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

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

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.

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

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!

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?

You made it into a client's home - Now what?

Once you enter a client's home you should start by melting the ice and work on selling yourself!

Here's how:

Ask Questions like...

• How long have you lived in this home?
• Where do (or did) you work?
• What are your hobbies?
• Do you have any kids? Where do they live?
• Have you had any health problems in the last 5 years (heart attack, stroke, insulin dependent diabetes, surgeries, etc.)

Then start asking questions like...

• Are you surprised how much Medicare has changed over the years?
• Where do you like to receive your health care?
• What do you like or dislike about your current plan?
• What do you like or dislike about your current doctor?

Keep in mind, you don't want to be too inquisitive too fast. Be a good listener. Always acknowledge the prospect and address questions/objections immediately (so they won't haunt you later)!

This information was contributed by David McNerney and Jim Irwin.