Best FMO for Medicare
Looking for the best FMO for Medicare agents? Crowe and Associates offers agents and agencies access to a enrollment platforms, lead money, training and support. Agents can access a number of Medicare carriers in all 50 states. In addition, Crowe provides access to other lines of business such as life, final expense, annuities, LTC, health and indemnity products. Read below for information on a number of the benefits we offer to insurance agents.
A different perspective for agents and agencies
Crowe and Associates started as a one agent without a single Medicare client. As a result, we know personally what it takes to build a Medicare book of business and then to build an agency. We share this experience with our agents. Wether they want to build up a profitable book of business or start to recruit and grow and agency, we have the blueprint to help them do it. Our agent programs were designed based on real experience of what agents need to be successful. We are an independently run office in Connecticut which is backed by Pinnacle Financial Services to provide agents with support in a number of areas.
Best FMO for Medicare: Turn-key turning 65 seminar program
Our Turning 65 educational Medicare seminar program averages over 50+ prospects per seminar. Agents can focus their time on presenting and writing business instead of worrying about generating attendance. We work with agents on the best practices for their educational seminar from start to finish. Sample presentations are available along with hands on guidance and training. Best practices such as where to hold the event, when to serve the meals, ideal presentation time, follow up and all other aspects are covered. Crowe offers 50% toward the cost of the first seminar and $500 toward all future seminars. Agents and agencies utilizing our seminars write 20+ new policies per seminar when they follow our guidance.
Learn more about our T-65 Seminar program
Monthly Medicare lead and marketing reimbursement
Every agent with Crowe and Associates has access to $500 per month toward Medicare marketing and lead costs. The program is simple. The agent simply sends our their monthly lead or marketing receipt and we reimburse them up to $500 a month toward the cost. There are no minimums to start and commissions are not reduced in any way.( All agents with Crowe are paid directly by the carrier and recieve CMS Max allowable commission) Agents can utilize the program as long as they want. We have agents that have been using the program on a monthly basis for 6 years. Agencies can offer the program as a method to recruit agents into their hierarchy.
$500 monthly Medicare marketing and lead reimbursement program
Best FMO for Medicare: Connect4Medicare online enrollment software
Connect4Medicare gives agents access to 3 online quote, comparison and enrollment platforms. Agents can access Connecture, Sunfire and MyMedicarebot at no cost to them. All 3 systems will quote and compare Medicare advantage, Supplement, PDP plans and other health benefits such as dental, vision and hospital indemnity. The system save client information, prescription and doctors lists. All 3 offer online enrollment without the need for a face to face appointment.
More information on Connect4Medicare
Free agent websites, graphic design and SEO
Crowe strives to be the best FMO for Medicare agents by offering support for a number of online and search functions. Agents can have a free website (Agent owns the URL) that is created specific to them with a CMS compliant quote and enrollment platform built in. The site is provided at no cost to the agent. We also offer guidance and support with SEO and online advertising through platforms such as Facebook, Google Ads, YouTube and linkedin.
Best FMO for Medicare: Support and training
Full agent support is provided by both our CT and PA locations. Agents have access to a full time support team along with a contracting team and a dedicated contracting point person to help them coordinate all efforts. We provide training for day to day sales up to helping call centers get approved as offical call centers with each carrier. If you prefer to watch training videos online, we hold multiple weekly training webnars from both CT and PA. Our favorite training is helping agents build agencies and helping current agencies recruit and increase revenue. We use online contracting so agents and sub agents only need to fill out contracting one time. As a result, additional carriers can be requested at any time simply by email us.
Crowe YouTube recorded training webinars (Live webinars held on Wednesdays and Thursdays at 1:00 pm EST)
Pinnacle YouTube recorded training webinars (Live webinars held multiple times per week)
Crowe online contracting: Fill out the online link to request contracting with the carriers you want
2023 Medicare Advantage commissions
Any agent who offers MA plans this year, will be interested in the 2023 Medicare Advantage commissions. We are happy to announce that commission for bot MAPD and PDPs have increased again this year.
The commissions are still divided into 4 areas as follows:
- In CA and NJ, the initial MA commission has increased by 4.9%. Last year, commissions for initial enrollment was $715 per member annually. This year the commission is $750 per member. The renewal commission rate has also increased by 4.75% for 2023. This means, renewal commissions have increased from $358 per member annually to $375 per member annually.
- The states of CT & PA as well as DC have had 4.95% an increase in commissions for 2023. This means in 2022 the initial enrollment MA commission was $646 annually per member and is now $676 per member. Renewal commission rates have increased from $323 per member annually to $339 per member annually.
- In both Puerto Rica and the U.S. Virgin Islands, an increase of 4.31% over last year is in place. Last year the initial MA commission rate was $394 per member and it is now $411 per member. Renewal commissions in these areas have been raised by 4.75% brining renewal payments from $197 per member to $206.
- Nationally (all other states not listed above), a 4.89% increase has been implemented for initial MA enrollments. This brings initial MA commissions up from $573 annually to $601. Renewal commissions have increased by 4.88%, this means commissions have gone up from $287 per member to $301 annually.
Click here to watch our YouTube on commission payment details
Part D commission increase:
There has been an increase of 5.75% for an initial enrollment in a Part D plan. This means; commissions have gone from $87 annually per member to $92 per member.
Additionally; renewal commissions will increase by 4.55% annually from $44 per member to $46 per member.
Do you need E&O; click here to get coverage for as low as $301 per year!
Read the official CMS announcement on the increase.
Find an FMO that can help increase your revenue
UHC OTC 2023
If you are a member of a UHC Medicare Advantage plan, you may have a UHC OTC 2023 benefit. If you check the summary of benefits for your plan, you will be able to determine if you have access to the OTC benefit.
Please note; the OTC benefit is provided once each quarter for non-dual plan members. Any unused benefit amounts do not carry over to the next quarter. In other words “use it or lose it”.
Additionally; members of the DSNP plans have a monthly OTC benefit amount that is also “use it or lose it”. It does not carry over every month.
If you need help or have questions about an OTC order, please call either 1-833-845-8798 for non-dual plan members or 1-833-853-8587 for Dual plan members. You can also call the member services number located on the back of your member ID card for answers to your health coverage questions. c
Click here to download the 2023 OTC Member Catalog for non dual plans
Download 2023 DSNP Food, OTC, Utilities Member Catalog
2023 Rewards DSNP Members
There are 4 ways to shop for OTC items:
Online:
1. Go to myuhcmedicare.com/HWP.
2. Sign in using your HealthSafe ID®. If you don’t have a HealthSafe ID,
click Register Now to create one. You’ll need your UCard and a valid
email address to get started.
3. On the Order page, add products to your cart by clicking Add to Cart
in the product details.
4. Click Cart in the upper right corner of the page to review your order.
5. Click Check Out and enter your shipping details.
6. Click Place Order to receive your products delivered to your home
at no cost.
Mail:
Use the catalog to choose items, fill out an order form and mail it in.
Phone:
1. Prepare a list of products you want to buy.
2. Call 1-833-845-8798, TTY 711, 8 a.m. – 8 p.m. local time, 7 days a week.
In-Store:
1. Shop covered OTC products at thousands of participating stores in network including; Walmart, Walgreens, CVS, Kroger and several more. You can use the store finder at my mymedicare.com/HWP to locate.
2. Either you or the store associate will scan the barcode located on the back of your UCard and then scan each product.
Remember; you can download the UnitedHealthcare mobile app at either the App store for iPhone users or at Google play for google phones. to scan items to be sure they are covered by your benefit.
More member information:
Dual members can use their Ucard OTC funds for; healthy foods, OTC items, and to pay utility bills.
Non-dual members can use the UCard for OTC products
The Choice Flex PPO is a new (non-dual) MAPD plan. This plan offers members both a Flex card and a UCard (2 cards). The Flex card is a pre-loaded Visa with $500 to use annually for dental, vision & hearing items only.
All participating MAPD plans; both dual & non-dual, receive a UCard. Any member renew rewards will be loaded onto the UCard.
UCard Quick Reference Guide – Click here
Dental benefit Quick Reference Guide
Members can set up their own portal to view claims, look up doctors, use the store finder for OTC items as well as check their UCard balance and more.
UnitedHealthcare Medicare Member Sign In | UHC Medicare Benefits and click “REGISTER” in the upper right-hand corner and follow the prompts from there.
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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.
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 :
- The OTC benefit is for use by the beneficiary only
- Sometimes either the item, amount, size or value may change depending on product availability.
- If any item is out of stock, an item of similar or higher value will be substituted.
- Most items will take 2 days to be delivered.
- Due to the personal nature of the items, you do not need to send back items you wish to return.
- 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
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)
Braven Medicare Advantage NJ
Agents can contract and appoint to offer Braven Medicare Advantage NJ plans. This includes Medicare Advantage, Dual and non-dual MA, Medicare supplements and PDP plans. The contract pays full CMS max allowable commission in NJ. Read below to learn about the products, contracting and certification process. Braven Health is an affiliate of Horizons Blue Cross Blue Shield of New Jersey.
Braven Medicare agent and agency contracting
All agents must complete a contracting kit to sell either Braven Medicare Advantage, PDP or Medicare supplement plans. Please email completed contracting to Lisa@croweandassociates.com Call our office at 203-796-5403 with any questions.
Braven Medicare Advantage NJ Contracting 2023
Braven Medicare Advantage NJ: Certification
Horizon Blue Cross Blue Shield of New Jersey/Braven Health is currently certifying and recertifying agents to sell our 2023 Medicare Advantage, PDP, D-SNP, and Medigap plans. To be certified to sell our 2023 Medicare Products, all agents must pass our 2023 Certification Program through the Miramar: Agent online certification link.
Please note; you must also upload your AHIP certificate. If you have not taken AHIP for 2023, Click Here to take it for the discounted cost of $125 Watch a video on tips for completing 2023 AHIP
Log into: www.Miramar-agent.com You will need to enter the code 2023HMA328 to access the certification
Log In/Register on the portal
On the right-hand side click on “Register new”
Enter code: 2023HMA328
Braven Medicare commissions 2023
Agent level “Street” commissions
Agent level commissions will be paid at the CMS max allowable compensation for 2023 CLICK HERE TO SEE MAX MA COMPENSATION 2023
Please note: Agents may receive initial and renewal commissions can be paid on a full advance or “as earned”. Braven pays commissions the month after the effective date of the policy.
Agency level override amounts and requirements 2023
We have multiple agency level contracts available for qualifying agencies. Please see the required “ready to sell” sub producers needed in order to qualify.
There are 5 agency override levels. See below for the requirements for each level:
- Level 1; 25 ready to sell producers, initial $100.00, renewal $50.00
- Level 2; 15 ready to sell producers, initial $80.00, renewal $40.00
- Level 3; 10 ready to sell producers, initial $50.00, renewal $25.00
- Level 4; 5 ready to sell producers, initial $40.00, renewal $20.00
- Level 5; 3 ready to sell producers, initial $30.00, renewal $15.00
Braven Medicare Advantage NJ: Product training for agents
Take a look at the Braven Medicare Advantage broker training and plan benefits 2023
Braven Medicare Advantage NJ: Paper Application submissions
Click here- Braven sales kit and application 2023
Instructions for application submission
Paper Applications:
Note: For those looking to enroll electronically, Braven has a site agents can utilize for electronic enrollments: CLICK HERE FOR ONLINE ENROLLMENT
Agents are required to submit all MAPD PDP, and SNP category applications within 24 hours of being written.
You can securely email it in a PDF format to ADMIN@FJINS.NET or use this link https://medi-solutions-agent.com/contactsecure.php to upload the applications. It is mandatory that we receive any emails with private information securely.
After submitting the paper application (if emailed) you will receive a thank you email stating we received the email.
After the application is scrubbed, you will receive either another email which you will be CC’d on (Carbon Copied) showing who the application was sent to, or you will receive an email with a fax confirmation. If you do not receive this email/ fax confirmation within 24 hours of sending the application, PLEASE make sure to call immediately to make sure it was sent.
When emailing, put the clients name in the subject line along with the app type, i.e. Jane Smith UHC MA. Please only send 1 application per email/fax. If you send more than 1 application in an email/fax it could poss. No one wants that to happen.
You can also fax the apps to 732-308-4555 / 732-984-9450.
Please make sure to look at any emails you receive with the subject line: REQUIREMENT FW: Jane Smith.
This is an indication that we need something further before we can submit the app to the company. We cannot submit the app until we’ve received the requirement.
Finally, as most of us living in the realm of MAPD’s know, there are no weekends in Medicare’s eyes, if you are working, so are we, weekends included.
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