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Video: Low Income Subsidy Roll-Up

Did you miss the Webinar Wednesday this week? Here’s a quick review with the What is Low Income Subsidy Roll-Up!


If you are interested in a new way to get energized this new year, you need to watch this What is Low Income Subsidy Roll-Up!

Low Income Subsidy is a federal program to help Medicare recipients who are making less than 150% of the Federal Poverty Level (FPL). Low Income Subsidy helps reduce the costs of medications by up to $4000 per year for those who qualify. Because medication non-compliance is the number 1 reason behind hospitalization in this country, it’s important to educate yourself and your clients on the aid that is available. Watch our short 60 Second Roll-up to get the quick basics:

Low Income Subsidy Roll-Up

Look for this symbol on all our new “60 Second Roll-Up” videos!

Now that you’ve got the basics down, register here to watch the recording of the full webinar: “What is Low Income Subsidy?” If you want more information on this important topic, you can check out this article on our blog. Finally, to see what types of programs are available in your state, click here.

Still not sure where to go from here? Call RBI at 1-800-997-3107 and speak with one of our experienced team! We have lots of resources to get your on your way!

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Video: Low Income Subsidy Roll-Up

Did you miss the Webinar Wednesday this week? Here’s a quick review with the What is Low Income Subsidy Roll-Up!


If you are interested in a new way to get energized this new year, you need to watch this What is Low Income Subsidy Roll-Up!

Low Income Subsidy is a federal program to help Medicare recipients who are making less than 150% of the Federal Poverty Level (FPL). Low Income Subsidy helps reduce the costs of medications by up to $4000 per year for those who qualify. Because medication non-compliance is the number 1 reason behind hospitalization in this country, it’s important to educate yourself and your clients on the aid that is available. Watch our short 60 Second Roll-up to get the quick basics:

Low Income Subsidy Roll-Up

Look for this symbol on all our new “60 Second Roll-Up” videos!

Now that you’ve got the basics down, register here to watch the recording of the full webinar: “What is Low Income Subsidy?” If you want more information on this important topic, you can check out this article on our blog. Finally, to see what types of programs are available in your state, click here.

Still not sure where to go from here? Call RBI at 1-800-997-3107 and speak with one of our experienced team! We have lots of resources to get your on your way!

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Video: Finding Dual Eligibles Roll-Up

Did you miss this a Webinar Wednesday? Check out our Finding Dual Eligibles Roll-up!


Now that AEP is over, are you struggling to know what’s next? If so, check out our Finding Dual Eligibles Roll-up!

Dual Eligibles are a largely under-served community of Medicare recipients who also qualify for Medicaid.  Dual Eligible clients are a valuable market for agents because they have a year-round special enrollment period or SEP.  If you don’t know much about Dual Eligibles, or would like to get started, we have resources to help you out! Join Charlie Ferrell, National Sales Manager at RB Insurance Group, to learn more. Watch the 60 Second Roll-up below!

Dual Eligibles Roll-up

Look for this symbol on all our new “60 Second Roll-Up” videos!

Dual-Eligible clients offer a great financial opportunity for agents who want to keep their AEP momentum going!  In addition, many agents say that their experiences serving the Dual-Eligible community has been a rich lesson in compassion. If you would like to get involved, click here to access a related blog post.  Finally, to watch the recorded version of the “Finding Dual Eligibles” webinar, click here.

Interested in getting started, but still not quite sure what’s next?  RBI has resources for you! Click here to sign up for our 4-part class “Dual Eligibles for Newbies” or call 1-800-997-3107 to speak to our team!   

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Make Community Marketing Work for You
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Better Results with Community Marketing

ICYMI -La Vida Felicidad Family Fun Festival. How to use community marketing at family oriented events.

Last week I had the pleasure of attending the 3rd annual Family Fun Festival in Los Lunas, New Mexico. More than 600 people showed up for fun and information supporting a great nonprofit, La Vida Felicidad. La Vida supports Life quality for children and families, adults, and seniors, through advocacy and individualized services in collaboration with community partnerships. Most of their relationships are with those that support individuals with developmental disabilities.

Meet More People and Find More Clients with Community Marketing.

Agents are always asking how to get in front of more potential clients. This Family Festival was a perfect example of how to do that. Get out of your booth and explore the event to see who else is there. True, it was not our usual target market yet we still found relationships to nurture and develop ongoing business.  Don’t just sit on your butt waiting for people to come to you, get out there and mix it up! All of these relationships (even with other vendors) are just waiting for you. We haven’t even talked about the grandparents that stopped by our booth who were attending the Festival with their grand-kids.

Community Marketing

Charlie Ferrell Having a great time in Los Lunas, NM

While this wasn’t our normal sales event, the Family Festival was a great place to make community contacts. There were booths for dental and vision services for low income families. All of the major Medicaid providers were there as well. We forged some great relationships (and got their cell numbers) with those individuals that can actually help our clients with their Medicaid issues when they arise.

Native American parents of children with developmental disabilities asked us to speak to their service coordinators next month too. Additional community and tribal resources were also available to assist those families in need. We spoke to everyone we thought we might be able to use as a contact sometime in the future.

Confusion is Common and Your Knowledge is Power.

Most seniors I spoke to agreed that Medicare is quite confusing to someone turning 65 and don’t know where to turn for answers. I had great conversations with a couple of participants that were/are turning 65 soon. I told them to call Social Security and apply for Medicare as soon as they get home. These beneficiaries were just waiting for their Medicare cards to appear. All of their friends told them the cards come in the mail 3 months before you turn 65. It turns out they didn’t know that they had to apply for Medicare because they were not receiving Social Security benefits yet.

They were lucky that one had a birthday in June and the other in July and both are still in their initial enrollment period. Several others stopping by our booth filled out a “Permission to Contact” (PTC) card allowing us to give them a call for this year’s AEP.

Be on the lookout for events being held in your community. Using community marketing, you never know where your next client or contact may come from.

Remember that Sales events must generally be posted with most carriers with a 10 day or 2-week notice. You can hand out business cards and other sales literature and collect PTC cards.  You may discuss plan specific benefits and collect enrollment applications. Educational events do not require any  carrier registration but you can only talk with potential members about Medicare in general terms. You are not allowed to “hand out” business cards but you can make them available on your table and encourage participants to “Take a card”. Any materials must be general in nature. Collecting personal information or PTC of any kind is not allowed.

Contact us for all of your questions regarding how to register a sales event with the carrier. If you have questions about what is or isn’t allowed at marketing events, check out the guide to what a Secret Shopper will be looking for here.  RBI and Medicare Compare really do make it happen for you!

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

The straight facts on observation status and Medicare

According to Medicareadvocacy.org, there was more than a 400 percent increase in Medicare-recognized observation status hospital stays lasting up to 72 hours between 2006 and 2011. Observation status means a beneficiary receives hospital care without being considered inpatient, making them ineligible for the Medicare Part A benefit as they transition to skilled nursing facility (SNF) care. Hospitals are currently not required to disclose observation status to patients. Patients may learn about their status if they ask first, but the unfortunate reality is most of them discover they were not inpatient and did not have their SNF care covered by Medicare when the bill comes.

Medicare requires beneficiaries to stay in the hospital for a minimum of 72 hours before it covers SNF care. Calculating the three hospital days can be complicated, however, due to how the rule is written. Health care policy experts say care improvements have made the rule outdated and an obstacle to accessing SNFs for seniors — three days is now a long time to treat many common senior health issues. What makes this rule especially challenging for beneficiaries is “observation status,” which does not count toward the three days necessary to unlock the SNF benefit.

This will change in August 2016. Congress passed the NOTICE Act this summer, which requires hospitals to give written notice of observation status hospitalization that lasts more than 24 hours to Medicare beneficiaries within 36 hours of their stay. This reform will protect seniors from unexpected bills, but it will not be implemented until next summer.

So, what can you do now to help your clients avoid high costs related to hospitalization and SNF care? First and foremost, remind them to be proactive about their health care and to ask questions. Talk to them about their Medicare rights and specifically go over how Original Medicare counts hospital days for the SNF benefit. If you’re selling Medicare Advantage during AEP, your client will appreciate knowing that most of these private Medicare plans cover SNF care from the first day.

Agents also have a year-round opportunity to sell hospital indemnity products to their senior clientele as well as non-Medicare-eligible individuals to help them out. Just remember these products may cover your client under observation as well as admittance depending on the company — it does not equate to the minimum essential coverage.

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, there is another option. 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. Instead, I meet prospects for coffee at a neutral third-party location.

Making yourself available for Medicare beneficiaries to meet with you in spaces that coffee shops or restaurants rent out to small groups or organizations is a great idea for agents. If the coffee shops or restaurants around you don’t have a space to rent out, you can simply ask the manager or owner for permission to conduct light business in a quieter part of the space away from the food. Best of all, agents that meet prospects for coffee save a bundle in overhead.  

meet prospects for coffee

Agents that meet prospects for coffee save a bundle in overhead.

I would recommend doing this at more than one space around town to make it more convenient for your prospects. Try to do regularly and at the same time and day each week for informal meetings. The staff will appreciate the consistency. Think of it this way: There’s probably a Starbucks within 10 minutes of all of those turning-65 seniors agents hear about all the damn time.

This amounts to having a business lunch with a prospect or already existing client, but without the lunch because the Medicare Marketing Guidelines prohibit agents from giving beneficiaries anything more than a cup of coffee with a donut, bagel or something light. Of course beneficiaries are free to buy their own meal after meeting with you, which might make them feel less pressured about the appointment.

Have a conversation with the owner and see if you can spend some time there meeting with beneficiaries during times that are not busy, like mid-morning or mid-afternoon. You should tip the staff generously because you’re not going to be buying beneficiaries lunches or dinners, and what you’ll pay out is going to be far cheaper than a lease. Pick times outside any morning or afternoon rushes and go with places where seniors will be more likely to know and like.

One more reason I’d tip staff well: If a beneficiary came in and asked about me because they heard of my meetings from a friend, they’d be tickled to let me know so I can stay longer and bring in some more business.

RB Insurance and Medicare Compare get permission from a Starbucks in our home state of Arizona every AEP to reach about 100 beneficiaries and start the enrollment process when we do our community marketing. Starbucks even gave our agents $25 gift cards to pay for the coffees. You’re not limited to chains, though — local shops can attract beneficiaries too.

The key to sales success during AEP is managing your time spent working Leads and taking care of existing clients. You can leverage your time if you put yourself in one spot and make phone calls when beneficiaries aren’t coming to you.

Read more of CEO Bob Bever’s insights by subscribing to The Agent’s Advantage blog. Click here to sign up for a weekly email of helpful content during AEP and throughout the year.

Limit free Medicare advice in your business

I referenced “charity work” on behalf of non-clients toward the end of my post on appeals and the CMS-1696 Appointment of Representative form a couple of weeks ago. I should have referred to these non-clients as Leads. As I mentioned then, this type of work is unwelcome, given that I don’t see the commissions for my services. I actually severely limit free Medicare advice in my business.

Image courtesy Google Images

Limit free Medicare Advice

In my first few years in the field selling the old Medicare HMO products I assiduously avoided friends, relatives and their various cronies who wanted free help with their HMO. Having been advised by some old timer agents that working pro bono was a waste of time, I steered clear of helping these kinds of folks. After about 10 years into the Medicare insurance business I changed my tune when I met Ralph.

The exception that proves the rule

Ralph was a retired construction guy who was also married to one of my HMO clients. I was a captive employee agent at the time. Ralph was enrolled with a decent HMO plan offered by our main competitor in Arizona. He had a problem with a claim from an emergency room visit at Hayseed General or some such rural facility, while fishing up in Wyoming.

The doctor portion of his ER claim was billed separately and denied by the carrier as “out of network.” It amounted to over $500. My client, his wife, called me and asked if I could give them some advice before they sent out a check. I knew what probably happened even before I saw the bill. The doctors working at Hayseed General belonged to a private group separately contracted to provide ER services at that facility.

I’d seen this type of claim denial several times when I was an appeals supervisor, usually for services provided out somewhere in the sticks. We called the customer service department at Ralph’s HMO, but they refused to consider the emergency circumstances of his treatment. I typed up a quick appeal, had him sign it and was out the door in less than half an hour plus a quick stop at the corner post office. Ralph, of course, had no stamps!

A happy ending for everyone

Fast forward 30 days: Ralph’s appeal was sustained, and the doctors were paid by the carrier. Mrs. Ralph really appreciated the help. So much so, that just about every referred Medicare beneficiary living on her street is still my client.

That was a happy and profitable ending, but let me stress that I’ve become discerning about who I will help. I’m not an employee of the Bishop’s Relief Fund, and at my advanced age I still need to make an income that supports my “lavish lifestyle” and visits to Las Vegas.

Almost without exception, if I am assisting a non-client I ask them two questions. The first is “I take it your current agent has been unable or unwilling to help you?” and second “I’ll be glad to help if you will give me the opportunity to be your agent. Agreed?” A few beneficiaries have hemmed and hawed about the second question. Send those folks to their customer service department — don’t waste your time with them. I’ve found that a majority of people will hire me when I give them the benefit of my expertise.

You should have the same results.  Bottom line: limit free Medicare advice, not because you lack compassion, but rather because your time and expertise are money.

Like our content? Subscribe to the RBI Agent’s Advantage blog and check out our event calendar for training opportunities for more Medicare sales.

Medicare could cover end of life counseling as early as Jan. 2016

Advance care planning could become a standard part of Medicare as early as January 2016, CMS announced last month as it seeks public comment on a proposal to reimburse providers who start a conversation with beneficiaries about their final wishes.

According to a statement released by CMS on July 8, “The proposal includes a number of provisions focused on person-centered care and continues the Administration’s commitment to transforming the Medicare program to a system based on quality and healthy outcomes.” Also known as end of life planning, the service being considered consists of providers ensuring an individual’s care preferences are respected in the event of a critical health situation like terminal illness. 

Find tips on how to help your clients make sure their health care preferences are respected and adapt your senior business to policy change at the end of this article. Image courtesy of iStock

what-medicare-agents-need-to-know-about-end-of-life-planning-or-advance-care

Gently opening a conversation about advance care is “an important step in the right direction” for health care, Dr. Joseph Agostini writes for Aetna’s Health Section. “By making the end-of-life conversation a regular part of delivering high quality care, doctors may be more inclined to broach the subject with patients, their family members and loved ones … The policy change would also encourage physicians and their patients to talk about care preferences and plans before potentially tough and emotional decisions have to be made under the stress of a serious medical condition.”

This is the second time end of life planning has been proposed by the Obama administration. It was dismissed by conservative fixture and 2008 Republican vice presidential candidate Sarah Palin as part of political opposition to the Affordable Care Act (ACA), who likened it to a government-sponsored “death panel” in a post to her Facebook page six years ago.

Nonpartisan Kaiser Family Foundation has prepared a Frequently Asked Questions article about Medicare’s role in end of life care that goes over how end of life care responds to the sensitive nature of dying as well as the increased costs end of life care presents for the health care program. According to the FAQ, just over a third of people age 65 and older surveyed in 2013 incorrectly believed ACA established a “death panel” to make decisions on their behalf due to earlier political uproar.

The proposal has been reintroduced with language that makes it clear end of life planning affirms Medicare beneficiaries’ command over their health care (Click here to view it). It states “For Medicare beneficiaries who choose to pursue it, advance care planning is a service that includes early conversations between patients and their practitioners, both before an illness progresses and during the course of treatment, to decide on the type of care that is right for them.”

The FAQ also states beneficiaries accrue high costs in the last year of life because many of them experience multiple serious health issues at the end of their lives. According to Kaiser, “Roughly one-quarter of traditional Medicare spending for health care is for services provided to Medicare beneficiaries in their last year of life — a proportion that has remained steady for decades.” End of life planning seeks to decrease these costs for the program by making sure undesired care is not provided.

“Getting someone the right care at the right time is more likely to be of value in the long-term for everyone involved, including patients and their families,” Agostini writes about the cost-saving aspect of end of life planning.

Agents can be proactive as end of life planning receives greater recognition. Being sensitive to clients’ needs and wishes by advising them on Medicare’s changing policies is the first step — clients need to be aware of what is added to Original Medicare and what additional benefits Medicare Advantage may provide in the future. Reviewing Physician Directives, which are encouraged by all hospitals and skilled nursing facilities, is another course of action. Building a mutual relationship with a financial planner to establish a back-and-forth referral channel for clients interested in setting up or adjusting wills is a way to adapt and find new clients. Adding final expense with legacy safeguard planning to your sales portfolio is another option for helping clients make sure they are not caught unprepared.

Call RB Insurance at (800) 997 3107 or email Sales Manager Charlie Ferrell to learn more about end of life planning and Physician Directives.

Subscribe to The Agent’s Advantage to receive updates about advance care planning and other Medicare policy news from the agent’s perspective. RB Insurance will never sell or share your information.

The easiest (and most effective) Medicare marketing practice? Staying in touch!

Last week I wrote that referrals maximize your hard-earned Medicare book of business and shared just five of the best ways to stay in touch with your clients as part of your Medicare marketing. This week I’m sharing five more tips that should get you thinking about marketing your Medicare business the way big companies think about their campaigns.

Why do you think big companies spend millions of dollars on TV commercials, newspaper inserts and other promotions? They know that building a successful brand requires a consistent approach to reaching consumers. In our world of information overload, you may not notice most of the ads on the sides of your favorite web sites, print magazine pages or even the ads before the latest viral YouTube video, but some of them are bound to capture your attention. My wife just bought a 20 oz. Coke simply because it had my name on the bottle — part of  Coca-Cola’s instantly effective Share A Coke campaign.

Balancing innovation with consistency in messaging is vital to any brand’s success, and that includes your senior insurance business. Having a great product for sale is only a beginning — you  have to reach out to consumers with advertising to succeed. It also takes continuous messaging to enter consumers’ consciousness. What if a big brand like Coca-Cola stopped its marketing efforts after the first try? It would have wasted precious time, energy and money. So will you if you don’t commit to marketing your Medicare business!

It’s possible your clients have forgotten you just three weeks after giving you apple pie and ice cream at the kitchen table when you went over Medicare Supplements with them. It’s much more likely they have forgotten about you if the last time you contacted them was your initial appointment last AEP. That’s why you have to conduct your business like the big corporations do — stay in touch! 

Think of your business, your products and your clients.  What types of ongoing communications yield greater client satisfaction, repeat business and referrals? Here are the next five in My top 10 ways to stay in touch with clients:

6. Hold educational sessions. Depending on your industry and product, your current clients might benefit from additional education.  If you’re in insurance or financial services, the list of topics is endless. These meetings are not designed to be sales events, but are set you up to let your clients know you’re there for them as a trusted advisor.

7. Connect with social media. OK, so your clients probably shouldn’t be adding you as a friend on Facebook, but they can follow your business and “Like” it.  There When used effectively, social media can help you reach clients in innovative new ways.  Of course, make sure to keep these outreaches strictly business!

8. Video messages. YouTube, Vimeo and other services make it possible for anyone to present relevant information to a worldwide audience.  You can make a message or series of messages that provide greater insight into your products and your services.  You can even create your own channel that your clients can watch and refer people to. I know a life insurance agent that does short, information-packed videos to teach his clients about the different forms of insurance.  This establishes his credibility and allows new clients a way to get to know him prior to calling.

9. Send emails. We all get more emails than we can read each day.  You could use form emails to send to your entire client base through a CRM, but a personal email is more effective.  You could send a “thinking of you” email that contains an interesting article.  You can also send new product information that attaches all the company bells and whistles to make it compelling and interesting.

10. Conduct a survey. Do you really want to know what your clients think or what they want? You should, because that’s the key to determining how to get them to buy more or refer more people to you.  Several online survey platforms like Survey Monkey will allow you to send a simple, short survey and even offer an incentive for their feedback.

As you stay in contact with your clients, not everything you do will be a hit. Some things will miss.  What matters is being consistent and being motivated to serve. The effort is worth it, so stay in touch!

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Acquisitions and reforms: Learn to adapt to changes in Medicare Advantage

Over the past few weeks I’ve received hundreds of emails from senior insurance advisors all over the country with questions about recent sea changes in Medicare. A quick review: Yes, in a few years first-dollar payment Medicare Supplements (like the popular Plan F) will no longer be available to consumers. Continuing a long-term trend, some of the biggest carriers in the industry have been acquired by other carriers. Some agents have also gotten much smaller renewal checks due to unexpected charge-backs dating all the way back to 2008.

Have you been wondering about any of these changes?

People might have hardly noticed if just one of these things happened, but in the dynamic environment we’re working in today this rapid succession of events can makes some agents uneasy, even make them question whether this is still the right industry for them.  I understand that change brings uncertainty, but I also remember an old saying my father used all the time:

“The more things change, the more they stay the same.”

I’ve been in this industry since 1996, and I can tell you that quote holds true.  I’ve seen great waves of change, but I’ve also noticed that opportunity has continued to grow. That’s why, as with all change that’s beyond our control, we must do two fundamental things:

1. Understand the changes

As agents in an industry that blends the private and governmental sectors, we have to stay abreast of ongoing developments.  Most of these changes are a result of people (of vastly differing opinions, mind you!) working to keep the system operational and fiscally sound for the next decade. Based on the U.S. Census Bureau’s 2008 National Population Projection, 75 million people in this country will be over the age of  65 by 2030.  The actions being taken by private- and public-sector leaders are an attempt to to stay ahead of that growth.

I’m often asked, “Is Medicare going away?” My answer is “Hardly!” Companies buying other companies for billions of dollars reflects a bullish view of Medicare’s future. Who would pay such large amounts for something that will go away?

Yes, products will change.  As history has demonstrated, new products will take the place of ones that are being eliminated.  Consumer demand and corporate profit opportunity will necessitate innovation.  Just look at the growth of Hospital Indemnity products when Medicare Advantage companies increased inpatient copays.  That change made an opportunity for beneficiaries to purchase more comprehensive coverage and allowed agents serving them to earn additional commission.

The future will be no different with Medicare Supplements. After all, “The more things change …”

2. Adapt to these changes

After the initial shock wears off, we all have to evolve our business to maximize the new opportunity that has been created.  There are webinars, seminars and programs you can tap into that will help you make money in the changing environment.  This is not a time to engage in negative water cooler discussions with agents who have already made up their minds.  Partner with organizations that can help you make the most of these changes and be willing to roll with the punches!

That’s why every email I wrote this past week boiled down to these two simple words: Understand and adapt.