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Today is Veterans Day – a day set aside to honor the contributions of the millions of military veterans who served in the United States armed forces. We must never forget that the freedoms we enjoy every day came from the sacrifices of selfless men and women who risked their lives to serve this country. On this Veterans Day, the entire PSM family wants to salute our veterans for their service and thank them for their sacrifices to protect our nation’s freedoms. |
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No Dispositions = No Optimization! Make sure you’re always recording how your leads are working out for you in LeadStar Marketplace. We look at that disposition information – CLOSELY – to make sure we are always sending you the BEST leads available! Optimizing the leads means YOU get better SALES RESULTS! Benefits of a Lead Disposition Program Call disposition will keep you up to date on the status of every phone call. This data will help you better understand everything going right and wrong with your marketing approach. Saving Time Smartly tagging the call with appropriate call disposition and prompted follow-up procedures due to call disposition will make you more resourceful. This saves you valuable time, improves your working pace, and unburdens you of mundane work. Increased ROI Every lead is a potential revenue stream. Having a sales process that maximizes the probability of higher conversion from each lead is essential. Call disposition helps you pursue every sales interaction automatically. It ensures that your valuable leads are being engaged to its full capacity until a decision is met.
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Tags: Leads, LeadStar, Medicare leads
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LeadStar partnered with Fluent, Inc., a leading performance and customer acquisition company, and Leadrilla Inc., a top name within the insurtech industry. Fluent’s role is identifying and delivering compliant leads from the senior and final expense spaces. Along with Fluent’s own robust coffer of leads, the company utilizes a network of additional sources to further fulfill agent demands. LeadStar Marketplace provides agents with full control and transparency into their sales funnel. This design allows agents to see data driven insights at every stage of the customer acquisition process.
Bill is quick to point out that LeadStar Marketplace’s ongoing lead-optimization process And because agents are the ultimate judges of a lead’s value, they can—and should—submit feedback to the system, aiding the LeadStar Marketplace team’s efforts to further refine the lead-screening process. “By seamlessly connecting customers to agents, LeadStar becomes a game-changing tool in our mission to provide insurance coverage that helps people live longer, healthier lives,” Bill observed. Learn more about LeadStar Marketplace and register using the link below.
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Tags: Leads, LeadStar, Medicare leads
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KNOW WHO’S IN THE ‘CIRCLE OF TRUST’ Warm-ups and fact-finding help agents get to know their AEP customers and, often, Embracing the concerns of the client’s family turns an AEP appointment into an THE BEST CUSTOMER IS AN EXISTING CUSTOMER New MA clients should top agent lists of life insurance prospects. The question is when and how to raise the subject. Medicare coverage can be complicated. Compliant agents set up follow-up appointments to ensure their clients are happy with their chosen plans. A good opportunity to bring up life insurance may come up during follow-up appointments. Agents may introduce final expense plans by pointing out that this type of coverage may cover funeral and/or burial expenses not covered by a Medicare plan. If beneficiaries request information about different plan types than they previously agreed to, agents will be required to complete a new scope of appointment. Or maybe bring up a family member who was central to earlier conversations. For instance, an agent might ask if the daughter involved in the MA decision would also lead when making “final arrangements” for the customer. If so — and if the need exists — suggest a final expense policy to save that loved one from out-of-pocket costs during what will already be a difficult time. Or maybe the agent learned about other family members that the MA client would want to protect. Success during AEP is crucial to business growth for agents. Fortunately, it isn’t a Life is good! Sell it! By David Paul, National Sales Director, Simplified Issue Life
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Tags: Final Expense, Life Insurance, AEP
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NOT ALL LEADS ARE GENERATED EQUAL Companies specializing in lead generation work hard to evaluate how well sources perform for different businesses and in various channels. Constant testing and analyses are necessary for lead optimization. Furthermore, consumers should know what to expect when they provide their information in a lead form. Transparency ensures prospects aren’t wondering why an agent is calling. There are also rules about how leads are generated for AEP. CMS prohibits: Additionally, CMS requires a record of a consumer’s agreement to speak with an agent during AEP. DIALING FOR CUSTOMERS Working leads usually means making a lot of phone calls. Robert Bache, founder and chief of sales for Senior Healthcare Direct, recommends calling every lead 12 times within the first four days of receiving it. However, agents need to remember that “If you have a lead and you call it four times but don’t call it again, don’t say that lead wasn’t any good,” Robert says. “You didn’t work it appropriately.” Robert also suggests leaving a voicemail message daily. He likes to use what he calls the “double tap” strategy. This is when a lead is called and then called again within five minutes. He explained that when people get a call from an unfamiliar number, they let SET YOURSELF UP FOR SUCCESS During the critical opening moments of contact, agents must take control of the conversation so it moves forward to the presumed closing. Avoid time-wasting, open-ended introductory questions like: Instead, assume the customer is short on time and needs solutions, and the agent is there to provide them. Of course, an agent needs to warmly build rapport, but it is more important to quickly demonstrate value. Rapport can still come later as the process continues. As you wrap your introduction, consider asking about the customer’s current coverage to dive into why you’re there. OUTBOUND SALES CALLS BASICS When you have a potential client on the line, consider these five steps to guide the discussion: Leads are the lifeblood for health care and financial sales professionals. Using these proven strategies will solidify agents’ relationships with their customers and create an efficient and rewarding experience for all parties.
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Tags: closing sales, LeadStar, Medicare leads
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Your Calls, Your Choice: Do you need a call recording solution but don’t use an online enrollment platform? PSM and YourMedicare has you covered. Dialpad is a mobile-optimized, CMS-compliant cloud-based phone system that unifies voice and text communication, making it possible to have a single contact number that can ring at your desk phone, smartphone, and computer, and seamlessly record and store (for up to 10 years) all enrollment-related calls. Additional Dialpad benefits include:
Dialpad is available now at a preferred, low price. Click here to get started with Dialpad and use the discount promo code “YourMedicare” when you sign up. 
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Tags: AEP, YourMedicare, Compliance, call recording
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What are the New CMS Requirements?
CMS considers a “marketing” call anything that falls under the “Chain of Enrollment,” which is defined as any events from the point when a beneficiary is made aware of an MA/PDP plan to the end of the enrollment process.
Some examples of what the new recording rules cover include:
Disclaimer All agents will also be required to include the following disclaimer: “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 The disclaimer must be included in the following places:
Additionally, the following requirements must be included in all call recordings and appointment forms:
CMS has stated that there is no obligation to re-enroll current Medicare participants and their enrollment status will not be affected. Automatic enrollment will also not occur. That said, a new Scope of Appointment (SOA) is required if the beneficiary requests information about a plan not previously discussed. NOTE: CMS has not laid out a compliance verification or auditing plan for the Final Rule 2023 changes. How to Achieve Compliance Ensuring agents can meet these new CMS requirements by October 1, 2022, comes down to two primary factors: technology and training.
PSM and YourMedicare have launched the Telephony system to agents nationwide. This new system gives agents the ability to make and receive calls through the YourMedicare SunFire platform. The system assigns agents a virtual phone number with a customizable area code, making the number more familiar for their clients.
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Tags: closing sales, Success Tips, CMS, sales advice, Sales Strategies, Compliance
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Download a PDF version here |
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Starting Monday, you will no longer need to establish and maintain an availability schedule for LeadStar Call Campaigns. We have improved how our Call Campaigns work to make it easier and more convenient for you to take sales calls whenever you're available. This update also means that you'll always be ready in an optimal position to receive and respond to sales calls, thereby improving your results. What does this mean for my active campaigns? With elimination of the availability schedule, all Call Campaigns have been paused. Simply activate your campaign when you're ready for calls and then pause when you become unavailable or no longer want to receive calls. To see a full walkthrough, please review our tutorial on YouTube.
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Tags: Leads, LeadStar, Medicare leads
Bill DeCourcy is the product lead for LeadStar. He said, “LeadStar brings you compliant leads and clear guidance, all in one contemporary platform.”
When meeting customers to discuss 
Like most good things, strong leads don’t simply come from nowhere — they have to be developed. And unless they are managed effectively, even the best leads can be difficult to close.
