From Perfectchoice (in the discussion about Part C)
109th CONGRESS
1st Session
S. 1798
To amend titles XI and XVIII of the Social Security Act to prohibit outbound call telemarketing to individuals eligible to receive benefits under title XVIII of such Act.
IN THE SENATE OF THE UNITED STATES
September 29, 2005
Mr. CORZINE (for himself, Mr. JOHNSON, Mr. LAUTENBERG, and Ms. STABENOW) introduced the following bill; which was read twice and referred to the Committee on Finance
A BILL
To amend titles XI and XVIII of the Social Security Act to prohibit outbound call telemarketing to individuals eligible to receive benefits under title XVIII of such Act.
Be it enacted by the Senate and House of Representatives of the United States of America in Congress assembled,
SECTION 1. SHORT TITLE.
This Act may be cited as the `Medicare Do Not Call Act'.
SEC. 2. TELEMARKETING PROHIBITED.
(a) PRESCRIPTION DRUG PLANS- Section 1860D-4(a) of the Social Security Act (42 U.S.C. 1395w-l04(a)) is amended by adding at the end the following new paragraph:
`(5) PROHIBITION ON TELEMARKETING.
`(A) IN GENERAL- A PDP sponsor offering a prescription drug plan shall be prohibited from conducting outbound call telemarketing (as defined in subparagraph (B)) for the purpose of soliciting enrollment into such a plan under this part.
`(B) OUTBOUND CALL TELEMARKETING DEFINED-
`(i) IN GENERAL- Except as provided in clause (ii), for purposes of this paragraph, the term `outbound call telemarketing' means a telephone call initiated by a telemarketer--
`(I) to induce the purchase of goods or services; or
`(II) to solicit a charitable contribution.
`(ii) CATALOG MAILINGS NOT INCLUDED IN DEFINITION OF OUTBOUND CALL TELEMARKETING- Such term does not include--
`(I) the mailing of a catalog; or
`(II) the receipt or return of a telephone call initiated by a customer in response to such mailing.'.
(b) Medicare Advantage Organizations- Section 1851(h) of the Social Security Act (42 U.S.C. 1395w-21(h)) is amended by adding at the end the following new paragraph:
`(6) PROHIBITION ON TELEMARKETING- A Medicare Advantage organization offering a Medicare Advantage plan shall be prohibited from conducting outbound call telemarketing (as defined in section 1860D-4(a)(5)(B)) for the purpose of soliciting enrollment into such a plan under this part.'.
(c) Criminal Penalties for Fraudulent Telemarketing- Section 1128B of the Social Security Act (42 U.S.C. 1320a-7b) is amended by adding at the end the following new subsection:
`(g) Whoever knowingly and willfully engages in deceptive or abusive telemarketing acts or practices (as defined in part 310.3 and part 310.4, respectively, of title 16, Code of Federal Regulations), or makes any false , statement or representation of a material fact while conducting outbound call telemarketing (as defined in section 1860D-4(a)(5)(B)) with respect to a prescription drug plan offered by a PDP sponsor under part D of title XVIII, a Medicare Advantage plan offered by a Medicare Advantage organization under part C of such title, or who falsely alleges to be conducting outbound call telemarketing (as so defined) with respect to either such a plan, shall be guilty of a felony and upon conviction thereof shall be fined not more than $25,000 or imprisoned for not more than five years, or both.'.
(d) Effective Date- The amendments made by this section shall take effect on the date of enactment of this Act.
Does any one have any advise on cold calling seniors by phone and setting appointments for Medicare suppliment plans?
When cold calling seniors don't attempt to sell the supplement but the apointment. Unless you are actually trying to sell supplements over the phone? Never did and wouldn't imagine it would work very well. Yet to make an apointment is usually a fairly easy thing to do when dealing in the senior market, matters how much qualifying you want to do.
I have had great success with Med Supps when calling on the phone. Although I don't try to "sell" it over the phone, I get the information that I feel is necessary to make an appointment with a qualified buyer.
I attempt to find out who they have their insurance with now, what plan they have and how much they are paying for it. (I usually know when they had their last increase and about how much it was.) If they won't tell me the premium I can usually figure it out based on their current company.
When I do make the appointment I know that I have better than a 70% chance of making a sale. It is usually better than 90% if I get all the info.
If they ask, I tell them what the premium will be if they take a policy from me. According to the way I was "trained" to sell insurance I do "everything wrong".
I usually have a fair distance to drive to an appointment and I don't want to waste either their time or mine. There is no sense going if I can't save them money. It is usually only money they are interested in.
People turning 65 have never been a good group for me to spend a lot of time with unless they are a referral. Ages 68 to 75 have always been more productive.
I'm still not convinced that Medicare Advantage (MA) plans are the best option for a lot of seniors. In my experience, Seniors get way too excited when they think they are going to save a ton of money and that is the only thing they base their decision on and the only thing they remember no matter how carefully you explain it to them.
Maybe in a few years when more doctors understand and accept MA plans, but I have run into a lot of doctors that either say they don't know enough about it or are not accepting it. However, I work in rural Missouri, I'm sure it is much different in the large metro areas.
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I have had great success with Med Supps when calling on the phone. Although I don't try to "sell" it over the phone, I get the information that I feel is necessary to make an appointment with a qualified buyer.
I attempt to find out who they have their insurance with now, what plan they have and how much they are paying for it. (I usually know when they had their last increase and about how much it was.) If they won't tell me the premium I can usually figure it out based on their current company.
When I do make the appointment I know that I have better than a 70% chance of making a sale. It is usually better than 90% if I get all the info.
If they ask, I tell them what the premium will be if they take a policy from me. According to the way I was "trained" to sell insurance I do "everything wrong".
I usually have a fair distance to drive to an appointment and I don't want to waste either their time or mine. There is no sense going if I can't save them money. It is usually only money they are interested in.
People turning 65 have never been a good group for me to spend a lot of time with unless they are a referral. Ages 68 to 75 have always been more productive.
I'm still not convinced that Medicare Advantage (MA) plans are the best option for a lot of seniors. In my experience, Seniors get way too excited when they think they are going to save a ton of money and that is the only thing they base their decision on and the only thing they remember no matter how carefully you explain it to them.
Maybe in a few years when more doctors understand and accept MA plans, but I have run into a lot of doctors that either say they don't know enough about it or are not accepting it. However, I work in rural Missouri, I'm sure it is much different in the large metro areas.
I work much the same way as you Frank, which apparantly, is wrong--But has been working for me for 6 years (6 months after leaving United American)
I do not go on an appt unless I have a 75% chance of a sale--which is either accomplished by saving someone money or increasing their benefits.
I do cold call--but I am very generic about it and only do it to get an appointment to discuss health plan options.
I also outsource telemarketing but haven't seen much come back from that yet--will give it 60 days and see what happens.
I also do direct mail--self-mailers with return of 2.75% response and close about 50% of those
As needed I also do postcard mailings myself to T65 and usually get about 2% from that but 90% closing ratio[/list]
As for MA plans over med supps...I have about 100 MA clients and have had maybe 5 cancel because their Doc wouldn't accept it. 75 of those 100 have been on the MA plan for a year now and still no problems.
As for MA plans over med supps...I have about 100 MA clients and have had maybe 5 cancel because their Doc wouldn't accept it. 75 of those 100 have been on the MA plan for a year now and still no problems.
Time will tell...
In CA there is the Blue Cross Freedom One no-premium MA plan which uses the regular BC PPO... and just about every doc and his/her dog are members.
This may be anecdotal evidence but I noticed with my wife this weekend who had to go to the doc-inbox several times, when the gal behind the desk saw a Blue Cross card (or any private insurance card) as opposed to the standard Medicare card she was much nicer. I think they think they will get paid more or faster. Go figure.
"Mr. Jones, this is Bob Levine. I'm a Medicare specialist, here in Decatur. The reason for my call was to ensure you fully understood what enhancements have been added to Medicare, to your advantage.
Let me ask you, did you receive the Medicare and You 2007 book?
(if yes)
Have you had a chance to read through it?
(if no)
Let's do this. If I may, let's get together for 15 minutes to go through the book, and explain what what Medicare has done to help you this year. I will make you two promises: 1. I am not here to take you off Medicare, and 2. you are under no obligation to sign up for anything."
I sell Medicare Advantage plans, and this works 80% of the time.
(if no)
Well, I have a copy with me, and when we meet, we can call and get you your very own copy, because you will need it to reference this year."
I especially like what you say if the prospect says no. "...when we meet, we can call and get you your very own copy..." That a very smoothe way of getting in to see them.
Yes, knowing your local market is everything. If I call up a senior and they tell me their Dr's name and if he is on the Summitt Group I bow out. There is no good way of replacing what they have and that is Cariten, which I'm speaking of the local Cariten group of Knoxville TN. Cariten was bailed by the Summitt Group and now all Summitt Group Dr's will only take MA Plans by Cariten and John Deere, but since John Deere has been brought out by United Health Group (go figure?) I'm not sure how that has effected this close system?
It they tell me they are on Tri Care I bow out, no sense its a no sale!
If they tell me they have a United Supplement I'm there in a flash! Good Company and all but they are a bit on the high side with premiums along with others such as Combine and others.
Yet I go in as generic as I can and use Supplements for the most part to market with when I do this. Some suggest that the idea of going from a Supplement sale to a MA plan if its a better fit is somewhat against CMS Rules? Sure if I have a problem with it which Mrs Flowers our Insurance Lady of Tennessee I guess I can always excuse myself for a moment and ask the senior to call my cell and ask me about MA plan and then walk back in the house with my MA applications? Seems a bit stupid to me?
Well, I have a copy with me, and when we meet, we can call and get you your very own copy, because you will need it to reference this year."
I go down to my local SS office and get copies for free and if they can't find their's are for some reason don't have one I just give them one. Something being with Sterling has taught me.
It seems like most of the older folks -- turning 85 already know about whats going on in the medicare market -- just from the news - and from all of the mail they have already gotten from every tom, dick and harry medicare supplement plan --- from my experience they would rather not sign up blindly ( thru the mail via company) -- but from someone sitting down with them explaining the whole shibang -- what i do when i call -- I ask if anyone has ever sat down with them to explain medicare? -- every time that is a No -- they havent. once that question is answered i just tell them i will be glad to sit down with them to go over their options and all of the information that has already been sent to them via mail -- once i am in with the appointment -- whether they want to go with a supplement or an advantage plan -- which part d plan would be best for them, add $5000 final expense and the continental care policy to either or ( sup or advantage plan) -- and they are all set... i have over 550 medicare eligible customers right now that i service ---
Most of all when you see your seniors
KNOW YOUR PRODUCT and your competition --- and last bit of advise
Be there for your customers - day and night...
Hope that helps
Mary
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You won't know unless you ask!!!!
email me at mdonaldson@insurer.com
Mary D.
from my experience they would rather not sign up blindly ( thru the mail via company) -- but from someone sitting down with them explaining the whole shibang
Not trying to be argumentative, but how do you explain the fact that AARP probably writes more Med Supp business through United Healthcare than any carrier (no proof, just my assumption) and it's all done through the mail?
I personally write 95% of my Med Supp business through the mail. It can be done quite effectively. Of course, these aren't cold calls. They are leads. I don't think I'd want to attempt to do it cold calling.
Not trying to be argumentative, but how do you explain the fact that AARP probably writes more Med Supp business through United Healthcare than any carrier (no proof, just my assumption) and it's all done through the mail?
I'm just telling you my experience here in Wyoming -- yes i know we are in the middle of the nowhere counrtry in ebf ------ when someone has a question or concern they like the fact that i can either call or come over within a couple of minutes and answer there questions --- not one of my customers like to dial an 800 number and wait on hold to talk to the customer service representative on the other end -- thats my job - not theirs. Now i do have a couple of people that are in Rock Springs -- way up state -- that i have signed up via mail and phone -- but yet they still call me when they have a question instead of the 800 line...
To each his own :wink:
No argument coming from me
One question tho sman --- just for comparison from how i do things -- whenever you call your leads -- do you automatically send them the booklet and application and then call or do you go ahead and send them out and follow up the next week? -- I work with a couple different companies and everyone says to do it differently -- depending on what company. -- i personally like to do everything over the phone via computer... if not -- then i go see them and close the sale
one question tho sman --- just for comparison from how i do things -- whenever you call your leads -- do you automatically send them the booklet and application and then call or do you go ahead and send them out and follow up the next week? -- I work with a couple different companies and everyone says to do it differently -- depending on what company. -- i personally like to do everything over the phone via computer... if not -- then i go see them and close the sale
I generally have all their info with the lead so I will email a quote and follow up with a phone call the same day. Sometimes I close it the same day, sometimes it's weeks or even months. I try and do everything with Med Supps over the phone and through the mail, but will go see them if it's the difference in making the sale or not. I had to go out on one yesterday for an MA plan. Didn't really want to, but the client wanted me to so I did. I never send a blank application to anyone. I always complete it over the phone and just put the "sign here" tabs where needed. If you send out a blank app, you're less likely to get it back.
The reason AARP is able to do it through the mail is: name recognition. Seniors love AARP. They do not love my agency--they have never heard of me. Thus I sign up most of them in person.
Sman, you say you email your quotes first? I find that impossible to do--about 9/10 of my clients do not have email--6/10 don't have a computer.
sman, you say you email your quotes first? I find that impossible to do--about 9/10 of my clients do not have email--6/10 don't have a computer.
No disrespect, but you can find it imposible all you like. My leads are INTERNET leads. They input their information along with their email address. I do not get a lead without an email address. I guess we just have different clientele.
I never send out blank enrollment forms --- i learned that early on -- never works -- even if they did fill it out -- either illegible -- or signed in the wrong place etc etc -- and less likely to fill out --
I guess thats one of the reasons i like Coventry for the freedom plan -- i sign up most of mine over the phone -- just type their info in the computer and its done -- for the final expense -- they call in to the company and that is done over the phone 3way -- and of course the continental care -- i do have to send that out to them -- hopefully somewhere in the future we will be able to sign them up a different way
Yes aarp is all recognition --- but their rates go up really fast --- so switching them to either Lincoln heritage -- in wyoming the rates are lowest -- or mutual of omaha -- thats the main difference.... the question is
Do they want just a recognition plan --- or a plan that you can count on with a rep in the local area to handle everything for them? that is what needs to be stated when making that call ---
sman, you say you email your quotes first? I find that impossible to do--about 9/10 of my clients do not have email--6/10 don't have a computer.
No disrespect, but you can find it imposible all you like. My leads are INTERNET leads. They input their information along with their email address. I do not get a lead without an email address. I guess we just have different clientele.
Good for you. I did not say it was impossible--just that I find it impossible with seniors in my area since I do not buy internet leads.
Cold Calling Seniors
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