Medicare sales tips to keep in mind when communicating with this population:

 

Use the proper terms

Ever had to hesitate before using a term for older people in a conversation? Do they prefer seniors? The elderly? Aged? No one wants to be offensive, and everyone has different preferences for how to be referred to. The good news is that there have been studies done on which terms for older people are the most well-received. In general, the term “older” is the most widely accepted by this age group. There’s nothing wrong with being an older person, and it’s true to their experience. Most people also like “seniors,” although not “senior citizens,” as they feel that it’s patronizing. The least liked term according to these studies was “elderly,” as people thought it made them sound frail. “Elder,” however, has a positive connotation associated with advanced wisdom and experience. Now, there are always exceptions to every rule, but with this knowledge you’ll be less likely to unintentionally offend your clientele.

 

Don’t use Senior Speak

This is one of the important Medicare sales tips when dealing with individuals over 65.  Speaking of seniors, there’s a verbal phenomenon that we’ve noticed that they really don’t like. Ever heard of Senior Speak? It’s when people use simplified language and even a higher pitched voice while talking to older people. Sometimes they use names like “sweetie” or “dear” instead of the person’s actual name. They might even be unaware they’re doing it. It can come off as extremely patronizing and condescending, since they wouldn’t be doing that with younger clients. It’s based on the assumption that the older clients cannot understand what you’re saying as well as younger ones, which is not only a rude assumption but, most of the time, completely incorrect. Making a conscious effort to communicate normally with older clients will prevent you from unconsciously slipping into Senior Speak and risking your sale.

 

Medicare Sales Tips – Practice patience

Let’s just be frank: You’re going to have to repeat yourself with clients over 65. Not because they are slower or don’t understand what you’re saying, but because for most of them this is the first time hearing all of the information you’re telling them. And it is a lot of information, with jargon and acronyms and things that take time to understand. They will have questions that seem obvious to you because you work in the industry and deal with the information every day. For people outside the industry, it can be very complicated. Using analogies and real-life examples can be very helpful for clarification.

 

Guide, don’t decide

Everyone wants to be in charge of making their own decisions. While you may think you know what’s best for your client, you still need to allow them to make the final decision on the best plan for their healthcare needs. A good mantra here will be, “Guide, don’t decide.” You cannot make the decision for them, but you can gather enough information about their healthcare needs and desires to guide them in the right direction towards choosing a plan that compliments their lifestyle.

 

Putting these four tips into your toolbox can help ensure that you’re practicing effective and respectful communication with a large portion of your client base.

Licensed Agents

Medicare sales tips  – Click here to see what Crowe and Associates has to offer 

Keep up with all of our current events by clicking here. 

Ready to contract?   Begin here.

Subscribe to our YouTube channel.   We provide weekly training.

Click here to view more images by this artist

Categories

  • Ancillary Health product sales
  • Annuities
  • annuity
  • Brokers
  • CD rates
  • Dental
  • Dental insurance
  • Disability
  • FDIC insured CDs
  • Fixed interest rates
  • General Articles
  • Group Health Insurance
  • Individual Health Insurance
  • Investments
  • Latest news
  • Life Insurance
  • Life Insurance Products
  • Long Term Care
  • Medicare
  • Medicare A and B benefits
  • Medicare Advantage Plans
  • Medicare compliance
  • Medicare Drug Coverage
  • Medicare Supplements
  • Over The Counter benefits
  • phone and home Medicare sales
  • Retirement Income
  • Voluntary Benefits

Recent Comments

  • Peggy Webb on Humana OTC catalog 2024
  • Adam on What Are Medicare Rapid Disenrollments
  • marilou macdonald on Anthem OTC catalog
  • APRIL WEST on United Healthcare OTC catalog 2024
  • Debra on Humana OTC catalog 2024

Social Icons

Archives

  • May 2025
  • April 2025
  • March 2025
  • February 2025
  • January 2025
  • December 2024
  • November 2024
  • October 2024
  • August 2024
  • July 2024
  • June 2024
  • May 2024
  • April 2024
  • March 2024
  • February 2024
  • January 2024
  • December 2023
  • November 2023
  • October 2023
  • September 2023
  • August 2023
  • July 2023
  • June 2023
  • May 2023
  • April 2023
  • March 2023
  • February 2023
  • January 2023
  • December 2022
  • October 2022
  • September 2022
  • August 2022
  • July 2022
  • June 2022
  • February 2022
  • December 2021
  • October 2021
  • February 2021
  • January 2021
  • February 2020
  • January 2020
  • October 2019
  • July 2019
  • June 2019
  • May 2019
  • April 2019
  • March 2019
  • February 2019
  • January 2019
  • October 2018
  • September 2018
  • August 2018
  • July 2018
  • April 2018
  • March 2018
  • February 2018
  • January 2018
  • December 2017
  • November 2017
  • September 2017
  • August 2017
  • July 2017
  • June 2017
  • May 2017
  • April 2017
  • March 2017
  • February 2017
  • January 2017
  • December 2016
  • July 2016
  • June 2016
  • May 2016
  • April 2016
  • March 2016
  • February 2016
  • January 2016
  • September 2015
  • August 2015
  • July 2015
  • June 2015
  • May 2015
  • March 2015
  • February 2015
  • September 2014
  • August 2014
  • May 2014
  • April 2014
  • March 2014
  • February 2014
  • January 2014
  • September 2013
  • August 2013
  • July 2013
  • June 2013
  • May 2013
  • April 2013
  • March 2013
  • February 2013
  • January 2013
  • December 2012
  • November 2012
  • October 2012
  • September 2012
  • August 2012
  • July 2012
  • June 2012
  • May 2012
  • April 2012
  • March 2012
  • February 2012
  • September 2011
  • July 2011
  • June 2011
  • April 2011
  • January 2011
  • August 2010
  • April 2010
  • September 2009
  • August 2009

Recent Posts

  • What is Original Medicare
    7 May, 2025
    0

    What is Original Medicare

  • Medigap Standardized Benefits
    6 May, 2025
    0

    Medigap Standardized Benefits

  • Pros and Cons of HDG Plans
    5 May, 2025
    0

    Pros and Cons of HDG Plans

  • Mastering Local Medicare Marketing
    5 May, 2025
    0

    Mastering Local Medicare Marketing

With licensed sales professionals in both the investment and insurance fields, the experienced and knowledgeable team at Crowe & Associates can tend to your various needs.

Latest News

  • What is Original Medicare

    What is Original Medicare

    Although there are millions of people on Medicare, many find it a

    7 May, 2025

For agent use only.

We do not offer every plan available in your area. Any information we provide is limited to those plans we do offer in your area. Please contact Medicare.gov or 1-800 MEDICARE to get information on all options.

Not affiliated with the U. S. government or federal Medicare program. This website is designed to provide general information on Insurance products, including Annuities. It is not, however, intended to provide specific legal or tax advice and cannot be used to avoid tax penalties or to promote, market, or recommend any tax plan or arrangement. Please note that [Agency Name], its affiliated companies, and their representatives and employees do not give legal or tax advice. Encourage your clients to consult their tax advisor or attorney.

Follow Us

  • Follow Us on LinkedIn
  • Find Us on Facebook
  • Watch Us on YouTube

Subscribe to our newsletter

Edward K. Crowe & Associates LLC BBB Business Review
  • Home
  • About
  • Agents
  • Quote
  • Retirement
  • Services
  • Blog
  • Contact
  • Privacy Policy
Copyright 2025 Crowe & Associates | All Rights Reserved |

Insurance Agency Website by Stratosphere

  • Home
  • ABOUT
  • Sales Blog
  • Sales Tools
    • Online enrollment
      • Connect4Medicare
      • Sunfire
    • Quote and comparison site
    • Application Processing
    • Free Medicare lead program
    • Agent website
    • Predictive dialer
  • Free Leads
  • Products
    • Medicare Plans
    • Life Insurance Plans
    • Final Expense Insurance
    • Long Term Care Insurance
    • Fixed and Indexed Annuities
    • Healthshares
    • Dental and Vision Plans
    • Other Products
  • Training Webinars
  • Contact Us
Crowe & AssociatesCrowe & Associates

Online Enrollment- Enroll prospects online without the need for a face to face appointment. Access to all major carriers with the ability to compare plan benefits and prescription drug costs. Link to recorded webinar https://attendee.gotowebinar.com/recording/2899290519088332033

All agents receive a personalized enrollment website. Prospects can use the site to compare plans, check doctors, run drug comparisons and enroll in plans. Agents are credited for all enrollments. Click Here

Error: Contact form not found.