New CMS Survey Trying to Catch Rouge Agents

[Focus LTC]

how about, How many prescription DRUGS do you take on a daily basis? 1/2 the people I talk to are nuts with many taking at least 2-3 drugs for anxiety,depression,Bi Polar and sleep aids.

Yes, I have found that to be true as well especially in the last few years. I don't know if this is a new practice in the medical community or if people in general are more depressed now than in the past because of the economy and the socialist government.

I have been running into many more seniors that take anti anxiety/depression drugs then ever before...

 

[Todd King]

So you just admitted that you turned them in because they were selling and you were not. Do you have any proof that the seniors were harmed? If you do have proof, then I would agree with you and say that you are right. This is not an easy field. Seniors are an age group least likely to change a plan or listen to something that might help them. If a person is capable of marketing himself as knowledgable and leaves the senior in a better situation, how could that be wrong?
The reason that SS (secret shoppers) got involved was because there were indeed some who did cause harm to some seniors. I've heard some stories of dishonest brokers (acquaintances), but have never been able to prove it. If I can't prove that harm was done, then it's really none of my business.

So, with this logic, are you the type of person that will sign the clients app for them because you are putting them in a "better situation"?
Hearing "stories" of dishonest agents/brokers is one thing. Actually watching them do it or being trained to do it is another. This is what Retread said. He didn't say he "heard stories".

 

[wehotex]

So, with this logic, are you the type of person that will sign the clients app for them because you are putting them in a "better situation"?
Hearing "stories" of dishonest agents/brokers is one thing. Actually watching them do it or being trained to do it is another. This is what Retread said. He didn't say he "heard stories".

Of course not. Training the bad behavior is not what I was referring to.

 

[retread]

In the Marines I was taught that a group is only as strong as its weakest member. A cliche? Hardly. When you're on a march and the weak member collapses it puts the entire squad at risk. When the weakest member can't shoot the entire squad it at risk.

So what do you do? Don't have weak members. That how our boot camp platoon started with 72 and graduated 35. Then those 35 are further weeded out in their respective MOS schools.

I feel the same with running companies and dealing with contractors. It is indeed the weakest few that impact everyone...and you get rid of 'em. Jack Welsh had a policy of hiring the weakest 10% of all GE employees annually. I'm a fan.

All insurance agents should be rated by the carriers and the sludge and dead weight should lose their appointments. While the weakest platoon member put the entire team at risk, the weakest annuity agents bring a huge black eye to the industry.

Some day...2, 5 15 years now one of my goals is just that...to get the carriers to implement an agent scoring system.

I think you meant Welsh fired the weakest 10%. Welsh's tactic was referred to as "rank and yank". It seemed to work fine with the big companies, but only the first pass or two. Companies that persisted beyond the second or third pass began to cut into the good wood. If taken too far, weakened the talent pool.

In small businesses, top management is not very far from the floor. This allows the owner/manager to have a better feel for who's really worth their salt... and sometimes it reveals a worker that has let his grip slip. Some counseling may cure the problem, but if not, then the axe falls. I am not a fan of big corporations, hence I don't care for rank and yank. I prefer a hands-on management tactic, and a requirement of personal responsibility.
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Of course not. Training the bad behavior is not what I was referring to.

You might as well quit now... you're busted.

 

[wehotex]

I think you meant Welsh fired the weakest 10%. Welsh's tactic was referred to as "rank and yank". It seemed to work fine with the big companies, but only the first pass or two. Companies that persisted beyond the second or third pass began to cut into the good wood. If taken too far, weakened the talent pool.

In small businesses, top management is not very far from the floor. This allows the owner/manager to have a better feel for who's really worth their salt... and sometimes it reveals a worker that has let his grip slip. Some counseling may cure the problem, but if not, then the axe falls. I am not a fan of big corporations, hence I don't care for rank and yank. I prefer a hands-on management tactic, and a requirement of personal responsibility.
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You might as well quit now... you're busted.

Busted for what? I haven't done anything. I haven't even knocked on any doors in case you're wondering. I was trained correctly back at the MA co that I worked for back in the 90s; in fact I was top producer for my office. Knocking on doors for MA business was NEVER acceptable even before MIPPA. But, I don't see anything wrong with cross-selling IF (and only if) the agent is putting the senior in a better place. If not, then that crosses the line.

I know of some very high producing agents that are doing questionable things with the help of medical group staff, but it's very hard to prove when the MA muckety mucks look the other way because of powerful medical groups and high rolling FMOs. Even CMS doesn't seem to care when this is reported. After seeing the "high producing protected agents" in full swing, I don't view the cross-sellers as any less worse than them.

 

[bill3173]

Even CMS doesn't seem to care when this is reported. After seeing the "high producing protected agents" in full swing, I don't view the cross-sellers as any less worse than them.

Agents reporting "infractions" are not very reliable. As you pointed out earlier, they may do this out of envy, spite or many reasons that are questionable. Fortunately, the DOI and CMS are aware of it, and generally give these complaints the respect they deserve.

If a client reports you, it's a whole 'nother ball game.

 

[wehotex]

Agents reporting "infractions" are not very reliable. As you pointed out earlier, they may do this out of envy, spite or many reasons that are questionable. Fortunately, the DOI and CMS are aware of it, and generally give these complaints the respect they deserve.

If a client reports you, it's a whole 'nother ball game.

've lost faith in CMS' investigations. We recently had a situation where a major medical group was caught steering its patients to the preferred MA by a secret shopper. The favored agents that were seated in the break room were forbidden to market by an injunction filed by the opposing MA. This lasted only 1 week. the favored MA had the injunction reversed. CMS secret shopper said that they were steering because they kept asking their patients to go talk with the agents in the breakroom at every step of their appointment. Those agents are still there. That doesn't build up my confidence in CMS.

 

[Justwastingtime]

By selling MA rather than Medigap aren't we all agreeing to abide by the guidelines? If those guidelines explicitly
say no cold calls then by all means for an MA appointment no cold calling. If the beneficiary wants something else get them to sign the Scope of Appointment form and set an appointment up to explain the MA.

I just received one of those calls from United Healthcare person to go over the Outbound Education and Verification call. This is a good example of the carrier trying to police their sales force. I listened to and responded to the questions. I believe that they will rid themselves of the rogue agents eventually dishonest agents will prove their value, bad business, and this will make agents like us shine!!

 

[taterpeeler]

I'm sorry to post an opposing view, but there's not an industry that doesn't do this and it should become standard for every insurance product.

Every one of my BMW clients got called for a lengthly survey. My friend's wife is a secret shopper for 6 Sears stores...because Sears wants to know every detail of how their employees act when management isn't staring at them.

McDonald's sends out undercover shoppers to rate their stores. Maybe your store was just having a bad shift when the undercover exec came through but guess what...that's life.

Everything is measured for quality control....except the insurance industry. And by the way, when something like this is done consistently it's actually better. Then they get a complete view of you as an agent. So if one or two nut cases complains about you it has no effect.

Heres a question for ya big 'un... have you ever sold a MA plan?

My future comments on this topic will be based on your response....

thank you for your time...

 

[Crabcake Johnny]

Even when agents are caught they're beat with a wet noodle.

Here's the case: Insurance Commissioner Poizner Announces Arrest Of Insurance Broker For Theft From An Alder - the guy is nothing less than a criminal.

The result? 36 months of probation. This is a great message:

"Don't rip off your clients or else we'll....we'll....well, actually we won't do anything so carry on."

NEWS RELEASE
Insurance Commissioner Jones Announces Sentencing
of Former Insurance Agent for Theft From An Elder
Total theft of funds was $32,500

Insurance Commissioner Dave Jones today announced that Paul Edward Broussard, 68, a former insurance agent was found guilty of two misdemeanor counts of Theft from An Elder, in violation of PC 368(d). Broussard was recently sentenced (March 3, 2011) to 36 months of formal probation and 100 hours of community service. He was ordered to surrender his insurance license to the California Department of Insurance (CDI) and not to reapply for a new license for a lifetime. Broussard made full restitution of $32,500.00 to the victims prior to sentencing.　

"A Licensed Insurance Agent who steals from policyholders and preys upon seniors will be fully investigated and prosecuted by my Department," said Insurance Commissioner Dave Jones.

The details of Broussard's theft and arrest can be found in this December 2010 press release by CDI.

This case was investigated by the CDI - Los Angeles Investigation Division and prosecuted by the Los Angeles County District Attorney's Office, Elder Abuse Unit.