Never Lose Sight of Those We Serve
Finding Purpose Beyond Profits: A Personal Journey Through Medicare Insurance Sales
In the complex world that is Medicare Insurance sales, I have at times felt like I were going down a rabbit hole. Trying to absorb all the ins and outs, the rules and the exceptions, was overwhelming and I questioned whether it would be worth the effort. Also, everything in the field is constantly changing. We get accustomed to the products and benefits for one year, only to find that it is time to do the same for the next year. I currently work with 8 different Medicare insurance carriers, and at times, I find myself caught up the numbers, the percentages, the copays, the premiums.. and it seems to never end.
The industry can often feel very lonely as well, with everyone seemingly fighting over leads and trying to stand among a large group. I would even describe it as cutthroat at times, especially during our major enrollment periods, where the bulk of what earn as agents and brokers is made. Sometimes I think I do not belong, because ever since childhood, I have been a shy, sensitive and some have even said a “people pleaser.” I do not always succeed in a competitive atmosphere, where many of my colleagues seem to thrive.
Then there are the dollar signs. I remember, as a new hire at my company, carefully studying commission tiers to see what I would earn with a certain number of enrollments per week. It was like playing chess in a world where I would rather be playing something more collaborative. Of course, I chose this career to make a living, but I have had to check myself every now, and then to remind myself that this is the real world, a world full of people in need of better coverage for their healthcare needs, and a world full of people to whom you may be the only one a caller speaks to in the course of that day.
So, we must not lose sight of what we are really doing when we make or receive a call from someone in need. These leads we talk about so much are real people, all of whom have an important story to tell us. It is my loyal clients who keep me going when the rest of my field can feel overwhelming. It is satisfying to make enrollments, but there is nothing better than, at the end of a call, the person on the other end of the phone is tears because they are relieved, or when someone says, “You’re the first person willing to listen to me and help me.” That is where the true satisfaction lies, if I can lay down to sleep at night knowing I have made the lives of those I interacted with just a little bit easier.
Overall, the world of Medicare insurance sales should be tailored more toward learning more about the people we help, and not a potential commission. I will never be that kind of agent, no matter what the pressures are to do so. A rule that I have followed throughout my career has been to never recommend something to a perspective beneficiary that I would not want for myself or my parents, and I hope I never lose sight of that.
