Why does a traditional spring cleaning make us feel so good? We make our to-do lists with the goal of refreshing, decluttering, and reorganizing the space around us. And when we’re done, the sense of accomplishment makes us feel more energized and productive, more focused and in control.
You can apply this same approach to your business to reap the same benefits. Fall AEP will be here before you know it. Use the time you have now to assess where you are with your business plan and what you should do to have a successful year.
Your Spring To-Do List
1. Clean up your CRM database – As your business grows, you may quickly lose track of your data. A good CRM tool can help you make smart decisions based on real time data analytics, but it will only be as good as the information you provide. Use your CRM to store notes and documents from appointments. Keep contact information for clients and prospects up to date. Use automated workflows to track policy types, carriers, client details, renewals, and prospects.
2. Expand Your Toolkit – Look beyond what you are currently doing to identify new opportunities. Have you considered releasing a newsletter or perhaps creating your own YouTube channel? Do you have the skillset needed to keep pace with online technology? Do you know how to advertise on social media and what kind of content is most effective on the social media platforms you use? If you don’t, there are resources that can help you. For example, you could take free online tutorials, research classes at your local college, or sign up for adult learning programs in your community. Many of your baby boomer clients are tech savvy and expect you to be, too.
3. Stay up to date on training and certifications – Make a point to attend any product or compliance training. Medicare is always changing and evolving, but your clients expect you to be an expert. Stay up to date with any certifications or licensing requirements.
4. Add additional carriers and products – This can increase your revenue potential and add value for your clients and prospects. Make sure you understand the guidelines and protocols for each carrier – this will save you time and trouble down the road.
5. Take advantage of cross selling opportunities – Review your book of business to identify where your clients might have additional needs and gaps in coverage. This will not only help you solidify your relationship with your clients, it will also create additional revenue opportunities for you.
6. Cultivate relationships in your community – Networking face to face and getting to know others in your community will help you build brand awareness and strengthen your reputation. Join local organizations and attend meetings for groups like the chamber of commerce, local senior groups, or the school board. Volunteer to help a nonprofit whose mission matters to you.
7. Stay front of mind with your current clients – Client retention should always be a top priority. Your clients are someone else’s prospects – don’t take them for granted. Email marketing can be particularly effective for this audience. Use your CRM tool to set reminders for regular outreach, such as to send birthday greetings. Remember, it takes far less time and effort to retain a client than find a new one.
8. Work on prospecting opportunities – Consider renting booths at events in your community, such as local garden shows, home shows, health fairs, summer fairs, and farmers markets. Hold educational meetings at senior centers or libraries. Some communities hold adult education classes on various topics – offer to teach a class on Medicare.
Don’t forget about provider marketing. Doctors, dentists, and pharmacies have direct contact with patients who are (or are soon to be) Medicare eligible. If you don’t already have relationships with providers, now is a good time to start making contact. You can offer to bring flyers or set up in person to answer questions. Medicare guidelines require you to do this type of prospecting in a public area (such as a lobby or reception area) as opposed to a restricted area where patients are meeting privately with their doctor or pharmacist.
9. Marketing materials – Client retention and prospecting require marketing materials. Make sure you have plenty of business cards, direct mailers, and flyers. These should feature messages targeted at different audiences – i.e., current clients, general prospects, T65, DSNP low income, etc. Keep your online and social media profiles up to date with relevant, helpful information. If you haven’t done so already, look into co-op funds with your FMO to support your marketing and advertising costs. Remember to track which marketing methods are the most effective to know where to focus your time and dollars.
10. Ask for support when you need it – There is a lot to navigate when you are managing your own Medicare business, but you don’t have to do it alone. Our team at PTT Financial is here to help. Call us today.
