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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.

I set the stage with a piece of information that applies to any open-access network plan you can sell during AEP. RB Insurance currently has Harbor Health Plan in Michigan, Allegian Health Plans in Texas and Phoenix Health Plans in Arizona available for agent contracting.

Help your prospects and existing clients looking to make a change see the difference between doctor compensation models that affect their freedom of choice. The differences between open-access networks and what are called capitated networks can be the deal breaker in your appointments this AEP. Your prospect or client is looking for freedom of choice as their bottom line, so why not show them where it is?

Open-access plans have similarities to PPO networks because a member does not need to get a referral from a primary care physician (PCP) in order to make an appointment with a specialist. Open-access plans that use a Fee For Service (FFS) model only pay doctors when you see them for care. On the other hand, many HMO networks today use capitated provider payments to control costs and access to health resources. That means members must receive a referral from a PCP to visit a specialist unless they have an existing treatment plan. Doctors in capitated networks are paid monthly regardless if patients see them or not.

The limitations don’t stop there with capitated networks. A patient often has a limited window of time to see the specialist they’ve been referred to. With open-access plans, patients can go to any doctor in the network as many times as they like without worrying about referrals or being surprised by a crowded PCP office.

There you go: Use freedom of choice as your sales pitch and educate your prospects and clients about how their care is received. Providing them with this information will increase your close ratio during AEP.

Following me, 6 Hours to 6 Figures author, speaker and 30-year industry veteran Brandon Clay got into his element as he let the audience in on his new online training series. He went over the nuts and bolts of the sales process, showing agents how to maximize each step’s potential for sales.

Brandon showed a lot of agents how to let new and already existing clients you’re still there for them after the sale and promoted life insurance. The goal, of course, is to lock in renewals and generate referrals. You can catch up with Brandon’s posts on our blog here to get in on his expertise.

Everyone loved what he had to say, and I think they’re all motivated to follow through on his word this AEP. I hope the same goes for you.

Call RB Insurance at (800) 997 3107 or email us to request your Harbor Health Plan, Allegian Health Plans or Phoenix Health Plans contracting today. Subscribe to our blog here to receive one weekly newsletter of sales tips from our experienced agents.

Harbor Health agents: Don’t miss out on our latest meeting!

Whether you’re new to Medicare sales and this is your first AEP or you’re looking to rejuvenate your senior business this sales season, our next meeting for Harbor Health Plan agents in Detroit is all about how RB Insurance and Medicare Compare are here to make it happen for you. More information about our event can be found here.

Take note we are requiring Harbor Health agents to attend our event on September 24 from 10 a.m. to 3 p.m. at the Embassy Suites Southfield (more information below). In order to receive free carrier Leads during AEP, you will need to complete a brief certification for our custom Lead Management System, the Medicare Sales Engine. That’s the only reason why we’re making attendance mandatory — we’re standing by with the easy to use tool that can help you convert Leads, close sales and complete all the necessary tasks that ensure prompt receipt of commission.

We also have two great speakers lined up to talk sales. Our founder and CEO Robert “Bob” Bever, the “RB” in RB Insurance, will be discussing Harbor Health Plan‘s unique network and how to discuss plan benefits with prospects. Bob will show you how to talk to prospects in a way that will make them ignore every other agent out there. 

Medicaid Expansion

Bestselling author, speaker and sales mentor Brandon Clay, who writes for our blog every Tuesday, will be presenting a shortened version of his groundbreaking 6 Hours to 6 Figures strategy for substantially increasing revenue for your senior insurance business. He’s offering all RB Insurance-affiliated agents exclusive access to his online training course.

If the mere mention of “online training course” reminds you of the drudgery that is annual AHIP certification, prepared to be pleasantly surprised that someone in the industry has crafted an educational program that speaks directly to agent’s interests and aspirations. Brandon aims to show agents how to get themselves in front of more potential clients by practicing simple techniques such as compliant final expense cross-sales, methods of regular communication with clients and how to tactfully request referrals.

Oh, lunch and refreshments will be provided in case you need another reason to save your seat at our event.

You can register by phone by calling (800) 997 3107. Online registration is available here.

What: Medicare Compare and Harbor Health Plan 2016 Medicare Advantage Product Rollout

When: Thursday, September 24, 2015, 10 a.m. – 3 p.m.

Where: Embassy Suites Southfield

28100 Franklin Rd.

Southfield, MI 48034

Why: Agents who want to work free carrier Leads this AEP need to complete Medicare Sales Engine training. Agents will also learn sales strategies for securing clients by highlighting unique plan benefits and payment models.

Who: Founder and CEO Bob Bever and author, speaker and sales mentor Brandon Clay

Register here.

Allegian and Harbor Health Plan expand their market share for 2016!

RB Insurance is ready to make more sales happen for our affiliated agents in Texas and Michigan. Allegian Health Plans in the Lone Star State and Harbor Health Plan in the Great Lakes State are set to offer extremely competitive Medicare Advantage plans in new counties for 2016, expanding their total market share.

Allegian Health Plans Shines in an under-served market

Formerly known as Valley Baptist Health Plans, Allegian started as a physician’s network in southern Texas over 15 years ago, providing health care services to Texas residents under Allegian Advantage Insurance Company. It contracted with employers in the lower Rio Grande Valley to administer health benefits to employees. On January 1, 2014, Allegian Advantage made its debut as Texas’ newest HMO providing medical, hospital and prescription drug coverage to Medicare beneficiaries in the lower Rio Grande Valley. The plan was huge success and offered some of the best care in an under-served market.

Harbor Health Plan offers coverage to Motor City members

Since 1996 Harbor Health Plan has provided health care services to Michigan residents, first as ProCare Health Plan and now as Harbor Health Plan, administering Medicaid benefits to residents of Wayne County. Offering what some would call a superior Care Delivery System with over 1,500 contracted physicians and 10 major hospitals in the Detroit area. On January 1, 2014 Harbor Health Plan officially launched Harbor Advantage, a Michigan-based HMO that provides medical, hospital and prescription drug coverage to Medicare beneficiaries living in Wayne County.

Why should you pay attention to these excellent plans

Simply put, these two plans are in a great position to build on their momentum and they want to share their success with independent agents by providing you direct carrier leads. In Texas, Allegian is expanding into San Antonio and El Paso counties for 2016. If you’re an agent working in these markets, add Allegian to your portfolio of senior products to give your clients the freedom to choose the specialist that’s right for them.

In Michigan, Harbor Health Plan is set to hit a home run as it expands into Macomb and Oakland counties for 2016.

As an agent, you’ll love how easy it is to work with these carriers. Even though the benefits aren’t available yet, their Unique Care Delivery System (Open Access, No Referral Networks) provides an unique selling position for you as an agent. Keep checking The Agent’s Advantage and bookmark our redesigned website to say updated!

Your clients will appreciate the freedom to choose how they receive their healthcare as part of a member-focused health plan. Best of all, you’ll receive the maxmium CMS-allowable commission when you choose to represent one of these great plans paid to you directly.

So, are you ready to take advantage of this expansion opportunity? Click here to begin your easy, two-step Harbor Health Plan contracting. Allegian Health Plans contracting is just as easy — just click here.