Clients confuse themselves with MA appointments

policy doctor · 11-11-2008, 05:48 PM

I just hung up talking with a prospect for an Med Advantage.

She is beginning to get confused with the literature they have amassed. Plus, she wanted to schedule me for a Friday PM app't after the Humana rep left.

Say what?

Since CMS won't let us discuss or compare different plans at the same sitting, the prospects are scheduling multi-appointments to sift thru this maze. They're trying to speed up this process.

I don't know whether to laugh or moan, but it never occurred to me that this would happen.

So there you go.....the revolving door of MA presentations.

stormtracker · 11-11-2008, 05:51 PM

I get it now-- discuss the different options with the customer and face CMS sanctions. Fail to discuss the different options and face an E&O suit??? Makes sense to me...

jdeasy · 11-11-2008, 05:52 PM

Originally Posted by policy doctor

I just hung up talking with a prospect for an Med Advantage.

She is beginning to get confused with the literature they have amassed. Plus, she wanted to schedule me for a Friday PM app't after the Humana rep left.

Say what?

Since CMS won't let us discuss or compare different plans at the same sitting, the prospects are scheduling multi-appointments to sift thru this maze. They're trying to speed up this process.

I don't know whether to laugh or moan, but it never occurred to me that this would happen.

So there you go.....the revolving door of MA presentations.

No big deal. I read here today that this can all be straightened out in one 45 min. appointment. It's that simple. I believe the person said that you shouldn't even be an agent in this market if you can explain it fully in 45 mins.

stormtracker · 11-11-2008, 06:01 PM

Appointments are supposed to take only 10 minutes with Sterling or Combined...

The Rabbi · 11-11-2008, 08:16 PM

Originally Posted by jdeasy

No big deal. I read here today that this can all be straightened out in one 45 min. appointment. It's that simple. I believe the person said that you shouldn't even be an agent in this market if you can explain it fully in 45 mins.

It depends on how swift the prospect is and how much you may overtalk, a common mistake. If anyone took that long to explain how something works, they would lose my attention. I've had people take two hours and some 15 min. It depends on how swift the agent is also.

jdeasy · 11-11-2008, 10:29 PM

Originally Posted by The Rabbi

It depends on how swift the prospect is and how much you may overtalk, a common mistake. If anyone took that long to explain how something works, they would lose my attention. I've had people take two hours and some 15 min. It depends on how swift the agent is also.

Give me a list of all the MA plans you sold with a 45 min presentation, I'm talking in and out of the house in 45 mins.,
And I will replace 90% of them.

The enrollment call takes about 20 mins. You cannot go into a home as an unknown, introduce yourself, properly show and explain the plans to where the enrollee understands in 25 minutes.

I've done over 500 MA enrollments over the last 2 years, {all but 2 were PFFS}, and I've had 9 disenrollments. 3 of those 9 re-enrolled. Maybe one should take a little more time. Some may call it "overtalk", I call it due diligence. I never schedule less than 2 hours for an appointment with a person new to MA. I've run into a lot of people on MA plans that didn't know what they had or how it worked. They enrolled with non overtalking agents, I suppose? It's very easy to replace those plans and then I get many referrals when they tell their senior friends that someone finally took time to explain things to them.

I don't see how you get thru the Medicare and You booklet in less than 15 minutes unless you don't let the client ask questions.

MedSuppPro · 11-12-2008, 11:28 PM

JDEASY I agree with you except for the 15 minutes with the Medicare&You book. I go over the points that need reinforcing.

Today I helped 3 MA's go back to the original Medicare program with a MedSupp. Yep, it works. One lady formed her hands into a prayer position and looked upward and said "You mean I can go back to Medicare Part A & B and get a Medicare Supplement". Another couple said how much they appreciated me taking the time to explain all this stuff to them. They wanted nothing to do with the changeable benefits. Thanks CMS for giving me the motivation to help these people make an informed change! Oh, I did "pre-sell" 2 MA's and 3 PDPs. Change is good!

insureyou2@gmail.com · 11-13-2008, 12:46 AM

I went 48 hours later than you sold annuity 250k X6% what were you thinking 500 pdps?x 100 bucks ha ha
What are you thinking?

Wealth Builder · 11-13-2008, 10:34 AM

Med supp pro,

Does that mean that you went to the appointment for Med Sup and then talked about all the differences of MA and MS?

Is that compliant? If so, that is how we all should be doing it.

thereaper · 11-13-2008, 01:15 PM

Originally Posted by Wealth Builder

Med supp pro,

Does that mean that you went to the appointment for Med Sup and then talked about all the differences of MA and MS?

Is that compliant? If so, that is how we all should be doing it.

CMS made another final decision this week ha ha ha ha, in that you can get a scope of appointment letter signed at the appointment before presenting your products and if they don't check everything off and want to discuss another one then whip out another letter for them to sign. These people at CMS let there butter slip of their noodles quite some time ago.

patch36 · 11-13-2008, 07:16 PM

Originally Posted by thereaper

CMS made another final decision this week ha ha ha ha, in that you can get a scope of appointment letter signed at the appointment before presenting your products and if they don't check everything off and want to discuss another one then whip out another letter for them to sign. These people at CMS let there butter slip of their noodles quite some time ago.

You mean everyone hadn't already figured it out and were not already doing it this way...

retread · 11-14-2008, 08:40 AM

Originally Posted by policy doctor

I just hung up talking with a prospect for an Med Advantage.

She is beginning to get confused with the literature they have amassed. Plus, she wanted to schedule me for a Friday PM app't after the Humana rep left.

Say what?

Since CMS won't let us discuss or compare different plans at the same sitting, the prospects are scheduling multi-appointments to sift thru this maze. They're trying to speed up this process.

I don't know whether to laugh or moan, but it never occurred to me that this would happen.

So there you go.....the revolving door of MA presentations.

While I was at a presentation yesterday, a Humana agent who had already spoken with this client called. I could hear the sing-song voice of a sweet lady on the client's phone. I signed the client up. Humana is easy to beat.

policy doctor · 11-15-2008, 08:18 AM

Good for you!! If we're to be paid a nominal fee then we need to use this for the public good and review all HUMANA plans that clients have.

retread · 11-15-2008, 09:04 AM

Originally Posted by jdeasy

Give me a list of all the MA plans you sold with a 45 min presentation, I'm talking in and out of the house in 45 mins.,
And I will replace 90% of them.

The enrollment call takes about 20 mins. You cannot go into a home as an unknown, introduce yourself, properly show and explain the plans to where the enrollee understands in 25 minutes.

I've done over 500 MA enrollments over the last 2 years, {all but 2 were PFFS}, and I've had 9 disenrollments. 3 of those 9 re-enrolled. Maybe one should take a little more time. Some may call it "overtalk", I call it due diligence. I never schedule less than 2 hours for an appointment with a person new to MA. I've run into a lot of people on MA plans that didn't know what they had or how it worked. They enrolled with non overtalking agents, I suppose? It's very easy to replace those plans and then I get many referrals when they tell their senior friends that someone finally took time to explain things to them.

I don't see how you get thru the Medicare and You booklet in less than 15 minutes unless you don't let the client ask questions.

I totally agree with you, jd! I came behind a Humana agent yesterday in which a client wanted to replace a MS that was doubling in premium next year. The Humana pre-enrollment kit was on the table where I made my presentation. I spent 2 hours and 15 minutes going over the Coventry product. The comment from the client was "the Humana lady never told me about..." In other words, she did not give the client enough information. At one point, I even suggested that she remain with her MS under the circumstances she expressed concern about. Bottom line: I got the sale.

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Actually, there is more to this story. This client had called a couple of friends over to sit in on the presentation, along with her daughter, so I had a presentation in front of 4 prospects. The daughter was no where near Medicare qualification due to age, but had no insurance, just having been laid off employment. I carry IFP products. Guess where this is going?