Posts

MA-OEP is back!

Medicare cost-sharing

Charlie Ferrell, National Sales Manager

About the Author: Charlie started his senior insurance career after a brief 30-year stint in the restaurant industry. In the 12 years since then, he has been blazing trails and setting standards for excellence all over! A native of Utah, he has been a state manager for RBI as well as an MGA for UHC, Coventry, Molina and other carriers! Charlie came to RBI as the National Sales Manager in 2015, and has been dubbed the “Medicare Encyclopedia” our staff and agents alike. Charlie specializes in the Dual-Eligible market and is leading the charge behind many of RBI’s new training initiatives!

MA-OEP is Back!

Beginning this year the Centers for Medicare & Medicaid Services (CMS) have given Medicare Advantage (MA) beneficiaries an additional enrollment period called the Medicare Advantage Open Enrollment Period (MA-OEP.)

What this means for Beneficiaries

Each year, starting on January 1st, Medicare Advantage members will be able to make a one time plan change through March 31st of each year.

Agents that have been around for a while remember that the Open Enrollment Period (OEP) was critical for people who failed to change plans during the Annual Election Period or those who made the wrong choice and only realized it when they tried to use their plan in January. This new enrollment period helps protect beneficiaries who may only look at how their co-insurance and co-pays are changing, but may not realize that their doctor will no longer be accepting the Insurance/Plan they haveIt also gives us another three months of selling to increase our customer base.

It’s in your and your Client’s best interest

For new agents who have yet to experience an OEP, you might be scared that all your your new clients could leave and all of your commissions would be charged back and … you would be right! This puts more burden on you the agent to put them in the correct plan in the first place, which is a good thing if you ask me! Make sure you call your clients the first week in January and find out if their plan is working correctly for them. OEP gives you a chance to correct plans if you find out that your client’s doctors are no longer in network after the first of the year. It also allows YOU to market yourself and gain new clients from those agents that are not returning phone calls or following up on their clients needs.

How does OEP protect your business?

It never fails that I have someone call me after December 7th saying they want to sign up for the plan now and I have to tell them “It’s too late, you are locked into your current plan until the end of next year unless you move out of the county.” Even worse is the client that calls me in January looking for my help and another agent put them on a different plan just to make a commission. I have had it happen. An agent “stopped by” just to go over her Medicare even though she told them she had an agent and was already signed up. Next thing you know they are on a different plan and I can’t help them. OEP gives you the chance to keep that business and allows you inoculate your clients from agents that want to poach your business. It forces you to do your job… or someone else will do it for you!

21st Century Cures Act

The 21st Century Cures Act allows all Medicare beneficiaries one change during OEP. The law also prohibits carriers from advertising to consumers to utilize the OEP to change plans. It’s up to us to educate our clients and potential clients of the upcoming changes. If you have a penchant for reading ridiculously long and boring Congressional Statutes, then you can read about this new law in its entirety right here!

Keep up to date with the latest in Medicare news by subscribing to our blog on the right hand side of your screen! 



CMS call recording
2022 AHIP
2020 ahip discount certification
Medicare cost-sharing

MA-OEP is back!

Medicare cost-sharing

Charlie Ferrell, National Sales Manager

About the Author: Charlie started his senior insurance career after a brief 30-year stint in the restaurant industry. In the 12 years since then, he has been blazing trails and setting standards for excellence all over! A native of Utah, he has been a state manager for RBI as well as an MGA for UHC, Coventry, Molina and other carriers! Charlie came to RBI as the National Sales Manager in 2015, and has been dubbed the “Medicare Encyclopedia” our staff and agents alike. Charlie specializes in the Dual-Eligible market and is leading the charge behind many of RBI’s new training initiatives!

MA-OEP is Back!

Beginning this year the Centers for Medicare & Medicaid Services (CMS) have given Medicare Advantage (MA) beneficiaries an additional enrollment period called the Medicare Advantage Open Enrollment Period (MA-OEP.)

What this means for Beneficiaries

Each year, starting on January 1st, Medicare Advantage members will be able to make a one time plan change through March 31st of each year.

Agents that have been around for a while remember that the Open Enrollment Period (OEP) was critical for people who failed to change plans during the Annual Election Period or those who made the wrong choice and only realized it when they tried to use their plan in January. This new enrollment period helps protect beneficiaries who may only look at how their co-insurance and co-pays are changing, but may not realize that their doctor will no longer be accepting the Insurance/Plan they haveIt also gives us another three months of selling to increase our customer base.

It’s in your and your Client’s best interest

For new agents who have yet to experience an OEP, you might be scared that all your your new clients could leave and all of your commissions would be charged back and … you would be right! This puts more burden on you the agent to put them in the correct plan in the first place, which is a good thing if you ask me! Make sure you call your clients the first week in January and find out if their plan is working correctly for them. OEP gives you a chance to correct plans if you find out that your client’s doctors are no longer in network after the first of the year. It also allows YOU to market yourself and gain new clients from those agents that are not returning phone calls or following up on their clients needs.

How does OEP protect your business?

It never fails that I have someone call me after December 7th saying they want to sign up for the plan now and I have to tell them “It’s too late, you are locked into your current plan until the end of next year unless you move out of the county.” Even worse is the client that calls me in January looking for my help and another agent put them on a different plan just to make a commission. I have had it happen. An agent “stopped by” just to go over her Medicare even though she told them she had an agent and was already signed up. Next thing you know they are on a different plan and I can’t help them. OEP gives you the chance to keep that business and allows you inoculate your clients from agents that want to poach your business. It forces you to do your job… or someone else will do it for you!

21st Century Cures Act

The 21st Century Cures Act allows all Medicare beneficiaries one change during OEP. The law also prohibits carriers from advertising to consumers to utilize the OEP to change plans. It’s up to us to educate our clients and potential clients of the upcoming changes. If you have a penchant for reading ridiculously long and boring Congressional Statutes, then you can read about this new law in its entirety right here!

Keep up to date with the latest in Medicare news by subscribing to our blog on the right hand side of your screen! 



CMS call recording
2022 AHIP
2020 ahip discount certification
Medicare cost-sharing

Top Ten Ways to Promote Yourself on a Budget

Top 10

We are all searching for free or inexpensive marketing methods to increase our bottom line. We at the Agent’s Advantage have compiled our top ten low-cost (and no-cost) ideas which will pay dividends year-round. Some immediately, others long-term.

  1. Ask for referrals! You know someone is going to talk to your client’s friends. It might as well be you!
  2. Host monthly educational events i.e. “Medicare 101” at your local senior center, church or apartment complex. Educational events do not have to be reported to CMS. Knowledge sells!
  3. Become an active member of your community and establish yourself as THE Medicare insurance expert. Consider purchasing ad space in newsletters, sponsoring BINGO, or volunteering at a senior center.
  4. Never underestimate the power of social media. Studies are showing that over 56% of adults 65 and older with internet access use Facebook, and that number is increasing. Create a Facebook page for your agency (even if you’re the solo agent!) Post content specifically geared toward your community. Share local events, interesting news updates, feel-good stories, and insurance-related articles that are relevant to your clients. Facebook is a gReferral Leads Quotereat way to stay in front of your clients.
  5. Network, network, network! Join a local business networking group. Check with your local Chamber of Commerce, Business Networking International  or Meetup.com. Make connections and get your name out there!
  6. Get to know the media. Cultivate relationships with local newspaper, television and radio reporters. Pass along story ideas and make yourself available as an expert on all things Medicare-related. Ask to be a guest speaker on a local radio show to discuss important senior issues. The media is a great resource for increasing your name recognition.
  7. Promote your clients! Did you recently help a coffee shop owner pick out the perfect Medigap plan? Exchange advertising! Ask them to promote your agency on social media and local business review sites, and do the same for them.
  8. Boost your reputation by asking friends and clients to write honest (and hopefully positive) reviews of your services on social media. Be sure to set up your Google Business Profile.
  9. Built a website and use your logo and URL everywhere. Professional-looking websites can be built easily and expensively (even free!) on sites such as Wix, Weebly, WordPress and Blogger. Not very web-savvy? Check out Fiverr for inexpensive virtual assistance!
  10. Talk to Financial planners about what they are doing for their clients as they age into Medicare. Most Financial Planners budget for medical costs but lack the expertise to find the best fit for their clients.

Remember… he who climbs a tree and hollers is the one that gets the dollars!

Subscribe the The Agent’s Advantage weekly roundup to get more sales advice, right in your Inbox. Simply click the link and enter your email address. RB Insurance will never sell, rent or share your information.

 

Low Income Subsidy (LIS) and MSP’s for seniors

Every year I meet two or three people who do not know they are eligible to receive Low Income Subsidy (LIS) benefits to reduce their prescription drug costs. They also don’t know about Medicare Savings Programs (MSP’s) that cover the cost of their Medicare Part B premium. Once I sit down with these folks at the kitchen table and help them see real savings, I know I’ve made a meaningful impact in their life and can add a lifetime client to my book of business who is more than happy to send friends and family my way.

You can save your client up to $300 a month or more by helping them apply for LIS and other Medicare Savings programs. Most programs do not require them to be a full dual-eligible. Individuals who make between 100-135 percent of the federal poverty level (FPL) can apply to have their Medicare Part D premium covered and their prescription cost sharing significantly reduced as well as their Medicare Part B premium covered. Click here for a link to your state’s programs.

I recently went on an appointment with one of our new agents in Arizona, and we helped a woman save $325 a month. Taking away her $35 Part D premium and reducing the cost of her prescriptions saved her $225 per month. We also saved her $104 a month on her Part B premium. It gives you a good feeling inside when both you and the client have tears in your eyes because you have had such a profound effect on their lives.

If you can help a senior that is on a fixed income save more than $3,600 per year, it will make a huge difference in their lives. Based on my experience it’s the difference between being able to afford medications or groceries for the month. You can do the right thing and build your book of business by sharing your knowledge of LIS and Medicare Savings Programs. Agents who are knowledgeable of these available programs really have an advantage over other agents who just say “I have nothing for you” or “I can’t help you.”

 

Even though you may not have anything to sell that prospect, helping someone enroll in LIS or a Medicare Savings Program is a very positive way to spread the word about your business. Remember, you’re a senior insurance adviser, so that implies you sometimes offer pro bono advice. The bottom line is referrals are the easiest way to generate leads, so get in front of as many potential clients as you can. You never know where they will take you.

 

Join us on a Webinar on “Low Income Subsidies” Tue, Mar 8, 2016 10:00 AM – 11:00 AM MST (Updated time)

https://attendee.gotowebinar.com/register/5852829410336923137

7 reasons to make The Agent’s Advantage your go-to resource

The Agent’s Advantage, RB Insurance Group’s official blog, is updated almost daily for you to read on your computer, phone or tablet between appointments or as you get Ready to Sell for AEP. Here are seven reasons why you should make it your first stop for senior insurance sales news and special promotions.

1. Don’t sweat AEP. The Agent’s Advantage is your go-to for carrier-specific information and instructions during the busiest time of the year for senior insurance advisors. Learn more about our Medicare Sales Engine, a powerfully simple system you can use to manage your insurance business. Request your account today and start communicating with your Leads and clients like never before (By the way, its completely free for affiliated agents!).

2. AEP is not the only time for sales when you’ve got a portfolio of products. Learn how to take advantage of clients’ Special Election Periods to get the most out of your Medicare Advantage products, but don’t stop there. Appoint with best-selling Medicare Supplements, take on Hospital Indemnity or even add dental coverage to your portfolio to meet all your clients’ health needs and earn commissions year round.

3. Receive fewer emails. While some information belongs in your Inbox, such as your contract statuses and commission payments, others don’t need to take up such valuable space. We invite you to scroll more and sift less — you’ll get one weekly roundup of content each week when you subscribe to The Agent’s Advantage, and our easy to browse content may make you want to cancel some of your other subscriptions.

4. Expert sales advice from Senior Broker Tom O’Neil. Tom’s here to share wisdom he’s accrued during his 20-plus years in the industry. Writing weekly about best sales practices and simple ways to go the extra mile, Tom is also available to meet with RB Insurance-affiliated agents whenever they need help. If you’re in the area, make an in-person appointment at our Chandler office or simply call (800) 997 3107 to speak with him, one-to-one, on the phone. Email him here.

5.  Start a conversation with us. Like what you’re reading or want to learn more about something we’ve covered? Care to join our editorial staff and share your professional insight? Simply fill out our Contact form or Follow us on LinkedIn to let us know!

6. Find you authentic sales voice with Brandon Clay and learn what you need to sell to earn 6 figures. Every Tuesday, bestselling author and veteran sales coach Brandon Clay shows you how to approach sales with confidence, make the most out of marketing tools and build a portfolio that increases renewals and referrals to strengthen your business and grow your income. As you serve, you deserve!

7. Look no further than The Agent’s Advantage for regulatory news. We pay close attention to CMS, HHS and even Capitol Hill to help you navigate regulatory changes and announcements. Count on us for easy to digest Medicare, Medicaid and Affordable Care Act news that speaks directly to you as an agent.

Subscribing is easy — just click here.

Reap the benefits of investing in marketing

How much did you spend on marketing last month?

When Agents tell me they don’t think they can’t afford to spend money on marketing, I’m reminded of a story told by businessman, author and motivational speaker Jim Rohn.

“I remember telling my mentor that if I had more money, I would have a better plan,” he said.

The mentor quickly responded, “I would suggest that if you had a better plan, you would have more money.  You see, it’s not the amount that counts, it’s the plan that counts.”

Most businesses wait for more revenue before they spend on marketing and Lead generation. They put it off, not realizing that marketing is the seed that will bring a harvest of higher revenue through increased selling opportunities.

Money spent on marketing is a seed. 

I turn to another inspiring quote from Rohn to see the best way to sow the seed:

“To become financially independent, you must turn part of your income into capital; turn capital into enterprise; turn enterprise into profit; turn profit into investment and turn investment into financial independence.”

For some business owners, finances are tight, they are barely making ends meet and they are nervous about spending money on marketing. So what do you do?

Start small.  Execute fearlessly and flawlessly.  Keep doing it.

I know people who spend 25 percent of their revenue on continuous marketing. They are the high-income earners who attribute their success to the money they invest in marketing and Lead generation. They aren’t lucky or fortunate; they made a decision to invest in their business above all else.

Today, I want to you decide 3 simple things:

1. Spend on marketing.

2. How much you will spend on marketing.

3. Stay committed to marketing.

Become committed to investing in and seeding your business through marketing.  Each marketing seed you plant has to opportunity to grow into your next client. The client you obtain can grow into repeat business and referrals. The harvest of those efforts will take your business to the next level.

Call RB Insurance at (800) 997 3107 or email Justin Bever, Director of Marketing, to discuss which of our custom products is best for you.

 

 

How to build a compliant MA Agent website that works (Part 2)

Here’s my follow-up on tips how to compliantly build your own Agent or agency website. In this article I will be discussing required disclaimers for generic Medicare Marketing sites. Click here to view the CMS memo on this topic.

Required Disclaimers For Generic Agent/Agency Websites:

Agent's Advantage Blog
1. “Medicare has neither endorsed nor reviewed this information.” (See section 50.13 – Disclaimer When Using Third-Party Materials)

2. “Not connected or affiliated with any United States Government or State agency.” (This is also required by some states)

3.  “Calling this number will direct you to a licensed Agent/Broker.” (Include this if your site has a contact number that directs potential clients to you or a sales team.)

These three disclaimers will satisfy passive Agent/agency websites intended for Medicare beneficiaries that are generic and do not mention specific plan names, benefits, premiums or marketing materials and do not collect any beneficiary’s information. You can read the Medicare Marketing Guidelines here — many of these disclaimers are included within that document.

Disclaimers for Sites Collecting Information for Lead Generation:

If you choose to collect potential clients’ information on your website, also ensure you include the following disclaimers for your form submissions:

1. “By submitting this form and providing this information, you agree that an authorized representative or licensed insurance agent may contact you by phone, e-mail or mail to answer your questions and provide additional information about Medicare Advantage, Part D or Medicare Supplement Insurance plans.”

2. “This is a solicitation for insurance.”

This is by no means intended to be a complete list. In fact, there are many do’s and don’ts for the content of your website in addition to just the disclaimers listed above. You can view Aetna’s recommended do’s and don’ts by clicking here.  If you utilize your website for Lead generation or advertising your agency, the disclaimers and do’s and don’ts above will address many of the concerns CMS cited in their memo to Plan Sponsors.

But what If I want to list my contracted Plan Sponsors on my site and Compare Benefits?

Be prepared to submit your site for compliance review to each plan sponsor your list on your site. You must receive approval from each carrier for use of their name, logo and plan materials on your site. Your plan sponsor may also requires your site to be submitted to CMS for official review and approval. Speak with your plan sponsor’s marketing or compliance department for specific guidance on the use and publishing of their plan materials.

Build an attitude of confidence through compliance with your plan sponsors, your clients and yourself. You’ll be so happy you did when your site comes across the desk of a Plan Sponsor’s Compliance Officer, as new regulations now require CMS to audit plan sponsors and their contracted downline entities for compliance every other year.

Interested in learning more? Email me or call (800) 997 3107 to start a conversation about disclaimer and marketing guidance for sites listing and comparing plans and benefits.

How to build a compliant Medicare marketing website that works (Part 1)

Whether you are building your own Agent site or running a massive network of Lead generation sites, everyone who mentions Medicare-regulated products or carriers on their site must adhere to the 2015 Medicare Marketing Guidelines as well as rules or requirements published by the carriers you choose to represent on your site. CMS recently distributed a memo to MA and Part D Plan Sponsors on Compliant websites, which you can view by clicking here.

Take Note: This memo only applies to websites marketing Medicare Advantage, Part D or other Medicare regulated plans. If you only advertise Medicare Supplement plans or other non-regulated products, you are not required to adhere to the MMGs. However, we recommend including the disclaimers mentioned below in the footer of your site if you discuss any Medicare-related products.

Agent websites are subject to the 2015 Medicare Marketing Guidelines. Contact us with your compliance questions as you increase your online presence as part of a solid marketing strategy.

Agent's Advantage Blog

Taken as more than a gentle reminder, the majority of our carrier partners offering Medicare-regulated products have released agent notices via email to Agents and Agencies requesting review of their websites exhibiting logos, their brand name or product names to ensure compliance with this recent CMS memo. If you’re worried that you missed one of these notices in your inbox, call RB Insurance at (800) 997 3107 or email Rob Bever, our Director of Sales, Training and Compliance, and we will forward any communication we’ve received from your contracted carriers on this subject to you.

Here are a just few tips to follow when designing your Medicare marketing website to ensure it is compliant. Check back later in the week for a list of Do’s and Don’ts for your compliant Medicare marketing website.

Section 50 of the Medicare Marketing Guidelines lists required disclaimers for plan sponsors, but what do you have to pay attention to as an Agent? The tough answer is: All of it.

Disclaimers in the Medicare Marketing Guidelines apply both to plan sponsors and their contracted third parties and/or entities.

The advice offered below is intended for generic Agent/Agency websites:

What is a generic site? A generic Medicare marketing website means you market yourself and your services on your site. If you wish to avoid potential compliance violations, don’t mention or list specific plan sponsors or plan details on your site. If you are just launching a new site, it’s always safer to host a generic Medicare marketing site.  The moment you mention a specific plan sponsor name, plan or benefit, your site is no longer considered generic and you must submit it to each carrier you mention/list of your site for approval.

Needless to say, the more detailed your site is — particularly if you include information on specific plans, benefits, plan premiums, providers networks or formularies — the more compliance challenges you will face.

 If you have specific questions about your existing website or building a new compliant site, give us a call at (800) 997 3107 or drop us a line on our Contact page. We can answer your compliance questions and help you build a productive, compliant agent website together.

Read Part Two of this series here.