If you work with seniors, chances are you’ve heard this question from clients and from other agents. After the pandemic pushed most of us into virtual meetings, it’s natural to wonder: should we go back to in-person appointments, or stick with what’s become the new normal?
The answer isn’t one-size-fits-all. It really depends on your clients and on your work style.
For many Medicare beneficiaries, a handshake and a conversation at the kitchen table still mean something. A lot of seniors feel overwhelmed by robocalls and national TV ads and appreciate meeting with a real, live person.
In-person meetings help you build trust quickly, especially when clients are making decisions that feel big or confusing. It’s easier to read body language, gauge understanding, and walk clients through plan summaries or formularies when you’re sitting across from them.
Let’s be honest, virtual appointments are much more efficient than in-person meetings. They can save you time, cut down on driving, and allow you to serve a wider area without sacrificing service. For many agents, it’s the only way to keep up during the AEP.
But it’s important to remember that your work isn’t done once the paperwork is complete; that’s actually when the relationship begins. Yes, getting clients enrolled is important, but what you do next matters even more.
A great strategy is to start virtually during the busy season, then let clients know you’ll follow up in person after open enrollment, not to sell, but to help them understand how to use their plan. This level of service builds trust, gives you the opportunity to cross-sell ancillary supplemental products, and often leads to referrals.
When clients see that you’re genuinely there to help, they’re far more comfortable introducing you to friends and family.
Whether your style is kitchen-table conversations, Zoom calls, or a mix of both, AHCP can help you make the most of it. From carrier relationships to training to marketing support, we’ll back you up so you can focus on doing what you do best: serving your clients in the way that works for you.