Today’s webinar is going to be recorded. It will be available, in our training library after an hour There are other trainings out there for you to watch at your convenience. I would recommend you go out and check out the archive. There is one similar to today that I did with Karen McDaniel last year, sales seminars and the compliance involved in all of that. So today is not going to be that same type of webinar today. I actually have a special treat for you, and we have one of our agent partners here, Stephanie Yarborough, and she is going to tell you about her experience doing them. She. Been in insurance for a long time.

She's done all different kinds of seminars, so I feel like you'll really appreciate, the little tidbits that she's gonna share with you today. But I will let her introduce herself. So go ahead, Stephanie. good morning. Happy to be here As Christie said, my name's Stephanie Yarborough and I have done seminars kind of on and off for the past.

Seven, eight years. I've done them in different ways through the years. I feel I've learned some things that might help you today with, maybe mistakes I've made or things that I would do differently. Christie just asked me to kind of give an overview what I have walked through with different types of seminar.

So I have, held them in, public places. I've held them in my office. I have paid for mailings. I have tried to join with groups to hold the seminars. And, I would say that, Some of the biggest challenges could be getting the people in the room. So I know we're gonna walk through how that might look, but, I've done them in many different ways.

Learned some things along the way, so we'll unload that as we go here. Yeah. I know you've done one-on-ones, worked with carriers, to do carrier specific sales seminars, so you've been around the block with this, I'm excited for everyone. Everyone to learn the things that you've learned and even some of the mistakes.

So don't be afraid to share those We won't be judging You'll be saving them. From doing the same ones, All right, let's get started. quickly, what is an educational seminar? So. educational is a Medicare 1 0 1. It is designed to teach people about Medicare in general.

So it's not plan specific, not benefit specific. You're not going over Medicare advantage plans prescription drug plans or Med sup. You're just. Teaching about, timelines, when to prepare, what to compare, what a and b original Medicare covers why you need a drug plan.

The whole process of signing up for Medicare for the first time, because a lot of seniors. don't know what to expect. they're transitioning into a whole new world of healthcare and they're looking for some guidance 'cause it's not working like what they're used to on an individual or group plan that they have been doing for the majority of their life.

I,

just a quick event, do's and don'ts feel free to distribute any material on information. there are things out there on cms.gov if you don't wanna develop your own materials, but we always recommend if you have an opportunity to use your logo, your name and give it away.

Do that. Okay? So make sure that you marketing yourself, that's the whole purpose of doing these. Things. you don't need to file it with CMS Since it is educational, the carrier doesn't need to know about it. do it at your convenience. answer questions posed by the attendees, you don't wanna get into plan specific things. Again, if somebody raises their hand and asks about their specific plan, set up a different time to talk hand out your business card or contact information. You know, again, we recommend that. Hold event in a public venue and you can serve food.

the great way to think about that. 'cause I think a lot of us get confused on when can it be snacks and when can it be a meal. just think of educational is not sales. So you can incentivize sales, so you can't incentivize by giving a meal, but since we're not doing sales here, you can provide a meal.

Correct. educational don'ts. we get the most questions about these can you put out a sign out sheet? you used to be able to put up a sign in sheet. but it was optional if they completed it You can't do that anymore.

You used to be able to collect. Scopes. You can't do that anymore at educational events. However, you can have permission to contacts available, you're not allowed to hold a sales presentation under 12 hours after educational. You used to be able to do them back to back,

But you can't do that anymore. Christie, you're gonna have your business cards I also developed, branded folders with my contact information business cards get lost a folder they hang onto, and put all their materials from the seminar.

My business information, phone number's on the front it's another way to secure that information, going home with them and hopefully have it available when they, when they need you in the future, since it is a little bit more challenging now that we can't get the SOAs and permissions to contact.

Definitely use those. a lot of people will still fill those out. Love that. Thank you. anything you can hand out with your information on it, we recommend a good one. is a magnet. with your photo and phone number, we found people of all ages keep magnets on their fridge.

So it's a real easy reminder every day when you go to open your refrigerator and a picture, of course, to remember the person. 'cause people remember faces more than names. how to best prepare? Stephanie will tell you. You need to know what you're talking about before you stand up there and talk in a room full of people, you know, obviously have that confidence.

You're gonna know more than they do, 'cause this is brand new to them. hopefully you've taken the time to educate yourself. make sure you've gone out on medicare.gov and read. There's tons of articles YouTube videos.

webinars we do, Medicare Learning Network. If you haven't subscribed to them already, it's free. So I recommend that you do subscribe to their newsletters. They have tons of training webinars that are out there for purchase, and they're not expensive. They're like 20 or $30. I personally do them just to see if anything's been changing or get any new nuggets of information that I can to share with you.

I recommend subscribing to them. important to know your supporting programs because you are gonna get a lot of questions around original Medicare through social Security. how do they bill who's billing for late enrollment penalties? How does that get adjusted? what are some social security questions you've heard a lot, Stephanie?

Yeah, I'll, address some in the beginning of the presentation because you might get social security questions you're not prepared to answer, I make it clear to them that even though they're going through social security to apply for Medicare, this is two separate entities so I can answer some basic questions about social security.

You know, if it gets in too much detail, that's not my domain. Mm-hmm. So just kind of set that expectation up front. Yes. and you know, I would just say keep in mind like if you are newer to the industry in this field, intimidating, you know, more than them for sure. I guarantee it. And you don't have to know every single thing.

It's not wrong to say, I'll get back to you, but, just presenting yourself as the expert. So a lot of this comes with. Just presenting with confidence and establishing your, your establishing yourself as the expert upfront. 'cause you, you know, they're gonna forget a lot of what you said anyway. But, it's more of, this is who I wanna call when I need Medicare.

it's building trust through the presentation. people wanna work with people they like, do they like you? how you presented? how you handled yourself? Do they feel you're a trustworthy source? That's a lot of what this is about.

important to know about low income subsidies and extra help, so the Medicaid, how those levels work. we send out a, did you know, email once a week with tidbits of information A lot about Medicaid.

I recommend you go to our website and check those out there are four different levels and a lot involved with Medicaid. there's good education out there for you. know your products, we all take the a hip, a good base source of the difference between a MedSup and a Medicare Advantage plan and all that good things.

And I think those are the primary questions you're probably going to be asked is the difference. And can you clearly explain the difference to an individual? it can get muddy fast. practice, differentiating the two clearly. and just educate the consumer.

We don't see this much anymore, but it has been very MedSup driven. people haven't trusted Medicare Advantage plans, but they have come so far in the last eight to 10 years, and it really makes sense at this point to be reviewing everything with the consumer and letting them make that choice, because everybody assesses risk differently as you'll see.

A husband and wife sitting down with both of 'em. One might take a MedSup and one might take an advantage plan because they assess risk differently, and at the end of the day, it's all about what they feel comfortable with. Yeah, I'm always giving equal time to meds, ups, and med advantage because that's our job, you know, to present the, the both options, it's certainly their decision, but it's the education of how each type of plan works.

it's important to bring equal time to both I'm glad you said that. MedSup can get very expensive, you know, quickly as you age as well. So if you are not telling somebody that they have another option, you know by the time they're 72 maybe have been paying for MedSup for however many years, they might get frustrated If somebody brings up a Medicare Advantage plan for the first time,

Oh yeah, they're gonna hear about it. She might as well let it be from you. Exactly, especially with all the commercials and confusion out there Mm-hmm. that is actually a really good handout. We have, available to you. It's Medicare scammers and not that the carriers are scamming clients but we have received a ton of phone calls this.

OEP about carriers reaching out to your clients doing phone conversations and appointments switching them to Medicare Advantage plans. Unfortunately, that is gonna happen. It, it is a very competitive business and. Different carriers are gonna reach out to your clients.

Different agents are gonna reach out to your clients. So that's why it's so important that you're educating. You are that resource. You're providing all the information to them so that when they get calls They're like, no, I talked to Stephanie.

She's informed me. I'm good. Thanks for the call even if you do everything right, you're still gonna have clients that get swept away and take those policies and, you know, we could try to get you back on there, but, it's nice to leave them something behind to prepare them.

So if it does, they know how to react. Yep. you've educated yourself, you feel good standing up in the room. first step in my opinion, pick your location. this is vital to attendance, right? So you wanna pick a location that's easy, convenient, that would attract people we did a 63 plus focus group here 17 people gave their opinion on how they first learned about Medicare, how they wished they would've first learned about Medicare. And many of them said that their employer did not do a good job at preparing them for that transition, and wished they had somebody from hr.

Or an independent agent come in and provide, you know, those details to them way ahead of time. And we do have some great agent partners that go into big, employers and do presentations throughout the year for people turning 65 and coming off the group plan that seems to be a great way to get in front of a lot of people. Yeah, I would say that is gold if you can get it because your audience is already there. So we don't have the challenge of getting the people in the room, and if the HR manager is bringing you in as a credible source, you're already qualified in those employees' eyes.

I have found it challenging to get in the door, with HR managers. I would love more connections if you can get in, it's a great source for presenting. we could do a second video on that, because here at URL, we have power Sales University.

you can sign up if interested, they do a module on getting past the gatekeeper of a business. And a lot of the times the gatekeeper are those HR individuals. So there's really cool tips, in this training for that specific circumstance.

Okay. senior centers that offer independent living, you know, it's more difficult to go to like an assisted living facility, but when they are in an independent living, there's usually a director that's involved of their monthly schedule and they have to have so many events within their facility in a month.

Time. So really if you work together, you're providing them a service. So kind of you scratch my back all, scratch yours type of situation. And getting in front of those people, is less difficult. other businesses with large client base like financial buyers, law firms, PNC agencies, typically those types of organizations don't do health insurance or Medicare.

even big health agencies, don't focus on Medicare. They're worried about their large groups. So getting in a networking opportunity with. Organizations like that where you could, again, help each other. Sending referrals is a great way to get business. they usually have a conference room where their clients feel comfortable neutral spots like diners. Libraries do really well 'cause you can market within the library. Same thing with coffee shops or YWCAs or anything like that where they have natural consumers, you know, foot traffic coming into the building where you can advertise right there at the spot.

I have done libraries before. I ran the library circuit for a while. some libraries that actually would promote the seminar as a library event. It was hard, it was getting harder to find those you cannot just count on the coordinator of the library events to publicize it enough, because it really depends who's sitting in that desk as far as how good a job they're doing. So it's, it's great if you can actually get on the schedule as a library program. I feel like that's more challenging once they find out you actually do make money when you sell a policy.

It's not so nonprofity looking, but you can rent a room in a library That's a comfortable place for most people It's a library so they're not, you know, intimidated by the venue and it, it can just set it up as being an educational, so libraries are good. I have done restaurants before.

I have done many things over the years. I, at one point was going into restaurants and just trying to find like a, if they had a backroom or portion of the restaurant where people will come and we did dessert, coffee and pie.

it's hard to find restaurants. I can't say I prefer that type of venue because you have people around eating it's not always quiet. it felt distracting. Unless they have a separate room, that's fine. if you find a restaurant that's, not intimidating, for people to come into a place like that and just have dessert and stuff.

last year I did a dinner, so. We're, the office space that I am is a, is a, It's an event venue. So there's rooms here I can use. I actually did dinner, so I brought, I, I advertised a seminar, brought 'em in, fed 'em dinner, did the seminar. That is, it got very expensive and, I don't know that I'll do meals again in the future 'cause I just felt like I put a lot of money out for the people that came in the door.

if you're gonna do food. Maybe do a dessert or appetizer or something like that. It, it's nice for them, but be careful you're not putting too much money out in food. Well, and Stephanie and I talked before we came on today, and we'll just reiterate our conversation a little bit.

When you are doing seminars, it is a long game, right? Typically, you are getting in front of people that you know, they might be 64 years old. They're still working. So they might be thinking about taking Medicare when they turn 65, but continuing to work and maybe deciding that they're gonna stay on their group health insurance policy until they complete work, which might be 67.

you might be getting in front of a potential client two and a half years before they're ready to use you. it is an investment upfront. Hopefully you get enough sales with your presentation that is paying for itself right away, but there's also the potential of getting more clients from that presentation.

if you're staying in front of them and doing correct follow-up. Dinners can absolutely get expensive, but her time period's on point because you can't always do breakfast. those people, are working, so they're not gonna not go to work in the morning and come to your Medicare 1 0 1 seminar and, and those are the people that you wanna get in front of.

dinner makes more sense because everybody's off work, more available. I understand why you did that time of day. I usually offer a weeknight evening because they're, a lot of them are still working. So maybe a 6, 6 30 time slot, but maybe just not a full meal.

you have to watch your finances This is a long-term game. You know, I, I look at the people that came to the dinner seminars last year. I wrote business out of it for sure. But yes, a lot of those people don't need me yet and they won't need me.

For a couple years. you do have to keep that in mind as you put out the investment. You have to keep in front of them afterwards, although they'll forget you. It's all about follow through. If you put in all the work and then have no follow through, there was no point

Mm-hmm. relationships require nurturing to be successful. networking and coming up with referrals with other businesses is so important, and please don't have the assumption that if you go out and you visit somebody one time and give them a tchotchke, that they're gonna start sending you referrals.

These relationships need nurturing. stop in, drop off donuts. gift cards, bring lunch. to create a relationship, it's not a one and done ordeal. So just setting expectations there.

Okay, so you have the location picked out. Now we have to advertise the event. even as Stephanie mentioned with the library, even if they post it somewhere, they may not. Put it anywhere else, that's gonna be helpful. So getting it out in front of people besides just the flyer and the signup sheet at the location is always great.

a great way to do that are mailers. if you're working with another company, you could do email blasts to their current clients. There's radio advertising. There's social media invitation where you can pick out your target market and do a campaign, we are gonna have a whole webinar about how to social media market at the end of February.

So sign up for that. We have a guest speaker who's a professional in that space, and it's really worthwhile to listen. always market multiple dates and times of day because it is gonna be a whole different market that you're reaching depending on what time of day you're, you're presenting.

I've tried Saturday mornings. they're okay if the weather's cold. So once we get to the nice days, I mean, once we get to like the spring or summer, forget it, people are outside. They don't wanna come to a Medicare event on a Saturday, but in the winter there's nothing else to do.

Those can go okay, maybe 10 o'clock on a Saturday. I've tried weekday mornings usually a smaller crowd than the evening, people have different schedules, so it is important to mix it up. we see the same thing here as an FMO.

If we try to do an agent event on a Saturday, it's never attended. we have to do a weekday when you're not with your family or doing something else more important Creating your presentation. should be all about you. What makes you different? because you click with one person doesn't mean you're gonna click with another person, and that's completely okay. but we want that person to work with you because they like your authentic self.

'cause that the, that's the person they're gonna get every day. so make sure that you're making your 1 0 1 presentations. Not only just be about Medicare, but about why a person's gonna select you as their agent over all their other options that they have in this market. we have a director of compliance here at URL Karen McDaniel.

She'll happily look over and make sure everything is compliant for you. and our pro tip keep it simple. our keynote speaker Deborah, she was amazing. she came in and went through like 400 slides and under an hour, just click, click.

Click going over fantastic little tidbits on how you can present a lot of information, very clean and concise. she did a phenomenal job and I took away a lot of great information. But one of her key factors was, is that we can oversaturate somebody. And also that when putting information out there, we try to sound too professional.

And most people are at, I don't know, did she say third or sixth grade reading level? Stephanie, do you remember? Somewhere in there? I don't remember. But yeah, like much lower grade than you would think. because I, we can muddy the water if we are over wordy or, you know, trying to sound too intelligent.

keep it simple. and if you've been in the industry a long time, it's easy to throw up all this information on people. But these people, a lot of 'em coming in with no base knowledge at all. So you're going over, you know, what is Medicare Part A? What does Medicare Part B, how do the Medicare Advantage plan work?

How does the Medicare supplement plan work? Timelines for enrollment? I don't get into the nitty gritty of the Part D deductible you just don't need to get that detailed. Again, what you wanna do is give them enough information that they have, a good concept of Medicare basics and, and setting you as the expert and someone you they wanna work with in the future.

you don't need to go over everything 'cause you'll lose them I mean, I could take half an hour in, probably a lot of people are done 45 minutes for like, you know, we're pushing the max at that point. Right. And if you go to cms.gov, you can download a, Medicare 1 0 1 seminar, but it is 65 slides.

that is way too long. Stephanie, do you know how long your presentation is, how many slides I probably have, 25, 30 slides And you've worked with carriers when they're doing a sales slide. How many slides is it?

keep it short. be attentive. create back and forth conversation, not lecture style. You know, if somebody's raising their hand, we suggest going right for it. Not waiting till the end for q and a.

be accurate. That goes back to just educating yourself. Be memorable. So be authentic, be you. maybe tell a joke if that's in your wheelhouse. Always have an action item. what's the point of everybody being there today and what do you wanna get out of them in the end?

be clear about that. We are here for this goal. Outline your goals. don't be afraid to ask for referrals. identify your prospects in the room. who here is under 65? Who here is still planning to work after 65?

Who here is already on Medicare? great opening questions to figure out your audience. Mm-hmm. And I'll just speak a little bit into the q and a, so I do control that to some degree with setting expectations at the beginning of the presentation about. What kind of questions are appropriate for q and a?

So, even though I'm an independent broker, licensed with many companies, that's not what today is about. you can't ask questions about specific companies. This is general education. Those questions, I'd be happy to help you, but they're gonna come during an individual conversation or appointment.

that's not something we're gonna address today. if your question is specific to your situation. Let's save those till after the presentation But if your question is more general please ask that otherwise you get people like asking like, well, you know, it's, it takes like five minutes to ask their question about their, it is just not respectful to the other people in the audience.

I will control that. I will break at certain parts in the presentation to allow q and a. So I found that if I just keep it open, you can ask a question whenever you want to. They really disrupt the flow of the presentation and they're asking me something that I'm about to get to I'll do a segment. So maybe we end up went over, you know, what is. Medicare part A and one Medicare part B. I'll do my full training and then I will open up any more questions about that, what, you know, these areas that I just went over before we move on to the next category.

it helps me not lose my place and I found it's helpful to control the q and a great advice. that's why you're here today, so thank you. common mistakes. agents giving too much information, their eyes glazing over, they don't understand what we're talking about

So don't make it long. You know, most people are still working. So know your audience and cater to your audience, not having takeaway. You know, that's a huge mistake. How are they going to get in touch with you after you leave today if we just showed up to give them a free seminar? And no way to get in contact with you that was a waste of your time and money.

lack of connection. So you wanna make contact details very clear. if it was boring, be sure to interact and keep the high energy. obviously as Stephanie mentioned too, if you have a person that is disrupting, maybe they're talking about a grievance that they have with, with their carrier partner and, and it's inappropriate, be prepared to nip that.

if they start bringing stuff up that's not, helping the group, it's not constructive. I'll give them a respectful answer and then move it on quickly. you take control and keep moving you can't let 'em ramble Great advice. these are just some interactive ideas to keep it less luxury. But scenario-based learning, everybody likes to hear a story or provide some sort of example, even if you're making it up, about somebody you know, or a family member and what happened how you brought value or a common misconception.

Those are always nice. you can bring up if you have a live, Slides you're doing and it's projected. Maybe you could bring up Medicare now and showing them the online tools that are available to them, to quote or educate themselves after your presentation trivia questions with candy.

as Stephanie said, she does like a segment and then breaks for q and a at that time. You could try to see what they've learned and, you know, get hand out Hershey kisses, hand out Jo Ranchers, hand out butterscotch, suckers. Whatever, you think will just make it interactive and distribute surveys at the end.

not about what. They've learned, but how you've done and how to improve what you're providing. people always like to give their opinions. if you're gonna do the break with questions, that's a good time to have them repeat back you can go through all your slides, do the teaching, and then maybe the next slide is you asked.

So if you're doing some kind of PowerPoint, you ask a couple. Key questions about what you just talked about and then let them answer it just to enforce it in their head. You know, what does Medicare part A cover or what age does Medicare start? Whatever? Like you just ask your questions and then it just gets them involved a little bit and reinforces the information in their head, and then you break for q and a after.

After that's complete. I found that helpful to break up the monotony of talking the whole time. we talked about follow up methods, so these are just some examples. we've been seeing more and more people using QR codes, so you even to sign into Netflix on a different TV in your house. You get a QR code code now on your screen. So you know, you put your camera up push the button, it links you to a a site.

What we've been seeing is agents have been using it to link over to an intake form where somebody can put their name, address, and email to request the presentation, you'll get that email over to you at the office so you can go follow up later and send them a link to the presentation, capturing their contact information.

offer a referral gift or promotions. under $15, regardless of a sale just getting the contact is why you have to give the, the gift or promotion, not if it ends in a sale.

create tangible takeaway items. That's always nice. We talked about a magnet. people can make key chains, umbrellas, cups, you know, we've done it all in the past. And you can also get things from carrier partners that they'll give you for free, which is nice to have there as well. And you still don't need to file with anybody.

They're just takeaway items. send follow up emails to maintain engagement. stay in front of these people. Just because they're not a client or prospect today, doesn't mean they won't be shortly or long down the line. It just depends on their situation. And Christie, I was just thinking through with the QR codes, I give them a handout at the seminar because they like to take notes.

they have the presentation for the most part, but the QR code, maybe there's something else of value that you could offer them. Like, I'm gonna email you the Medicare and ebook a check sheet of, common mistakes or a q and a sheet or something, and still use that QR method.

Because to get their contact information, if they don't fill out permission to contact you don't have their information. I think that's a good idea. if I'm already handing them the presentation, maybe something else comes of value with the QR code.

You could send out anything valuable, for sure. Yeah. And then the emails, so the. And I was saying this to Christie ahead of time, I, I, you know, the biggest challenge of this, if they don't need you for a year or two you have to keep in front of them as well as you might have done through the presentation, somebody else is gonna get in front of them if you don't maintain that.

I need to get better at follow up. within two or three days of attending the seminar, I will call them personally and thank them offer any questions they might have and try to get a feel for their situation. Are they on employer insurance? You know, what's their timeframe like so that I can kind of get them in my database appropriately you have to maintain constant communication after that, or you might not get that lead if you're using a good CRM system, it should be easy to pull a list of names and addresses of leads, I would put that in my schedule. Just like I retain clients, maybe four times a year.

You're sending something to clients for retention purposes, just to touch base, try to do the same thing with leads. Maybe you're reaching out to them. 2, 3, 4 times a year. with a postcard, birthday card using send out cards. It's a cheap and convenient way to get those out and not take up a lot of your time.

you don't wanna keep doing email, email, email. Yeah. 'cause they'll go and spam too. They don't always see those. Yep. Yep. Newsletters are great too. even if it's sharing recipes or you know, something specific about a craft or a holiday or something about grandkids, as long as it's relevant it doesn't always have to be about Medicare It could be something they care about. they like to see your human side I do an email newsletter regularly, a couple weeks ago I sent two pictures of my family From last year, I had more response from that email, It just made me real to them, it was crazy the response I had prospects, you had to be more careful, Don't be afraid to make yourself real to them it creates conversation because, you have boys in college, maybe they have grandkids at the same college their kids went to that college, or they played that sport, it makes you real, creates conversation and that creates stickiness.

So you wanna do that?

All right. Well lastly, I just wanted to talk about our conference. It is going to be on a Wednesday this year at the Hershey Lodge where we have it. Traditionally it's September 3rd. It will be all day from eight to four or four 30, depending on how long we go. I have not had confirmation that Social Security will be there yet again, but.

Frank is great at showing support, so I'm hoping he will be able to get there again, we do have a keynote speaker already signed up. Her name is Shauna Thorson and she is our Facebook marketing and advertising guru that she'll speak on our webinar at the end of this month.

really excited to have her at the conference this year. all of our carrier partners and you, please register. I believe that's on our website do we have any questions or last minute thoughts? one misconception people have is they have to be retired to go onto Medicare, and that's not true. they just have to be 65. people think they can't have an employer insurance option, so I will make that clear during this seminar because that's where these, a lot of these people coming, that's what they're at.

Where they're working, they're turning 65 soon, and I will always offer that. You know, comparison of employer insurance to Medicare. 'cause many times it is better to move to Medicare, even if they have employer insurance there's lots of, you know, things you have to consider there.

But that I will make clear during the seminar, 'cause that that can pull people in sooner than later sometimes as clients. I agree. So we have a few questions one is to clarify. Permission to contact is okay? Yes, that is correct. Medicare Learning Network on CMS. It is linked from CMS, but is its own website you will register and log into directly.

How can we connect with Karen McDaniel? She works here at the office. Her extension's 1 1 7 or her email is karen This email address is being protected from spambots. You need JavaScript enabled to view it.. you can contact me as well. Cassie said, Stephanie, what are your tips for getting people in the door? 'cause you did say that was your hardest. Yeah.

So if you're not gonna be in a group that the audience has already established, and then you're responsible to get the people there, I like direct mail. so targeting, you know, that age range that you wanna have at your seminar with a direct mail service is the most efficient.

I have actually not tried Facebook, so, You can see how you do with that, and it sounds like we're having a training coming up, but I still, I, I use direct mail to get people in the door. And just to be clear, for those of you that don't know, what she means by that is she'll use a lead service, like lead connection or target market or whatever.

And you, you pay for the demographics. So you pick the age range you wanna do, I mean, you can narrow it down to zip code, county specific areas, income levels, and, you just pay for their names and addresses. So I believe it's around like $75 for a thousand. I don't know what the go going rate is, but that was the last time I checked.

very inexpensive way to do a mailer. most places are a mailing service, so they'll send out, what you've designed at a cheaper, you know, cost than regular postage. 'cause they're doing it in mass. Yeah. And you, I mean, you have to figure out your geographics as far as how far of a radius do you go out mm-hmm.

From your location. I think I generally go 10 miles, but you have to see how many people are in that, that, that, Area where you are. 'cause you might have to go out further than that to get enough people If you're in a densely populated area, maybe you don't need to go that far.

people don't wanna drive. More than a half hour Really. I would agree Keep it under that if you can. Mm-hmm. another question. Are there different factors when presenting one-on-one versus a group? I would say, go ahead.

No, you go. a group. Like if you're in, if you got in the door at an hr, with the hr. So if you're in an employer setting, as far as different factors to consider, I consider that I need to keep it very brief if I am like coming in for a lunch and learn. These employees are on the clock. I don't mind if they eat lunch while I'm sitting there.

Fine. I mean, while I'm, while I'm talking, they can eat lunch, no problem. I, I try, I'd be very respectful of the employer's time that they're allowing their employees to attend. So I will make it even more brief if I'm going into a, into an employer group setting, if I'm bringing people in I'm more lenient with how long I go.

Was that the question groups versus, yeah, I think or to, to your exact point. You said brief and basic. When you're with a group, you, you're generalizing because you don't know each person's situation, but when you're sitting on a one-on-one, you're, you're very specific on their wants and needs. You know exactly what they're looking for and cater the conversation around them.

Right? Yeah. you're probably doing a sales presentation at that point. If it's just one person, you're doing an appointment, you have to know the group you're speaking to. if you're going into an employer, maybe if you can get any kind of heads up on what their employer insurance options look like ahead of time and speak to that a little bit, if they allow it.

It helps the employees start thinking in their head, oh, we do have a $3,000 deductible on our plan. You know, Medicare, we get that down to $257, so maybe I should have a conversation that point alone, like mm-hmm. Can, can drive it home to help them understand that they might wanna compare.

If they're over 65, And if they're under 20 employees, technically they're supposed to be picking up their B 'cause Medicare is primary. So if you're picking up your B and you're already paying that premium to original Medicare, I don't see a point in continuing to stay on your group plan.

You know, you're already. Paying the most expensive part of Medicare, so just go on Medicare plan at that point. 'cause typically the coverage is gonna be better unless you have a situation with prescription drugs that that's different or whatever. But that's a one-on-one situation that you're gonna have to figure out with the person, right?

we always ask do you have a spouse on the employer plan? Do you have dependents it's worth having the conversation because a lot of people don't realize it's even an option for them to still be working.

Full-time and go on Medicare. They're just, they're just moving their health insurance. employers never mind. it's generally costing them a lot of money, right? To give that employee on their insurance plan.

Right, typically the spouse, you know, they're not covered by the employer at all. Typically you're paying a hundred percent of the spouse unless you're like the government or you know, union type situation. But you can come off the group and still have the spouse on Cobra and pay for them under the same plan.

So there's a ton of options you need to review with the the professional and go over the person's specific situation For sure.

All right. I think we had one more question just about the, the lead organizations. Again, we do have a whole page of them on our website. If you go under Medicare and then lead organizations, they're all listed there. I did name a few earlier, but you can use whoever you want, They're outsourcing, pulling lists of information. we like using the ones we have listed because they're tried and true for us. good turnaround time, good return on investment, so you can use whoever you want.

thanks Stephanie. that was fantastic. You're welcome. appreciate all your input and time today, and thanks to everybody who joined us. Thank you. Bye.