Dual Eligibles Retention?

[roadrunner]

what's your experience with retention ?

I have only lost a handful of clients.

Perk: They can enroll and move throughout the year
Downside: They can enroll and move throughout the year

They seem to get more antsy during AEP. Lots of agents contacting them, going to meetings, etc.

I receive referrals from social workers at a few of the local hospitals, some of these folks don't even know they have medicare.

Most of the folks I meet with are grateful for the assistance I provide.

Like anything you'll run across some that are willy nilly.

I focused heavily on this market for a few years to build my book, and it worked. This year I have moved more focus to the Medicare Supplement and T65, because of the service work involved. Now that my clients have been with me a few years, they know I will reach out to them, and they can give me a call if they have challenges.

Typically there is more service work involved. You are working with a segment of the population that may be under educated, receive disability,have little to no family support, and many times simply do not understand Medicare.

You get what you give.. I take care of my peeps and they stick.



If you want to chat, just pm me and I'll reach out to you next week.

 

[grod]

You use a lot of absolutes that aren't true.
"Lose them all" - I lose about 10% a year. Many have stayed on for more than 5 years.
"They'll call you every time.." - I get a hand full of calls from the same 20%. 80% rarely if ever call. They love the plan and are grateful I helped them.
They are a part of the population that generally have health, financial, and emotional issues. Be kind to them and you will be rewarded. If you think of them as PIA, then you need to rethink why you are in this business.

There is only one reason I am in this business...to make money. As much as I can. I provide exceptional customer service, even to those PIA DSNPs, and it is because of that that I get referrals of their same friends and families who are also DSNPs. Birds of a feather. The point is that if you load your book of business with DSNPs your service work will take from your time to market and grow. This is a business. There are only so many hours in a day, week, month. You want to spend it doing customer service, go for it. DSNPs are low hanging fruit, but it comes at a price.

 

[Pcolamark]

For those that market for dual eligible mapd, do you find that the retention to be similar to regular medicare mapd or do they tend to drop off since they can change plans whenever they want?

The dual eligible is a big part of my business this time of year. Most are good people with difficult circumstances. If you enroll them and at the beginning of the month get there Dr., dental, vision set up. Teach them how to get their transportation, and go over everything clearly you won't have many issues. Just make sure you don't change a lot of their Dr's and stay clear of people who are in a lot of pain management if you would have to change that physician, it's difficult. Do the service on the front and retention is good.

 

[Piece Of The Pie]

There is only one reason I am in this business...to make money. As much as I can. I provide exceptional customer service, even to those PIA DSNPs, and it is because of that that I get referrals of their same friends and families who are also DSNPs. Birds of a feather. The point is that if you load your book of business with DSNPs your service work will take from your time to market and grow. This is a business. There are only so many hours in a day, week, month. You want to spend it doing customer service, go for it. DSNPs are low hanging fruit, but it comes at a price.

My point is your post was very harsh.
My take is...
- Not all will leave
- Not all will call
- Not all are PIA
You are correct in that I wouldn't load up all my book with DSNP customers. But it can be a great way to add to your book.

 

[wehotex]

The dual eligible is a big part of my business this time of year. Most are good people with difficult circumstances. If you enroll them and at the beginning of the month get there Dr., dental, vision set up. Teach them how to get their transportation, and go over everything clearly you won't have many issues. Just make sure you don't change a lot of their Dr's and stay clear of people who are in a lot of pain management if you would have to change that physician, it's difficult. Do the service on the front and retention is good.

Yes, that is a GOOD ONE. The Pain Management ppl are harder to deal with since they passed that crappy law last October, where their meds can come only through a pain management specialist. Not all pain management specialists think alike and it's possible that the New pain management specialist might feel differently about prescribing the same meds. There is also the time lag to authorize a referral to the new specialist.

 

[NctopAgent]

I made well over a 100k this year with 40% 0f my biz ,Duals. UHC DUAL PAYS THE BILLS

 

[b61mack]

What is your pitch to duals

 

[NctopAgent]

The product is the pitch...gyms ,glasses, transportation, etc

 

[JaBrooklyn]

I find the LIS worse because they are poor but not poor enough to get everything for free...duals like the otc, transportation, etc...I find them to be an easier sell

 

[saintstigers]

For those that work the duals market...do you do more face to face appointments or sell over the phone?