Magic?

No, there are no magic words you can say to get any prospect to set an
appointment or sign a medsupp application. Success comes from product and industry
knowledge, likability, hard work, experience, discipline and adapting on the fly.

Scripts are just a starting point. It’s important to substitute words in a script with words
you would normally use so it sounds more genuine. Over time your scripts will get
better as long as you document what scripts you are using, what works and what isn’t
working. Document scripts, rebuttals and anything that works or doesn’t work so you
can slowly fine-tune a script package that works for you.

That being said… here are some scripts to get you started!

Medicare and Med-Supplement & Scripts

SCRIPT #1
Hi this is __________ with ____________ here in ____________. We are surveying
Medicare customers to let them know the rates have changed in __________ county
and we just need to ask you a couple of questions.
Do you have part A and B Medicare?
Do you have a supplement plan?
OK, great are you interested in saving money on your Medicare plan?
Thank you, Mr. Agent will follow up with you within 2 days to see if you can save money,
is that OK?
Repeat agency name and agent name.

SCRIPT #2
Note: Not to be used for MA/MAPD or PDP sales. Medicare Supplements only.
Medicare Insurance Supplement Script – Appointment Setting
Is ____________ home?”
“Hi ____________ , ____________ here, how are you today?”
“Great, the reason I’m calling is that I am reaching out to all people turning 65 in the
next year because of the transition onto Social Security and Medicare for most
Americans… ____________ , for whom I am calling, has been educating people
nearing 65 for nearly 20 years, and would like to find 15 minutes to introduce himself,
give you a card at some point in the next week.”
“I realize that between direct mail and other phone calls, you are more than likely getting
bombarded with companies and insurance agents wanting to talk with you. We are
different. Because we have been doing this a long time, we just want to introduce
ourselves, talk a little bit about social security, Medicare, and Medicare supplements,
and that is all. Its a process, and we know this is a big point in everyone’s life so we
approach it different. If you have 15-20 minutes, it would be worth your time to meet
____________ .”
Medicare Supplement Script Hi (Lead Name)? This is (Rep Name) with Medicare
Supplement Solutions. We are giving you a call because of the recent rate increases to
the Medicare Supplement plans. You do have a Medicare supplement, right? Great! We
want to make sure that you are not affected of these rate increases so what we will do is
have our Medicare supplement specialist give you a call back in the next day or two to
make sure you are not overpaying. Would morning or afternoon be better for you? Oh
by the way, do you know about how much you are paying for your Medicare
supplement? Approximate amount (Ball Park? Does not need to be the exact amount.)?
IF THEY DON’T KNOW IT: Are you paying more than $100 per month? IF THEY HAVE
NO IDEA: No problem, do you know which company your coverage is with (What’s the
name of the company on your insurance card you show the doctor)? STILL NO: That is
perfectly fine, we’ll have the Medicare supplement specialist give you a call back in the
(morning/afternoon) Thank you and goodbye for now.

SCRIPT #3
Hi, is [name] there? Hi, Mr./Ms. [name] this is [agent name] from [Consumer Insurance
Advocates]. I was asked to give you a quick call because our records indicate that
you’re turning 65.
WHAT RECORDS?
Our Certified Medicare Specialists have a database of everyone turning 65.

Have you received your award letter from Medicare?

(if yes) Great!
WHAT LETTER?
By now you should have received a letter from the Social Security Administration about
your Medicare benefits. You didn’t get that?

Mr./Ms. [name], I work with Medicare beneficiaries like yourself to help them understand
how Medicare works and to make sure you’re getting all the benefits you can like help
lowering your prescription drug cost.

If there is an objection, use any of the options below:

We need to discuss all of your options, including:

§ [Medicare Supplement plans, which help provide for expenses not covered under
original Medicare.]
§ [Senior Dental plans, which are specifically designed for seniors with no restrictive
networks and a generous choice of benefits.]
§ [Hospital Indemnity plans, which pay for unplanned expenses that are not covered by
your regular health insurance.]
§ [First Diagnosis Cancer plans, which following a diagnosis of cancer, will pay you a
lump sum benefit that can be used however needed.]
§ [Final Expense plans, which are a simple solution to final expenses even if you have
had difficulty obtaining coverage in the past. And I’m sure you know Social Security
only provides $255.]

I would like to drop by (day of the week) with some very important information.
Is morning or afternoon better for you?
OK – be sure to write down that [agent name] from [health plan] is coming by tomorrow
between [time 1] and [time 2].

You’re still at [confirm address] right?

Are you married?

(If yes be sure spouse will be there)
(If no) Is there anyone who helps you make your health care decisions?

Will that person be there tomorrow?

(If not find a time when they will be)
If there’s anyone you feel comfortable with that you’d like to have with you please feel
free to invite them over.

I’ll see you [date] [time]. Have a great day!

SCRIPT #4
(Smile when you dial. It shows)
Good (morning, afternoon, evening) is (Mr./Ms.) (client’s name) available?
Hello (Mr./Ms.) (prospect’s last name), my name is (agent’s name). I am an agent
representing
United of Omaha Life Insurance Company.
Do you have a minute to talk about your Medicare supplement insurance needs?
IF “YES”, you have their permission to continue.
Thank you. I recently mailed a (flyer, letter, postcard or self-mailer) about United of
Omaha Life
Insurance Company’s Medicare supplement plans to you.
Now, I’m following up to ask if you’d like to meet with me so I can answer your
questions. I can
also tell you how Medicare supplement insurance plans can address your health care
expenses that
may not be covered by Medicare.
Would (date or time) be good for you or (date or time) be better?
Thank you.

IF “NO”:
Would (date or time) be better for you?
IF the response is still “NO”:
I can appreciate your reluctance. When you know the facts on Medicare’s benefits, you
can make an
informed decision on supplemental insurance that could help you pay the expenses that
may not be
covered by Medicare. You are under no obligation to buy a plan from me.
IF the response is still “NO”:
Thank you for your time.
SCRIPT #5
Hi,__(prospects name)______, this is Dee over here at Chris Westfall’s office of Senior
Insurance Solutions. Chris, asked me to give you a call today. You still live at
___________________________________________, correct? And,_(prospects
name_______ you’re still on Medicare and have a Medicare Supplement, as well? Is
that right? Great! Well, the reason for my call today is that we were sent your name as a
Medicare recipient. And, with all the recent changes in Medicare and Medicare
supplements, Chris needs to make you aware of the new changes with Supplemental
benefits that have taken place, after the first of the year for folks on Medicare, which can
provide you with much lower monthly premiums, …now approved for folks here in
_________________(State you are calling). Many of our Medicare members that Chris
has already spoken with,… have already been able to save as much as $50 to $100 a
month with these “new cost savings plans” once Chris talked with them. And,…in
today’s economy that is a savings everyone needs to be aware of “now”! Chris is talking
with many seniors right in your area this ____week____ (or next few days, whichever is
works best). Chris wants to also give you a call and go over these new changes with
you. He only needs a few minutes of your time to explain the new benefits,… so that
you are kept up-to-date on all the recent supplement changes. He can call you
____(Prospect Name)_____, in the mornings, afternoons or early evenings. Which of
these times is best for you? Okay! Mornings? Great! (Whichever time they select,…
then, ….narrow it down to half- hour time-frame). How about between 9:00-9:30AM?
That’s best time for you? Perfect! Chris will definitely be calling you on
_____Day______ at ____Time______ to go over these newest benefits changes with
you. He keeps a v schedule, so please mark your calendar as a reminder. Thank you
_____Prospects Name_____. Again, my name is ___(Assistant’s Name )_____. It was
a such pleasure talking with you today. Thank you so much for taking my call. I will tell
Chris that I spoke with you and you are expecting him to call you this coming
______Day____Time______. Now,…Did you write down his name and the time he will
be calling you? Please do that. He keeps a very busy schedule, so please mark your
calendar, as a reminder. This is one call that you can’t afford to miss. (Go over
name,day & time again with them). Have A Blessed Day! (……or can say Have A
Wonderful Day)

SCRIPT #6
“Hi, this is Ben with ABC Insurance, I’m calling about your Medicare supplement
insurance policy. Would you be interested in lowering you premium significantly without
any change in your coverage?

If they are open to talk, go over how Medicare plans from different companies all have
the same benefits, how any med supp is accepted by providers who take Medicare, and
why paying more for a plan doesn’t get you any “extra” protection.
SCRIPT #7
Hi this is ___________ from over here at ________(Agent)___ office _(Agent)___ and I
were just talking about you and he asked me to give you a call as he thinks he has
some
good news for you. Are you still at _________(Address)_____ OK great

I am sure you are aware of all of the recent changes with Medicare, based on these
new
changes there have been new Medicare supplement plans with much lower premiums
now approved here in _(state)____. Many Medicare members have already taken
advantage of these new cost saving plans. The new plans are available to you to enroll
in
right now.

Now ____(Agent)_ would like to get this information to you so you will be properly
informed and up to date on all of the recent Medicare supplement changes.

Now, __(Agent)______ will be spending time with many seniors right in your
neighborhood this week and would like to call and go over the new benefit changes with
you. __(agent)___ has some time available on ___ day at ____ time or ___ day at ____
time which would work out for you?

Ok Great

I need to ask just a few quick questions to make sure _________ can give you the best
quoting information
1. Is this for you or you and your spouse
2. What is your spouses name
3. What is your age? Spouses age?
4. Do you use tobacco of any sort? How about your spouse?
5. Do you have a savings and/or checking account?
6. What is your favorite hobby?

Ok real quick just to confirm you are wanting a call back from _____(Agent)_ the
licensed Insurance agent here at the office to provide you with additional information
and
a free Quote for the new Medicare supplemental plan just approved here in
______(State)_____. Now _____(prospect name)______ , _____(agent)_______ is
very
busy during this open enrollment period so please mark this on your calendar and make
sure you don’t miss his call at this time.

Thanks for your time have a blessed day!!!

SCRIPT #8
Hi, is [name] there? Hi, Mr./Ms. [name] this is [agent name] from [ ]. I work with
Medicare beneficiaries here in __________ and I received your request for information
pertaining to the Medicare benefits you are entitled to and our records indicate that
you’re turning 65. WHAT RECORDS? We mailed to retirees or soon to be retirees that
are turning 65 and I received a postcard that you requested additional information.
Mr./Ms. [name], when do you turn 65? Mr./Ms. [name], I work with Medicare
beneficiaries like yourself to help them understand how Medicare works and to make
sure you’re getting all the benefits you are entitled to. If there is an objection, use any of
the options below: We need to discuss all of your options, including: § [Medicare
Supplement plans, which help provide for expenses not covered under original
Medicare.] § [Senior Dental plans, which are specifically designed for seniors with no
restrictive networks and a generous choice of benefits.] § [Hospital Indemnity plans,
which pay for unplanned expenses that are not covered by your regular health
insurance.] § [First Diagnosis Cancer plans, which following a diagnosis of cancer, will
pay you a lump sum benefit that can be used however needed.] § [Final Expense plans,
which are a simple solution to final expenses even if you have had difficulty obtaining
coverage in the past. And I’m sure you know Social Security only provides $255.] I
would like to drop by (day of the week) with some very important information. Is morning
or afternoon better for you? OK – be sure to write down that [agent name] from [your
agency] is coming by tomorrow between [time 1] and [time 2]. You’re still at [confirm
address] right? Are you married? (If yes be sure spouse will be there) (If no) Is there
anyone who helps you make your health care decisions? Will that person be there
tomorrow? (If not find a time when they will be) If there’s anyone you feel comfortable
with that you’d like to have with you please feel free to invite them over. I’ll see you
[date] [time]. Have a great day!

SCRIPT #9
“Hi Mr./Mrs. Smith
My name is _______, I am an independent Insurance agent that specializes in Medicare
health insurance based out of _______.
I am calling you today to see if I can possibly help you better your current situation by
either saving you money on the same plan you have or by getting more benefits for the
same price. Being an independent agent allows me to work for YOU instead of the
numerous insurance companies I am contracted with. I have my quote engine with 22
companies ready for you but I just need a little information before I can run it.
What type of Medicare approved health insurance do you currently have?

SCRIPT #10
Age-in Script Hi, is [name] there? Hi, Mr./Ms. [name] this is [agent name] from [ ]. I work
with Medicare beneficiaries here in __________ and I received your request for
information pertaining to the Medicare benefits you are entitled to and our records
indicate that you’re turning 65. WHAT RECORDS? We mailed to retirees or soon to be
retirees that are turning 65 and I received a postcard that you requested additional
information. Mr./Ms. [name], when do you turn 65? Mr./Ms. [name], I work with Medicare
beneficiaries like yourself to help them understand how Medicare works and to make
sure you’re getting all the benefits you are entitled to. If there is an objection, use any of
the options below: We need to discuss all of your options, including: § [Medicare
Supplement plans, which help provide for expenses not covered under original
Medicare.] § [Senior Dental plans, which are specifically designed for seniors with no
restrictive networks and a generous choice of benefits.] § [Hospital Indemnity plans,
which pay for unplanned expenses that are not covered by your regular health
insurance.] § [First Diagnosis Cancer plans, which following a diagnosis of cancer, will
pay you a lump sum benefit that can be used however needed.] § [Final Expense plans,
which are a simple solution to final expenses even if you have had difficulty obtaining
coverage in the past. And I’m sure you know Social Security only provides $255.] I
would like to drop by (day of the week) with some very important information. Is morning
or afternoon better for you? OK – be sure to write down that [agent name] from [your
agency] is coming by tomorrow between [time 1] and [time 2]. You’re still at [confirm
address] right? Are you married? (If yes be sure spouse will be there) (If no) Is there
anyone who helps you make your health care decisions? Will that person be there
tomorrow? (If not find a time when they will be) If there’s anyone you feel comfortable
with that you’d like to have with you please feel free to invite them over. I’ll see you
[date] [time]. Have a great day! The Medicare Store. For Agent Use Only.
OVERCOMING OBJECTIONS SEND IT NOT INTERESTED DON’T WANT SOMEONE
COMING TO MY HOUSE DON’T WANT/ NEED ANYTHING Mr./Ms.[name] I
understand you’re probably very busy and I am, too. We always like to extend the
courtesy of a personal visit so you will be able to completely understand all the benefits
you have coming and get all your questions answered at once. That makes sense,
doesn’t it? (Get a yes and choice close). Mr./Ms.[name] I understand you probably know
a lot about Medicare. All I want to do is share with you all of your Medicare options,
answer any questions that you may have, and help you make the right decision, based
on what your needs are. If [date/time] isn’t inconvenient, I’ll be back in your area again
[date/time] and [date/time]. Which day is best for you? Mr./Ms.[name] I understand you
don’t feel comfortable about a stranger coming into your home and I don’t need to. We
can talk on your porch or meet somewhere for a cup of coffee. Better yet, why not invite
a close friend or loved one over. Is morning or afternoon better for you? Mr./Ms.[name] I
understand you have everything you need and we may not be able to help you get more
benefits. The fact is most Medicare beneficiaries, like you, aren’t getting all the benefits
that they’re The Medicare Store. For Agent Use Only. entitled to get. It makes sense to
make sure you’re not one of them, doesn’t it? If [date/time] isn’t convenient, I’ll be back
in the area [date/time] and [date/time]. Which is better for you?

SCRIPT #11
Hello,
My name is _____________, and I am an insurance agent with Bankers Life and
Casualty Company in (City).

The reason I’m calling is because my company recently sent information to you
regarding the annual changes in Medicare deductibles and coinsurance
amounts. Because you did not respond, I am following up with you. I’d like to set up a
meeting with you to discuss Medicare Supplement insurance products that are available
through another company that I represent, Colonial Penn Life Insurance Company.

If Yes:
I have the information ready for you, but I need to confirm your address. Is it
_______________________?

Ok, I will be in your area on ___________________. I have an opening at

_____________ or __________. I need to make sure that both you (and Mrs./ Mr.
_____________________) will be there. Which time is better for you?

Great! I will see you at _______________ on ________________. I look forward to

meeting you (Name/ both).

Of course you understand, Mr./ Mrs. ______________, that Colonial Penn, Bankers
Life or their agents are not affiliated with or sponsored by the US Government or the
Federal Medicare Program.

If NO:
Thank you for your time, and I hope you have a wonderful day. (Hang up the phone).

SCRIPT #12
Good (morning/ afternoon/ evening). My name is ____________________________,
and I am an insurance agent from Bankers Life and Casualty Company. How are you
today?

The reason I am calling is because I have the information you requested on the annual
changes to Medicare deductibles and co payments; and how this may affect you for
hospital stays and doctor visits. The information will help illustrate some insurance
solutions that can help through Medicare Supplement products that are available
through another company I represent, Colonial Penn Life Insurance Company.

If YES:
First, I need to confirm your address. Do you live at
_____________________________?

I will be in your area _______________________ and need to make sure that you will
be there. Is there a (Mr. / Mrs.)?

I have an opening at _________________ (time) or ______________ (time). Which

one will work for you?

(Proceed to confirm the appointment)

Great! I will see you at _____________________ on __________________. I look
forward to meeting you (Name/ both).

Of course you understand, Mr/Mrs. _____________________, that Colonial Penn,

Bankers Life or their agents are not affiliated with or sponsored by the US Government
or the Federal Medicare Program.

If NO:

Thank you for your time, and have a wonderful day. (Hang up phone)