For our fourth episode of The Heroes Huddle Podcast with Glen Shelton, we invited Jimmy Hobson, the president of Senior Services of Utah, to speak with us about the challenges of selling both Medicare Supplements and Medicare Advantage plans.

1. The Heroes Huddle Podcast
with Glen Shelton
How to Sell Both Medicare
Supplements and Medicare
Advantage plans

2. Jimmy Hobson
• President of Senior Services of Utah
• Selling insurance since 2006
• Sells both Medicare Advantage and Medicare
Supplements in Northern Utah and cross-sells
Final Expense life insurance

3. “How to Sell BOTH Medicare Advantage and
Medicare Supplement Plans”
2 Myths About Selling Medicare Advantage
1) It’s harder to keep clients
2) There’s more service work involved with selling
Medicare Advantage plans
Here are 9 tips to dispel these stereotypes…

4. “How to Sell BOTH Medicare Advantage and
Medicare Supplement Plans”
• Tip #1: Understand all the plan options in your area:
• Pros vs Cons
• Networks
• Helps you understand where to put people based on their needs
• Tip #2: Answer the phone and stay in contact with
people
• The MOST important factor for success as an agent
• Send letters or cards – doesn’t matter, just send something

5. “How to Sell BOTH Medicare Advantage and
Medicare Supplement Plans”
• Tip #3: Use a CRM
• Find something to help you keep track of your notes, reminders, and
meetings
• Tip #4: Medicare Advantage face-to-face and Medicare
Supplements over the phone
• Similar plan-to-plan comparisons and Plan F-to-Plan G make
Medicare Supplements easy to explain over the phone, as opposed to
the many moving parts of Medicare Advantage – not too mention the
compliance aspect.

6. • Tip #5: Understand Your Area’s Medicare Advantage
Penetration Rate (MAPR)
• Go to www.LeadHeroes.com/order-leads to see your area’s MAPR in an easy to
understand Heat Map.
Less than 30%
MAPR is best for
selling Medicare
Supplements
More than 30%
MAPR is best for
selling Medicare
Advantage

7. “How to Sell BOTH Medicare Advantage and
Medicare Supplement Plans”
“Hi, my name is Jimmy Hobson, I’m just following up on this card you mailed
back” or for telemarketing leads: “You received a phone call from our office.”
I say, “You had expressed interest in seeing if you might be able to save some
money or make sure you’re getting all the benefits that you need.There are
some other options available out there that you may or may not know about,
but we might be able to save you significant money.”
If they spark an interest and say, “Well yeah, I always want to save money,”
then I just ask them, “Well, who do you have?” Being in the market, I know as
soon as they tell me who they have that they’re paying too much…

8. “How to Qualify, Present & Sell Final Expense &
Medicare Supplements to Seniors”
For more scripts like these,
check out my book:

9. “How to Sell BOTH Medicare Advantage and
Medicare Supplement Plans”
• Tip #6: Study Prescription Guides
• Understanding how insurance companies look at a drug or
combination of drugs will put you ahead of most agents
• Tip #7: Educate the Consumer
• Let them know that you:
1) Represent multiple companies
2) Understand the differences between underwriting
(Supplements) or network/Rx limitations (Advantage)
3) Differences between Plan F and Plan G (Supplements)

10. “How to Sell BOTH Medicare Advantage and
Medicare Supplement Plans”
• Tip #8: Understand Customer Lifetime Value and T65
• Life expectancy is just over 20 years when a senior turns 65
• Medicare Advantage pays $455 + $228 for renewal*
• Medicare Supplement pays $300 + $300 for renewal*
• Total Medicare Advantage commissions is around $5,000
• Total Medicare Supplement commissions is around $6,000
*This doesn’t take into account the increase in Medigap premiums as the client ages, or premium increases for Medicare
Advantage plan enrollments, which would push total commissions higher.

11. “How to Sell BOTH Medicare Advantage and
Medicare Supplement Plans”
• Tip #9: Prospect ‘Shoulder Niches’ and Different Lead
Types for Competitive or Saturated Areas
• Supplement your leads with other types, like:
1. Internet Leads
2. Direct Mail
3. Telemarketing
• Consider selling other types of insurance that allow you to get in the
door to eventually sell other types of insurance, like:
1. Final Expense
2. Dental Insurance
3. Hospital Indemnity

12. Findmoreresourcesonoursite
@
www.LeadHeroes.com
IfyoueverneedtoreferaMedicareAdvantage
caseinUtah,contactJimmyat
www.utahseniorservices.com
The Heroes Huddle Podcast with Glen
Shelton