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Silver Sneakers versus Renew Active

Previously, there was one major fitness program for seniors that was accessible when they signed up for Medicare insurance plans. It was Silver Sneakers. Then, in January of 2019, one major insurance carrier dropped Silver Sneakers and replaced it with Renew Active. Renew Active quickly became a reasonable competitor to Silver Sneakers. The following is a comparison between the two so that agents and beneficiaries alike can determine the best plan for their needs.

What is Silver Sneakers?

Silver Sneakers is a fitness and wellness program for seniors (aged 65 and older). It includes free local gym memberships across the country, including over 16,000 gym facilities that participate in the program. If a beneficiary is part of a Medicare Advantage plan that uses Silver Sneakers, they can access any of those gyms at zero cost to themselves. They can use as many of the facilities as they like, as well, instead of being obligated to their local facility.

Silver Sneakers also offers online fitness classes for those who work out at home or away. This is also convenient for beneficiaries who may not live close to one of the partnered gym facilities. Additionally, Silver Sneakers has an app for smartphones that helps keep track of fitness goals and plans, as well as locating participating locations.

What is Renew Active?

Renew Active is also a fitness and wellness program for seniors (aged 65 and older). It is part of the UnitedHealthcare Medicare Advantage insurance plans. Renew Active also offers standard access to local gyms across the country, which is very similar to Silver Sneakers. They also offer at-home options for those who are working out at home or too far away from their participating locations.

However, there is one thing that Renew Active has that Silver Sneakers does not have: brain training. Renew Active partners with BrainHQ and provides an app that has games and tools meant to keep the brain sharp as it ages. This BrainHQ service is available at $8-$14 a month, which is affordable for most beneficiaries and would seem like a no-brainer (no pun intended).

Silver Sneakers versus Renew Active – The Results

While both Silver Sneakers and Renew Active have thousands of locations, only Silver Sneakers has online streaming classes, a phone app, and multiple insurance carriers that include the benefits with their Medicare Advantage plans. While Renew Active is a reasonable comparison to Silver Sneakers, particularly with their online brain games feature, they do not have an app or online streaming classes and they are only carried by limited insurance companies. It is likely that Silver Sneakers will remain the more common benefit for seniors.

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Best Medicare FMO For New Agents

Having a good field marketing organization (FMO) can be a huge boost to an agent’s career. Crowe and Associates is one of the best Medicare FMO for new agents. They can offer access to lead money, free training programs, enrollment platforms, and support from the people who have already done the task of building an agency. Crowe and Associates can provide agents with access to Medicare in all 50 states in the country, as well as access to other lines of insurance businesses such as life, annuity, final expense, health, indemnity products, and long-term care.

One of the reasons that Crowe and Associates stands out from the crowd of other FMOs is that they started as literally one agent without a single Medicare client. They have built themselves from the ground up, and understand all the steps and missteps that new agents and agencies are likely to take as well as the support they will need to succeed. Their agent programs are designed on the real-life experience of their founder, and they are still independently run and now backed by Pinnacle Financial Services.

Services that Crowe and Associates offer agents and agencies who join them.

The Turn-Key Turning 65 Seminar Program

This is an educational seminar that Crowe and Associates provides that averages at more than 50 attendees per session. They also provide sample seminars, hands-on training, and guidance from start to finish. Crowe and Associates can also cover 50% of the first seminar for new agents and up to $500 of the cost for future seminars.

Monthly Medicare Lead and Marketing Reimbursement

Every agent who works with Crowe and Associates has access to up to $500 in monthly lead and marketing reimbursement, without decreasing their commissions. Agents send in their receipts and Crowe and Associates will send them up to $500 a month in support.

Access to Connect4Medicare Online Enrollment Software

Agents with Crowe and Associates can access Sunfire, Connecture, and MyMedicarebot for quotes, comparisons, and enrollments at no charge to them. This can lead to direct sales and enrollment without even a need for a face to face meeting, increasing agent’s commission easily.

Free Website, Graphics, and SEO for Agents

Crowe and Associates will also provide a free URL for agents.   This URL is CMS-compliant. Quote and enrollment platforms are built right in. Again, this is at no cost to the agent. There is also support and guidance available for SEO and advertising on sites like Youtube, Google Ads, Facebook, and more.

Support and Training

Full-time, in-person support is provided at both the CT and PA locations of Crowe and Associates. They provide training for day-to-day sales, online training programs from both locations, and their favorite activity is helping agents and agencies build their business and their revenue.

Medicare agents – Click here to see what Crowe and Associates has to offer 

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 SunFire Multi-Pharmacy Comparison

Technology is playing an increasingly important role in the enrollment of beneficiaries for all kinds of healthcare insurance plans. Whether it is having enrollment meetings over the telephone or using applications like SunFire Matrix. Over 50 million people use SunFire. It is a software that collects and distills data from more than 80 insurance carriers. This  includes information from over 1300 Medicare Advantage and prescription drug plans (Medicare Part D). SunFire, with the information agents collect from their prospective clients, can quickly determine which plans offer their most ideal coverage with the lowest annual cost. Because of this, many agents are using SunFire Multi-pharmacy comparison tool in real-time enrollments and sales meetings.

Recently, SunFire announced to its partners a change in their software. The change, which they are calling an enhancement, will allow for simplification of the processes of comparing estimated annual drug costs and potential savings among pharmacies. This includes both retail chain and mail-order pharmacies. The enhancement is available as of June 13th, 2023 for agents who use the software.

SunFire Multi-Pharmacy Comparison Highlights

Some of the highlights of the SunFire multi-pharmacy comparison announcement include the following.

• The software will automatically add the nearest pharmacy as the “primary pharmacy” unless the agent adds a preferred location.

• The software provides a breakdown of the estimated drug costs.  Prescription coverage is noted by plan.

• The software can now discover potential cost-savings that can be accrued by switching pharmacies. If the software does find these potential savings, it can notify the agent of the discovery and the monetary amount that would be saved.

• Under the “estimated annual drug cost” tab, the software will display the annual cost for the two closest alternative pharmacy chains, as well as the mail-order options available.

• To continue the comparison, the agent can select one of those alternatives and reload the page to see the potential savings for their client.

In today’s world, agents must be up to date on not only the latest insurance information but the latest technology advances in the field as well. This new enhancement from the SunFire Matrix software will help agents compare drug costs for their clients with more accuracy, ensuring they have a clear picture of their annual costs.  Click here for a demo of the SunFire multi-pharmacy comparison.

Licensed Medicare agents

Get information about the new five star UHC ISNP.   This plan is exclusive to Crowe and Associates agent.  In order to sell this plan, agents need to complete an additional certification and training.  Exclusive training will familiarize agents with all the components and properly represent the benefits of this ISNP.

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Medicare Sales Meeting Questions

Medicare agents have a number of ways to reach prospective clients. One of those ways is to hold education and sales events. While education events cannot lead to enrollments, sales events can and should. With these Medicare sales meeting questions, agents will be able to learn about their prospective and offer them the best plans and support for their insurance needs.

Financial Medicare Sales Meeting Questions

Asking financial Medicare sales meeting questions is vital to discover if the prospective clients qualify for Medicaid or other financial assistance. It also determines what kind of premiums people can afford to pay. Medicaid and other financial assistance qualifying incomes vary by state, as they are state-funded programs. Some prospective clients, depending on their income and assets, might even be eligible for a dual enrollment plan, or DSNP.

• What is your monthly income?

This will determine if they qualify for any state or federal help with their premiums or even if they qualify for a DSNP.

• If you are married, what is your combined monthly income?

• Do you have any assets that may put you over the limit for this plan?

If the agent is looking at an asset-sensitive situation, it is easier to let the prospective client know what that asset limit is than ask if they have any assets. There are some states that are not asset-sensitive. As an agent, it is important to do research ahead of time to determine what the guidelines are for that particular location.

Other Medicare Sales Meeting Questions

If a prospective client already has a Medicare Advantage or Medicare Supplement, it is best to start by asking them how it has been working for their healthcare needs. They may have needs that are not covered and the agent may be in a good position to have them find more suitable coverage.

• What type of plan are you on right now?

• What company is it with?

• Why did you decide to purchase this plan?

• Are there doctors you would like to see that you currently cannot because of your network?

• Is this plan covering the medication you need and expect to need?

It is often the case that beneficiaries are on a plan that they didn’t feel enthusiastic about. There are many options to help get every prospective client the coverage they need and want.

 Some other general Medicare sales meeting questions that may help the agent determine the most beneficial plans to offer might be:

• Do you have dental care? If not, do you want dental care?

• Does your current plan provide benefits like dental care, vision coverage, or over the counter medications?

• (For those on a dual plan) Have you used any of the extra benefits the DSNP offers?

These extra benefits can include grocery cards, utility assistance, and flex benefits, and many beneficiaries do not know how to utilize them.

With these Medicare sales meeting questions in mind, the needs of the prospective clients will be clear for the agent to see. This will help everyone end up with the coverage they want and a plan that suits their individual healthcare needs.

Licensed Medicare agents

Get information about the new five star UHC ISNP.   This plan is exclusive to Crowe and Associates agent.  In order to sell this plan, agents need to complete an additional certification and training.  Exclusive training will familiarize agents with all the components and properly represent the benefits of this ISNP.

Learn what working with one of the top FMOs gives you. 

Keep up with all of our current events by clicking here. 

Free leads!

Ready to contract?   GET  STARTED.

Subscribe to our YouTube channel.   We provide weekly training and informational webinars.

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Medicare field marketing organization

In this post, we discuss the advantages for downline agents to work with a Medicare field marketing organization.

What is a Medicare Field Marketing Organization (FMO)

An FMO is a specialized entity that works with both insurance carriers and brokers to educate, promote, and distribute Medicare plans. FMOs act as go-betweens for insurance carriers and independent insurance agents.  They provide support and resources to improve the marketing and enrollment process.

They actively recruit independent insurance agents to join their downline and grow their agency.  FMOs are always looking for knowledgeable, committed agents who enjoy providing great service to their clients.

Once an agent is onboarded, the FMO should provide them with the resources they need to be successful in the Medicare market.

See what a great FMO can provide

What does a Medicare field marketing organization do:

1.  An FMO establishes contracts with multiple insurance carriers.  This allows agents to represent a broad range of Medicare plan options.  In turn, this provides beneficiaries a better selection of plans to choose from, based on their needs and preferences.
2. Smart FMOs will invest their time in their downline agents.  They must provide training to ensure that agents are able to understand and give guidance beneficiaries who are interested in the product they are offering.  Training can include in-person events, webinars, zoom meetings or any other way that gives the agents up-to-date plan/industry information.
3.  Assist agents with the enrollment process.  This is done by offering invaluable technology platforms and other resources to help streamline the process.   These platforms save time and allow agents to focus on providing the best possible plan options and service to their clients.

To view our free training videos; subscribe to our YouTube channel.

What else can a Medicare field marketing organization provide agents:

1. Provide both sales support and assistance with marketing.  They can direct agents on where to get marketing materials, applications and other things such as; compliant call scripts, marketing        support and strategies for lead generation.

2.  Help choose the best carriers for each agent to offer based on both location and product type.  Provide agents with information on new products available in their local market.

3.  Make sure downline agents are updated on any new regulations, compliance issues or industry standards.

4.  Provide guidance for agents who want to expand their business by boosting sales or recruiting downline agents.  It is always good to recognize agents who continue to do well or those that are improving.   Motivation is a key component in the FMO agent relationship.

5.  One of the most important ways an FMO can show support to their downline team is by addressing any concerns or questions they have in a timely manner.  Do not ignore an agent who calls in for support.  Many agents request releases due to a lack or training or their up-line not addressing their concerns.

If you want to contract with Crowe and Associates, click here.

Click here to add a carrier or state to your current Crowe and Associates contract.

Already with another upline; Click here for intent to move instructions.   Not all carriers are listed.

If you need help with a carrier that is not on the list; please call the office.

A great Medicare field marketing organization will:

Create a collaborative and mutually beneficial relationship with their downline agents. They provide the resources that empower agents to effectively market and sell Medicare plans.  This kind of relationship benefits both the agents and the Medicare beneficiaries they serve.

Provide the support downline agents need to thrive in the competitive Medicare market.  When an FMO does it’s job correctly, they represent knowledgeable, compliant dedicated agents and  entire Medicare system benefits.  this incudes everyone from the beneficiaries to the carriers.

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What is the Medicare Part B penalty

The Medicare Part B penalty is often the result of someone who is eligible for Medicare not understanding the rules.   Those who fail to follow them can end up paying the penalties for life.  Read the information below to understand who needs to enroll in Medicare Part B and when.  We will also review the valid waivers that would allow someone who is eligible for Medicare to waive Part B without a penalty when they enroll in the future.

To see how to calculate your Part B enrollment penalty click here

Eligibility for Medicare A and B

Many people sign up for both Medicare Part A (hospital Ins.) and Part B (medical Ins.) when they turn 65 and are first eligible.   There are some possible problems that can occur if you sign up later.  Although, in some instances it makes sense to wait to sign up until later.

Because most people do not pay a premium for Part A, this makes it a no brainer to sign up for Part A when you are first eligible for Medicare even if you are still working.

If you choose to sign up for Part B, you will need to pay a premium.  For this reason, some people will wait to sign up for Part B.

• Generally, you won’t have to pay a Part B penalty if you qualify for a Special Enrollment Period. Learn more about Special Enrollment Periods.
• You’ll pay an extra 10% for each year you could have signed up for Part B, but didn’t.
• You may also pay a higher premium depending on your income, this is called an IRMAA, watch our YouTube video to understand what a IRMAA is.

More information about  signing up for Part B:

• • Your 8-month Special Enrollment Period to sign up for Part B starts when you stop working, even if you choose
    COBRA or other non-Medicare coverage
  • If you lose your job-based health coverage before you or your spouse stop working, you have 8 months to sign up.
  • If you want Medicare coverage to start when your job-based health insurance ends, you need to sign up for Part B the month before you or your spouse plan to retire. Your coverage will start the month after Social Security (or the Railroad Retirement Board) gets your completed forms. You’ll need to fill out an extra form showing you had job-based health coverage while you or your spouse were working.
  • If you want more coverage, you have a limited time to get it.

• If you miss the 8-month special enrollment period, you will have to wait to sign up and go without Medical coverage.  That is a dangerous gamble to take.  The penalty you will pay will also continue to grow.

If you miss your initial enrollment in Medicare Part B have two possible election options:

The first is a Part B special election period and the second is the Medicare Part B general election period.

CLICK HERE TO LEARN MORE ABOUT THE MEDICARE GEP

Contract with Crowe and Associates.

If you are already contracted with us and would like to either add a carrier or state or order supplies:

Click here to add a carrier or state to your current Crowe and Associates contract.

Are you contracted with another upline and want to move over to Crowe:

Click here for intent to move instructions.   Not all carriers are listed.   Call the office for carrier instructions not listed.

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Medicare Out of Pocket

 What is Balance Billing?

Codes of ethics and even regulations and laws govern medical billing. This is to ensure uniformity across the healthcare industry and to keep everyone, providers and patients alike, operating under the same moral guidelines. However, there are some exceptions to this uniformity.

Balance Billing occurs when a doctor or healthcare provider bills their client more than the amount that would be reimbursed by Medicare for the services that they provided to the client. Normally, Medicare beneficiaries would pay their deductible and coinsurance, and Medicare would pay the healthcare provider the agreed upon assigned cost of the procedure, test, exam, or service. With balance billing, the doctors or other providers try to recoup the portion of the bill that was written off by Medicare coverage.  They charge the beneficiary a bill for more than the normal deductible and coinsurance out-of-pocket costs.

Luckily, balance billing is often prohibited. If the healthcare provider is a participating member with Original Medicare, they cannot balance bill any of their patients for any reason. At last count, over 93% of non-pediatric primary care providers are participating providers with Medicare, so balance billing is likely very rare. If a doctor or provider is in-network with a Medicare Advantage insurance plan, balance billing is also not allowed.  Balance billing is excluded under their contract with the insurance carrier.

Non-participating Providers

Balance billing can occur when a physician or facility is not a participating provider but also hasn’t opted out of Medicare. These are called non-participating providers, and they can balance bill their clients. However, they cannot charge more than the original Medicare amount for the service plus 15%. Medicare will pay these non-participating doctors 95% of the Original Medicare assigned amount.  The doctor can then charge up to 15% more to their patient. For doctors who have opted out of Medicare altogether, there is no such limitation. This is rather rare among primary care physicians, but can be common among specialties. Only 1% of doctors have opted out of Medicare, but over 37% of psychiatrists have opted out of Medicare.

For members, it is vital to be aware of their doctor’s opt-in or opt-out status.  Knowing avoids surprise balance billing and limit their unexpected costs.

Licensed Medicare agents  – What is Balance Billing?

Get information about the new five star UHC ISNP.   This plan is offered only to Crowe and Associates agents.  In order to sell this plan, agents need to complete an additional certification and training.  Exclusive training will familiarize agents with all the components and properly represent the benefits of this ISNP.

Learn what working with one of the top FMOs gives you. 

Keep up with all of our current events by clicking here. 

Free leads!

Ready to contract?

Subscribe to our YouTube channel. 

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Medicare Advantage Commissions 2024

Medicare Advantage commissions 2024 are now official.   CMS releases the max allowable commission for MA and PDP plans every year.   Carriers can pay agent level commissions up to the max listed amount.  While this is the amount they can pay it does not necessarily mean they will pay the max.  Traditionally most do pay at the max however.   A number of carriers have been increasing the renewals to the max for new renewals and in many cases for renewals on existing business.

There are 4 different commission groups:

The Medicare Advantage and PDP commission are broken up into different state categories.  They are staying the same for 2024.  Categories are (PA, CT and DC), (CA and NJ), (Puerto Rico and US Virgin Islands) and the (national rate).  The national rate is all the other states not in the previous categories.   PDP commissions are the same for all states.

Watch our tips on taking AHIP for 2024:

Take the 2024 AHIP for the discounted rate of $125 using our link

Learn about all the programs and benefits Crowe and Associates offers to Medicare agents and agencies

Medicare Advantage and Part D referral fee for 2024

The max allowable referral fee for MA and PDP plan sales is remaining the same. ($100 MAPD and $25 PDP) This represents how much agents can provide to other agents for a referral fee.  It should not be confused with the amount that can be given to to other Medicare beneficiaries which is $15 for a referral.

Here is the official CMS commission document

Medicare Advantage Commissions 2024

2024 max allowable compensation and historical amounts.

How are commissions paid?

How much an agent receives for a MA or PDP sales depends on a number of factors.  What type of sale is a full commission on a 12 month advance?  When is commission a renewal only payment?  Will you receive a pro-rated commission?  We have a video explaining all the factors agents need to understand.

CLICK TO WATCH VIDEO

Crowe and Associates programs for Medicare agents

Crowe and Associates has a number of programs for insurance agents including a T-65 Medicare seminar program, Free Medicare lead program and a number of others.