 Welcome to another edition of insurance truth. Welcome back. I'm Cody miscarriage a mentor I am sitting hanging out with my buddy. Mr. Ron Comer, what's up, bro? How you doing Cody doing good, man? Ron is a Medicare supplement freak from Jefferson City, Missouri the best the best Medicare agent That I have ever known I've learned more about selling Medicare and getting in front of Medicare prospects Than this man than any other agent in the world and I'm gonna even before I even jump in I'm gonna give you guys a little context Ron, I remember what year it was probably like 2012 Ron sold over a thousand over 1,000 Medicare supplements in one single year. Is that true? Correct. How'd you do it, man? And it's like 92% of agents fail. Most agents can't sell a hundred MedSupps in a year Let alone a thousand. What makes you so different? Well, we use multiple sources of marketing. Okay, we do mail-outs We do seminars. We do referrals. Yeah, and you have to be willing to work Dude, and this dude works and when people say 80 hours a week, they don't really mean it They don't really work like when I say 80 hours a week I don't really work 80 hours a week. This dude works closer to a hundred hours a week Than 80 hours a week and they're gonna think I'm nuts. This dude's a freak and you gotta be willing to go wherever there's business so You you drive all over the state of Missouri, right every single day You're down in Springfield for the day because you have several appointments in my own office He's got several appointments till eight o'clock tonight till eight o'clock tonight busy running appointments. It's all about okay, so When you do mail-outs or when you do seminars like what sets you apart because I know when you do something You want to get attention. You want to grab attention immediately. You have to know your product And you know, okay, so expand on that So when you say you have to know your product you know into you know it in and out You know Medicare 100 times better than I do and I've sold plenty of Medicare over the phone in person Expand on that. You have to know your product. You have to do what's in the best interest of the client at all times In other words, it may be a Medicare Advantage plan or it may be a Medicare supplement Or it may be best that they stay right where they're at It's just whatever benefits the client and then if you expand on that and you drive that point home Yeah, and you show the knowledge in the presentation and the client's gonna realize You know what you're talking about once you get into your meeting. They're going to refer you and once that referral process stop starts I mean, it just keeps going. It's a snowball effect. So you between mail-outs Referrals seminars friends at church It just keeps going and then you got to be willing to work the hours and you got to let them know That you're willing to go wherever it needs. You know needs the business needs to be written. Yeah, how many seminars did you do? We've done We've done four in the last week Come on, man. If I don't jack you guys up, okay? You used to send out like when I first started you were sending out like How many pieces of mail we were male? We were male in the entire state. Everybody turning 65 Every month every month everybody turning 65. We were how crazy is that? That's tens of thousands of people every single month. We were spending a lot of money Dude, and that's the other thing you invest as much money back into your business or into your business before you even get paid As well as anybody I know What what inside you makes you take that jump and that leap to actually invest in your business with so many agents don't Well, you have to you have to do it if you're gonna be successful Dude, you get me jacked up. You made me want to sell meds ups now What's up? Let's do this. You've got you've got a new agent out there That's listening. They're like, hey, I don't know what to do. I'm struggling. I want to sell Medicare I want to be better at Medicare. What would your advice me to that new agent sitting there like? Help me run bring him along with you and show him exactly how to do it. Hmm. I Love that and you know what that's something they can do the agents agents don't realize this You're in you're down in here in our Springfield office, you know every couple weeks probably every week or two There's agents that can come and come down run appointments with them help them I mean you and you that's what's cool about Ron is he's got his Not only is he the most knowledgeable person I know about Medicare the ins and outs I mean just crazy stuff that really maybe you don't even need to know it's just nuts. He knows it but he also has a big heart and he's an honest honest ethical individual that Really does mean it when he says he really wants to take care of the client and do what's best He really wants to take care of the client and do what's best. Where's that come from? character Character the person you're dealing with agents can clients can feel that right most definitely yeah, is there a is there a is there a Prospect, I know you've got it. You've got your cells processed down your sales pitch You have everything you know what you're doing when you're doing it Is there a prospect that you get in front of that you cannot? If it's in their best interest to go with you is there ever a time where you aren't closing that cell We have a hundred percent close ratio unless I just simply can't afford it That's strong and you know what the fact that you added the little extra ad lib is good because it's not You may be able to close them But if they can't afford it and they're not going to hold on to it and it's not gonna be mutually beneficial for either of you don't want to waste your time because Just taking their money one time and they cancel the policy 30 days later is a waste of their time in years Exactly exactly when you sold over a thousand med subs in one year What was described that year and you as a salesperson a thousand med subs in one year? Describe it with one Single word if you had to do that you had to describe it with one single word and you had to say one word What would that word be work work, baby? work I Like it How did you learn so much about Medicare? There's so many agents that they're like Medicare so confusing. There's so much to Medicare I don't understand everything to do with Medicare How did you get to that point where you're like I don't care what they ask what comes up? I mean because you know that freaking Medicare and you guidebook like the back of your freaking hand Just got to get in and learn it You're gonna spend a lot of time on it And when you talk to enough people and you dive in and you put fear aside That's what happens. Well experience Do hate to use the word trial and error, but just from the just sheer fact of just doing it Yeah, you're gonna run the situations that just that are not in the handbook There's things that pop up that you just would never realize was there until it happened Insurance companies change their underwriting guidelines change their applications change their policy language in the policy Which could create a problem for you and the client if you're not aware of it until it happens hundred percent hundred percent All right, so If an agent you know what we talked about a new agent earlier Let's talk about an agent that maybe they've been the business a while They have some clients to have some renewals, but they're looking at you now and they're like I didn't sell a thousand That's up some one year. Heck. I didn't even sell 150 in one year What's what's something that small that they could add that could take them to the next level and propel them to where they're like You know what I can do more Well, we've started doing these seminars and they've you know, we're proven that they're being successful. Yeah Take something that you that you find it works and then mass produce it I love that mass produce that is exactly what I think of Rowan I think of someone running a Medicare sweatshop and mass producing what he's talking about and so There's people that do things Halfway or they think small or they only do so much Ron is a guy when he thinks about something How can I mass produce it to the level that I am exhausting every avenue possible? Thousand med subs in one year the Medicare man any final thoughts Mr. Comer, just stay focused. Okay, focus work hard and make your marketing dollars count Hmm make them count the insurance truth Thanks for watching if you liked this video if you enjoyed listening to Ron give us a thumbs up and click subscribe below We're bringing it strong a thousand med subs in one year. We're gonna keep bringing strong every episode Thanks for watching. We love you. We thank you. We appreciate you. Have an awesome rest of your day