How to Successfully Write a Medicare Supplement Call Script

You’re armed with fresh Medicare sales leads and determined to sell Medicare Supplements over the phone. So, now what?

Common practice might say writing a strong insurance sales script is next. Here’s our secret: you need a mix of preparation and improvisation.

Where to Start Your Medicare Script

Just like face-to-face sales, your Medicare telesales strategy should begin with proper planning. Determine your goals and make sure you measure them to stay on track.

For example, if you have a yearly sales goal, break it down into quarters, then months, weeks, and even days. When objectives are easier to measure, they also become more actionable and easier to manage.

Next, make sure you know the ins and outs of the plans you’ll offer. You want your clients to think of you as their trusted advisor. If you pause after each question to rustle through papers for an answer, it puts that trust at risk.

If you pause after each question to rustle through papers for an answer, it puts your clients’ trust at risk.

Start off by making a list of potential questions a consumer might ask you. Prepare for simple questions, such as:

• “What is a Medicare Supplement?”
• “Can I still see the doctor I’m seeing now?”

Then consider how you can respond while keeping the conversation moving forward.

Unexpected questions are sure to come up. That’s OK! Selling over the phone is a learning process. Answer those questions the best you can on the fly and make a note to come back to them for a more detailed answer later.

What to Say on an Insurance Sales Script

You have a limited amount of time to build rapport with your caller. Start your Medicare script by introducing yourself, but don’t apologize for interrupting! Rather, get to the point by addressing your contact by name and letting them know why you’re calling and how long the call will take.

Next, ask the caller if that’s OK. Yes, really! By letting them answer this question, they’re participating in the direction of the conversation. It lets them feel like they’re in control, even though you’re the one at the helm.

Establish your potential clients’ current insurance plan up front, listen well, and take notes.

Establish your potential clients’ current insurance plan up front, listen well, and take notes. This will help you determine what they’re in the market for.

You can also highlight a time when a Medicare Supplement plan reduced a client’s bill to little or no cost. Attaching emotion to your product is a great way to connect with your potential client.

Avoid sales jargon and clichés to maintain a casual conversation. That kind of verbiage works well on sales materials, but when you say it out loud, it sounds gimmicky and artificial. You want to sound natural, like you’re talking with a friend.

How to Say Your Script for Medicare

While it’s great to have a script for Medicare sales calls, you shouldn’t be reading from it. Why not? Because you sound like you’re reading from it. There’s a big difference between your reading voice and your natural speaking voice.

Skeptical? Record a conversation between you and a friend. Then record yourself reading a Medicare sales script. You’ll hear the difference.

In those recordings, pay specific attention to the tone of your voice. If you’ve got a smile on your face, they’ll hear it.

If you’ve got a smile on your face, they’ll hear it.

Was your Medicare Supplement script written by someone else? It’s easy for a consumer to tell. Not only can it come off as though you’re reading, but it’s also easier to stumble and make mistakes. You should aim to sound comfortable and use language you use in conversation.

When on the phone, try standing up! It gives you the ability to pace and use body language you’d use in regular conversation. If you tend to gesture when you speak, consider a headset so your hands remain free to move.

Track Your Progress

Like many sales methods, Medicare Supplement phone sales scripts are a work in progress. That means you should evaluate your script on a regular basis and check if you’re meeting the goals you set at the start. Keep what’s working and change what’s not.

You can utilize A/B testing, to see which option works better. Will it be option A or option B? Make an equal number of calls with both to see which is more effective. Remember to change only one thing at a time so you can track your variables.

You’re already well on your way to a successful campaign selling Med Supps over the phone. Give these helpful tips a try as you write your next best Medicare phone script!

Things to Keep in Mind

When using call scripts, you must remember that the call itself needs to be compliant with Medicare regulations.

For example, the TCPA is one of the most missed compliance requirements, but also one of the most important ones. When you go through your script, ensure that your materials are compiant, so your business stays out of hot water!

Some agents also consider cold calling for certain Medicare plans. Insurance cold calling is strictly prohibited for MAPD plans but Medicare Supplements have a bit more exceptions.

Certain states, such as Ohio and California, have stricter requirements on Medicare Supplements, so be sure to check out all local regulations.

Call scripts are great tools to use for your business. However, finding that fine line between using the script and relying on it in action is crucial!

With Ritter at your side, you can have even more support with helpful tips and tricks to enhance your business. Register for free today to gain access to that and more!