Entries by Bob Bever

Stay focused on earning money

At the beginning of the year, we talked about how to set realistic goals for the year, and how to make sure your opportunities from AEP didn’t slip away. If you’ve been dedicated about working hard on your plan this whole time, chances are you’re getting a little worn-out. Human nature being what it is, it’s easy to get busy on the things that don’t actually make you money.

To the senior health agents struggling to expand their business with ACA: Pivot!

Our Phoenix Health Plans agents in Arizona had to swallow a bitter pill last month when the carrier announced its 2016 Affordable Care Act plans are non-commissionable. (Don’t worry — PHP Medicare Advantage and dual-eligible plans will be paying agents for their business.) The rest of our contracted Medicare agents who have been working hard to expand their business with ACA probably threw their hands up last week when they heard United Healthcare, the nation’s largest carrier, lowered its projected ACA earnings and suggested it might exit the Marketplace in 2017.

Your game-changing mid-AEP pep talk

Between babysitting their existing book of business and chasing down quality Leads to create new business, agents are bound to be feeling a mixture of exhaustion and frustration at this point of the Medicare Annual Enrollment Period. Can you relate?

Be prepared for anything during your Medicare Advantage appointments

It’s surprising how much can distract you or take you away from your appointment time during the Medicare Annual Enrollment Period. That’s why you need to be prepared for anything, especially if you want high commission payouts in January. The first you’ll want to do is check your attitude. You don’t want to pre-judge a Medicare member by the condition of their house or their appearance — these things don’t always give you the right reading of who a person is. Track how many times you feel like you’re dismissing a sales opportunity because you’re being judgmental.

Why rent office space during AEP when you can meet prospects for coffee?

Renting office space for appointments during AEP can set you back at least $1,000 a month, which is what you can make in just one day running appointments back to back. In my 30 years of experience in the field I’ve found that if I can’t or don’t want to conduct all of my appointments at the kitchen table, the best place for me to meet with beneficiaries to discuss their Medicare options is actually much more inviting to them than a stuffy office.

Show clients what’s really going on with doctor compensation

Our recent Harbor Health Plan 2016 Medicare Advantage product roll-out meeting in Detroit was one of the few meetings I’ve been a part of where a single agent didn’t leave early (That’s directed toward those of you who have stepped out, say, a few hours before an industry affair was totally over — you know who you are). In case you missed it or are curious about what packed the house, let me give you a quick rundown here.