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Insurance Live Transfer Leads

With Crowe and Associates, agents can access insurance live transfer leads through LeadStar Marketplace.   LeadStar gives Medicare and Final Expense agents access to TCPA and CMS compliant leads.  Independent agents who work with Crowe and Associates are eligible to receive a $500 a month reimbursement for leads they purchase through LeadStar.

Lead types and cost

LeadStart offers access to insurance live transfer leads for Final Expense and Medicare.  Cost per lead is based on the type of lead.  Below are the lead types and cost associated with them.

Warm transfer phone leads

Medicare $48 / Final Expense $39

Inbound Call

Medicare $60 / Final Expense $48

Online data leads

Medicare $15 / Final Expense $12

Phone script for inbound calls

Insurance Live Transfer Leads:  Closing rates

The most common question we receive is “What percentage of leads will I close?”   The answer depends on a few things but the closing rate can be as high as 20%.  The agents closing at that rate are set up to work phone leads and are good on the phone.  They also have the technology ready to handle phone sales.  The rate will be much lower for agents that are new to Medicare or FE sales, are not good on the phone or are not set up to sell by phone.  In most cases, the closing rate will be much lower for these agents.

Watch a video on what it takes to work phone leads for Medicare and FE  CLICK FOR VIDEO

$500 monthly reimbursement on insurance live transfer leads through LeadStar

The Crowe and Associates lead program is simple to use.  Buy leads through LeadStar on a monthly basis and submit your receipts to our office for up to $500 reimbursement of cost.  This program does not expire and can be used as long as you are purchasing leads and send us the receipts.

Learn the program details    

Sign up for a LeadStar Marketplace account

CLICK HERE TO REGISTER FOR A LEADSTART ACCOUNT

If you need carrier contracting;

CLICK HERE TO ACCESS ONLINE CONTRACTING FOR MEDICARE AND FINAL EXPENSE CARRIERS

MetLife dental NCD

National Care Dental is offering dental coverage in the MetLife dental network.  MetLife dental NCD is available is several states including CT, NY and MA!  If you already know the details abou the product and simply want to contract, use the link below.

CONTRACTING

CLICK HERE TO CONTRACT    Note:  When prompted, please enter the password:  ‘Leader’

How much money can you make selling dental?  Click here for an example

The Metlife dental NCD product offers three levels of coverage.

Clients will like these plans because; they have great plan options with extremely high coverage amounts.
The levels of coverage with this plan start out at $750 of basic coverage on the NCD Value by MetLife plan.  The next level of coverage is the NCD Essentials by MetLife which offers $2,000 of coverage per calendar year. The Third and most impressive plan is the NCD Complete by MetLife; this plan offers an unheard of $10,000 worth of coverage per year!

MetLife NationalCare Dental plans are now available in the following states:

AL, AR, AZ, CA, CO, CT, DC, DE, FL, GA, HI, IA, ID, IL, IN, KS, KY, LA, MA, MI, MN, MO, MS, ND, NE, NJ, NV, NY, OH, OK, PA, RI, SC, TN, TX, VA, WI, WV, WY

Click here to view Metlife Plan availability

Click here to see how easy it is to run a quote

Find a provider – Click here to access the directory

The three plan options

1.  Value by MetLife benefits:

Annual maximum benefit $750 (a $50 deductible applies annually per member)

The Value plan covers dental exams at 100%  (2 exams per 12 month period).  Clients also receive 100% coverage for bitewing x-rays (1 per 12 month period), 2 cleanings per year as well as fluoride for children under 16 years old.

This plan provides coverage for basic care starting at 50% for year 1 and going up to 80% for the third year of coverage.

Major dental care is not covered for the first year on this plan.  Although year 2 provides 10% coverage and the third year provides 25% coverage for these services.

Value plan details; click here

2.  Essentials by MetLife benefits:

For this plan, the annual maximum benefit is $2,000 (a $50 deductible applies annually per member)

Members receive 100% coverage for preventative care including; dental exams (3 per 12 month period).  Other services covered at 100% on this plan are; bitewing x-rays (1 per year), 3 cleanings per year and fluoride for children under 16.

Basic care coverage starts at 65% for the first year and goes up to 80% for the second year.  Third year coverage is 90% on this plan.

Major dental services are covered at 10% for the first year, 50% for the second year and 60% for the third year.

Essentials plan details; click here

3.  Complete by MetLife benefits:

The NCD Complete plan is a complete coverage option with the annual maximum benefit of $10,000 (there is a $100 lifetime deductible for this plan)

The Complete plan covers preventative care at 100%.  This includes three routine exams and cleanings per year.  This plan also covers 1 set of bitewing x-rays as well as fluoride treatments for children under 16 at 100%.

Basic care is covered the first year at 65%.  The second year at 80% and the third year at 90%.

Major dental care is covered at 10% the first year, 50% the second year, and 60% the third year.

Complete plan details; click here

As you can see, these plans offer the comprehensive benefit packages that your clients are looking for.

If you want to offer these products to your clients; contact lisa@croweandassociates for contracting.

Learn more about what we have to offer our agents

ConnectiCare OTC 2023

Members of the ConnectiCare Medicare Advantage plans should take a look at the ConnectiCare OTC 2023 catalog to make use of this benefit.

Here are the guidelines to use the ConnnectiCare OTC  2023 benefit :

1.  The OTC benefit is for use by the beneficiary only
2.  Sometimes either the item,  amount, size or value may change depending on product availability.
3.  If any item is out of stock, an item of similar or higher value will be substituted.
4.  Most items will take 2 days to be delivered.
5.  Due to the personal nature of the items, you do not need to send back items you wish to return.
6.  If at any time during the year, you disenroll from the plan, your OTC benefit will automatically end.

Click here to download the OTC catalog

This year there are 4 convenient ways to place your OTC order:

l.  Place an order through the MyBenefits portal:

Visit ConnectiCare.com/MailOTC or visit the MyBenefits portal and scan the QR code using your smartphone camera.
Keep in mind; if this is your first online order, you need to create an account by registering on the MyBenefits portal or the MyBenefits app.  Once you log in, just select the items you wish to purchase and click “checkout”.  It is that easy.

2.  You can also place an order through the MyBenefits app:

Just scan the QR code using your smartphone.  You can download the MyBenefits app in the App Store if you have an iphone or at Google Play of you have a Google phone.

3.  Order OTC items over the Phone:

To place an order by phone, please call (877) 239-2942 (TTY: 711).  There are member experience advisors available 24 hours a day , 7 days a week, 365 days a year.

4.  Place your OTC order by mail:

If you want to order by mail, send your completed order form using the postage-paid envelope to:
NationsOTC
1801 NW 66th Avenue, Suite 100
Plantation, FL 33313

Remember;  Do not send cash or check as payment for OTC items in the mail.

Please note:  send in all mail order forms before the 20th of the month.   This will ensure the order total is applied to the current benefit period.   If the end of your benefit period in getting close, it is best o place any orders over the phone.

If you have any questions or need help placing your order, we’re here for you.
Member Experience Advisors are available (877) 239-2942 (TTY: 711) 24 hours per day, 7 days per week, 365 days per year.
Language support services are available if needed, free of charge.

 $35 Insulin List

The $35 Insulin list is a result of the 2023 Part D senior savings model.  We will update the link to the list below with the most current version as it becomes available.  See below to access the list and to learn details on the senior savings model and how it caps insulin costs for Medicare beneficiaries.

$35 Insulin List: Origin

Starting in January 1, 2023 Part D insulin costs will be capped at $35 for a month’s supply.  This cap was a result of the Inflation Reduction Act and replaces the similar benefits of the prior insulin cap put in place by the Part D Senior Savings Model.  The former model was discontinued on December 31, 2023.  The new model is available to all people with Medicare prescription drug coverage.  Coverage can be through Stand alone Medicare Part D plans or Part D benefits in a Medicare Advantage plan.

How the plan will work

The new savings model creates a $35 insulin list that puts a $35 per month copay cap on a number of select insulins.  Insulin on the eligible list will not be subject to deductibles, copays or the donut hole. The list does not include all types of insulin however.  It also does not cap a number of the new model “insulin type” medications. (called dipeptidyl peptidase-4 (DPP-4)inhibitor)  Examples of medications not on the list are Jardiance, Victoza, Januvia, Trulicity and Ozempic. Medicare beneficiaries will automatically have copays reduced to $35 per month supply.  There is no special action needed to have the eligible insulin capped.  There are currently 5 Pharmaceutical drug manufaturers that are participating in the model $35 insulin list for 2023:

• Eli Lilly and Company
• MannKind Corporation
• Mylan Specialty L.P., a Viatris Company
• Novo Nordisk, Inc. and Novo Nordisk Pharma, Inc.
• Sanofi-Aventis U.S. LLC

$35 Insulin List:  Link to the list of medications (Live link will update automatically when CMS provides them)

insulin-saver-program list 2023

Medicare agents:  Use Connecture, Sunfire or MyMedicarebot to see run drug list comparisons

Agents can compare all stand alone PDP and Medicare Advantage plans coverage using one of the enrollment platforms.  All three will save client information and drug lists. Agents can compare total drug costs across all plans using one system.  All 3 systems also provide compliant call recording at no cost to the agent.

Learn about Connect4Medicare enrollment platforms: Available at no cost to agents

Aetna OTC 2023

Medicare Advantage clients who are members of an Aetna plan this year may want Aetna OTC 2023 information.  This year Aetna is providing 3 different OTC catalogs for members from different Medicare Advantage plans.  The catalog choices are for either the DSNP, National (Eagle Plan) or the Value, this catalog covers all other participating MA plans.

DSNP OTC 2023 catalog

Aetna Explorer Plan 2023 OTC catalog

Aetna OTC catalog 2023 for Value & all other plans

There are 5 different ways to place an OTC order:

Purchase items in-store

Use your Extra Benefits Prepaid Card at a nearby participating stores.  Find a retail location at Aetna.NationsBenefits.com or by calling NationsBenefits at 1-877-204-1817.
You will find an in-store shopping guide either in the OTC catalog, online at Aetna.NationsBenefits.com or by scanning the UPS barcode on a product with the app.  The UPC barcode is a series of black, vertical lines you will find on a product.

In order to scan the UPC code with your cellphone, you need to open the MyBenefits app on your phone and launch the barcode scanner.  Once you have the scanner opened, you can put your phone’s camera over the barcode and then scan  it.  At that point, you will the product eligibility information.  When you are ready to check out, just choose debit and swipe your card.  You do not need a PIN number.  In the event that your total is more than your available OTC balance, you need to use another form of payment to complete the sale.

Place your order Online

To purchase goods online, log in to your secure online account on the MyBenefits website at Aetna.NationsBenefits.com, select the items you wish to purchase ad follow the instructions for checkout and payment.  Aetna Nations Benefits will then ship the items to your home at no charge.

Use the free App

To use the free app, the first thing you do is download the MyBenefits app.  You can do this by either scanning the QR code in the OTC catalog or at the App Store on apple devices or on Google play on Google devices.  Once you have installed the app on your phone, you can choose the items you want to buy and then follow the instructions to checkout and pay.  The items  ship to you for free.

Order by Phone

Find the items you want to purchase in the OTC catalog and call 1-877-204-1817 (TTY: 711) to place your order.  Member advisors are available to assist you 24 hours a day, 7 days a week, 365 days a year.

Place an order by Mail

Use the catalog to Select the items you want to buy and then complete the order form that you find in the back of the OTC catalog.  You will also find a postage paid envelope in the back of yoru catalog.  Mail the order to:
NationsOTC
1801 NW 66th Avenue, Suite 100
Plantation, FL 33313
Each catalog only includes one order form.  You will receive a new order form with each order.
Please remember:  any un-used OTC benefit expires at the end of each quarter.  Please be sure to place your order no later than; 3/20/23 for the first quarter, 6/20/23 for the second quarter, 9/20/23 for the third quarter and 12/20/23 for the final quarter.
Any order placed after these dates will apply to the next quarter’s benefit.

Be aware: any unused allowances do not roll over to the next quarter.

Important information:

Please note; the products in these catalogs are intended for the use of the enrolled member only.

The item cost may not exceed your benefit amount.

There are no reimbursements allowed for any unused benefit amount.

Only items included in the catalog are covered by the OTC benefit.

The OTC benefit limits apply to all channels including retail transactions.

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Medicare commission payment details

Maximum allowable commissions for MA and PDP is set by CMS every year.  It is not as straight forward as you may think however.  Medicare commission payment details are important to determine how much you compensation you will actually get for a sale.  We go over the details below.  This includes Initial vs. True-up, renewal only payment, as earned renewals and pro-rata.

Rather watch a video on the same topic?  Click here for recorded webinar

Medicare commission payment details: CMS max commissons

CMS sets the maximum commission for Medicare Advantage and PDP yearly.  The max amounts have been increasing every year for the last 6 years. In addition, the renewal amount is also set every year. The commission amounts are broken down by groups which are: (CA and NJ), (CT, PA and DC), (Puerto Rico and US Virgin Islands).  All other states are in the “National” bucket.

Maximum commission payments for 2023 

Medicare commission payment details:  Initial payment, true up and pro-rata

For example, the maximum commission for an MAPD sale in CA is $750 with renewals of $375 per year.  That sounds pretty easy and straight forward right?  Like most things, it is not nearly that simple.  In many cases, you will receive less than the max.  Lets break down the examples.

Initial payment:   New to Medicare sales receive the full payment ($750 in CA for example) but it is broken down into two payments to the agent.  The initial payment is the first half of the payment.

True-up payment:  The true-up payment is the second half of the commission and is usually paid about 2 to 3 weeks after the first payment.

New to Medicare sales

The first one is easy.  The agent enrolls someone into a Medicare Advantage plan.  They are new to Medicare or they have had Medicare but did not have a Medicare Advantage or PDP plan previously.  The agent will receive $750 for the sale and the renewal ($375) will start paying “as-earned” in the month of January.   The renewal will start in January regardless of the effective date of the sale. (unless it was for a 1-1 effective date)

New to Medicare Advantage but had a PDP (Part D drug plan) in place previously

 So the prospect is new to Medicare Advantage but…. they had a part D plan in place previously.  Because of the previous PDP plan, the commission will change.  Many times in this scenario they also had a Medicare Supplement.  Just having a Medicare Supplement does NOT impact the Advantage commission but the PDP does.   The commission will still be considered a full payment with an initial and true-up but it will be pro-rated.   Pro-rated payments are reduced by the number of months left in the year.  If you sell someone a plan for a April 1 effective date, you will receive 8/12th of the payment.    If you write someone for a July 1 start date it will be a 50% pro-rated commission.

Medicare Advantage to Medicare Advantage: 

This is an enrollment with a person that already has an Advantage plan.  The agent changes them from one Advantage plan to another.   They will only be receiving a half payment for this case.  (California example: $375)   The case will also be pro-rated.  So if they sell someone for a December 1 effective, they will be getting 1/12th of the half payment. The good news is the renewal will start in January.

Medicare commission payment details during AEP

The commission rules are the same during AEP but when the agent gets the payment changes.  Any applications for January 1 start dates will not pay out during the AEP.  For example, an agent writes someone on October 20th of AEP for a 1-1 effective date.  They will not receive the commission until January at the earliest.  Carriers cannot payout AEP cases during the actual AEP.   This is not applicable for people you write for a 10-1, 11-1 and 12-1 start date however.    Also does not apply to Medicare supplements.

Watch a recorded webinar on this topic CLICK HERE TO WATCH

Click here to contract with Crowe and Associates.

AHIP certification discount code

If you are a Medicare agent/broker who offers either  Medicare Advantage or PDP plans to clients, you need to take and pass the AHIP exam.  The cost to take both the course and certification exam is $175.   If you are a new agent, you may not have unlimited funds and an AHIP certification discount code would really help save you some money.  A discount of $50 is available for those who use the following link for AHIP certification discount code:

Click here for AHIP discount

The cost of AHIP certification is $125 when taken through either the link above or one of the participating insurance company certification portals.

What is on the AHIP:

The basic Medicare course:

• Medicare fee-for service benefits
• Types of Advantage plans and Part D plans
• Eligibility and benefits
• Rules for marketing & enrollments
• Nondiscrimination explanation and training

Fraud, Waste, and Abuse (FWA):

• How to identify fraud, waste and abuse
• Overview of efforts for detecting fraud
• What is the legal process to report FWA
• Review of MA/MAPD and Part D compliance requirements

Visit our  YouTube channel for tips to pass the 2023 AHIP

Completing the 2023 cert is necessary to sell Medicare Advantage (MA) as well as prescription drug plans (PDPs).

Please note;  Medicare supplement  (Med Supp) plans are not regulated by CMS.  Because of this fact, most carriers do not require an AHIP certification in order to sell their Med Supp plans.  UHC/AARP is an exception; they do require AHIP certifications to sell their Medicare supplements.

Medicare AHIP certification discount code

Remember; If you decide to access AHIP through the AHIP Portal directly, you will pay $175 to complete your certification.  You can save $50 if you decide to use either our link or go through one of the carrier’s certification sites.

Download the AHIP Medicare user guide

Click here to download instructions to reset your AHIP password

Find out the benefits of working with Crowe and Associates

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Best Medicare Sales Meeting Questions

Successful Medicare agents need to be proficient in a number of areas.  One important skill for agents is understanding the prospect’s situation and making the right recommendations based on that situation.  The way to assess the client’s needs is to ask the best Medicare sales meeting questions.  There are a number of standard questions a good agent will be ready to ask.  Which ones they ask has a lot to do with the person they are meeting with.  This blog will go over all the information you need to make the right recommendations to clients and ultimately get the sale.

Basic questions the agent should start off with

There are specific questions you can start off with.  It may be a good idea to start off with a general question such as; “How can I help you today?” or “Would you mind going over your situation with me?”  That question will likely prompt them to provide answers to a many of the questions below.

Best Medicare Sales Meeting Questions:  Basic questions

• What zip code and county do they live in?  Some zip codes cross into multiple counties.  Also, you need to be sure which state they are a resident in.  That will determine which plans you can quote.
• Do you make your own health care decisions?
• What is the prospects date of birth?   This is important because you will need to know when they are turning 65
• Are you currently on Medicare or have you already applied for Medicare?  Some people may be already on Medicare due to disability.  It is important to know if they already have Medicare prior to age 65.  It is possible that they are turning 65 but have already received their Medicare card.
• Are you receiving Social Security payments?  People who receive SS payments prior to turning 65 will automatically get Medicare A and B.  If they are not receiving Social Security payments, you will need to tell them how to apply for Medicare A and B.  They can do this either online or at a local social security office.
• Are either you or your spouse actively working?  If so, do you plan to continue working past age 65 and do you get coverage through work?  If they are getting coverage through their employment or through a working spouse, they may want to waive Medicare Part B.  If they do, you may not get an initial sale but if you stay in touch with them, you will get a sale down the road.   It is important to know the Medicare Part B valid waivers.  If they are going to keep working and get coverage through work, you need to compare the work coverage and cost with the cost of Medicare part B and a private plan.  If the math comes out better with Medicare and the private plan, you may still get a sale.

Need more Medicare prospects?  Learn about our T-65 Medicare seminar program. (Averages 50+ T-65 Medicare prospects per seminar)

Best Medicare Sales Meeting Questions:  Provider care frequency and health questions

Note:  You are not allowed to ask direct health questions.  It is; however, important to understand the overall health of the prospect to make the right recommendation.  There are ways to get this information without asking direct health questions.

• How often do you go to the doctor?
• Have you had any inpatient stays or outpatient surgeries?
• Do you have any scheduled for the future?
• Please provide me with a list of your medications (name, dosage and frequency) as well as the names of the doctors you visit or have visited in the past

You need all this information for multiple reasons.  If they are a high utilizer of care, you may want to look at a Medicare supplement plan.  The medication list can be used to run both PDP and Advantage plan comparisons in Connecture or Sunfire to see which plans come out best.   The doctors list is needed if they are going to look at a Medicare Advantage plan.

Best Medicare Sales Meeting Questions:  Financial questions

Financial questions are important to determine if someone may qualify for Medicaid or help.  Medicaid and help (Medicare Savings Program) qualifications vary by state.  The programs are income and asset sensitive, in many cases.  Knowing the financial situation will let you know if they may be eligible for a dual plan.  It is also important as higher earners may be subject to an

IRMAA on their part Medicare Part B and Medicare Part D premiums.

• Ask the prospect what their monthly income is.  If married, find out what their combined income is?   Let them know you are asking to see if they qualify for any programs available to help them out with costs.
• If you are in an asset sensitive state, you should let them know what the asset limit is.  It is a little easier to do it that way than to ask them if they have any money….

Note: Some states have their own extra help programs (SPAP plans) that may not be asset sensitive.  Do the research ahead of time to know all the programs available in the state the client lives in

Prospects already on a Medicare Advantage plan,  Medicare supplement and/or a PDP plan

If the prospect is already on a Medicare plan of some type or maybe only Original Medicare, it is best to ask them how it has been working.  Ask for feedback from them.  The plan may not have been what they expected and you can help them find a better option.

• What type of plan are you on now?  Which company is it with?
• How did the plan work for you this year?
• What made you decide to go with this plan?
• Are there any doctors you would like to see but have not been able to with your current plan?
• How has the plan been covering your medications?

They may not remember why they chose their current plan.  Maybe someone sold it to them over the phone.   Many times people are enrolled in plans for no specific reason at all.  If they have an advantage plan and had a lot of copays, you may be able to move them to a supplement and drug plan (Depends on an underwritten state vs. a GI state). There may be advantage plans that have lower copays or a lower OOP.   They may be in a Medicare supplement but utilize medical care infrequently and would be better off on a MA plan….  You don’t know until you ask.

Best Medicare Sales Meeting Questions:  Other questions to ask

• Do you need dental care;  if so, do you currently have dental coverage?
• Does your plan provide additional benefits such as; OTC, Dental and vision?
• (If they are on a dual plan)  Have you used any of the extra benefits the plan offers?  Did you know some plans offer a number of extra benefits including grocery cards, utility and flex benefits?

The whole purpose here is to see if there is a plan that provides more benefits than the one they have.  Determine which benefits are important to them and see if there is a plan that can provide what they are looking for.

Conclusion:  One of the biggest mistakes we make as Medicare agents is assuming we know what people want.   Go into the meeting with an open mind.  Always ask questions as well as listen to the responses.  This helps you find out what is important to the prospect.  If you do this, it will lead to more sales and happier clients who stay on the books.   Medicare is all about recurring revenue. In fact, having clients in the best plan for them is the optimum way to maintain a book of business.

Agents can utilize our Medicare lead program to help with Medicare marketing, lead and advertising costs.  (No reduction in commission and can be used toward any type of Medicare marketing)