Overcoming Objections for Medicare

1. Cost Concerns:

   • Objection: "I'm worried about the costs associated with Medicare."
   • Response: Explain the different parts of Medicare (Part A, Part B, Part C, Part D) and clarify what each covers. Emphasize that some parts may have premiums, but many individuals qualify for premium-free Part A. Discuss available cost-saving options and state programs that can help cover costs.

2. Confusion About Coverage:

   • Objection: "I don't understand what Medicare covers and doesn't cover."
   • Response: Provide a clear and simple breakdown of what each part of Medicare covers. Offer examples of common medical services and expenses covered by Medicare. Explain the need for supplemental plans (Medigap) to fill in coverage gaps and provide more comprehensive protection.

3. Prescription Drug Coverage Concerns:

   • Objection: "What about prescription drug coverage? I have specific medications I need."
   • Response: Discuss Medicare Part D, which provides prescription drug coverage. Explain how beneficiaries can compare plans to find one that covers their specific medications at an affordable cost. Mention that it's essential to review and update their drug plan annually during the open enrollment period.

4. Doctor and Provider Network Worries:

   • Objection: "I want to keep my current doctor. Will Medicare allow that?"
   • Response: Explain that Original Medicare allows beneficiaries to see any doctor or specialist who accepts Medicare. If they choose a Medicare Advantage plan (Part C), they need to check the plan's network. Emphasize the flexibility and choices available to them within the Medicare framework.

5. Timing and Enrollment Concerns:

   • Objection: "I'm not sure when to enroll or if I've missed any deadlines."
   • Response: Clarify the initial enrollment period, special enrollment periods, and annual open enrollment periods. Emphasize the importance of enrolling on time to avoid late penalties and gaps in coverage. Provide resources for assistance in navigating the enrollment process.

6. Health Status and Pre-existing Conditions:

   • Objection: "I have pre-existing conditions. Will I still get coverage?"
   • Response: Reassure them that Medicare is available regardless of pre-existing conditions. Explain that they cannot be denied coverage or charged higher premiums based on their health status when enrolling in Medicare. Highlight the importance of timely enrollment to ensure they get the coverage they need.

7. Preference for Private Insurance:

   • Objection: "I prefer my employer's insurance. Why should I switch to Medicare?"
   • Response: Explain the benefits of Medicare, including comprehensive coverage, affordability, and the wide range of choices. Highlight situations where maintaining employer coverage may be more beneficial, such as employer-sponsored retiree plans or coverage through a working spouse.

Remember to tailor your responses to each individual's specific concerns and needs. Building trust and offering personalized solutions can go a long way in overcoming objections in Medicare sales.