1. TMK1536 0610Agent training only. Not for sales use. Creating Effective Medicare Supplement Seminar Marketing Andy King TMK1536 0610Agent training only. Not for sales use.

2. TMK1536 0610Agent training only. Not for sales use. Seminars can help generate thousands of Senior sales In times of turmoil – Seniors want answers and reassurance – you can give them both! Heres 5 easy steps to effectively use seminars with Senior Citizen Groups in your area TMK1536 0410Agent training only. Not for sales use.

3. TMK1536 0610Agent training only. Not for sales use. STEP 1 APPROACHING SENIORS WITH A SURVEY TMK1536 0410Agent training only. Not for sales use.

4. TMK1536 0610Agent training only. Not for sales use. APPROACHING SENIORS WITH A SURVEY Have every Agent in your office fill out the survey with EVERY SENIOR with whom they speak, using the following script. Step 1

5. TMK1536 0610Agent training only. Not for sales use. Mrs./Mr. Jones, many new changes in Medicare supplemental plans have been recently announced by the Federal Government. Many seniors are very concerned as to how their coverage might be impacted from these new changes. As you may know, the Federal Government and Medicare (CMS) have recently introduced a new set of Standardized Plans – many seniors do not understand these, and worse yet, some may not have even heard of these important new changes yet. Step 1

6. TMK1536 0610Agent training only. Not for sales use. As a part of my Companys public services, they have assigned me the task to complete a survey with every senior who belongs to a Senior Citizen Group, to offer a free educational program on how the governments new changes might affect them. We DO NOT sell any of our products at our meeting, EVEN IF ASKED – it is simply informational to answer everyones questions. Step 1

7. TMK1536 0610Agent training only. Not for sales use. We keep it light and also provide everyone attending with several gifts of their choice. The benefit we hope we gain will be that your members will value our knowledge. We want to meet new friends and hope theyll keep us in mind later for any future needs. Please assist me with this survey so I can contact the leadership of your local senior group. Step 1

8. TMK1536 0610Agent training only. Not for sales use. Step 1

9. TMK1536 0610Agent training only. Not for sales use. Each Agent should complete 20 or more surveys each week Show Agents how to conduct calls to leaders of the Senior Citizen Group Objective is to call each groups President, Secretary or Treasurer to offer informational meeting, and secure a meeting date You must show your Agents how to do this Step 1

10. TMK1536 0610Agent training only. Not for sales use. STEP 2 CALLING THE PRESIDENT, SECRETARY OR TREASURER TMK1536 0410Agent training only. Not for sales use.

11. TMK1536 0610Agent training only. Not for sales use. The following items are extremely important to make clear on the call: A.Use the referring members name when you introduce yourself B.No selling at the meeting – do not offer our products at the meeting Step 2

12. TMK1536 0610Agent training only. Not for sales use. The following items are extremely important to make clear on the call: C.Informational only – provide an overview of Medicare changes; do not discuss Medicare Advantage benefits under any circumstances. At the end of meeting, allow time for Q & A. D.Senior Value Pack – every attendee will receive the introductory offer of their choice: MedFacts Kit, ChildSafe Kit, Memorial Guide or $3,000 Accident Policy* Step 2 *Availability varies by state

13. TMK1536 0610Agent training only. Not for sales use. STEP 3 NO COST ADVERTISING FOR YOUR EVENT THROUGH PUBLIC SERVICE ANNOUNCEMENTS TMK1536 0410Agent training only. Not for sales use.

14. TMK1536 0610Agent training only. Not for sales use. Secure the Senior Citizen Group officers permission in writing to use their groups name in your ads Make sure ads are approved through Home Office prior to use Once secured, you may call EVERY TYPE of media outlet to place the Public Service Announcements – TV, radio, newspapers Step 3

15. TMK1536 0610Agent training only. Not for sales use. STEP 4 DOOR PRIZE DRAWING TMK1536 0410Agent training only. Not for sales use.

16. TMK1536 0610Agent training only. Not for sales use. Purchase three (3) useful items Prize should cost you a nominal fee Spare no expense on professional gift wrapping Position prizes so theyre highly visible and refer to them frequently (the door prize drawing is coming up soon and you could be a winner) Theyll stay until the end of the meeting to participate in the drawing Step 4

17. TMK1536 0610Agent training only. Not for sales use. To be eligible for the Door Prize gifts and receive the Senior Value Pack items, attendees must fill out the Door Prize Drawing Form Door Prizes will be given immediately; Senior Value Pack prizes will be sent by special delivery Your agents will later special delivery the items that everyone receives Step 4

18. TMK1536 0610Agent training only. Not for sales use. STEP 5 DOOR PRIZE DRAWING FORM TMK1536 0410Agent training only. Not for sales use.

19. TMK1536 0610Agent training only. Not for sales use. Step 5

20. TMK1536 0610Agent training only. Not for sales use. Note that the form does not ask for a phone number Seniors will not complete it if you do, and we dont want calls made anyway Prizes will be sent by special delivery Step 5

21. TMK1536 0610Agent training only. Not for sales use. Be sure to have plenty of sharpened pencils or pens on hand – one for each member attending FULLY flesh out the value of each introductory item Use your Laptop Presentations and a projector to explain value Step 5

22. TMK1536 0610Agent training only. Not for sales use. Senior Group Seminars allow you an opportunity to answer many questions and alleviate concerns Seniors may have. Take your Branchs production to a whole new level! RECRUIT NOW!