Annual Enrollment Period Checklist

RBI’s Senior Sales Coordinator: James Gramp

About the Author: With his signature common sense, quiet good humor, and brilliant customer service, Jim is an integral part of the RBI team — we’d go so far as to say we’d be lost without him! An Arizona native, Jim manages agent relationships for the East Coast and specializes in the RBI agent tools, especially the Agent Market Edge. Jim has been a licensed health insurance agent for 2 years, and has worked at RBI for almost 3 years. An accomplished bassoonist, he is known around the office for his amazing musical skills. In addition to keeping busy around the office, Jim frequently contributes to our blog, bringing a new agent’s perspective to the RBI online presence.

Annual Enrollment Period Checklist: Are you Ready to Sell?

Can you believe that it’s almost August already? It seems like every year the Annual Enrollment Period creeps up on us faster and faster.  Don’t be that agent that is scrambling to finish his AHIP and carrier certifications in September and then wants to know why he can’t pick up sales materials because he’s not showing up as “Ready to Sell.”  Without further ado I present to you, my personal AEP checklist.

AHIP

It’s that four letter word we all love to hate.  Unfortunately it’s just one of many requirements to sell Medicare Advantage and it’s also the first step you should be taking in order to prepare for the Annual Enrollment Period.  Now, if you’re one of those agents that doesn’t sell MA then I have news for you, you’re leaving money on the table.  In a previous blog post, I talk about why agents should consider adding Medicare Advantage products to their portfolio, just follow the link above to read more!

Haven’t taken your AHIP yet?  Look no further, follow this AHIP link to receive your $50 discount… But wait, there’s more!

100% AHIP Reimbursement

Annual Enrollment Period

  1. Use RBI’s AHIP link to take the 2018 certification
  2. Contract with 2 MA carriers through RBI
  3. Make 5 MA sales with RBI carriers
  4. After the plans become effective, receive a $125 check in the mail!

OR

  1. Use RBI’s AHIP link to take the 2018 certification
  2. Contract with Bright Health
  3. Make 1 Bright Health sale during the Annual Enrollment Period
  4. After the plan becomes effective, receive a $125 check in the mail!

Carrier Certifications

If you didn’t quite get your fill of online testing from the AHIP, there’s always carrier certifications as a nice dessert.  Not sure when the specific carriers are launching their certifications?  Follow this link to our 2018 Master Certification page where you will be able to see if and when the various Medicare Advantage carriers plan on releasing their certifications.

Be sure to knock out carrier certifications as they become available.  The reason for doing them right away is, if you’re not marked as “Ready to Sell” with a carrier, you will not be able to pick up any marketing materials or sales kits for the upcoming AEP.

Do I need to Add any Products to my Portfolio?

Now is the time when carriers are releasing benefit information for the 2018 plan year.  In fact, Aetna, Humana, and United Healthcare have already released first look benefits for the new plan year.  Curious to find out how these carriers are looking in your market?  We’re always one call away!

Is my FMO holding up their end of the Bargain?

Now is also the perfect time to evaluate whether your FMO is holding up their end of the bargain, they should work for you.  If your Field Marketing Organization doesn’t provide anything in the way of marketing support, it might be time to re-evaluate your relationship.  Check out this blog article from RBI Director of Marketing, Justin Bever, where he talks about how your FMO should be working for you.  These are things I consider when choosing who to put my Medicare business with:

  1. Sales Training + Coaching
  2. Marketing Support
  3. Compliance Support
  4. Accessibility

Develop a Marketing Plan for AEP

The most successful agents don’t go into the busiest time for Medicare brokers without a plan of attack.  At RBI, we routinely develop marketing plans with our agents the M.A.P.S. way.  We call it the M.A.P.S. method because we believe that your marketing plan should be Measurable, Actionable, Profitable, and Scalable.  Check out my blog post that I linked to above to learn all about the M.A.P.S. method for success.

A few things your plan might include:

  • Direct Mail campaign
  • Educational/Sales Events
  • Establishing Community Referral Networks

A lot of agents I speak with only look for referrals from their existing book of business but are totally ignoring a HUGE opportunity when it comes to getting referrals within your community.  The easiest place you can start is your very own doctor’s office.  If you’ve ever wondered how an agent is able to be successful in this industry without breaking the bank by purchasing leads, here’s your answer: Community Marketing.  Not sure how, or where to start?  Check out my blog post, “Building Your Referral Network” and download the free white paper where I demonstrate how to get started!

Annual Enrollment Period

Sing it with me now, “It’s the most wonderful time of the year.”  I know, I know, it’s way too early for Christmas songs.  In all seriousness, the most successful agents don’t go into the Annual Enrollment Period without a plan, and if you’ve done it right you’ll be singing along with Andy Williams after AEP is over.

Don’t let another AEP pass you by without meeting your sales goals!  RBI has the tools, marketing support, and most importantly, the expertise to turn you into a “Sales Champion.”  Give RBI a call today to learn all about how we do things differently than our competitors. 1-800-997-3107.



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OEP

M.A.P.S. Method for Success: AEP Planning

RBI’s Senior Sales Coordinator: James Gramp

About the Author: With his signature common sense, quiet good humor, and brilliant customer service, Jim is an integral part of the RBI team — we’d go so far as to say we’d be lost without him! An Arizona native, Jim manages agent relationships for the East Coast and specializes in the RBI agent tools, especially the Agent Market Edge. Jim has been a licensed health insurance agent for 2 years, and has worked at RBI for almost 3 years. An accomplished bassoonist, he is known around the office for his amazing musical skills. In addition to keeping busy around the office, Jim frequently contributes to our blog, bringing a new agent’s perspective to the RBI online presence.

M.A.P.S. Method for Success: AEP Planning

You’ve probably heard us folks at RBI talk about M.A.P.S before and are probably wondering what a map has to do with Medicare.  Look no further!  When we talk about M.A.P.S, we’re referring to how we build our agents marketing plans, particularly for AEP.  What does M.A.P.S. stand for you ask?  At RBI, we believe your marketing plan should be:

AEP

M – measurable

A – actionable

P – profitable

S – scalable

This is by no means a one size fits all approach.  We will sit down with you, analyze your business and what your goals are in regards to your Medicare business and will tailor it to your specific needs and goals.

But wait, there’s more!

Every 5 Sales Drive

In addition to helping you develop a successful marketing plan, RB Insurance Group will actually make your marketing dollars stretch further with our Every 5 Sales Drive.  Here’s how it works:

  • Must be contracted with at least 2 Medicare Advantage carriers with RBI to participate
  • Earn $125 marketing credit for every 5 MA sales you submit with RBI as your upline
  • Credits roll over from month to month and across calendar years; you will never lose your credits!
  • Program available for direct contracted agents only
  • Similar programs available for agencies.  Credit amounts will differ

You can keep track of your credits through the Agent Market Edge portal, which is RBI’s own marketing portal where agents keep track of their marketing credits and can purchase marketing collateral.  We produce all of our marketing collateral through our partner, Touchstone Marketing, and are able to offer these services at steep discounts and wholesale pricing to our agents!

Watch our “Medicare Marketing Madness” webinar where RBI Director of Marketing, Justin Bever, shows you exactly what a successful marketing campaign looks like.  Simply click the link above, register for the webinar, and the recording will start playing automatically!

Now is the time to develop your plan of attack for the upcoming Annual Enrollment Period!  Don’t get caught off guard, give us a call to ensure that you have the most competitive products in your senior portfolio! 1-800-997-3107



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OEP

Senior Insurance Acronyms for New Medicare Brokers

Senior Insurance Acronyms


RBI’s Senior Sales Coordinator: James Gramp

About the Author: With his signature common sense, quiet good humor, and brilliant customer service, Jim is an integral part of the RBI team — we’d go so far as to say we’d be lost without him! An Arizona native, Jim manages agent relationships for the East Coast and specializes in the RBI agent tools, especially the Agent Market Edge. Jim has been a licensed health insurance agent for 2 years, and has worked at RBI for almost 3 years. An accomplished bassoonist, he is known around the office for his amazing musical skills. In addition to keeping busy around the office, Jim frequently contributes to our blog, bringing a new agent’s perspective to the RBI online presence.

Senior Insurance Acronyms

for New Medicare Brokers

Compiled by RBI’s Senior Sales Coordinator: James Gramp


Are you a newly licensed Health producer?  Can’t wrap your head around the seemingly endless list of Senior Insurance Acronyms? Look no further!  This post is just for you, a new agent who’s looking to get started in the Senior Health Insurance (Medicare) market.

Consider your options: Best Contracting Partners

A few things before we jump in that you should be thinking about when choosing to work with an agency or contract directly with the insurance company:

  1. Do new agents receive training opportunities?
  2. Does marketing support come with the contract?
  3. Are the most competitive products in my area available with this partner?
  4. Does this partnership include CRM systems or other tools to keep track of your clients and potential clients?

The bottom line is, your FMO should work for you.  In the post I just linked to, Justin Bever, our Director of Marketing, highlights exactly how your FMO should work for you and ultimately help you reach and exceed your business goals!

Without further ado, I present you with the ultimate abbreviation cheat sheet!

Senior Insurance Acronyms for New Medicare Brokers:

MA – Medicare Advantage

MAPD – Medicare Advantage Prescription Drug plan

HI – Hospital Indemnity

FE – Final Expense

SOA – Scope of Appointment form: Permission slip to talk to beneficiaries who aren’t already your clients about specific benefits of MA plans.  The SOA should be signed by the beneficiary 48 hours prior to appointment.

HMO – Health Maintenance Organization: Type of Health plan, must use plan doctors for covered services.  Members are assigned a Primary Care Physicians and require referrals to see Specialists (dermatologists, cardiologists, etc.)

PPO – Preferred Provider Organization:  Type of Health plan where members can go out of network for care.  Going to in-network providers offers better co-pays/co-insurance

PFFS – Private Fee For Service: type of MA plan that may or may not cover prescriptions.  Only MA plan that you can buy a stand-alone PDP as long as the PFFS doesn’t already cover prescriptions.

SNP – Special Needs Plan: Medicare Health plans for people with special needs.  There are 3 different kinds of SNP’s; I-SNP, D-SNP, and C-SNP.

I-SNP – Institutional Special Needs Plan: plan for beneficiaries needing treatment from a LTC facility for more than 90 consecutive days.

D-SNP – Dual Special Needs Plan: Designed for people with Medicare and Medicaid

C-SNP – Chronic Special Needs Plan: Designed for people with chronic health conditions

Med-supp/Medigap – Medicare Supplement: offers plans A through N.  These plans are standardized and offer the same benefits regardless of carrier.

PDP – Prescription Drug Plan: Rx coverage, typically sold with Medicare Supplements.

LIS – Low Income Subsidy: Federal program to help with Rx costs.  Need to make under 150% of the Federal Poverty Level to qualify.

MSP – Medicare Savings Program: Federal program designed to help with premiums, co-pays, and co-insurance. Different levels of help are: QMB, SLMB, QI-1. Make under 135% of the FPL to qualify.

AHIP – America’s Health Insurance Plans: company that provides the core medicare certification required to sell Medicare Advantage plans.

AEP – Annual Enrollment Period: 10/7 through 12/7, period when Medicare beneficiaries can enroll in a MA/MAPD or a PDP.

SEP – Special Enrollment Period: period that you can enroll in an MA/PDP plan outside of AEP

IEP – Intial Enrollment Period: 3 months before, the month of, and 3 months after your 65th birthday.  Can enroll in any Medicare Health Plan during this time.

OEP – Open Enrollment Period for Medicare Supplement: 6 months after a Medicare beneficiary is enrolled in Medicare Part B and is 65 or older.


If you’re looking for a partner to grow your new business, look no further! We love helping agents get started — whether you’re a brand new agent, or you’re getting back into the market after being away: welcome! Call us today to learn about opportunities to work together: 1-800-997-3107



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