Are you tired of hearing about why you should be taking advantage of the great opportunity you have to sell Dual SNP’s year-round? No? Good, because I’m not done talking about it! The biggest complaint I hear from agents that don’t want to bother with Dual Eligible beneficiaries is that DSNP members can change plans throughout the year, are harder to keep as clients, and agents eventually lose them much sooner than a regular MA client. So what’s the secret to retaining your DSNP business? Member outreach.
What does member outreach look like?
When dealing with your Dual Eligible clients, you need to be reaching out to them regularly. Make sure they know that you’re there for them when they have problems. By following my new member outreach strategy, your clients will not only see you being proactive with their insurance, but you’ll solve problems before they even arise!
5 steps to great member outreach (with a timeline!)
Step 1: Thank you letters (Next day or end of the week)
The first thing I do after enrolling someone in a Dual Eligible plan (I do this for every client of mine, not just Dual beneficiaries) is to send them a thank-you card, showing your appreciation for being their healthcare agent. To give it a more personal touch, I also like to include a picture of myself and hand sign the letter. Bonus points if you hand write the whole letter! (If you want to get some help on thank you letters, RBI works with print and fulfillment companies for huge agent discounts!)
Step 2: Call to follow-up (2 weeks after the appointment)
Two weeks after submitting the member’s application, give them a call and confirm that they got their member ID card. It’s the perfect time to order a new member ID card from member services if they haven’t gotten it yet. Just call member services with your client on the line.
Step 3: Ask how their coverage is going (30 days after receiving the member ID card)
After 30 days of their new coverage, remind your DSNP beneficiary of any outreach that carriers do for new members, like welcome calls or any Health Risk Assessments. Ask if they’ve seen their Primary Care Physician yet. (Especially if they’re seeing a new doctor!) Also confirm that they received any other materials related to plan benefits like OTC cards and catalogs.
Step 4: Help them contact doctors (2 months after enrollment)
Two months after enrolling them, if they still haven’t seen their doctor yet (when you asked them the previous month) then make sure and find any phone numbers they need to schedule a doctor visit. Make sure your members understand how all of their extra benefits work and how to utilize them.
Step 5: Make yourself available like clockwork (every other month after first doctor visit)
After I’ve made sure my DSNP clients know exactly how their plan works and how to use it, I follow-up every other month just to make sure they’re not having any problems.
Your members will appreciate that you’re being proactive rather than waiting for a problem to come up with their insurance. Keeping your DSNP clients (and all clients) on the books boils down to giving the best customer service possible. When you step up your member outreach and make sure your clients are utilizing the plans benefits to its fullest, you’re ensuring that your clients never need to seek out help from another agent.
Want more great Dual Eligible advice? Click here to see our webinar “Finding Dual Eligibles” and get started! Click here for a list of carriers in your area, or call RBI at 1-800-997-3107 to speak to our team! Let’s get YOUR Dual Eligible book of business activated today!