Originally Posted by toc3
What do you experienced Medicare Supplement agents do when asked about a drug plan while marketing and/or selling a Medicare Supplement. The CMS guidelines according to Coventry's memo received today states (Outbound telephone calls only)
[COLOR=red]"Due to the nature and relation Medicare Supplement and MA/PDP product options, if during the course of an outbound call for a Medicare Supplement product the beneficiary initiates interest in an MA or PDP product, then that MA or PDP product may be discussed, as long as the call is recorded, including the beneficiary-initiated request for MA or PDP information. Again this is for calls only, not face to face meetings." [/COLOR]
[COLOR=black]Am I to ask the prospect to hold for a second while I turn on the recorder, then ask them to repeat their questions or requests for
MA or PDP info? Or should I just totally refrain from selling them. I currently only market and sale Supps and PDP's only. I wonder if I should stop selling PDP's. Anyway, what do you seasoned and HONEST pro's do?[/COLOR]
Tough question. I haven't decided exactly how I'm going to handle it. I also sell Med Supps and PDP's, not
MA's. The only
MA product I can sell in my area is the
PFFS plan. I don't like them for my prospects and clients and will not offer them.
I don't think HONEST is the best choice of words. I would prefer to insert the word RESPONSIBLE or PROFESSIONAL instead. My responsibility is to my prospects and clients. I hope I don't have to cross any lines to be able to continue helping them.
With that said, I have heard rumors that there is a good possibility that the recording requirement may be changed. Just a form for them to sign. I hope.
If not and the question comes up during my initial phone contact with a prospect I think I am going to say something like, "Yes, I also represent companies that offer Medicare's Drug Program". Attempt to get them back on topic and continue with the "dog and pony shot" for the Med Supp.
If you are good you won't have any trouble getting them back on the discussion about Med Supps and deal with the Part D when you finish with the Med Supp.
After that, then explain that "Medicare" now has strict requirements regarding how agents can help Medicare recipients with the drug program. That Medicare has initiated these requirements to help you better understand the complexities of the program. (I know, that part is BS but it offers a valid sounding explanation. I think one has to offer them some kind of explanation because CMS requirments do not sound logical.)
Then just come out and tell them what CMS is requiring. I wouldn't tell them that CMS is doing it because so many agents were screwing their prospects last year.
If they don't understand and give you grief then maybe you don't want them for a client after all.
My number one priority has always been to help the prospect make an intelligent, well-informed decision regarding the coverage that best suits their needs.
Medicare Supplements and PDP's
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