Steps to Selling Medicare Advantage
Learning to Sell | Lesson 7

Follow Up With Your Client

After your client has successfully enrolled in a plan, you should follow up with them.

This gives you more touch points with your client to ensure they are happy in their plan as well as solidifying your place as their trusted advisor.

Early follow-ups may be more administrative in nature. You may be calling to ensure they have received their plan materials and see if they have any questions about using their benefits.

As time goes on and your client starts to use their plan, you can ask them about their coverage and make sure it meets their needs.

Once you confirm they’re happy in their plan, you can remind them about using the value-added features in their plan and ensure they have your contact information if any unexpected needs arise.

In addition to providing good service to clients, some agents use these follow-ups as opportunities to offer complimentary products, like a hospital indemnity plan.

If you’re interested in learning more about that, be sure to check out our module on cross-selling.

There is a good chance you’ll be following up with some clients after the Annual Enrollment Period during the Medicare Advantage Open Enrollment Period.

This is an annual opportunity for Medicare Advantage enrollees to make a change in their coverage, which makes it a great time to follow up.

After all, if your client is not satisfied or has a health change, you can help them make a change during this season.

It is important to be aware of the marketing restrictions during this Medicare Advantage OEP.

During your follow-up you should only suggest making a change inside the OEP if your client expresses their dissatisfaction with the plan.

In all other scenarios, you should avoid discussing the OEP and focus on how you can continue to serve your client during the year.

How you follow up can take many forms. The most important thing though, is that you do it!

So, take our suggestions here and adjust them as needed to accommodate your business.

Watch the Next Lesson