 Hey, happy AEP day. It is officially October 15th, 2020. I'm gonna show you specifically how to conduct different appointments this year right now for you to make more money during AEP. I'm also gonna give you several different creative, prospecting ideas. When you stay with me, I'm gonna give you extra bonuses, some extra secrets and tips, things that I haven't shared before that you can do this year to have your best AEP ever, right? So let's dive in. So the first thing I wanna talk about is how to conduct some actual appointments, okay? Some different ideas this year. With everything going on, you may have to adjust what you do just a little bit, right? You say, well, I don't wanna adjust it. That's fine, but some of your clients are gonna want you to adjust things just a little bit. Okay, so keep an open mind, right? So first, you can still run face-to-face appointments, okay, that's okay, right? If the client's okay with that, that's great. Maybe they want you to wear a mask, maybe they don't, right? That's up to you, okay? Every area is different, every client's different, right? Simply though, I know a lot of agents that are still going and scheduling. I know an agent right now here in Missouri that has eight appointments today and eight appointments tomorrow out in the field, right? I also know another agent that has like 12 appointments in office the next three days in a row, okay? So think about that, right? Face-to-face, still a good alternative, right? The next one is Zoom, okay? I'm big on running a Zoom appointment, virtual appointments, I love doing that, okay? And some agents starting to do more of that, which is okay, right? It can even be a phone call. I'm gonna give you a couple tips when you're doing a Zoom, okay? I had an agent I was talking to for three minutes the other day on Zoom and I looked at her and said, hey, what do you notice about me on Zoom? And she said these three things. She said, you focused and you talked 100% about me instead of about yourself, right? So report, you were also very engaging because you were always asking me questions and you were very engaging. She said, you were also always smiling and leaning forward, right? Body language is extremely important on a Zoom. You're on video, I love doing them on video, by the way, right? Even if your client doesn't wanna turn their video on, it's okay, turn your video on. Now, if you're in your pajamas at home and you got Mickey Mouse on the TV behind you, maybe go turn your video on, okay? However, if you wanna be engaging, help that report factor, right? All of this, everything I'm gonna talk about, it's a relationship, okay? They can buy Medicare from anyone on the planet. Why you? The relationship is the number one piece. Never forget that, okay? Never forget that. So Zoom's a fantastic way to do that. You gotta think, a lot of clients that are aging into Medicare, 65, 66, 67, 68 years old, they're used to being on Zoom's for work previously, right? They're used to FaceTime now a lot more, right? They're used to, et cetera, okay? They're on social, right? The next thing is, if you have an assistant, here's a couple things that an assistant can do to help you get some more sales, right? The first thing is, if you don't wanna do face to face, if you don't wanna do Zoom's, they can at least schedule calls. And when you're doing a call, you can keep it shorter. You could literally do like every 30 minutes. I mean, the agents could literally go for 10 hours and you could have 20 calls scheduled for one day because a lot of agents have hundreds of clients to get through or even thousands of clients to get through and they're worried about being able to help all those. Well, I mean, I think you could talk to at least 100 people per week if you strategize and you implement some strategies and you're smart about it and you're thinking ahead, right? If you have a team and downlines and LOAs, whatever, that can start to change. But just in general, start to think about how you can maximize your time and you scheduling all of your own stuff, maybe it's not the best way to maximize your time, right? Okay, so there's another idea. Also, I'm excited to share this one which is virtual events, okay? Our industry's behind. Most people are not going to do this. If I was you, here's what I would do, okay? I would specifically, and I'm gonna talk about it a little bit more in a second, but I would specifically try to update as many of my clients as I could and you could get them to bring a guest, you could actually promote it with ads, et cetera and you could promote it to all the leads you've ever worked that you didn't sell, right? So you could get more on it and I'm gonna talk about more of that in just a second. I got some crazy ideas that would be really good from a prospecting standpoint. I'm gonna give you three super creative, prospecting ideas. Maybe you've heard of, maybe you haven't in just a second. Okay, so stay with me. The third is I wanna actually talk through the appointment process because the appointment process, it's not like your whole appointment changes when you're selling someone turning 65 in July versus October. However, it kinda does in a few small ways, right? Because we always talk about warm up, back find, present, close, cool down, right? It's a little bit different. And I'm gonna give you three Rs, three Rs that make a lot of sense for what you're doing, okay? Three Rs, okay? The first Rs is still rapport. Again, relationship is the number one piece, super important, super important, always building a relationship. Second is review, right? You wanna review and compare what they currently have and then you wanna make a recommendation. You wanna recommend what you feel is best and what you feel is next, right? Repour, review, recommend and go ahead and make that recommendation. I'm missing an N, okay? I'm talkin' fast, okay? Repour, review, recommend, right? In your professional opinion, here's what I would do in your example based on everything that we're looking at and comparing to all the different plans, right? Repour, review, recommend, very simple. Anyone can do that. Get to where your appointment's getting overwhelming. You don't know what to do or if you're new to Medicare or sales, et cetera. Three Rs, they can absolutely help you do that. Now, I wanna go over some creative prospecting ideas. This is gonna be one of them. That I'm gonna update you on. It's gonna make a lot of sense and it's gonna be cool, okay? So the first one of the three is a local Facebook ad, right? And you want this to be educational focused. Most people, when they do something, they're all about, you know what I mean? It's like an infomercial and they're trying to pitch, you know what I mean? They're doing all that stuff. Make it educational focused during this time. People need answers, people have questions and here's the things that I'm gonna tell you to focus on, okay? From an ad standpoint, you want it to be, from the education, you want it to be about new updates, new updates. And this is for anything. I mean, you could use this specific data that I'm providing to you right now for a newsletter, a piece of mail, an email, whatever. It doesn't always have to be ad related. These are some ideas that make a ton of sense from a marketing perspective, okay? So it could be new updates. It also needs to be, this will help you, by the way, it needs to be time sensitive, right? That's what I call, it creates some urgency and it makes a lot of sense, okay? So make sure it's educational focused, right? You're trying to provide value. Like when I do these videos for YouTube, I don't get on and pitch you guys. I simply provide value about five times a week. And it's always educational focused, which is why you keep coming back for more, okay? The same thing for your clients. So think about that, right? That's the first one. The second one, which I absolutely love, is the virtual event, okay? Virtual event. And what it is, is it's a educational, again, everything's educational focused. You'll get the trend there. It's an educational webinar, but what I would have done or what I would do right now is I would send, I would make sure that all my clients knew. Maybe it's, maybe it's, maybe I'm mailing three letters. Maybe I'm sending three emails. Maybe I'm posting on social, right? I'm kind of trying to think of all these different ways to get as many of my clients on one virtual, or what I would do too is, because they may not be able to attend one. I would have three free educational webinars, different days and times, by the way. I wouldn't make it, oh, it's Tuesday, Wednesday and Thursday at six. What if the kids have games? What if they have church, right? So maybe it's a Tuesday night. Maybe it's a Friday morning. And then maybe it's a Sunday afternoon, right? Change it up, okay? Three different variations, but I would do three different live webinars. I would get it out to as many of my clients as possible, and I would want to update all of them. And here's the point, right? Here's the point. You want to update that client base on anything that's new or changing, okay? New or changing or changes, okay? And it also allows you to do it in a group capacity, instead of having to do it one by one, by one by one to 2,000, okay? Also, at the end, you can have them go ahead and schedule a free 10 minute review, and you can do that by tying it all into a landing page and Calendly, et cetera, et cetera. Okay, so those are specifically how you can tie in a virtual event where you're blasting it, right? Webinar style, I've got three free educational events to update you on everything for 2021, okay? So that's the second idea. The third one is, and I'm gonna replace this and throw the third one on top because I freaking love this idea. The third one is I always want to have a hit list if I'm releasing something new, especially if this is your first AEP, you know 50 people that are on Medicare, okay? Everyone knows 50 people on Medicare. I could ask Dylan behind the camera, I need 50 people that you know or that you know you or that your parents know that are on Medicare by the end of today. I guarantee you, he could complete that list. So can you, okay? Hit list, maybe we should do that, Dylan. Go ahead, let's go ahead and start, okay? Hit list, also you can get referrals, okay? Also you can get referrals, right? The key is to having the best AEP ever or your first AEP being a massive launch, okay? Put in the work, see the people and think outside the box. All right, you love this. This is right up your wheelhouse but let's put some numbers to it. You're like, dude, I wanna sell 100 policies this year I'm brand new to it, whatever. I'm gonna add 100 to what you're doing now. It's right there, go watch that. Today I wanna talk about how to write 100 Medicare policies during AEP of this year. All right, we're.