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Congratulations, you’ve successfully navigated the maze of Medicare options and helped your clients make informed decisions about their healthcare coverage. However, your role as a Medicare sales agent doesn’t end with the closing of the sale. In fact, what you do after the Medicare sales appointment is just as crucial as the appointment itself. Let’s go over what to do after your Medicare sales appointment, including strategies for follow-up, effective communication, managing expectations, and asking for referrals. If you missed ways to prepare for your appointment, you can check that out here!  

Immediate Follow-up: Strike While the Iron is Hot

Timing is Crucial: Reach out to your clients promptly after the appointment. Sending a personalized thank-you email or text message expressing gratitude for their time and trust reinforces your professionalism and commitment.

Clarify Doubts: Address any lingering questions or concerns your clients might have. Reiterate the key points discussed during the appointment to reinforce their understanding of the chosen plan.

Regular Follow-up: Stay Engaged and Informed

Scheduled Check-ins: Plan regular follow-up calls or emails to ensure your clients are satisfied with their chosen plan. These check-ins could be quarterly, semi-annually, or annually, depending on their preferences and the nature of their plan.

Stay Informed: Medicare policies and regulations can change. Keep your clients updated about any alterations in their coverage, ensuring they remain informed and confident in their choice.

Effective Communication: Be Clear and Empathetic

Active Listening: During follow-up conversations, listen actively to your clients’ feedback. Address any challenges they might be facing with their Medicare coverage and offer solutions promptly.

Empathy: Understand their unique needs and situations. Show genuine concern for their well-being, reinforcing the trust they placed in you during the initial sales appointment.

Managing Expectations: Prepare for the Unexpected

Prepare for Questions: Anticipate common questions about claim procedures, coverage details, or prescription drug plans. Being prepared demonstrates your expertise and instills confidence in your clients.

Assist in Claims: If your clients encounter issues with claims or billing, be their advocate. Assist them in navigating the process and resolving any disputes, showcasing your ongoing support.

Asking for Referrals: Harness the Power of Word-of-Mouth

Timing is Key: Once your clients are satisfied with their Medicare coverage, kindly ask for referrals. Timing is crucial; ask when they are in a positive frame of mind, appreciating the value you’ve added to their lives.

Educate About Benefits: Explain how their friends and family could benefit from your expertise. Personal recommendations carry immense weight, and your satisfied clients can be your best advocates.

Feedback Loop: Continuous Improvement

Seek Feedback: Encourage your clients to provide feedback about their experience. Constructive criticism helps you identify areas for improvement and refine your services, ensuring a better experience for future clients.

Adapt and Improve: Act on the feedback received. Adapt your approach, communication style, or information delivery methods based on the valuable insights shared by your clients.

In conclusion, your role as a Medicare sales agent extends far beyond the initial appointment. By providing exceptional post-sales support, staying engaged, managing expectations, and harnessing the power of referrals, you not only enhance your clients’ experience but also build a thriving, sustainable business. Remember, satisfied clients are your best assets; their positive experiences can lead to a network of loyal clients and enduring professional success.

If you would like to discuss this in more detail, reach out to your Sales Development Manager today or get in touch with our training team!

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Aetna

 

Aetna is an American managed health care company that provides traditional and consumer-directed health care insurance and related services, such as medical, pharmaceutical, dental, behavioral health, long-term care, and disability plans, primarily through employer-paid insurance and benefit programs1. Aetna is a proud CVS Health company and shares a common purpose with CVS Health: bringing their heart to every moment of your health. Aetna believes that everyone should have a fair and just opportunity to achieve their best health, which is known as health equity. Aetna is committed to improving the environment, addressing health inequalities, investing in people’s health, acting with integrity and protecting against health care fraud and abuse.

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