But when you meet the needs and provide the service, seniors will recommend you. For Myrna Knapp, owner of the Knapp Agency in Hickory Corners, Mich., it comes down to things like staying in regular touch with her Medicare Supplement clients. You can do this with seminars, newsletters, or mailings on Medicare changes, she says. Tending to family details, like involving the children in the purchase and keeping track of family changes, can make a big difference in building and keeping the relationship, Knapp concludes. Even sending a birthday card helps, she says.
Seniors love to receive birthday cards, even the men.
Attentiveness to seniors is not just a producer issue. Insurers also need to get educated on this, says Thomas L. West Jr., vice chairman of Info-One in the Houston office. Too often, the companies that sell and service products like income annuities aren t in sync with the market because they aren t the end user i.e., retirees or people needing income. Copyright 2001 by The National Underwriter Company in the serial publication. All rights reserved.