Recovery Care 101 by Dan Mangus

Presented By:Dan Mangus

Understanding the NeedUnderstanding the Need

Understanding the NeedUnderstanding the Need

Men Women

< 1 year 79% 74%

1-3 Years 13% 13%

3-5 Years 4% 6%

5 years + 4% 7%

Average Length of Nursing Home Stays

http://www.elderweb.com/node/2770

•Short Term Care•Rehabilitation from a hospital stay •Recovery from illness •Recovery from injury •Recovery from surgery •Terminal medical condition

Understanding the NeedUnderstanding the Need

http://www.longtermcarelink.net/eldercare/long_term_care.htm

“Medicare generally doesn’t pay for long-term care. Medicare also doesn’t pay for help with activities of daily living or other care that most people can do themselves. Some examples of activities of daily living

include eating, bathing, dressing, and using the bathroom. Medicare will help pay for skilled nursing or home health care if you meet certain

conditions.”http://www.medicare.gov/LongTermCare/Static/Medicare.asp?dest=NAV%7CPaying%7CGovernmentPrograms%7CMedicare#TabTop

• Presentation• You have a large base of leads already!• Set-up a yearly or biannual review with your

existing clients• Sole purpose of this appointment is to go over

“Other” areas of risk, Not Their Medicare Coverage• Do ask for referrals from each client

How to Sell Recovery CareHow to Sell Recovery Care

• The Close• Transitioning to the close

• “Lets go ahead and get the application filled out, that way we know you qualify for the plan”

• “Would you like to go ahead and try to qualify for the plan?”

• Many times a sale isn’t made simple because the agent didn’t ask, Are you interesting in having this coverage?

How to Sell Recovery CareHow to Sell Recovery Care

In Closing…In Closing…

• Be the Full-Service Senior Advisor• Ask the Questions• Be Informed• Present Additional Products in Every Home

1-800-689-28001-800-689-2800http://smsteam.net/

At Senior Marketing Specialists we have one goal: to do everything we At Senior Marketing Specialists we have one goal: to do everything we can to help the independent agent become successful in the Senior can to help the independent agent become successful in the Senior

Market. Market.