HUMANA throws agents under the bus

WellCare FMO · 10-30-2008, 08:21 AM

Read this and tell me you still want to sell for this company.

Joe Moore · 10-30-2008, 08:39 AM

Quote:

Originally Posted by WellCare FMO

Read this and tell me you still want to sell for this company.

For some reason I can not get the attachment uploaded.

I have read it. I also can't get it to upload - pay to agents: proposal of $338 1st year/half renewal years.

The way it is written, "Under the Bus" is by far an understatement.

healthagent · 10-30-2008, 08:39 AM

You'll need to upload to a site like Free file hosting by Savefile.com and post the link

*midwestbroker* · 10-30-2008, 09:15 AM

They are too heavy in the captive market to worry about brokers selling for them.

Joe Moore · 10-30-2008, 09:35 AM

They have taken Rick's idea of a %. They have modified it from Rick's 17%, my proposal for TN agents of 10%, and lowered it to 4%.

I am sure WellCare Pro would do the same but if anyone wants an emailed copy, contact me at joe@asurco.com and I will be glad to send a copy.

Here is a link that anyone can comment on the thoughts on this subject:
Regulations.gov

Here is what I posted, if anyone needs any ideas:

I am noticing, with much interest, your problem with the commission
structure insurance companies have settled on after receiving guidance
from CMS, in paying commissions on Medicare Advantage Plans.

We operate an insurance marketing organization with hundreds of contracted
agents. May I add, these are mostly professional insurance agents that
take much pride in dealing with their clients in their chosen career? They
are really at the bottom-of-the-chain when it comes to dealing with these
plans, but without them very little gets done.

Most insurance companies realize without sales, they do not need ANY home
office employees. Most insurance companies realize that it is very hard to
find anyone experienced, honest and knowledgeable to represent them with
these very confusing and ever-changing plans. I feel this is why they
decided the professional agent is the cog that makes the wheels turn in
offering their product to the public. Due to new CMS rules, we have been
told by many good agents they are leaving the Medicare Advantage Industry.

I do not see how a pay-cut to agents is going to save the government
ANY money, or protect the public from predator agents. In regard to record
profits by insurance companies, it appears one of the main concerns should
be the cutting of the benefits by companies instead of what they are
paying their employees or independent contractors. If agents are not
allowed to make a reasonable living, more agents will leave the industry
and the money will go to more advertising, infomercials or further add to
the bottom lines. This may be the only industry nation where big-brother
is trying to dictate a salesperson's earnings.

Realizing your goal is to deter "churning" just to earn a new first year
commission by an agent. I agree completely churning does need to be done.
But, a pay-cut to agents will not accomplish this goal Just last week we
had a 3 people come into our office wondering if they needed to change
plans in 2009; our advice was and will continue to be, if it is working
and your benefits are basically staying the same, it doesn't need fixing.
There is much more to this business than earning a new commission by an
agent.

Straight from the Medicare & You 2009 Handbook:

"Your health, finances, or coverage may have changed in the last year.
Look at the cost, coverage, quality, and convenience your current Medicare
health or prescription drug coverage will offer in 2009, and compare it
with other available coverage options to see if there's a better choice
for you."

The above statement says to me that Medicare acknowledges that sometimes
people need to change, due to their circumstances changing OR the changes
in their plans.

Many persons enrolled in these plans do not have a clue HOW to compare
these plans. This is where the professional insurance agent's expertise is
very valuable. When a sale is made, a professional agent usually has to
service this client for the years, thus the professional insurance agent
earns his pay. This is not normally a sign-them-and-forget-them sale.
We sometimes have to service some of the clients every couple of months,
counciling them on "deductibles", "donut holes", "generics vs. name brands,
why they are having to pay 100% of their cost of drugs while still paying an
insurance premium (try to explain that to a broke senior), and a multitude of other
inquiries that we have no income for.

I am a 21+ year veteran of the insurance industry, specializing in the senior
market, a former County Chairman of the Democratic Party, a former political
candidate, am very-very consumer oriented, feel I am fiscally conservative
and much in favor of less government and government spending.
But I also realize the problems I see when a professional insurance agent
is not recognized for their true value, the person making it happen for the
companies and Medicare in marketing these plans. The move that seemingly is
about to take place will not save our government one cent, nor will it protect the
public in any way.

Contrary to popular belief, most of these agents are not the bottom-feeders,
but are trying to honestly make their living servicing their clients as a
professional in the insurance industry.

Joe Moore

National Senior Benefits

Asurco Insurance Marketing

www.asurco.com, www.shenagents.com, www.helpmedicare.com

PO Box 1954, Morristown, TN 37816 1-800-226-1004, 423-581-1004

jdeasy · 10-30-2008, 10:18 AM

It should be a surprise to any agent that the captive companies, namely Humana and Pyramid, have been driving this whole mess. They have played CMS as the heavy and maybe they wish they had not kicked the sleeping dog, but, make no mistake, the captive companies have been behind this stuff from day one.

Last year, Humana was the main push behind stopping the LCOEP.

I wouldn't write for Humana before this. I can't see why anyone would get in bed with them now.

moonlightandmargaritas · 10-30-2008, 10:22 AM

Quote:

Originally Posted by jdeasy

It should be a surprise to any agent that the captive companies, namely Humana and Pyramid, have been driving this whole mess.

All insurance companies will give you the spin that they are "for the agent", agent-centric, and all that other crap. It's nothing but BS.

They look at agents as nothing but a necessary and expensive evil.

Bob_The_Insurance_Guy · 10-30-2008, 10:32 AM

It's not in their MarketPoint Library. Can anyone spell out the site I can go to to find it? Or can someone e-mail it to me?

Non-golfing Agent · 10-30-2008, 10:56 AM

Quote:

Originally Posted by Bob_The_Insurance_Guy

It's not in their MarketPoint Library. Can anyone spell out the site I can go to to find it? Or can someone e-mail it to me?

You thought it was going to be on Humana's site?

scottfree · 10-30-2008, 10:59 AM

Quote:

Originally Posted by WellCare FMO

Read this and tell me you still want to sell for this company.

For some reason I can not get the attachment uploaded.

Wellcare FMO, I am wondering what you are talking about or where to find it.

I am not happy with WELLCARE at this time either. I am not able to access the WellcarePro site this morning because they say I need to do my testing and contract for 09. I did an application for a 11/1 effective date and now don't have access to the site even though I have done my testing and even had to send an email to Wellcare about an incorrect answer.

My blood pressure is rising everyday

jdeasy · 10-30-2008, 11:32 AM

Quote:

Originally Posted by scottfree

Wellcare FMO, I am wondering what you are talking about or where to find it.

I am not happy with WELLCARE at this time either. I am not able to access the WellcarePro site this morning because they say I need to do my testing and contract for 09. I did an application for a 11/1 effective date and now don't have access to the site even though I have done my testing and even had to send an email to Wellcare about an incorrect answer.

My blood pressure is rising everyday

I got that same email from Wellcare this morning even though I have already re-certified and had a new background check. When I went to the Wellcarepro site, it wouldn't let me log in until I finished the credentialing. There was a link in the message at the site. I went to that and had to electronically sign a couple of things. It then showed that I had passed the tests and my background check was in order. It said I should be able to log in "soon". I closed it out and then went right back to the site. It let me log in as usual and tend to business.

scottfree · 10-30-2008, 12:06 PM

Quote:

Originally Posted by jdeasy

I got that same email from Wellcare this morning even though I have already re-certified and had a new background check. When I went to the Wellcarepro site, it wouldn't let me log in until I finished the credentialing. There was a link in the message at the site. I went to that and had to electronically sign a couple of things. It then showed that I had passed the tests and my background check was in order. It said I should be able to log in "soon". I closed it out and then went right back to the site. It let me log in as usual and tend to business.

Thanks, Waking up to an email saying I was suspended with all the BS that is going on got my blood boiling. It would be nice if they would spend a bit more time thinking about sending out emails like they did this morning.

WellCare FMO · 10-31-2008, 09:46 AM

link fixed in 1st post

scottfree · 10-31-2008, 10:09 AM

Quote:

Originally Posted by WellCare FMO

http://www.tbrins.com/humana.pdf

Read this and tell me you still want to sell for this company.

Humana just doesn't want anyone making any money taking them off their awful plans. Plus if commissions are limited they have more money to spend on the commercials that they want to run all the time. They spend more money than any company out there on print and TV ads. Probably spend more money on ads than commission to the agents.

retread · 10-31-2008, 10:45 AM

Quote:

Originally Posted by scottfree

Humana just doesn't want anyone making any money taking them off their awful plans. Plus if commissions are limited they have more money to spend on the commercials that they want to run all the time. They spend more money than any company out there on print and TV ads. Probably spend more money on ads than commission to the agents.

Scott, let me take this one step further... I think we are in a transition phase where carriers will eventually be signing up customers over the net and eliminating the agent except for some minor unreachables.

This has basically already been done with PDPs. Any senior can sign up in a local pharmacy, AND THEY CAN COMPARE PLANS SIDE BY SIDE WHICH WE ARE NOT ALLOWED TO DO.

I see a time coming when the only job left for Medicare agents is to go on appointments to shut-ins with no computer access. Even then, I think CMS will change the rules and allow companies to sign them up in outbound telephone calls.