When Your Client Wants a Plan You Don’t Want to Sell

The worst thing you can say about an insurance agent is that “they are very high pressure.” We recoil from any association with the parody of agents we see on TV, especially in Medicare sales, which is meant to be a very soft sale. We typically offer dozens of plan options and they each pay similar commissions. Many of my clients already have an idea of the plan they want. “I’ll take what Earl has, he’s been very happy with Plan X,” I’ve heard to some degree or another.  Even when I think Plan X is a terrible plan, I always honor my client’s request and present that plan. However, once my client fully understands Medicare and their options alongside the plan they requested, I then bring up other options. Suffice to say, 99 percent of the time, the client comes around to my recommendation.