This course is for Preferred Senior Advisors agents and is focused on Medicare. However, much of the class pertains to all product lines.
Module 1 | Agent Introduction |
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Unit 1 | Welcome |
Module 2 | Agent Setup |
Unit 1 | Quick Start Guide |
Unit 2 | Website Overview |
Module 3 | Main Objectives |
Unit 1 | FA: 3 Main Objectives |
Unit 2 | FA: Objective 1 - Obtain the Client |
Unit 3 | FA: Objective 2 - Place your Client |
Unit 4 | FA: Objective 3 - Retain your Client |
Unit 5 | Main Objectives Quiz |
Module 4 | A Day in the Life of a Career Field Agent |
Unit 1 | FA: Typical Day (4:44) |
Module 5 | Tools for Success |
Unit 1 | FA: Tools - Website (10:12) |
Unit 2 | FA: Tools - LeadServ (9:40) |
Unit 3 | FA: Tools - CSG Rating Tool Basics (5:53) |
Unit 4 | FA: Tools - CSG Rating Tool Advanced (35:52) |
Unit 5 | FA: Tools - iPipeline |
Unit 6 | FA: Tools - Mobile App |
Unit 7 | FA: Tools - Lead Maximizer |
Unit 8 | Using the Medicare and You Guide |
Unit 9 | Tools Quiz |
Unit 10 | Marketing Support |
Module 6 | Contracting Overview |
Unit 1 | FA: Contracting |
Module 7 | Kickoff - Lead Strategy |
Unit 1 | Working with the Marketing Department |
Unit 2 | FA: Lead Strategy - BRC Mailers |
Unit 3 | FA: Lead Strategy - Alpha Leads |
Unit 4 | FA: Lead Strategy - Preset Appointments |
Unit 5 | FA: Lead Strategy - T65 Pre-Approach Letters |
Unit 6 | FA: Lead Strategy - Event Marketing |
Unit 7 | FA: Lead Strategy - Using the Fact Finder |
Unit 8 | FA: Orphan Leads |
Unit 9 | Lead Strategy Quiz |
Module 8 | Cross-Selling to Maximize Impact |
Unit 1 | FA: Cross Selling |
Module 9 | Handling Objections |
Unit 1 | FA: Objections - Important Lessons from the Past |
Unit 2 | FA: Objections - Anticipating Resistance |
Module 10 | Case Studies - Virtual Ride-Along |
Unit 1 | FA: Case Study 1 Sales Call |
Unit 2 | FA: Case Study 2 |
Unit 3 | FA: Case Study 3 |
Unit 4 | FA: Case Study 4 |
Unit 5 | FA: Case Study 5 (2:35) |
Unit 6 | FA: Case Study 6 -LIS Application (31:48)(8:53) |
Module 11 | Processing Applications and Enrollments |
Unit 1 | Submitting New Business |
Unit 2 | MAPD Enrollments - Aetna (12:55) |
Unit 3 | MAPD Enrollments - Cigna HealthSpring (9:12) |
Unit 4 | MAPD Enrollments - Humana (17:33) |
Unit 5 | MAPD UHC |
Unit 6 | ACA Enrollments - Health Sherpa |
Unit 7 | Life Insurance |
Unit 8 | Logging Your Sales in LeadServ |
Module 12 | Selling Medicare All Year |
Unit 1 | Programs Overview (30:57) |
Unit 2 | LIS (20:10) |
Unit 3 | Dual Eligible (38:49) |
Unit 4 | Chronic C-SNP (23:02) |
Module 13 | Help and Support |
Unit 1 | FA: Getting Help (02:00) |
Unit 2 | FA: Providing Feedback |
Module 14 | Field Agent Training Conclusion |
Unit 1 | FA: Words of Encouragement |