New Leads: Medicare Supplement Script
GREETING:
May I speak to ____? Hi, this is _____ with ______Medicare Pathways.
WHY I AM CALLING:
I am calling you today because you recently requested a quote on-line. Is that correct? Great, I would be happy to go over the information you are requesting. Before we get started I must advise you that we do record our calls for quality assurance. What type of plan are you looking for today?”
(If the client is looking for MA/PD move to the Multi Carrier MAPD script. If they are looking for a Medicare Supplement USE THIS SCRIPT. If they would like to know about both explain the difference between a MA and Medicare Supplement then use the correct script per their interest.)
If No- (Give identifying info. Ex. You requested this yesterday at 4:30 pm, you listed your DOB as… Is that right?)
If still “No”- (Move to the “No’s” Script)
WHY ARE YOU SHOPPING AROUND?
Why are you looking for a quote?
So, you are looking for a quote because (insert their answer here)right?
WHAT IS IMPORTANT TO YOU?
What is important to you in a plan?
So, (Insert their response) is really important to you about the plan you pick, right?
WHO WE ARE:
Great, I can help you with (Insert why ) while(Insert importance). We work with over 20 different insurance companies. We are able to shop your rates for you and saving you the aggravation of calling 20 different companies.
WHAT DO YOUHAVE NOW?:
On your quote request I have that you live in (List City) . Is that right?
Do you have Medicare Part A & B?
If Yes- What plan do you have with Medicare now?
If No- When will you get your Medicare? What plan do you have now?
EXPLAIN A&B AND/OR F:
Do you understand how Medicare and Medicare supplements work?
If yes- Move to Explain Standardization
If No, kind of, or a little bit-
First, I am going to explain how Medicare works if you have nothing with it and then show you how a supplement works. Medicare Part A is your hospital coverage. It is used for inpatient services. You usually get Part Afor no cost as long as you or your spouse has worked for 10 years. Medicare Part B is your medical insurance. It covers outpatient services like Dr. visits, Labs, and x-rays. For most people this is costs $104.90 per month and the government will take it out of your Social Security Check before you ever even see it. It’s great that the government gives us A&B but there are a lot of gaps and it’s not meant to be complete coverage. For example your Part A has a $1,184 deductible when you go in the hospital before Medicare pays ANYTHING. Also, if you’re there for an extended stay you will have a $283-$566 co-pay for each day you are there. Medicare part B, your Dr Insurance, also has a $147 deductible each year before Medicare pays and then Medicare wants you to pay 20% of every bill. Now 20% may not be much on a Dr. visit but 20% of MRI or surgery will really add up.
This is where the Medicare Supplement also called Medigap plans comes in. They do exactly what the name says. They come in and supplement Medicare and fill in the gaps. Medicare Supplement Plan F is the most popular because it comes in and pays all the co-pays and deductibles I mentioned. It will come in and pay your $1,184 Hospital deductible and hospital co-pays. It also pays your $147 Dr. deductible and the 20% that Medicare charges. Medicare Supplement Plan F isthe comprehensive coverage supplement you can buy.
EXPLAIN STANDARDIZATION:
Medicare Supplements are also standardized by the Federal Government. This means that every company that offers plan F in your state has to include the same basic benefits and they cannot be different. This makes cost the only difference between Medicare Supplement plans F’s in your area.
GIVE PRICES:
With that said let me go over the quotes I have worked up for you on the Plan F. I have…..
_____for $______month
_____for $______month
_____for $______month
GIVE RECOMMENDATION AND WHY:
With that said, I would recommend _____ because they are one of our most trusted carriers, have the most affordable price, and (Insert what is important them) which is important to you. How does that sound?
Yes- Proceed Below
ASK FOR THE SALE/ THE NEXT STEP:
ELECTRONIC-Great, the next step is to apply. We can do the application together electronically. Go ahead a get your Medicare card out and we can get started.
E-MAIL/MAIL – Great, the next step is to apply. We will initiate the application together then I will e-mail it to you to print off and send back. Go ahead a get your Medicare card out and we can get started.
TAKE APPLICATION:
Do Application Completely
No- What question or concerns do you have? Address concerns, use rebuttals and the go over the next step again. Offer to e-mail the quote.
EXPLAIN WHAT HAPPENS NEXT & THANK:
After SUBMITTING the application thank the client and let them know the insurance company takes a few weeks to process it.
IF you are e-mailing/mailing the application: Scan it to them while they are on the phone and have them print it off and sign. I will e-mail/mail this out to you today. Again, all you need to do is print it and send it back. Can you send it back to me this today?
Yes- Great, I will be looking for it and will let you know once I get it.
No/I don’t know- Why not? Address concerns and ask again.