We have a few tips for marketing Medicare supplement insurance effectively and ethically:
Know the rules
Familiarize yourself with the Centers for Medicare & Medicaid Services (CMS) guidelines for marketing Medigap insurance. These guidelines include rules about what you can and cannot say in your marketing materials, as well as requirements for the disclosure of certain information. If you know the rules well, it will help you be able to assist your clients in a quick and timely manner.
Target your audience
Know who your target audience is and tailor your marketing messages accordingly. For example, if you are targeting seniors, you may want to focus on the benefits of Medigap insurance for covering the gaps in Medicare coverage. Think about it from the perspective of the audience which helps create a clearer message.
Be clear and transparent
Make sure your marketing materials are clear, easy to understand, and transparent. Avoid using confusing or technical language, and disclose all relevant information, including costs, benefits, and limitations. Make sure to get directly to the point to catch and keep the attention of your audience.
Cross-sell the right way
When selling plans in the Medicare Advantage market, suggesting extra support to their insurance coverage is vital. Finding the right plan is important for you and your client. One way to cross-sell is introducing Medicare Supplement plans to your client in addition to Medicare Advantage.
For example, not all of the cost might be covered by your client’s Medicare Advantage plan. Since your client already trusts you, keep that good rapport.
Emphasize how the customizable drug plan works
With a Medicare Advantage drug plan, the prescription drug portion is packaged, so you have to take it as a combination. However, with a Medicare Supplement plan your client can customize their prescription drug plan. This flexibility gives you a whole access point of freedom that will make your client happy. There is more leeway that can help you write business efficiently.
No AHIP certification smoothens out the selling process
With no AHIP certification, this takes a level of the worry out of the Med Supp selling process. If you fail AHIP, you then run the potential of not only not being able to sell that year, but also losing all of your renewals. That is the case for selling Medicare Advantage but not Medicare Supplement.
With no AHIP certification, this takes a level of the worry out of the Med Supp selling process. If you fail AHIP, you then run the potential of not only not being able to sell that year, but also losing all of your renewals. That is the case for selling Medicare Advantage but not Medicare Supplement.
Use testimonials
Use testimonials from satisfied customers to help build trust and credibility. Be sure to get permission from customers before using their testimonials, and ensure that the testimonials are truthful and not misleading. If someone reads a success story, then they will more likely trust you.
It is also important that you keep it positive with testimonials and not talk negatively about other insurance plans. Keep the message light and to the point.
Couldn’t be more pleased with my partnership with TMG. Everyone at the Raleigh office is more than happy to offer their guidance and support through any obstacle I may come across. They have provided so much training through their website and social media accounts. They’ve reached out during crucial enrollment periods offering a helping hand if needed as well as throwing some amazing leads my way. Thanks TMG family!!
Tidewater is great to work with and I enjoy being around the leaders that are so knowledgeable and personable at the same time. They really have it together.
Any time I have questions someone is always available for answers. Definitely have to credit my success to this team!
Totally impressed with the quick responses to all my inquiries during the recent Medicare AEP. This is so important when schedules are hectic.
Working with Tidewater has been great! the trainings are on point and Ronnie James is wonderful at answering questions and following up!!
I finally got to meet Mike Newton of Tidewater Management Group OFFLINE. He is as genuine as one could get both online and offline. I was privileged to also meet Mike's father, Gary, at Medicare and Margaritas. Mike poured his knowledge into the attendees and he did not hold back. I learned a lot for sure. I'm sure it made Mike so happy to see his father light up knowing what Medicare opportunities are available for him as well.
I'm updating this post, because I had a couple representatives from Tidewater reach out to me, regarding the delay in my release. For this particular carrier, it takes a little longer, due to having to go through another upline. They let me know the process of what was needed, and they sent me the paperwork to take care of the release. Everything is all good now, especially since they provided me the reason for the delay.
This Agency is phenomenal I know I made the right decision . Tidewater is elite! The first time I met Mike Newton in person it was a great experience. I could feel his genuine energy ! They give great support !
Grateful to be managed by this group… They are there when I need them for anything..
Awesome experience with a guy that always puts others first and is always willing to help!
Mike Newtons a great partner sharing amazing tips and motivation daily!
Highly recommend this group for all your insurance needs. True Leaders in the industry!
Mike Newton at Tidewater has been such a great aid to me. He is quick to reply, supportive, honest, and not pushy; all which I value tremendously. He has given me great advice on ways to grow my business and has encouraged me to keep the "20 mile march".
As a new agent wanting to grow my business, and do it the right way, I am very thankful I found Tidewater Management. Mike Newton has been an incredible help getting me started and has provided A TON of resources to guide me towards my goals. Bobby Heptinstall has been a great help, he’s always very responsive and quick to get the answers you need. I am very thankful for TMG, they treat you like family.
Michael Newton and staff have a wealth of insurance knowledge and are always willing to go the extra mile. Messages are always returned promptly.
Just wanted to give Michael Newton a big thank you. He really went above and beyond in helping me start a digital presence.
I highly recommend any agent or agency to contract under this marketing organization. Tidewater Management treats you as if you are a part of their family. This organization goes above and beyond assisting you to make sure you have every tool possible to be successful in the insurance industry. The staff at Tidewater Management are all professionals in their area of expertise. I work closely with Bobby Heptinstall and I can count on him being on top of new carriers coming into my market and following up on every contract that I submit. Bobby, has shown me that I can count on him and his team for all guidance and needs. If you are looking for a marketing organization that cares about you and your success then Tidewater Management is the organization which you need to be under. Let Tidewater Management help your work load be less stressful.
Management & Staff are very knowledgeable, responsive, and, professional. Mike Newton has assembled a team that it is truly interested in helping others succeed.
I feel very fortunate to have found such a helpful and caring fmo. Every single person I work with is 100% quality. They get back to me quickly, provide stellar training and support me in all my insurance endeavors. Mike Newton and Ronnie James push me to challenge myself and go further than I thought I could go. Most importantly these folks are real...they do what they say they are going to do and care about myself and my family. Couldn't be happier. 100 💥💥💥💥💥💥
I've had a positive ok experience with the group. They have up to date information. And follow up with their clients.
I never take the time to write anything on these, but this group here is worth the time to tell people how awesome they are!!!!! I spoke with Mike, this man has a true passion for the industry. He promised to have all paperwork sent over by the end of the day, and before he got off the phone with me his team was on it. If you're looking or a new home, someone that will take care of you, and support you this is the place!
Mike Newton is a wealth of knowledge, and support. I feel extremely blessed to have my agency affiliated with an awesome business partner like Tidewater and Mike Newton. Mike also does an excellent job of creating great training content on Facebook.
Fantastic agents, amazing company. Very knowledgeable, and responsive to needs.
Since joining Mike Newton with Tidewater our group of 3 when from running around like.chickens with our heads off to turning 14k plus a week. Quick, Professional, Friendly, and get the job done If youre debating, just jump
Kevin Smith is great to work with! He has helped Tar Heel Insurance of Haywood County Inc. to maximize its reach with CRM, Website and Social Media set-up and recommendations for the agency! He is a rock star at Tidewater Management Group!
I have been seeking my path into the medicare market and I need look no further. It only took a few conversations and looking into the scene to find Tidewater, and Mike Newton, the man who brought me in are the real deal. Tidewater not only offers all the carriers one would ever need, they provide you with the direction and tools to utilize each of their products to fit a clients needs. Hard time finding people to help? They are by far ahead of the curve in terms of where to not only find clients, but also positioning yourself for them to find you, building the brand. I'm not sure what else one needs besides people to see, products to help them, tools to be more efficient, and information on the education to Make It Happen. But if someone does need something else, I'm sure they have that too, I just haven't needed it yet. Tidewater has it all!
Mike Newton and the entire TMG Team are wonderful to work with. If you want to work with an FMO that invests in its broker partners success and growth look no further than TMG.
I am so impressed with Tidewater Management Group. Their quick responsiveness to needs, quality of training and friendliness are outstanding. They make contracting and becoming a successful agent easy. I'm proud to be a part of the very professional Tidewater team.
Mike Newton and the Tidewater team are a class act! I love seeing Mikes content online and how he brings his talents to the front line. Keep it up my friend.
Mike Newton and the whole TMG team has be a huge help in getting me caught up and going in the right path on my Medicare business. They are Top of the industry and very helpful!
TMG and especially Michael Newton have proven themselves to be a game-changer! With other FMO's it can be like we have zero support but with TMG they are there for their downlines and even those who aren't yet in their downline. A true class act!
The FMO you choose makes a big difference for new as well as established brokers. I transferred a large book of business to TMG because of the professional care and support I have received from their team. Whether you need help with training, contracting, leads, or just questions TMG is there to help. Mike and Jessica have been great!
I’m so grateful to be associated with this outstanding organization! The support my agency has received from these folks has allowed me to grow my business and be successful in the senior market. What I really enjoy is knowing there are real people at Tidewater I can count and want to help me any way they can. I recommend them to agents who are new to the business and agents that are seasoned Medicare professionals.
We stopped by Tidewater Management and met with Mike Newton in July. He gave us a great tour and introduced us to most of the staff. Everyone was very nice and made us feel very welcome!
It has been pleasure to select TMG as my upline, after 11 years in the industry, I know the difference between uplines and TMG hits all the marks. They provide, training, support, fast response time and more to keep my agency up to speed. My contact Michael Escobar goes beyond for me and the back office is perfect. No need to go elsewhere for the highest commissions, day one vesting, resources and top carriers as well.
I worked with Mike Newton and he was honest, excellent with communication and knew an answer to any question I had. Awesome guy to work with and a extremely reliable!
I have just recently joined this group and have nothing but a positive experience and definitely an out standing group of professionals to work with!! Debbie Lee
Mike Newton and Bobby Heptinstall are awesome...looking forward to working with the team!!
I would recommend this company to only one person. My worst enemy. I was treated very unfairly the entire time that I was contracted with them. I am sure they are great people, but unfortunately, I had a very bad experience!
Mike Newton is hands down the most genuine and transparent person in this industry. When I am eligible, I will be moving all my business to him! Phenomenal experience and a first class guy and organization in TMG.
If you are thinking of contracting with Tidewater Management Group, DON'T. In my experience with the company, they have not been honest with agents who have contracted with them. I am currently contracted with Tidewater and they will not release me from my contract even though they said that if I was every unhappy with my relationship with them, I would be able to be released from my contract and go with the FMO of my choice. Tidewater states publicly that they have an "Open Release Policy", but in practice they do not! I am unhappy with Tidewater and their unfilled promises. They are playing a stall game with me and it is hindering me from going forward with my choice of another FMO that would better serve my needs. Tidewater will not allow me to have access to all of their tools promised to me to grow my business. I would appreciate if the company would do what they say and act like the professionals they say they are!!!
Very disappointed in TIDEWATER! I contracted with them because they broadcasted how easy being released is if it came to that. For me my relationship with them has come to an end. I requested a release because I feel I received no support or growth. I just want to move forward but they are enforcing a 6 month stay. They refuse to release me or allow me to use Agent tools because I have asked to be released.
Repetition is the key to success
When it comes down to it, keeping the repetition continuous is essential when it comes to selling Med Supp plans. The more clients you get in front of, the better rhythm of selling you will develop. Also, the more conversations that take place will keep you in the loop with the ins and outs of the Medicare Supp market.
There is a constant amount of changes in the market so the more conversations you partake it will keep you current with the business.
Partner with other organizations
Partner with other organizations, such as senior centers or health clinics, to reach your target audience. Offer educational seminars or informational sessions to help seniors understand their options for Medicare coverage. Networking is the whole name of the game and you never know who you are going to meet.
Follow up to grow your Med Supp book of business
Follow up with potential customers to answer any questions and provide additional information. Be responsive and helpful, and be sure to provide accurate and honest information.
People are busy so you never know who you might capture the attention of on a 2nd try.
Focus on the advantages of Medicare Supplements
Emphasize the advantages of Medigap insurance, such as increased coverage and financial protection, which can help your client overall in the long run.
At the end of the day, clients want a plan best fitted for them that will save them the most money. They want the right features for them so it is important to find out what your clients desire.
Effectively promoting Medicare Supplement insurance
Remember, marketing Medicare supplement insurance requires a delicate balance of effectively promoting the benefits of the policies while also adhering to strict regulations and ethical standards.
By following these tips, you can develop a successful and ethical marketing strategy for Medicare Supplement insurance. We would love the opportunity to help you grow your book of business here at Tidewater Management Group. Call us at 888-622-9122.
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