Bob, I think you have to remember who the audience is. If you were on Medicare, didn't sell insurance, and were trying to figure out what your options were, I think you would appreciate having it broken down so it was that easy to understand.
One sure couldn't read the Medicare Guide book and come away knowing that much about the options that are available.
I break it down in very simple terms when I go on an appointment and prospects constantly tell me that I was the first agent they have talked to who explained it so they were able to understand it.
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Bob, I think you have to remember who the audience is. If you were on Medicare, didn't sell insurance, and were trying to figure out what your options were, I think you would appreciate having it broken down so it was that easy to understand.
One sure couldn't read the Medicare Guide book and come away knowing that much about the options that are available.
I break it down in very simple terms when I go on an appointment and prospects constantly tell me that I was the first agent they have talked to who explained it so they were able to understand it.
I totally agree with you about simple terms -- and I think the website is just what a senior needs
For example -- my last appointment this afternoon -- i went to see this lady and she had a friend of hers there with her -- they are both 71 and widowed... she was paying 198 a month for her medsup ( which actually for her age isnt that bad ) -- but she was ready to drop it because the rate went up 28 dollars this year -- the friend was so amazed at how i put all of this info in ( Mary's terms) -- simple and all drawn out -- all I heard was Mary how do you know all of this stuff and remember? ETC ETC
Anyways i switched her to a UCT medsup - changed her rate to 100.33 a month for plan F -- she didn't understand how or why the rates change...
These seniors have so much info thrown at them and they don't know where to turn and what to do ---- totally confused
Anything that is simplistic is wonderful
Doc great post!!
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Mary D.
Bob, I think you have to remember who the audience is. If you were on Medicare, didn't sell insurance, and were trying to figure out what your options were, I think you would appreciate having it broken down so it was that easy to understand.
One sure couldn't read the Medicare Guide book and come away knowing that much about the options that are available.
I break it down in very simple terms when I go on an appointment and prospects constantly tell me that I was the first agent they have talked to who explained it so they were able to understand it.
Frank, do you use any kind of brochure (non-company) or other visuals that help you explain Med Supps and Med Advantage plans ?
Thanks,
Bill
The problem that I have run across is that agents will sell one or the other. They will pitch the MA plan and not talk about supps or the other way around.
I use a legal pad and write down what A, B, C, and D are. Then I tell them about the supp plan that will cover A+B (depending on the plan), and then talk about a stand alone D plan.
Then I tell them about part C, which is a primary plan (still have Medicare but goes on the back burner to fund the policy) and they follow the new coverage guidelines. Like traditonal group (employer) insurance. The group (Medicare) funds the plan to keep costs down (if any premium at all). Then you follow the plans structure.
That normally gets them on the same page as me.
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"Government's view of the economy could be summed up in a few short phrases: If it moves, tax it. If it keeps moving, regulate it. And if it stops moving, subsidize it." Ronald Reagan
Frank, do you use any kind of brochure (non-company) or other visuals that help you explain Med Supps and Med Advantage plans ?
Thanks,
Bill
I don't have anything special that I use. If it is a Med Supp I only show them the benefits D has. I don't use a "book" that has all the plans. If they tell me they either have an F or want an F then I pull out the part A and part B benefits of F and show them the difference.
If I'm showing them an Advantage plan I will use what Pyramid provides me with but I will have the main points highlighted before I arrive.
I also use a "Big Chief tablet and a sharp crayon" to show them the advantages and disadvantages between the two.
When I leave I put it all in a manila folder with my name and phone number on it and tell them that "this is your insurance folder". I have gone back to the same client years later and they still have their "insurance folder".
True you are not modifying anything, but according to CMS, any changes you make (highlights, underlines, pen marks, etc) is considered a no-no.
Granted, I am sure there is some leeway with this, and if the client never reports you to CMS then I do not see how they would know.
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"Government's view of the economy could be summed up in a few short phrases: If it moves, tax it. If it keeps moving, regulate it. And if it stops moving, subsidize it." Ronald Reagan
Highlighting IS modifying material. The brochures, et al, have been approved exactly as printed. By highlighting, you are pointing out that some material might be more important than other information.
In fact, you are not even allowed to WRITE your name and phone on a brochure. You may staple your business card.
I guess they are just going to have to throw me in jail then.
If they ever "crack down" on that I'm sure I will have a lot of company being with all of the other agents who want to make sure their prospect throughly understands exactly what they are agreeing to .
My clients and prospects need help wading through all the BS required by CMS.
Highlighting IS modifying material. The brochures, et al, have been approved exactly as printed. By highlighting, you are pointing out that some material might be more important than other information.
In fact, you are not even allowed to WRITE your name and phone on a brochure. You may staple your business card.
CMS is a pain in the ass!
Rick
I thought that while you are sitting in front of the prospect (ie. live and in person) it is permissible (by CMS) to circle items on a brochure and write anything on it you wish. Anyway that is what was told to me. YMMV.
I thought that while you are sitting in front of the prospect (ie. live and in person) it is permissible (by CMS) to circle items on a brochure and write anything on it you wish. Anyway that is what was told to me. YMMV.
Al
I will continue to do what is necessary to insure that my prospect understands all of the implications of taking a Medicare Advantage plan.
I am not even remotely concerned about CMS knocking on my prospects door after I leave asking to see the information I left with them.
They would have a hell of a time proving in a court of law that I had violated their sacred rules and regulations by helping a prospect understand all of the mumbo jumbo.
I will continue to do what is necessary to insure that my prospect understands all of the implications of taking a Medicare Advantage plan.
I am not even remotely concerned about CMS knocking on my prospects door after I leave asking to see the information I left with them.
They would have a hell of a time proving in a court of law that I had violated their sacred rules and regulations by helping a prospect understand all of the mumbo jumbo.
While I agree with you and in fact I highlight, circle, etc., CMS does not have to prove a damn thing. Every insurance carrier has the same training information. You may make no changes to any material. Technically, you care not even allowed to send an email or a letter!
You can do anything you want to a Med Supp brochure (as far as I can tell), but you can do NOTHING to an MA brochure.
All it takes is one a-hole to have a claim that is denied (even if it would have been denied by Medicare) and show CMS the brochure where you missed highlighting the exclusion. You are guilty and have no defense. They have to prove nothing in court. A quick note from CMS to your MA carrier could cancel your contract in a heartbeat.
Now, when I'm elected the first Libertarian president, I'll change all this. Until then, just be careful.
While I agree with you and in fact I highlight, circle, etc., CMS does not have to prove a damn thing. Every insurance carrier has the same training information. You may make no changes to any material. Technically, you care not even allowed to send an email or a letter!
You can do anything you want to a Med Supp brochure (as far as I can tell), but you can do NOTHING to an MA brochure.
All it takes is one a-hole to have a claim that is denied (even if it would have been denied by Medicare) and show CMS the brochure where you missed highlighting the exclusion. You are guilty and have no defense. They have to prove nothing in court. A quick note from CMS to your MA carrier could cancel your contract in a heartbeat.
Now, when I'm elected the first Libertarian president, I'll change all this. Until then, just be careful.
Rick
I totally agree with everything you said. However, having my contract cancelled would not present a hardship on my business nor is it going to alter my efforts to insure that my prospect understands everything. I have continued to recommend and write supplement policies. I do not feel that MA plans have had a dramatic impact on my supplement business.
When I explain the difference between the two to my prospect he/she, so far have, opted to take a supplement. I have only sold two MA plans this year and they were to clients who were told by a United World agent that they could switch plans, not on their anniversary date, and United World would issue the policies even though the both were insulin dependent diabetics and he had a stint put in his heart six months ago.
She even called me and asked me what she should do before the UW agent was to arrive.
He sold them the policy at the end of December, 2006 and told them to cancel their current policy effective January 1, 2007. They left and went to Gulf Port on Jan 3 and didn't return until the after the first week of March. When the arrived home they each had a letter from Mutual of Omaha telling them that they their application had been denied along with a refund check. They had been without insurance for over two months and didn't realize it.
Because it had been over 60 days when she called me for help apologizing for not taking my advice, the insurance company would not re-instate their policy without going through underwriting.
The only option for them was to take a MA plan. Needless to say, they were very upset!
If you can change CMS then you will definitely have my vote.
Undecided: MA or Med Supp??
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