recovery care 101 by dan mangus
Post on 12-Jan-2015
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Presented By:Dan Mangus
Understanding the NeedUnderstanding the Need
Understanding the NeedUnderstanding the Need
Men Women
< 1 year 79% 74%
1-3 Years 13% 13%
3-5 Years 4% 6%
5 years + 4% 7%
Average Length of Nursing Home Stays
http://www.elderweb.com/node/2770
•Short Term Care•Rehabilitation from a hospital stay •Recovery from illness •Recovery from injury •Recovery from surgery •Terminal medical condition
Understanding the NeedUnderstanding the Need
http://www.longtermcarelink.net/eldercare/long_term_care.htm
“Medicare generally doesn’t pay for long-term care. Medicare also doesn’t pay for help with activities of daily living or other care that most people can do themselves. Some examples of activities of daily living
include eating, bathing, dressing, and using the bathroom. Medicare will help pay for skilled nursing or home health care if you meet certain
conditions.”http://www.medicare.gov/LongTermCare/Static/Medicare.asp?dest=NAV%7CPaying%7CGovernmentPrograms%7CMedicare#TabTop
• Presentation• You have a large base of leads already!• Set-up a yearly or biannual review with your
existing clients• Sole purpose of this appointment is to go over
“Other” areas of risk, Not Their Medicare Coverage• Do ask for referrals from each client
How to Sell Recovery CareHow to Sell Recovery Care
• The Close• Transitioning to the close
• “Lets go ahead and get the application filled out, that way we know you qualify for the plan”
• “Would you like to go ahead and try to qualify for the plan?”
• Many times a sale isn’t made simple because the agent didn’t ask, Are you interesting in having this coverage?
How to Sell Recovery CareHow to Sell Recovery Care
In Closing…In Closing…
• Be the Full-Service Senior Advisor• Ask the Questions• Be Informed• Present Additional Products in Every Home
1-800-689-28001-800-689-2800http://smsteam.net/
At Senior Marketing Specialists we have one goal: to do everything we At Senior Marketing Specialists we have one goal: to do everything we can to help the independent agent become successful in the Senior can to help the independent agent become successful in the Senior
Market. Market.
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