Free Webinars: Preparing You to Have Your Best AEP Selling Season

Here at Senior Marketing Specialists (SMS) we want to help you be prepared to have your best AEP season ever! We have developed the perfect AEP Marketing plan, and we want to share it with you; phone scripts for your current clients, lead pieces pulling over 4%, field tested training and numerous step by step prospecting ideas. Don't miss out on this unique AEP marketing webinar!

Here's the Schedule:
Tuesday, August 23 at 6:00pm CDT
Wednesday, August 24 at 11:00am CDT
Friday, August 26 at 3:00pm CDT

Click here to register for any of these webinars.*

Or, to view our complete training schedule, click here.

*Note: If you register for one, you are able to attend any of the three webinars!

The Future of Medicare Advantage Plans - Interview with Dan McNerney, President at Senior Marketing Specialists

Question: “Where do you see the future of Medicare Advantage plans?”

Answer given by Dan McNerney, President of Senior Marketing Specialists:

“Two years ago I would have answered this question differently than I will today. Back when President Obama and his administration took over, they were strongly against Medicare Advantage and wanted to do away with it. This is not meant to be a political statement. I am merely saying that at the time that the Democratic Party took office, the future of Medicare Advantage looked bleak!

Today I have a more positive outlook after personally hearing the latest updates from Coventry and United Health Care. We, at Senior Marketing Specialists, are seeing and being told that while the current administration once strongly disliked Medicare Advantage, now they are warming up to it! It is clear (by such programs like STAR ratings) that Washington is starting to see that there are parts of Medicare that can help with the crisis that we’re in.

Medicare is, in fact, in a bit of a crisis. I do believe that. I strongly believe, however, that we’ll survive the crisis. As you are probably well aware, over the past weeks, Washington has been discussing our budget problems and voting on whether or not to raise the debt ceiling. Medicare continues to be one of the biggest targets in this debate since Medicare makes up a huge portion of our national budget. As a result, Medicare is under scrutiny; and we are going to have to figure out a way to continue to give benefits to seniors without going broke.

So while this crisis is a reality, I still believe that the future of Medicare Advantage plans is strong, and I don’t see them going away any time soon.”

What are your thoughts on the future of Medicare Advantage?

Debate in Washington Threatens Medicare Supplement (Medigap) Insurance Plans

You might have heard or seen some of the news lately being discussed in Washington on Medigap (Medicare Supplement) plans. Here are a few articles that discuss the possible changes to Medigap benefits.

Agreement on Debt Talks: Health Groups Dislike Proposals
http://www.nytimes.com/2011/07/13/us/politics/13health.html?_r=1

Threat to Medigap from Debt Ceiling Talks
https://www.mutualofomaha.com/email/express/documents/2011_07_20/medsupp_debt.pdf

Medicare Supplement (Medigap) Insurance: Myths & Facts
http://www.protectmedigap.org/pdf/Medigap%20Myths%20v3.pdf

These changes would negatively impact seniors and our economy. As a result, we're encouraging all agents in the Senior Market to help protect Medicare Supplements and those who depend on this type of insurance plan! You could make a difference by calling your representatives today: 1-800-869-1923 from 8:00am-4:00pm CDT. For more details, click here. We appreciate your help!

Ten Attitudes of Top-Achievers

Dan McNerney, President & CEO of Senior Marketing Specialists, recommends the following content!

Ten Attitudes of Top-Achievers:
by Brian Tracy

If you think the same way as the top achievers think, you can begin to get the same results they do. Here are ten psychological and practical ways to mirror the attitudes of top-achievers.
________________________________________
1. See yourself as a consultant rather than a salesperson. Believe that you are a problem-solver with regard to your product and how the client can best use it.

2. Become a doctor of selling. Act in the best interests of your “patients” and have a high code of ethics.

3. See yourself as the president of your own sales corporation. Accept 100 percent responsibility for your results.

4. Commit yourself to being the best in your field. Dedicate yourself to lifelong learning.

5. Be ambitious, hungry, and determined to use selling as a stepping-stone to the success you want in life.

6. Have integrity. Be honest with yourself and others.

7. Engage in thorough preparation prior to every call.

8. Be an excellent listener; be extremely customer-focused.

9. Have tremendous courage. Be willing to face your fears of rejection and failure, and overcome them.

10. Be highly persistent. Start your workday earlier, work harder, and stay longer.

To make these changes work you must walk, talk, and behave consistently with them every hour of every day.

If you agree with these ten attitudes of top-achievers, you may want to share this blog post with your connections online! Have a great week.

Important Tips & Reminders from Coventry about AHIP Certification!

The following tips are provided by Coventry:

Passing Test Scores: The AHIP Medicare Marketing Core Compliance and Coventry CCP /Part D certification module for 2012 requires that you successfully pass each module test with a minimum score of 90% within three attempts. AHIP provides Coventry with testing results. If you fail a test three times, you will NOT be able to market or sell that Coventry product in 2012!

Be sure to allow yourself ample time to take the online tests. Each testing session (e.g., attempt) has a two hour time limit. The 2 hours begin when a user launches the exam. If they launch it and walk away and reach the 2 hour limit, the exam will auto-submit and they will lose an attempt.

We’re Here to Assist You! If you do not pass in your first two attempts, please contact us at Senior Marketing Specialists (1-800-689-2800) to discuss what elements are unclear to you so that we can help you.

We look forward to a successful partnership during this upcoming selling season!

Complete information and a direct link to annual AHIP certification is a click away when you log in to the Coventry Medicare broker portal from www.coventry-medicare.com.

Let Us Help You Navigate Through the Medicare Advantage (MA) Certification Maze!

We learned from our agents last year that the most difficult part about Medicare Advantage (MA) Certification is not the actual tests, but rather the tedious process of becoming certified. Based on our agents' feedback, we realized that agents had a difficult time finding the specific websites and necessary log-in information, and then properly posting their results. Do you find yourself in that same situation? Wouldn't it be nice if you could make one phone call and have all your questions answered about MA Certification? Well, you're in luck.

We are here to help you! Please just give us a call at 1-800-689-2800 or contact one of our marketers directly (Ryan@smsteam.net & Christine@smsteam.net), and we will walk you through the certification "maze."

Your Client is NOT at Home -- Now What?

One of the top reasons that our agents are not meeting their weekly goals is that they can't find anyone at home! So we at Senior Marketing Specialists have come up with 5 solutions to this problem. We hope that this gives you some new, helpful ideas on what to do if your clients are not at home!

1. Know your clients' neighbors! Use this website to search for your client's neighbors before you drive to your client's home. This way, if one of your clients is not at home, you will be prepared to knock on their neighbor's door instead. Now the time and gas money you spent to call on your client won't be wasted!





2. Keep old leads handy. If your clients aren't at home, then pull out old leads and call on them. They responded to the lead for some reason, maybe now the timing is right and they need your services?





3. Call your client's home ahead of time and use *67 to block your number. If they answer, then you know someone is actually at home.





4. Don't give up too easily. Knock on all the doors of the home -- not just the front door. Maybe they're out back grilling or working on the yard?





5. Send out thank you notes to potential clients for completing and returning your lead card. Then stop by in a couple of days and reference that lead and thank you note.

What tricks have you learned over the years? Share them here!

Medicare Advantage Season has Agents Inquiring about AHIP Certification Discounts!

As the Medicare Advantage season for 2012 quickly approaches, the questions agents are beginning to ask include: when can I pursue my certification? who is offering discounts? and how do I choose between carriers? If you have Coventry Health Care in your area, we would recommend going through them for your AHIP certification. This will save you the most money. Plus, you can then transfer that AHIP certification to your other carriers as well.

How exactly will this save you money? Well, Coventry Health Care is offering AHIP certification beginning July 15, 2011 for only $100. This already saves you $50 upfront. If you take the AHIP through the Coventry website and write at least Prescription Drug Plans (PDP) or Medicare Advantage (MA) apps with them, they will reimburse you for the entire $100 fee also!

Let us know if you have any questions. We are here to help you.

Medicare Advantage Certification & AHIP Discounts

Here at Senior Marketing Specialists we know how important it is for insurance agents to be informed. That is why we blog, to help provide you with the information you need to succeed in the Senior Market!

As you are probably aware, the 2012 AHIP course has been available for agents since June 16, 2011 on AHIP’s website. Certification directly through AHIP costs $150. The good news is, two carriers are offering discounts for completing the certification process through them.

• Coventry Health Care will be offering a certification discount starting July 15, 2011.


• United Health Care will be offering a $50 certification discount beginning August 1, 2011.

If you have any questions, leave a comment here and we will reply within 24 hours. Or call our office at 1-800-689-2800 and speak with one of our experienced marketers for immediate assistance! We look forward to working with you this AEP!

Info for Insurance Agents about the 2012 Medicare Annual Enrollment Period (AEP)

At Senior Marketing Specialists we are committed to helping independent insurance agents in the Senior Market stay up-to-date with the latest industry information. One thing that agents should be aware of as fall approaches is that the Medicare Annual Enrollment Period (AEP) has changed for the 2012 selling season. This year AEP will begin earlier.

The official dates for the 2012 AEP: October 15 - December 7.

Please feel free to contact us at 1-800-689-2800 with any questions!

Internet Marketing Generates Leads for Insurance Agents

"The internet typically pulls clients to you instead of you pushing your product to them. This can shorten your sales cycle considerably. Also, marketing on the internet requires you to invest little time, a flat rate and all the results are measurable. It is easy for you to see how many people came to your website and exactly what they typed to get there." To read more, check out the full article on Linkedin: Internet Marketing for Insurance Agents

Serve Others & Serve Yourself!

Zig Ziglar said it best, “If you help enough people get what they want, you will get what you want.” Here is a related blog post: http://brentmkelly.com/2011/06/23/serve-others-to-serve-yourself/.

Helpful Information for Insurance Agents in the Senior Market!

1. Here's a really cool promotional video idea for independent insurance agents! Just think, you could have a similar video made for your own website or social media sites! If you are seriously interested in this, let us know and we'll see how we can help you. https://www.travelersagentvideo.com/VLP173CB4.aspx
2. When people are looking for answers, the common practice today is to "Google it". When seniors are looking for an insurance agent in their area, they are more likely than ever before to jump online and see what results the search engines pull! So, the question is, does your website and do your social media sites appear in search results for your key words? Maybe you don't already have a website or social media sites? Maybe you don't see the need? We would like to argue that there is a strong need for insurance agents in the Senior Market to have an online presence! You may be surprised by this, but seniors are actually active online these days! Here are some statistics that support senior activity on social media sites. http://www.linkedin.com/news?actionBar=&articleID=593315083&ids=0SdjoRcjkOejkIe38Ue3sTcjARb3kPejkRd3cVdiMUdjwOejgNejkIcPwMdj4PcPAR&aag=true&freq=weekly&trk=eml-tod-b-ttle-80. So, if you don't already have your information online, you should consider investing a little time and money to ensure that your business is found on the web! And we would be glad to help you, if you are contracted and writing business with Senior Marketing Specialists. This is one of the many services we provide to the independent insurance agents working with our team!

Contact information: 1-800-689-2800 or lindsey@smsteam.net

Final Expense Advanced Training Webinar on June 23rd

We are hosting a Final Expense Advanced Training Webinar tomorrow (Thursday) at 10:00am CDT!

-This webinar is designed to give you the tools you need to CLOSE SALES using our field tested THREE PART SALES SYSTEM!
-We will also be discussing our discounted Final Expense Lead System and
-How YOU, the agent, can receive Commissions Daily!!!

Final Expense is one of the oldest insurance markets in our country, going back over 150 years. With clients concerned about the economy, and the explosion of the baby boomers heading into retirement, the need for this product has created tremendous growth in sales for this market. One of the major providers sold in excess of $100 million in 2010!

A recent LIMRA study shows that:
-48 million households are uninsured
-35 to 45 million people need basic insurance
-42% said; “THEY NEED FINAL EXPENSE INSURANCE”

Register for this webinar for free now: https://www2.gotomeeting.com/register/197849131
If you have any questions, feel free to call us at 1-800-689-2800!

We now also have a blog on WordPress.org!

If you have found our posts
helpful and you would like to follow our other blog, click on the following link: http://www.smsteamblog.net/

Dan McNerney Shares a Quote

"No one wants to hear why you can't. Don't tell them when or why you can't -- tell them when or why you can -- enthusiastically! How do you tell a customer ‘no’?" - Jeffrey Gitomer

SMS-University Opens June 1st

June 1st, 2011, the doors of our virtual university will open! SMS-U was built to provide professional agents with in-depth, ongoing training and current industry information. It will function as a single source that agents can turn to at their convenience for workshops, seminars, presentations, videos, sales pieces, advertising ideas and opportunities to interact with other agents!

How to use Senior Marketing Specialists' State-of-the-Art Quote Engine

Would you like an easy way to compare rates for Medicare Supplements, Recovery Care, and Final Expense Products? Watch this video demonstration to see how our Quote Engine will benefit you! Then visit our website at http://www.smsteam.net/ to give it a try.

*You must be contracted with SMS to benefit from this service.

Meet one of Senior Marketing Specialists' Spring 2011 Interns

We hired 6 Mizzou marketing students as interns this spring!
They all did an excellent job learning our business, making phone
calls, and sharing their knowledge and creativity with us! We will
miss having them around this summer.

To learn more about our internship program, call 1-800-689-2800.

Agents, Let's Make Things Happen

"As the weather gets warmer it is easy to think about nothing other than being outside or an upcoming vacation. But opportunity is at our door. Very soon we will be consumed in preparation for this years early AEP season. Now is the time to be telling our clients about all that we have available to them. Now is the time for an in-depth annual review with our clients while we have the time to sit down with them and really talk with them.
We can take advantage of this opportunity or we can let it slip away. Let's make things happen!"

-Dan Mangus, Special Projects Coordinator and Agent

Dan McNerney's Innovative Organization: Senior Marketing Specialists

Senior Marketing Specialists was launched over 30 years ago to provide agents with quality products and a training platform that works! We have employed cutting edge technology to offer our nearly 10,000 agents the best sales tools, have utilized social media to keep our agents informed, and have committed to extensively training and educating our agents to help them succeed in the senior market. To read the complete article highlighting how Senior Marketing Specialists is an innovative organization (featured in the May 2011 issue of Senior Market Advisor), click on the picture to the right!

If you haven't already signed up for Senior Market Advisors' free magazine, you should! All of their articles are relavent and helpul. Just click on the following link to sign up now: http://www.seniormarketadvisor.com/Pages/Senior-Market-Advisor-Magazine.aspx

May is Senior Month

"In 1963, President John F. Kennedy designated the month of May as a time to pay tribute to older Americans. In the U.S., those who are 65 years and older account for approximately 13 percent of the total population—by 2050, that percentage is expected to increase to about 20 percent."- USA.gov

For agents in the senior market this is an amazing opportunity! Take advantage of this theme, and contact your senior clients. Maybe send out a newsletter telling them how they are appreciated, including some interesting facts about their generation, and highlighting famous seniors in America!

To find content for a newsletter, visit the U.S. Census Bureau online. You'll learn some interesting facts about American seniors, such as:
• 16% are employed (of these, 55% work full-time)
• 20% hold a bachelor’s or higher college degree
• 66% live with relatives; 27% live alone; 5% live in group quarters; and 2% live in a household with non relatives

At Senior Marketing Specialists every month is Older American Month! If you have any questions about senior insurance products and how to sell them, give us a call at 1-800-869-2800! We specialize in training independent insurance agents in the senior market!

Dan's Advice to Agents

"If we want to have credibility with our clients we must give advice only after we fully comprehend their situation. Ask, listen, confirm our understanding and then advise."

-Dan Mangus, Special Projects Coordinator

Senior Marketing Specialists' May Announcements: Quote Engine Updated, a New Plan that Pays 30% Commissions, and Mutual of Omaha's Rate Increase

• Our State-of-the-Art Quote Engine will be radically improved on May 1st to include quotes in all 48 states that we do business. Check it out to see how this will benefit you. (You must be licensed through SMS and logged in to enjoy this service.)




• Mutual of Omaha is having a rate increase effective May 1, 2011. Call us for the Mutual of Omaha rate increase details and for alternative selling options.




• We will have a new Secure Care/ Hospital Plan available that is NOT a major medical and that pays above 20% commissions. Call for details: 1-800-689-2800.
  
  

Compelling Reasons to Sell Final Expense Plans - Senior Marketing Specialists

Recovery Care Training Boot Camp in Springfield, MO

If there was a 70% chance of rain today would you take an umbrella with you? Did you know that there is a 70% chance of your clients needing recovery care? Have you offered them an umbrella? Join our FREE Recovery Care Boot Camp to learn more!

• Date: Thursday, April 28th


• Time: 8:30am - 3:00pm


• Place: University Plaza Hotel in Springfield, MO


• Presenters: Philip Warren, Dan McNerney, and others

As our guest you will receive FREE...

• Recovery Care Consumer Presentation


• Turn-Key Recovery Care Sales System


• Client Pre-Approach Letter Package


• Copy of all Presentations

"I thoroughly enjoyed the Boot Camp and really appreciate what SMS is trying to do for all of us to succeed in these trying times. I thought all of the presentations were fantastic, but especially enjoyed Bobby Richardson's 'taking us in a home' for an overview of how they approach a prospect. I have accidentally done 'most' of the stuff he talked about, but he gave me some ideas I have not used that I intend to put to good use immediately. What an inspiring and educational day it was for both Steve and I. All we can say is thank you and I look forward to working together going forward." ~Randy

Last day to sign up for Senior Marketing Specialists' Final Expense Training Boot Camp in Columbia, MO

Tomorrow (April 27th), we are hosting a free Final Expense Training Boot Camp. With clients concerned about the economy and with Baby Boomers heading toward retirement, there is an increased need and growing market for Final Expense Plans. At our Boot Camp, we will teach you how to prospect, present and sell Final Expense Plans! Reserve your spot today by calling 1-800-689-2800 or by emailing Kalia at kalia@smsteam.net.

"I thoroughly enjoyed your Boot Camp and really appreciate what SMS is trying to do for all of us to succeed in these trying times. I thought all of the presentations were fantastic...What an inspiring and educational day it was."
-Randy (SMS agent)

At Senior Marketing Specialist, we had a Facebook Staff Photo Contest in honor of Administrative Professionals Day

The winning picture belongs to Senior Insurance Specialists. (See the picture on the left.)

To see what other pictures where submitted in our contest, check out Senior Marketing Specialist's Facebook Fan Page and click on "Photos".

"Like" our Fan Page so that you can join our future contests, learn about our free training events, and much more!

Have a great Tuesday!

Sweet 16: a unique way to wish clients a happy birthday by Senior Market Advisor

Would you like a creative yet simple way to wish your clients a happy birthday! Read this tip for one great idea!

Rethink the speed of your presentation

"Time-pressed prospects can’t afford to waste time on chit-chat or sales calls that drag on, so they reduce the amount of time alloted for sales meetings. This causes advisors to speed up their presentation in order to cram it all in and get all the information across to prospects. But this approach causes you to lose your prospect’s attention and respect. A more effective approach is..."

To continue reading this tip from Senior Market Advisor, click here.

A simple exercise to help you structure your advertising efforts

This exercise is one that Dan Mangus uses himself and recommends to other agents in the senior market. He says "it helps to come up with a unique selling proposition first and then market that to clients." While the exercise is relatively simple, you may find it challenging too. But it pays off to spend some time determining how you are really different from your competitors.

So here's the activity:

Just fill in the blanks of this sentence:

______(Your Name)______ is ______(You are unique how?)______ .

We'd love to hear what you come up with, so let us know here or email Lindsey at lindsey@smsteam.net. Thanks and have a great day!

“People often say that motivation doesn’t last. Well, neither does bathing – that’s why we recommend it daily.” Zig Ziglar

Resources on Health Care Reform and Hospital Readmissions

Here are some excellent articles that Dan Mangus found Regarding Health Care Reform and Hospital readmissions:

http://www.eapdhealthcarelaw.com/providerreimbursement/

http://www.allbusiness.com/health-care/health-care-regulation-policy-health/12705887-1.html

http://www.vericle.net/?Medical-Billing-Network-Health-Reform-Takes-Aim-at-Hospital-Readmission-Rates&id=4327
(Note the last paragraph on this one)

http://www.hapnetwork.org/assets/pdfs/2012-fact-sheet.pdf

http://www.businessofgovernment.org/blog/making-health-care-reform-work/health-reform-targets-medicare-costs-trying-reduce-hospital-read

http://www.kaiserhealthnews.org/Features/Insuring-Your-Health/Michelle-Andrews-on-hospital-readmissions.aspx

Final Expense and Recovery Care Training Events in April

Do you see the need for Final Expense and Recovery Care Products, but you don't know how to sell them? Our goal is to help train independent agents to market these, and other products, to seniors. So we are offering two free "Boot Camps" towards the end of this month.

On April 27th we are hosting a Final Expense Boot Camp in Columbia, MO. The following day, April 28th, we are hosting a Recovery Care Boot Camp in Springfield, MO. Key industry leaders such as Dan McNerney, Philip Warren, and others will be speaking at these events. Come learn from them!

Agents who have attended our other bootcamps have not been disappointed. One agent wrote to us afterwards saying, "I thoroughly enjoyed the Boot Camp and really appreciate what SMS is trying to do for all of us to succeed in these trying times. I thought all the presentations were fantastic...What an inspiring and educational day!"

For more details and to sign up, call now 1-800-689-2800.

Dan McNerney is proud to announce that Senior Marketing Specialists (SMS) has teamed up with Philip Warren, a legend in the senior insurance industry.

Philip Warren will play a major role in recruiting agents and in training those 7,000 plus agents who currently work with Senior Marketing Specialists. His experience and expertise recommend him as a valuable asset to the SMS team and a priceless resource to agents in the senior market.

For the last thirty years Philip Warren has served the insurance industry as a personal producer, a marketer and an executive. During that time he has specialized in addressing the needs of producers and consumers in the senior market.

Senior Marketing Specialists is proud to partner with Philip Warren. As a company, SMS strives to help independent agents in every way possible to become successful in the senior market. Coupled with Warren’s experience and passion, Senior Marketing Specialists is better equipped than ever before to provide quality sales and product training for agents in the senior market. Visit our website at http://www.smsteam.net/ or give us call at 1-800-689-2800 to learn what training opportunities are coming up later this month!

To view the full press release, click here.

Important Announcement from Mutual of Omaha

Plan N will be discontinued in all states effective April 22, 2011. To find out what this means to you and your clients, click here!

Dan McNerney's advice for agents selling Monumental products

"When selling Monumental, remember to show the 3 minute DVD that talks about Legacy Safeguard. We are getting reports from agents that are showing the video in every home and picking up several apps PER WEEK with this concept!" -Dan McNerney

If you would like a link to this video, just call 1-800-689-2800 and ask about the Legacy Safeguard video.

Free Agent Training Opportunity: Final Expense Webinar April 12th

Don't forget to join us for our Final Expense webinar tomorrow, April 12th, at 10am Central Time. Click on the following link to register: https://www2.gotomeeting.com/register/429553227 For other quality training opportunities coming up this month, click here!

Have you experienced bad service from other FMOs? At Senior Marketing Specialists our goal is to provide agents with quality service and training!

Tip from Dan McNerney: Agents, When marketing to Baby Boomers...

...think "Baby Boomer" not "senior".

As agents, we need to change our mindset and terminology when we address Baby Boomers. Rather than using the term "Senior", we should say "Baby Boomer". And instead of using pictures in our advertisements and presentations of elderly people, we should use pictures of younger individuals. Baby Boomers generally still think of themselves as young and active while they view seniors as those people in their 80s. This means that the Baby Boomer market is not going to be interested in purchasing "senior" products. It makes a lot of sense then for us to change the way we address Baby Boomers!

-Dan McNerney

Did you know...

"When the tragedy happened on 9/11, 3000 Americans died. Do you remember the response? It reverberated around the world and will continue to reverberate through time. It will be something we talk about in 100 years. And yet, on that same day 1500 individuals in the United States died from cancer. And on the next day 1500 died and every day since then 1500 died from cancer. Today 1500 will die from cancer, and as agents we are not talking about that. We are not doing the job that we could in protecting our clients from the high cost of this devastating disease. But we can change that. We can change that today!" -Dan Mangus

ATTN: Insurance Agents Online. Here is one way you can add value to your website and social media sites

From talking with a number of our agents who have an online presence, we have learned that one major challenge for them is determining what content to post. So, here is one specific idea:

Since it is National Cancer Control Month, take advantage of this and add content to your own online sites that is related to this theme and helpful to your clients. For example, you could explain some steps people can take to reduce their risk of getting cancer. You could educate your clients on why they need a cancer plan. And you could offer supporting statistics. National Cancer Institute is a great resource. Click on the following link to view for yourself. http://www.cancer.gov/global/features/2009/cancercontrol2009.

We know that approximately half of our current agents have an online presence. We want to help those agents keep their online sites current and full of value-added content. Let us know if this is helpful, and if you would like us to offer ideas more frequently? We value your opinion.

Feel free to leave your comments here or email your comments to Lindsey Witt at lindsey@smsteam.net. Thanks and have a great Wednesday!

How to transition from a Medicare Supplement presentation to a Recovery Care Presentation

Here is an excellent idea from Dan Mangus about how to transition from a Medicare Supplement presentation to a Recovery Care presentation: After your Medicare Supplement sale you could say this... “That takes care of filling the gaps when Medicare is involved with your care - but there is something very important that I need to discuss with you. Are you familiar with how Medicare works when you leave the hospital?”

Agents, did you know that April is National Cancer Control Month?

Take advantage of this opportunity to educate your clients on why they need a cancer plan. USA.gov News has some startling statistics that you may want to work into your presentation. They say that "nearly 600,000 Americans died from cancer last year and nearly 1 in 2 men and women will develop some form of cancer during their lifetime". There is definitely a need out there for cancer plans. Are you providing a solution?

Click here to view some different cancer plan options.

Motivational quote contributed by JoAnn Wray

“The best time to plant a tree was 20 years ago. The second best time is now.”

Insurance agents, would you like ideas on how to get to your senior clients' needs?

Click here to read this helpful article from Senior Market Advisor: Using good questions to get to your clients' needs. For other ideas call Senior Marketing Specialists at 1-800-689-2800, or visit our website at http://smsteam.net/

2 Opportunities for Final Expense Training Provided by Senior Marketing Specialists

April Fool's Comic from 1972

"Simpkins, I'm giving you a raise!"

April Contest for Senior Insurance Agents and Administrative Professionals!

In honor of Administrative Professionals Day on April 27th, we're having a Facebook Staff Photo Contest!

To participate, all you have to do is...

1. "Like" our Facebook Fan Page

2. And post a picture of you and your staff on our Fan Page...by April 20th!

Don't be afraid to use your creativity! The office with the winning picture will receive a pizza lunch for their entire office on April 27th.

To get to our Facebook Page just follow this link: http://www.facebook.com/SeniorMarketingSpecialists?ref=ts

Senior Insurance Agents, LinkedIn & Compliance Issues

FYI: LinkedIn basically serves as an online resume. It's similar to Facebook, but was designed especially for professionals. And, according to Senior Market Advisor, it's "compliance-friendly as long as you do not accept recommendations." Do you have a LinkedIn profile?

Click here to see how you can sign up for LinkedIn.

ATTN: Agents Selling Mutual of Omaha's Medicare Supplement

United World May rate adjustment: Effective May 1, 2011, United World 1990 Standardized and 2010 Modernized Medicare supplement products in Colorado will experience rate adjustments.

Mutual of Omaha May rate adjustment: Effective May 1, 2011, Mutual of Omaha 1990 Standardized Medicare supplement products in Colorado, Indiana and Texas will experience a rate adjustment.

United of Omaha May rate adjustment: Effective May 1, 2011, United of Omaha 1990 Standardized Medicare supplement products in Idaho, Missouri and West Virginia will experience a rate adjustment.

United World June rate adjustment: Effective June 1, 2011, United World 1990 Standardized Medicare supplement product in Wisconsin will experience a rate adjustment.

Call for details: 1-800-689-2800

If you think social media is an effective way to market, but you're worried about compliance issues...

Check out this article titled: The best social media compliance products for financial professionals. It's helpful!

Important: Why your clients need Recovery Care

All patients are required to sign something called a "Continued Stay Denial Letter" when they are first admitted into a hospital. This gives hospitals the freedom to send patients home before they are fully recovered which saves the hospitals money and frees up space in their facilities. If you know someone who has been a patient recently, they will probably tell you that their stay was limited!

The fact of the matter is, hospitals have become stabilization units and are no longer recovery facilities. If you're not convinced, here is just one article that supports this idea. http://www.kaiserhealthnews.org/Features/Insuring-Your-Health/Michelle-Andrews-on-hospital-readmissions.aspx. This article explains that a significant number of patients were readmitted because they left the hospital before they were recovered and had trouble recovering without hospital care. Hospitals are still turning people out once they have been stabilized, they are just trying to minimize the problems that occur once a patient leaves.

All of this raises questions like: Where will seniors go when they are discharged, who will take care of them, and who will pay for their recovery expenses? As an agent you can offer your clients the perfect solution, one they will thank you for, when you present them with a Recovery Care product. If you would like to learn more about Recovery Care, give us a call at 1-800-689-2800.

Dan McNerney's Advice

"The difference between great people and everyone else is that great people create their lives actively, while everyone else is created by their lives, passively waiting to see where life takes them next."-unknown

What makes a senior insurance agent a success?

Feedback from our Agents after our Recovery Care Boot Camp!

"I thoroughly enjoyed the Boot Camp and really appreciate what SMS is trying to do for all of us to succeed in these trying times. I thought all the presentations were fantastic, but especially enjoyed Bobby Richardson's 'taking us in a home' for an overview of how they approach a prospect. I have accidentally done 'most' of the stuff he talked about, but he gave me some ideas I have not used that I intend to put to good use immediately. What an inspiring and educational day it was for both Steve and I. All we can say is thank you and I look forward to working together going forward."
-Randy

"I have learned so much in the past 24 hours and hope to integrate the information into our brokerage. I see the value of the products and want to figure out a way to make that a part of our business. Your office has been great to us and has helped us grow and I really appreciate that. We look to have a great 2011 and with your help and the help of your superb team hope to break some records."

-Brandon

We hope to see YOU at our next boot camp on April 27th. Stay tuned for the details!

What agents told us...

When we asked agents if they have a website, here is what they told us:












We were excited to see that 50% of the agents surveyed do have a website! Do you?
Click here to see the top ten reasons why you should have a website!

Really?

Here are a few things (from Senior Market Advisor) that you should know:

1. It’s okay to screw up a cold call and call that prospect back in a week because it’s doubtful he will remember you.
2. People will tell you anything you want (and need) to know if you have the courage to ask.
3. It’s okay to walk away from a deal if it doesn’t make good business sense.

To find out what else you should know, click here.


http://smsteam.net/

Recovery Care Boot Camp - Hosted by Senior Marketing Specialists

If you are interested in attending this agent training event, call to reserve your spot. March 22nd is only a few days away and seating is very limited! For more details about the Boot Camp, click here!

Replacing a Medicare Card can be simple if you know what to do.

If you are wondering what to tell your clients when they ask, "How do I replace my Medicare card?" click here. This is a helpful resource!

Have a great St. Patrick's Day!

What every agent should know about social media marketing!

Yesterday the creative marketing team at SMS went to a social media
seminar! Here are a few key takeaways that we thought would benefit you:

1. Social media marketing is a must!
Watch this YouTube video if you're not convinced!


2. Focus on building relationships and joining online conversations!

3. Use Facebook to express your personality and build trust...not to sell insurance.

A Great Way to Inspire Your Agents to Sell Additional Products...

During your next agent training session, you should conduct this experiment! Have an index card with these words written on it (or something similar): "Who do you have your cancer insurance with?" Ask an agent in the audience to read the card out loud then thank them and hand them $25. Next ask another agent to do the same thing, and also hand them $25. After doing this a few times tell the audience all they have to do is ask that question out loud to every client that they meet with, and if they sell only one in ten cancer policies, asking that question out loud was worth $25. Imagine $25 for simply saying one sentence out loud. That is just how valuable it is to ask questions or bring up additional products!

Contribution by Dan Mangus.

Personal Responsibility

Here are a few select quotes gathered by Dan McNerney on personal responsibility. Check it out!!!

"You must take personal responsibility. You cannot change the circumstances, the season, or the wind, but you can change yourself. That is something you have charge of. You don't have charge of the constellations, but you do have charge of whether you read, develop new skills, and take new classes." ~ Jim Rohn

"The place to improve the world is first in one's own heart and head and hands." ~ Robert M Pirsig

"The choice is yours. You hold the tiller. You can steer the course you choose in the direction of where you want to be - today, tomorrow, or in a distant time to come." ~ W. Clement Stone

"Don't go around saying the work owes you a living; the world owes you nothing; it was here first." ~ Mark Twain

Is Cross Selling Really Worth It?

Congratulations Agents!

Thank you for the overwhelming response to our agent survey! Your feedback is what helps us serve you more effectively! The 10 agents who will receive 1,000 Turning 65 Names include:

1. Mitch champagne
2. Jim Posey
3. John Alan Cash
4. Sheila Hassinger
5. Mary Ellen Gilchrist
6. Will Zinchini
7. Mark Boxman
8. James Thorpe
9. Anthony M Cochran
10. Mark Acre

And our t-shirt winner is Jesse L Cox

Are you interested in other contests? Click here!

Opportunity to earn 1,000 Turning 65 Names if you act quickly....

If you're one of the first 10 people to complete our agent survey TODAY,

we'll give you 1,000 Turning 65 Names in your area!

Everyone who completes the survey by tomorrow will also be entered into the drawing to win a blue or white SMS t-shirt! Follow this link to access the survey:
http://www.surveymonkey.com/s/BJGH63M

"Do I automatically receive Medicare benefits if I'm eligible for disability benefits?"

Social Security online has a great article answering this specific question. Just click here to read it.

Deadline: March 10th - Help Us Help You!

Inpatient or Outpatient...Not Always What You Might Guess

Did you know that even if you stay in the hospital overnight, you might still be considered an "outpatient"? For details check out this article!

How to be a trusted advisor...

"To be a trusted advisor for our clients we must be a thought leader and a value provider."

-Dan Mangus

How have you gained trust as an advisor?

Senior Marketing Specialists Agent Boot Camp

Agent Boot Camp

You won't want to miss this event!


Join us in Columbia, MO


For a Recovery Care Training Boot Camp!


March 22nd, 9am-4pm (lunch provided)




*Must be contracted with a Recovery Care Product through SMS to attend.

Watch for more details as the event gets closer.

Call with questions: 1-800-689-2800

Where can you find 65 year olds???

ONLINE

The number of social media users age 65 and older grew 100 percent throughout 2010, so that one in four people in that age group are now part of a social networking site.
http://www.cbsnews.com/stories/2010/11/15/national/main7055992.shtml

How do you handle objections?

How often do you hear this: "I already have an advisor I work with"? As insurance agents, we all hear objections like the previous one. You'll want to check out Senior Market Advisor's tip of the day for a creative solution!

Click here to read the tip of the day!

Help us help you!

Please give us your feedback so that we can better serve you!

Those who complete our 10 question survey will be entered into a drawing for either the blue or white "SMS" t-shirt (see picture on the right)! The winner will be announced next week on March 10th.

Click here to take survey

Just do it!

"How do you eat an elephant?"

"One bite at a time." - John Boe

What would you do?

• When you're overwhelmed by a task, do you procrastinate?
• Do you find yourself stressed, worried or depressed by the work you should do today?
• Does it take you a long time to finish a project?

If you answered yes to any of the above questions, then you will want to take a look at the article John Boe wrote in Senior Market Advisor - March 2011 edition. He addresses YOU and offers 5 helpful tips for "beating procrastination"!

Wouldn't you like to become more productive today? Click here to read the article: "Do it now: Beating procrastination!

Last Chance to Register for the Legacy Safegaurd Webinar Today!

We already have over 170 people signed up! It starts at 11:00AM, so hurry...you just have one hour left to claim a spot. You won't want to miss out!

Register now! https://www2.gotomeeting.com/register/881219435

Product Training Anyone?

Making that first sale can often take the most effort and be the most challenging. That's why we're here...to help you take that first step and continue selling successfully!

What new product(s) would you like to know how to sell? If you give us a call, one of our marketers (Ryan, Kiley or Christine) would gladly take the time to answer your questions and provide you with the training you need to succeed!

1-800-689-28000


For a list of the products we offer, click here!

Join us for a Webinar Tomorrow - March 3rd!

Legacy Safeguard® has partnered with the leading Final Expense Life Insurance Company in the nation to create an industry leading final expense solution that will revolutionize the way you serve your clients!

This opportunity includes:

• A Company Sponsored & Supported Lead Program
• FREE Membership in Legacy Safeguard®-a complete Legacy Planning and End-of-Life Planning Membership Service
• High Commissions & Competitive Premiums
• Easy to Use Application
• NO POINT OF SALE INTERVIEW
• Preferred, Standard, Graded Death, and 10 Pay Options
• FREE Nursing Home & Terminal Illness Rider
• And, an EXCLUSIVE Turn-Key Sales System!

System Requirements
PC-based attendees
Required: Windows® 7, Vista, XP, 2003 Server or 2000

Macintosh®-based attendees
Required: Mac OS® X 10.4.`` (Tiger®) or newer

Reserve your Webinar seat now at
https://www2.gotomeeting.com/register/881219435

What is an income-related monthly adjustment amount?

Would you like a concise answer? Social Security online offers a great article on this topic. Click here to read it!

Why Senior Marketing Specialists: SMS?

Ryan Reddick took a moment out of his day last week to answer this question. If you're curious, listen to his short response on Youtube!

http://www.smsteam.net/index.php

Morning Challenge...

It’s the last day of February! Have you written down your goals? And are you on track to accomplish them?

“Discipline is the bridge between goals and accomplishment.”

Whatever you do, do NOT...

*Click here to find out WHAT YOU SHOULD NOT DO!

“A professional networker is someone who attentively listens … to a subject he knows everything about … told by someone who knows nothing about it.” –Dale Carnegie

We love what we do at SMS

“If I knew today was my last day alive would I want to do what I will do today?”

"This question is why my being with SMS - working with agents, giving seminars, coming up with fun ideas together and having friendships with people like you and all of you at SMS - is important to me."

-Dan Mangus

I truly believe that everyone here at SMS can agree with Dan's statement. We, the "SMS Team," love what we do! We are passionate about finding new ways to help you exceed your goals as an independent agent. So don't hesitate to call us: 1-800-689-2800 or leave a comment here if you have questions. That's why we're here. After all, quality of service and training is what sets us apart from all other FMO's.

Why Have Cancer Insurance?

Why Have Cancer Insurance

View more presentations from Senior Marketing Specialists

Something to Consider

Which would you prefer?

Your client contacts you to say 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 say 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.

Contributed by Dan Mangus

Recovery Care Agent Training Video!

An agent shared with us that this was probably the best Webinar he has ever attended! Watch the video, and let us know what you think!

Click on this link to view the Recovery Care Presentation: http://www.youtube.com/watch?v=nhbgIpP_QuA&feature=autoplay&list=ULThSyK919qik&index=2&playnext=1

Quote Submitted by Dan McNerney

“I don't want to get to the end of my life and find that I just lived the length of it. I want to live the width of it as well.”

-Diane Ackerman

More Referrals - No Questions Asked!

Here's a short, beneficial article for all those agents who would like more referrals but feel uncomfortable asking directly for them!

http://www.seniormarketadvisor.com/Exclusives/2011/2/Pages/3-proven-ways-to-get-referrals-without-asking.aspx?tips

Did you know...

...that the older population in 2030 is projected to be twice as large as in 2000.

Source: http://www.census.gov/prod/2006pubs/p23-209.pdf

You're Invited to Our Recovery Care "Boot Camp"

When: March 22, 2011

Where: Columbia, MO 65201

Trainer: Philip Warren, who carries with him 30 years of experience in selling and marketing senior insurance products!

RSVP by March 14th: call 1-800-689-2800 or email kalia@smsteam.net

Restriction: You must be contracted with one of our Recovery Care carriers before March 14th to qualify. Seats are limited!

No Cost to attend!

February = American Heart Month

While it's still February, you could add value to your own social media sites by incorporating content like this for your senior clients:

According to USA.gov heart attacks can be intense and unmistakable, or they can be subtle and cause mild discomfort. Whether your symptoms are intense or mild, get help immediately—your quick action could save your life.
Symptoms of a heart attack include:
• Shortness of breath
• Pain or pressure in the chest
• Feeling light-headed, dizzy, or weak
• Discomfort in the upper body (arm, shoulder, back, neck, jaw)
• Nausea and/or discomfort in the stomach

There are often no obvious warning signs of heart disease before a heart attack occurs, but there are things you can do to check on your heart and work towards good health. They include:
• Checking your blood pressure regularly.
• Checking your cholesterol as recommended by your doctor.
• Knowing your risk factors for heart disease.
• Exercising regularly and eating a well-balanced diet.
• Not smoking.

Imagine if you could close one more sale each week...

Click here to find out what 3 things you could be doing to close more sales!

Quote of the Day - Contributed by JoAnn Wray (VP of SMS)

“Nourish the mind like you would your body. The mind cannot survive on junk food”.

Important Info for Agents selling AARP Med Supps:

You are required to have sold 5 AARP Med Supps between Jan 1st 2010 and March 31st 2011. If you do not meet this requirement then you will be "de-authorized" for 120 days. (There are exceptions for those who have been contracted less than one year). Feel free to call us with questions. We're here to help you! 1-800-689-2800

A way to add value to your social media sites!

"As agents we need to be involved in keeping our clients healthy. We can incorporate videos like these into our websites for added value to our clients." Click here to view video ideas!

-Dan Mangus, Agent and SMS Special Projects Coordinator

Do I automatically receive Medicare benefits if I'm eligible for disability benefits?

When your clients ask you this question, how do you answer? Here's one suggestion:Click here to view the suggested answer.

7 Unique Ideas for Passing Out Your Business Cards!

It will only take you a minute or two to read over this list of ideas, and it's worthwhile!

Take a look: 7 creative ways to put your advisor business cards to use!

What do birthdays and insurance sales have in common?

According to LIMRA, 42% of people buy insurance around their birthday! So, are you asking people for their birth date?

Don Runge - The Lead Guru - Was Here in Our Office Today!

If you haven't heard him speak, YOU DEFINITELY SHOULD! He's engaging and truly insightful! All of us in this office benefited from his visit.

Here are two quotes of Don's from this morning as he addressed agents:
1. "Market yourself in, sell yourself out, and refer yourself back forever!"
2. "The person asking questions is the expert and is in control..."

What have YOU read or heard of Don Runge's that you would recommend?

Did you know that baby boomers spend more time online than they do watching TV?

Click here to view the 5 reasons why you should be changing with the times!

You Ask a Question & the Experts Will Answer... on Video!

Would you like to ask Dan McNerney, or any of our experts, a question related to sales or senior insurance?

Just leave a comment here with your question. And we'll ask Dan McNerney and others to respond on CAMERA! Then we'll post their video responses back on this blog!

But Hurry - Questions must be submitted before February 23rd!!!

Helpful Tool!

"I thought these sales tracking forms would be an extremely useful tool for agents to use to track there numbers this year!"

-Kiley McNerney

Print your own sales tracking forms now! Click here for the forms!

Why be in the senior market?

The growth in the 65-and-older population will be about 3½ times the growth of the nation as a whole, the Census Bureau predicts.

Source: http://www.census.gov/prod/2006pubs/p23-209.pdf

Contribution by Dan Mangus