Every Medicare Sales Specialist dreams of that day when they no longer concern themselves with marketing because they are receiving so many Medicare client referrals.
As you probably know, this dream does not come true overnight. In the meantime, there are practices we can implement to increase our chances of receiving referrals from clients.
In an industry where referred prospects must first reach out to the broker, obtaining referrals can feel like an uphill battle.
We’ve got 6 tips to reduce the challenge of receiving referrals from your Medicare clients.
1. Create (and Deliver) Your Pitch for Medicare Client Referrals
Nearly every Medicare sales appointment will offer a seasoned broker the opportunity to discuss referrals. This typically starts by verbally prepping the client or prospect. Here’s an example:
Broker: Is there anything else I can help you with today, Ms. Smith?
Ms. Smith: Not that I can think of at the moment.
Broker: Do you feel comfortable with the decision you made today?
Ms. Smith: I do. I appreciate your help with everything.
Broker: This is the level of care I show to all my clients. If you have any friends or family that need Medicare advice, please let them know I am here for them. Do you know anyone that will be needing help soon?
This is just one way to help a client think of who they know that may need your services. And this works even if you didn’t get an enrollment. You still helped the prospect decide on the right Medicare choice, and you can still help their friends and family make informed decisions about their Medicare options.
2. Bring Extra Business Cards to Sales Appointments
Yes, this is simple and obvious. But sometimes it is the simple and obvious things we let slip.
Whether you obtain a Medicare enrollment or not after you’ve helped a prospect, leave an extra business card or two that the prospect can share with others. Consider the rest of the conversation in the example above:
Ms. Smith: I can’t think of anyone currently.
Broker: No problem. If anyone comes to mind, feel free to give them my card. Here are a couple of extras for you in case you run into someone who needs help with their Medicare decision.
3. Follow Up with New Clients
Completing 30/60/90-day calls with new clients are not just providing good service, they’re also providing opportunities to receive Medicare client referrals.
A broker doesn’t have to outright ask for referrals after every call. But keeping the idea of referring you in the client’s mind is important. Here are a few easy one-liners:
“If you run into anyone that needs help, please give them one of my cards.”
“Remember I’m just a phone call away, and that goes for your friends and family also.”
“Always a pleasure, Ms. Smith. If there’s anyone I can help, please send them my way.”
4. Follow Up with Older Clients
Clients will refer brokers when they know the broker cares. If you haven’t contacted your Medicare client in over a year, how do they know you care?
Just like following up with new clients, routinely calling older clients shows your concern and allows you to plant the referral seed all over again. Many seasoned brokers contact their clients up to four times per year. Consider implementing this into your activity schedule.
Not sure how to manage contacting all of your clients multiple times per year? Here’s a sample call schedule.
5. Go Above and Beyond in Customer Service for Existing Clients
Beyond simply keeping in touch with your clients, there are other ways you can show you care and provide exceptional service. Here are a few examples:
- Help them get meals after a hospital stay with their post-discharge meal delivery program benefits
- Make sure they’re taking advantage of all of their plan benefits
- Educate your clients on their mail-order pharmacy options
- Help them navigate challenging situations, such as losing their Medicaid eligibility
By going above and beyond enrollments and annual check-in calls you’ll make a lasting impression that will not only help you retain clients but will also encourage them to pass your information along to friends and family.
6. Thank Those who Refer You
Be appreciative of the referrals you receive from clients. A nice handwritten note, a considerate phone call, any gesture to show your gratitude can go a long way with a prospect or client.
Obtaining Medicare client referrals takes discipline and skill. It is a slow growth process. Think of it like a tree. You must first plant the seed.
Then it takes continual watering and nurturing for proper growth. But with enough time and effort, your referral tree will bear fruit. Then you too can save those marketing dollars for other uses.
Looking for more helpful tips for growing your book of business? Learn more about our Medicare marketing support opportunities.