A Doctor and Provider Insurance Agent Resource

Comprehensive Agent Training Class

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
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