How are we expected to sell?

[FourOaks]

This is the point of issue with some agents. They believe that you can't sell MA on a medsupp call under any conditions. This is not accurate according to my review of the rules and of the major MA companies.

So, if you generate a lead from your TM and meet with the client for a med supp and they want to talk about MA, when you do the SOA, what do you put as the "Initial point of contact".... wouldn't it be the initial call to them? That seems like it would cause red flags to the carrier.

 

[MedicareMillionair]

So, if you generate a lead from your TM and meet with the client for a med supp and they want to talk about MA, when you do the SOA, what do you put as the "Initial point of contact".... wouldn't it be the initial call to them? That seems like it would cause red flags to the carrier.

I always put down exactly how I generate the lead. I've not had any concerns expressed from the companies. In fact I have consulted with the companies to get clarification on the rules. They have instructed me to do this.

 

[Linda Mosley]

HI guys: Robin here. I am still wading my way through contracts and certifications with different carriers.

The regulations and rules regarding HOW we are allowed to sell is freaking me out a bit. Maybe this is just "new Medicare Agent" jitters, but GEEZ, how are we expected to sell anything with all these rules? Permission to Contact, SOAs, can't ask for referrals, can't cold call, must register EVERY event with CMS.

How does anyone ever get anything done?

I see these Medicare.com commercials on TV (and radio) and they seem to break every rule in the book; how do they get away with it?

I'm a die-hard salesperson...I actually love to cold call and as long as I have a decent product, I'm not afraid to get out there and get my hands dirty. But at this point, after having taken what seems like my 23rd test, I'm having misgivings.

Is it me, or is selling MA/MS/PDPs, etc. over-regulated? How do I get in front of clients, and how stringent are these rules about documenting and submitting (to CMS) every single 'event.' This crap about 'educational' events re "marketing events" drove me nuts. For the former, can't sell, can't talk rates, can't show specific plans, can't even hand out business cards? Really?

And all these certifications...I'm on my 3rd carrier, and it just seems these tests, exams, modules, knowledge checks, etc are a lot of busy work. AM I correct I have to re-do all of this every year?

Sigh. I need a boost of assurance. Thanks.

 

[Linda Mosley]

Selling plans & PDP is very regulated. This will also be my first time in the field. I am hoping that the AEP season will make all of these certifications worthwhile. Selling supplements is starting to look like a better selling option but it is a good idea to be able to offer part D along with the supplement. Good luck

 

[MedicareMillionair]

Selling plans & PDP is very regulated. This will also be my first time in the field. I am hoping that the AEP season will make all of these certifications worthwhile. Selling supplements is starting to look like a better selling option but it is a good idea to be able to offer part D along with the supplement. Good luck

I would argue that selling supplements alone will hurt your production unless you are able to generate leads specifically for supplement.

MAPD has over 1/3 market share and growing. So if your not able to filter this out in your lead generation, your going to be wasting advertising dollars and/or passing up on many sales opportunities.

Lastly, remember that supplements don't pay full lifetime commissions. MA does. I'm getting full commissions on MA plans from well over 5 years back. I have supplement clients from that same period that I was not able to rewrite, I get little renewals on them.

 

[LostDollar]

Selling supplements is starting to look like a better selling option but it is a good idea to be able to offer part D along with the supplement. Good luck

(Not an agent. )
This is a recurring discussion in the senior forum, with some long term forum members taking both sides of the issue.

As nearly as I can tell it comes down to feelings about compensation for effort vs business practice restrictions imposed by a government agency as a result of the certification process. There are some strongly held feelings on both sides.

 

[LostDollar]

Here are two threads providing more detailed discussion:

https://insurance-forums.com/commun...apd-certified-vs-not-getting-certified.89030/

https://insurance-forums.com/community/threads/silverscript-part-d-whats-needed-to-sell.93513/

 

[SamIam]

Just curious when these strict rules for medicare advantage such as no cold calling was this under the Bush Administration? Just curious.

 

[bluediamond]

As I understand it, you can sell anything health related on that same visit. People will say otherwise, but I've not had anyone show me in writing. Also, I've discussed this with Account Execs and senior level directors of every major MA company and have not been told otherwise.

Yes, you're correct they changed that a year or so ago.

 

[bluediamond]

Just curious when these strict rules for medicare advantage such as no cold calling was this under the Bush Administration? Just curious.

I do believe it was because after the Medicare act of 2003 things became more restrictive.