Senior Marketing Specialists 2017 Sales Summit Guide

(800) 689-2800SMSteam.netSMS-University.com

The Senior Marketing Specialists Sales Summit is our annual live event for agents to attend and expand their business.

The 2017 Sales Summit was a huge success!

• Over 300 attendees• 25 trade show sponsors• 30 break out sessions• Breakfast sponsored by United Healthcare• Lunch sponsored by Aetna• Numerous prizes given away

What agents said about the Summit:

“We really enjoyed our time at the SMS Summit and have taken many new and exciting things from it to put into place in our office.”“WOW. The Summit is always GREAT. SMS is the BEST FMO ever. I really appreciate all the hard work that the whole agency do for me. I will call for help when needed. Thanks again for all of the support.”"Thank You' to you and all the SMS professionals for the Fabulous job you all did on the Summit! It was amazing, and I learned so much.”“17 year agent...My third Summit, this one ranks at the top. Phenomenal material for new and experienced agents. Thank You SMS Team!”

2017 Sales Summit Partners

2017 Sales Summit Partners

VENDOR CONTACT INFO:

PrintLynxwww.printlynx.comBarry Henderson1-800-660-1147

QuoteSharkwww.quoteshark.net1-855-667-2559

Benepathwww.benepath.net1-866-368-0377

ARM Leadshttps://armleads.com1-800-992-2722

Alzheimer’s Associationwww.alz.org

AgencyBlocwww.agencybloc.com1-866-338-7075

SalesDialers.comwww.salesdialers.com1-800-662-4009

JK FinancialJeff & Kim Kaufman1-800-689-2800

CSG Actuarialwww.csgactuarial.com1-855-861-8776

Additional Resources

Breakout SessionsIn Home AppointmentsPlanning for Your SuccessorUnlocking the Door to Veteran’s BenefitsChanges Coming to Medicare in 2018 & 2020Medicare & MedicaidAEP 365Selling Over the PhoneUncovering the $$$ Your Clients Need to Buy Your ProductsUtilizing Senior Marketing Specialists’ ResourcesNew Opportunity from AARPBreaking Down BrandingThe Financial Cancer of Cancer; Finding a CureA Proven 8 Step Client Acquisition SystemBeyond Quoting: Fully Utilizing the SMS Quote EngineReap the Benefits of our FREE talkingMEDICARE PublicationCross Selling Roadblocks, Why You are Not Doing it When You Know You Need to BeOrganize, Automate, and Grow Your Insurance AgencyDual Special Needs Plans: An Untapped OpportunitySocial Media Marketing: Mastering a Not So Basic Business PageGet Found on Google: A Website, Social Media & Blogging PlatformThe Value Proposition Drug Plans: to PDP or Not to PDPMaximize Your Marketing Dollars: How to Get the Most out of $200, $500 or $1000R is For Referrals…You Need TheseMissouri Legislative UpdatesStrategies and Tips for Current & Future Agency OwnersUnique Networking Ideas & Tips

In Home Appointments

IN HOME APPOINTMENTS WHITEPAPER

From the time the prospect opens the door, it is important you have a baseline plan in place.

“But every appointment is different!” True, but that does not mean you “wing-it” each time you enter a home.

Without a baseline plan, how do you know what to change to improve your appointments?

We took a look at a sample 7-step system to help agents track results, make changes to improve closing ratios, and see overall improvement in face to face sales.

• Show-up / Warm-up• Fact Find• Transition • Solutions• Direction• Application• Relationship Building

Download the whitepaper below and start to maximize your appointments.

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Planning for Your Successor#1 reason family businesses FAIL - No succession plan in place.

The best ways to plan for your succession NOW are the following:

• See us about your contract audits. You must make sure you are incorporated and appointed properly with carriers or your renewals die when you do!

• Let us show you the items you would need to get a proper value of your agency.

• Consult with the experts - Attorney, Tax professional, Accountant, etc. to make sure your agency is set up properly.

• Have a "Policy and Procedure" manual in place for your agency. (We can also help you set that up)

Our two passions at SMS:#1 Helping agents get into this business and assisting them to

grow their Agency.#2 Helping agents set up their agency to successfully retire

and pass their agency on to the next generation.

CONTACT SENIOR MARKETING SPECIALISTS

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Changes Coming to Medicare in 2018 & 2020

The Medicare Access and CHIP Reauthorization Act of 2015 (MACRA) had a dramatic impact on the senior market agent. Becoming familiar with the changes coming into effect in 2018 and 2020 is vital.Here are just a few:

• Increased Part B and Part D premiums for wealthier individuals• Social Security numbers will be removed from Medicare ID’s• Plan C and Plan F will not be available to new Medicare

beneficiaries in 2020

H.R.2 - Medicare Access and CHIP Reauthorization Act of 2015: https://www.congress.gov/114/plaws/publ10/PLAW-114publ10.pdfNAIC Model Chart: http://www.naic.org/documents/committees_b_medigap_sg_160222_benefit_chart.pdfNAIC Plan G Outline: http://www.naic.org/documents/committees_b_medigap_sg_160222_g_outline.pdf

CONTACT SENIOR MARKETING SPECIALISTS

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AEP 365

While AEP (Annual Election Period) is a 54 day period, planning is a full year event.

AEP 365 is a year long approach to planning and strategizing to maximize those 54 days. This is also a monthly topic on the Medicare Café, our weekly Medicare series.

In this session, we discussed various strategies agents can perform throughout the year to help maximize their AEP and beyond.

DOWNLOAD THE AEP WHTEPAPER HERE

MEDICARE CAFÉ INFO & MORE

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Selling Over the Phone

Expand your territory without leaving your office.

Senior Marketing Specialists has partnered with Sales Dialers to give you special pricing for their dialer software, which can include data and phone scripts to get you going right away.

You don’t have to stop your current practice. You can simply add phones sales 1 or 2 days a week to start and blend your sales ability.

Whether you are looking to sell across your state or across the country, SMS and Sales Dialers can get you started and successfully selling.

Download the whitepaper and learn how to get started and check out the various SMS exclusive packages from Sales Dialers.

SELLING OVER THE PHONE WHITEPAPER

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Uncovering the $$$ Your Clients Need to Buy Your Products

According to an article on Gallup.com, the #1 reason families go bankrupt in our country is because of medical bills. Creating extra funds (through these programs) can open the door to build a more comprehensive benefit package which will help your clients and significantly increase your profit per presentation. Uncovering the money your client needs to buy your products can help you earn their trust, their business, and ultimately their referrals. Asking good questions will help you see which programs to mention and what products to bring up in conversation for cross-selling opportunities.

DOWNLOAD THE GUIDE WITH LINKS HERE

PrescriptionsAmericans spent $457 BILLION on prescriptions drugs in 2015!• Missouri Rx• Needy Meds• Medicare.gov – Retail Pharmacy vs.

Mail Order

Memberships• SilverSneakers• AARP Membership• AARP Medicare Supplement – at

Your Best

Vision• Respectacle• Zenni Optical

Other• Unclaimed Property – Missing

Money

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Breaking Down Branding

“A brand is the set of expectations, memories, stories and relationships that, taken together, account for a consumer’s decision to choose one product or service over another.” – Seth Godin

You are your own personal brand. This means you need a clear, consistent message to send to your prospects and clients that describes who you are, what you offer, and what they can expect when working with you.

There should be no doubt in your prospects’ and clients’ minds when they see your logo, color scheme, name, etc. that it’s you. If you have multiple logos or colors, this may confuse the prospect and have them looking elsewhere for service.

What can you do? Perform a branding audit!

Lay out all your marketing materials. Does your brand look the same on your business cards? Your flyers? Website? Email signature? Social media?

Senior Marketing Specialists can help you with our AMP (Agent Marketing Portfolio) program to give you a clear, recognizable brand.

ESTABLISH YOUR BRAND

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The Financial Cancer of Cancer; Finding a Cure

Which would you prefer:

Your client contacts you to tell you that they have cancer and you have

never talked to them about cancer insurance. They have good health

insurance, but are still going to be out thousands of dollars for their care

and related expenses.

Or

Your client contacts you to tell you that they have cancer and they have

cancer insurance with you. They have good health insurance and a good

cancer plan so they will receive thousands of dollars to help pay expenses

when they need it most.

Do we believe in cancer insurance?Do we know how to enroll them into a plan? Do we have a good plan? Do your clients need it? Are we walking by a lot of profit if we don’t ask?Will SMS help us get everything ready to do it?

2017 Cancer Facts & Figures:https://www.cancer.org/content/dam/cancer-org/research/cancer-facts-and-statistics/annual-cancer-facts-and-figures/2017/cancer-facts-and-figures-2017.pdf

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Beyond Quoting:Fully Utilizing the SMS Quote Engine

Learn how to:• Download the rate change report• Personalize the quote with your information• Factor underwriting conditions within the

quote• Email or print out the quote• Add Hospital Indemnity to a Medicare

Advantage Plan• And more!

SMS QUOTE ENGINE

Use the button below to learn more about our quote engine, watch the video walkthrough, then take a spin on it for yourself!

Have you unleashed the full potential of the Senior Marketing Specialists Quote Engine?

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Reap the Benefits of our FREE talkingMEDICARE Publication

GET YOUR FREE COPY HERE

Information in our weekly publication of talkingMEDICARE and the book

by the same name can prove invaluable for the agent in the field.

This resource tool is designed to bring you information that is both

worthwhile and significant. Each issue contains several pieces of

information and links, followed by a “Why it is Important” section.

Topics Include:

• Carrier Information• Online Resources• Medicare Parts C and D• Medicare Supplements• Statistical Data• Tips • And More

SUBSCRIBE HERE

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Cross Selling Roadblocks, Why You are Not Doing it When You Know You Need to Be

While we are all accustom to selling core products, they do not cover all areas of risk for your clients. By cross selling ancillary products, you can give your clients the coverage that truly meets their needs and increase your profit per presentation.

Some key points:Sell benefits not products – People purchase how insurance helps them

Never leave an appointment without your next one scheduled

Some of the key cross selling lines SMS can help you with:• Hospital Indemnity• Cancer Insurance• Final Expense• Dental/Vision/Hearing• Recovery Care

TRANSITIONAL PHRASES HANDOUT

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Social Media Marketing:Mastering a Not So Basic Business Page

It’s no longer if you should be on social media, it is a matter of how you

are going to be on social media.

Facebook is the most popular social media platform, and one of the largest growing segments is 55-64 year old females, the baby boomers who are aging into Medicare. Are they going to see you on there, or someone else who can help them?

NOW is the time to establish your Facebook presence and step one is to set up a Facebook business page.

What you will need:• Profile Image• Cover Photo• Contact Info• Call to Action• Content

Need help? Check out our Facebook Agent Connect Group for contracted SMS agents!

FACEBOOK AGENT CONNECT GROUP

YOUR SOCIAL MEDIA MARKETING PLAN

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The Value Proposition Drug Plans:to PDP or Not to PDP

Why agents should be offering PDP plans:1. Learn about your clients

1. Health concerns and conditions2. Save your clients some cash

1. Offer money saving tips and ideas though various programs and savings options

3. Strengthen your relationship between you and your client1. Help them with one of the most confusing

policies on the market

A prescription drug plan is the only policy your clients will be penalized for NOT having.

Plus it is a policy that your clients will use.

Contact us about marketing and sales ideas!

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Maximize Your Marketing Dollars: How to Get the Most out of $200, $500 or $1000

Maximize your ROI!

How much of your business budget is allocated for marketing? Do you have a marketing budget?

Get the most out of your marketing dollars with these great ideas and concepts, starting with FREE ideas!

• Newsletters• SMS AMP Program• Carrier Toolkits• Websites• Referral Programs• Lead Drops • & More…

Download the Managing Your Marketing Budget below for more ideas, costs and concepts. Then call us for a strategic marketing session!

MARKETING BUDGET GUIDE

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R is For Referrals…You Need These

GET YOUR REFERRALS WHITEPAPER

What’s your score?

The NPS (Net Promoter Score) is an industry standard to know the willingness of a customer or client to recommend a company or person to their family and friends. It is also a reflection of the client’s loyalty to a particular brand or service.

Simply offering a policy will not get referrals. With 57% of the decision making process complete before many people contact a company or professional for assistance, it is vital that agents provide extra service and guidance to drive their NPS to a 9 or 10.

Download the whitepaper below for ideas on how you can drive your NPS numbers and gain more referrals!

NPS Referral Chart

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Unique Networking Ideas & Tips

Networking is one of the key prospecting methods agents should embrace.

Networking is a long-term investment of time, meaning you may not see results overnight. However, with the right professional network, not only will you be viewed as a local expert, you will also have a more steady referral stream.

Doctors office• https://www.medicare.gov/physiciancompare/

PharmacyReligious organizationSenior Centers

• How to find Senior Centers near you-- National Association of Area Agencies on Aging• http://www.n4a.org/

P&C agentsFinancial advisers

• Location to stay up to date on information: https://www.ssa.gov/thirdparty/financial-planners.html

Make a list of who you know! People are more likely to want to work with you if they know you!

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CONTINUING YOUR JOURNEY

Thank you for making this the most successful Senior Marketing Specialists Sales Summit to date!

We are here for you! Contact us with any additional questions, needs, marketing ideas, assistance and more!

GET CONTRACTED HERE

(800) 689-2800SMSteam.net

SMS-University.comSMSSalesSummit.com