Plan Advisors Blog

Tips for Selling in a Retail Environment

Posted by Lance Hoeltke on Fri, Aug 21, 2020 @ 07:15 AM

The Annual Election Period and Open Enrollment Period are both fun times to be an insurance broker. It might not be your first thought, but selling Medicare in retail locations, like Walmart or CVS, can be great for your business and allow you to help people with Medicare questions. Keep reading for some tips on how to sell Medicare at a store kiosk.

About Selling Medicare in Retail Settings

Selling Medicare in retail settings during the Annual Election Period is a great opportunity for brokers. It is a chance for brokers to set up their own kiosks in retail locations near them and gather Medicare clients that way. Generally, booths will be set up near the pharmacy or near the checkouts where foot traffic is heaviest. Brokers will have marketing materials such as posters, brochures, and banners for their kiosks.

Brokers can sell Medicare in stores like Walmart if they are contracted with at least two of the top Medicare Advantage carriers. This program is designed to drive prospective clients to you, not the other way around. Brokers cannot approach prospects, but with the help of a friendly smile, Medicare beneficiaries won't hesitate to ask you questions.

Retail Sales Best Practices

As we mentioned, the opportunity to market your services in a local store throughout the Annual Election Period can be quite fruitful for your business. Here are some tips to help you make the best of it:

Set up your kiosk. Your table and display are one of the first things potential clients will notice. Keep your kiosk clean, orderly, and professional. Things like brochure racks can help create better visibility for your materials and give your station a more presentable and organized look. Stay close to the kiosk and operate from the side of the table with your chairs and space positioned for conversations without a barrier between you and prospective clients.

Be friendly and inviting. With most brokers being required to wear a mask in retail settings, it may feel difficult to make a friendly first impression. Nevertheless, it’s important to posture yourself in a welcoming manner. You’re someone these potential clients can trust and you should act like it. Remain standing and greet as many people as you can. It’s a simple way to start a conversation and invites passersby to interact with you. Don’t just be nice to store customers, though. Take time to get to know your colleagues throughout the store and let them know why you’re there and how you can help.

Make a name for yourself. Don't be an anonymous insurance salesperson. Introduce yourself and have real conversations with people. Bring plenty of business cards for distribution and make sure to wear your name tag. Attach your business card to the Direct Health tri-fold brochure and leave it at the kiosk after hours. Since this is the only piece that can be left, be sure to take advantage of the opportunity to keep your contact information available after hours.

Be prepared. You never know what might happen, so be prepared for any situation. Know your material front to back and have everything you need with you. Always be ready with an SOA, so that you are prepared for both "walk-up" appointments and scheduled appointments. If the wait is more than 30 minutes, communicate this upfront and encourage folks to return later in the day, or even provide some gift cards to get coffee nearby and return within the hour.

Be present, even when you’re not there. Your kiosk should still look nice and be a source of information even when you aren’t in the store. Attach your business card to brochures and leave them at the table after hours for people to pick up. If you're sharing the space with other brokers, make sure you consolidate all of your hours into one sign. 

For more tips on selling Medicare, make sure you follow us on Facebook or join our Facebook group if you’re contracted with Plan Advisors. Not contracted with Plan Advisors? Tell us a little about yourself to get started today!