In Person Events: How to Find New Medicare Clients Through Grocery Store Kiosks

The Medicare Agent Podcast

In this episode of the Medicare Agent Podcast, host Sarah Jacobson interviews Erica Selvaggio Ferrari, an expert in Medicare insurance from Southern California. Erica discusses her transition from selling group health insurance to focus on Medicare, shares some heart-warming stories of her clients, and talks about her experience with doing grocery store kiosks as a way of finding new clients.

The Medicare Agent Podcast is hosted by Sarah Jacobson, CEO and Co-Founder of FairStreet. In each weekly episode of this podcast, you’ll hear from experienced Medicare agents about how they built their successful medicare businesses and how they get new clients for their medicare businesses.

FairStreet is a startup FMO and CRM for Medicare agents to run and scale their businesses. You can collect prescriptions, quote & enroll, create custom intake forms, record calls and so much more. FairStreet is free to use.

Learn more at - https://www.thefairstreet.com/

Guest BIO:

Erica Selvaggio Ferrari is the President of Selvaggio Insurance Services, LLC, based in Huntington Beach, California. She has 18 years of experience in the insurance business and specializes in employee benefit plans, Medicare enrollment strategies, long-term care plans, disability, and life insurance. Erica started her career as an account manager with the Centennial Group for employee benefit plans and became a top producer for the firm. She later opened her own insurance agency in 2005. Erica holds a degree in Business/HR from the University of the Pacific - Eberhardt School of Business and is a Certified Covered California Agent.

Timestamps with key takeaways:

[00:04:36] Why certify with all the Medicare plans in your region

[00:10:57] Trying out grocery store kiosks for marketing.

[00:19:04] Medicare and Catastrophic Events.

[00:22:40] Scaling Personal Touch.

Quotes

00:05:16 - "Choice is a really, really big advantage that independent agents have instead of having your client call the carrier."

00:12:19 - "Yes. And you would think like the grocery store, do people really do their Medicare there? But, you know, I was very fortunate and worked out great."

00:19:08 - "It’s not often sufficient to cover the cost of something catastrophic like a stroke."

Entities mentioned:

Medicare Agent Podcast, Sarah Jacobson, Erika Salvaggio-Ferrari, Southern California, Medicare, group health insurance, client stories, grocery store kiosks, AAP, Fairstreet, CRM, FMO

Synopsis:

In this episode, Erica Selvaggio Ferrari discusses how to make the most of in-person events for Medicare. She talks about the importance of being present and engaged during face-to-face meetings, such as putting away your laptop and avoiding the temptation to multitask.

The guest also emphasizes the importance of personal touch in building strong relationships with clients, but also acknowledges the need to be efficient with time. To strike a balance, Erica suggests sending personal emails or letters in advance to let clients know about upcoming meetings and being specific in the communication. Overall, the episode highlights the importance of being present and engaged when meeting clients face to face, as it can make a big difference in building strong relationships with clients.

In addition, Erica discusses the importance of balancing personal touch and efficiency in growing a business while maintaining relationships with clients. She acknowledges that meeting clients face to face is important for building personal relationships, but it can be time-consuming and inefficient. She mentions that COVID has brought in a lot of changes, and many people have started using Zoom for meetings, which has helped in being more efficient. However, she also mentions that some clients miss the personal touch that comes with in-person meetings.

Lastly, Erica discusses how a significant portion of her Medicare clients come from client referrals and group health referrals. She explains that as her group health clients age out, they often reach out to her for help with Medicare, and once they are satisfied with her services, they refer her to their friends, family, and business associates. Erica also shares how she met a gentleman who owned a Medicare and group health benefits business while working at a grocery store, and they became good friends who now refer business to each other.

Overall, Erica emphasizes the importance of maintaining relationships with clients and referral partners to grow a business. By providing excellent service and building strong relationships, clients are more likely to refer others to the business, leading to growth and success.