Steps to Selling Medicare Advantage
Learning to Sell | Lesson 3

Identifying Plan Recommendations

At this point, your narrowed list could still be pretty long.

Reviewing a long list of plans can be overwhelming for your clients, so how can you further trim the list?

A great place to start is by going back to their initial needs assessment to review their preferences.

Take provider access and travel as an example.

If your client would like more network flexibility, you could narrow the list down to preferred provider organizations (PPO) so they have access to in- and out-of-network providers.

When it comes to cost, you can provide options to meet different needs.

For example, if your client wants to have more limited out-of-pocket cost, you may be able to find a higher premium product with limited exposure.

If they’re mainly concerned about monthly premium, you can find a low or possibly a zero-dollar premium option.

You could also pair that low-premium Medicare Advantage plan with a hospital indemnity plan to offer a middle ground between these two options.

There are also other factors to consider, like brand recognition, the cost for certain services, and added benefits to name a few.

You may also find that your client’s primary concern is keeping their prescription costs as low as possible, and they want to go with whichever plan can save them the most on prescription costs.

Use this information to find two or three plans to present, noting how each plan meets the needs and preferences of your client.

With your recommendations in mind, you’re ready to move on to the next lesson to learn what needs to be covered during your plan presentation.

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