Best Practices for Walmart during AEP?

[Typical Agent]

I'm new to the MAPD world and don't have a ton of existing clients.

How many of you do this, and what works best for you to be successful?

 

[axeman462]

I worked a walmart about 3 years ago. Did pretty good. If you work a good location, with the right demographics you will build up a decent size book over the 2 months. but...

As I found out over the past 3 years, the clientelle you get from Walmart, are super unloyal. Not sure that is the best way to build a book.

In my experience, the best way is slowly. One customer at a time. Build rapport, sell, and get referrals.

Insurance isn't a get rich quick scheme. Its a get rich slowly scheme.

 

[LostDollar]

Caveat, not an agent.

I go to a Kroger related grocery store. Around the time I turned 65, there were Coventry agents at the store each year. Then when I actually need to enroll in Medicare a few years later, there were no agents.

Presumable because of all the increased government funding for MAPD's this past year, An agent showed up again in 2019. He had a Humana associated table, and was positioned inside the store on a direct path to the pharmacy. He did 2 hour visits, 3 days a week during AEP. I figured he must have done alright with that because he continued during OEP for 2 days a week.

Your question comes up regularly and the responses are kind of hate it or love it types of answers. The response above is the first time I remember seeing someone comment about the persistency of the WalMart clients.

I did have someone cloud up and rain all over me awhile back when they thought I was making a derogatory comment about acquiring clients via a WalMart table. They were obviously one of the ones that thought it was a good approach.

If you try site search for something like WalMart table, you might be able to find some of the old threads.

It will be interesting to see the responses you get in this thread.

 

[alldaytuesdays]

Just tell them to sign on the dotted line for the free insurance with the Silver Slippers... I think that's how most working WalMart tables do it.

 

[LostDollar]

-> adt, like your user name and your website.

 

[PTAgentInNJ]

I've done AEP in a small local Walmart (not one of the supercenters) for the past two years.and feel that I've done pretty (very?) well since I'm a career changer and only work on a part time basis (I still have my full time job and take a bunch of PTO during AEP). I only sell Medicare. The Walmart during AEP and word of mouth referrals are the only lead generation I've done. I've brought on 30-35 clients each year if I include the PDP onlys. While I lost a couple of people along the way I calculate my persistency well over 90%. You will need a talent for explaining and simplifying the plan information as some of the folks just lack the ability to comprehend the complexities of the plans but if you can do that you can be successful. Dig into the LIS information in your state and having access to DSNP plans has been important for me.

 

[vic120]

I've done AEP in a small local Walmart (not one of the supercenters) for the past two years.and feel that I've done pretty (very?) well since I'm a career changer and only work on a part time basis (I still have my full time job and take a bunch of PTO during AEP). I only sell Medicare. The Walmart during AEP and word of mouth referrals are the only lead generation I've done. I've brought on 30-35 clients each year if I include the PDP onlys. While I lost a couple of people along the way I calculate my persistency well over 90%. You will need a talent for explaining and simplifying the plan information as some of the folks just lack the ability to comprehend the complexities of the plans but if you can do that you can be successful. Dig into the LIS information in your state and having access to DSNP plans has been important for me.

how many without PDP's?

 

[PTAgentInNJ]

how many without PDP's?

49

 

[vic120]

49

so including PDP is 35 but take away PDP 49 a year?

 

[PTAgentInNJ]

so including PDP is 35 but take away PDP 49 a year?

I meant 49 for both years. Wrote only one PDP for 2019 plan year but wrote a ton for 2020 plan year mostly due to the changes Humana made to their PDP's and also the Wellcare purchase of the Aetna PDP business. Call it 25 MAPD/Med Sup per year and 8ish PDP per year on average