Sales Appointment Basics
Learning to Sell | Lesson 7

Dive into Specific Products

Once you’ve identified what specific plan type fits your client’s preferences, it’s time to dive in and find a specific plan that fits their needs.

While each plan has some nuance in how you’ll present the content, these general guidelines will help provide a good foundation to build on. The first two items to check are prescriptions and providers.

Regardless of how your client receives their Part D coverage, you want to ensure that they are part of a plan that covers all of their prescriptions at a reasonable cost.

Integrity’s MedicareCENTER is a great place to securely store your client’s prescription information, as well as compare prescription costs and coverages for Medicare Advantage plans and prescription drug plans.

In addition to covering their prescriptions, your client may be looking for a plan that allows them to see their preferred providers.

Examples of these providers could be a doctor they’ve seen for years, or just a top-rated hospital they’d like to have access to. Once you’ve narrowed down that the prescriptions are included in the formulary, and they have access to their preferred providers, it’s time to take a look at the plan details.

You may still have many options that could be a right fit for your client. So review and compare the following details to see if there’s a right fit.

You should compare the cost and the plans, including the premium, deductible, and out-of-pocket expenses for various services.

Not sure how to compare?

The good news is there are great resources to review and compare plan specifics.

Head over to the next lesson to learn more!

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