Medicare Educational Events
Although Medicare educational events are a good way to generate Medicare leads, it is important that you follow all rules put in place by CMS before hosting one. It is important to remember that educational events are very different from sales event and conduct them accordingly.
These events are an opportunity to build relationships with local beneficiaries. Agents can make them aware of the products and services they offer and that they are available to help answer their questions. If you make a good impression, the beneficiary may ask the agent to help them make the right plan choice when it is time for them to enroll.
Although agents may not discuss specific plans during an educational event, they can hand out generic materials that offer basic information. It is important to remember, agents must advertise the event as educational.
Click here to see the difference between educational and sales events.
How to Promote Educational Events
There are several ways to advertise events including newspaper and radio ads, flyers, direct mailers or online with email, Facebook or on your website. Although, there are guidelines to follow. Educational events must be marketed as educational. All advertisements must contain the disclaimer: “for accommodations of persons with special needs at meetings call (insert a phone number and TTY number).
Click here to watch our Medicare Educational Best Practices YouTube Video
Follow the guidelines below to help ensure your compliance.
What you can do at an educational event
- Provide your business card and contact information to beneficiaries who wish to initiate contact with you.
- Answer any questions event attendees ask you.
- Hand out generic educational materials on the different Medicare plan choices available.
- Have business replay cards available for those who wish to be contacted to schedule future appointments.
- Provide a light meal or snack as long as the cost is $15 or less per person.
What you cannot do at an educational event
- Provide enrollment applications or marketing materials with specific plan information such as benefits or premiums to attendees.
- Offer cash gifts or offer rebates for plan enrollments.
- Collect SOAs or schedule future appointments.
- Require guests to sign in, they can provide contact information if they choose to. Remember, a sign in sheet is not permission to contact.
- Schedule future appointments, if beneficiaries want to meet in the future, they can contact you with the information on your business card or a business reply card.
- Do not host a marketing/sales event in the same area as your educational event within 12 hours. This applies to the same building or any adjacent buildings.
- Answers to beneficiaries’ questions should be generic and not promote any specific plan or package of benefits.
- Hold a one-on-one event, events must be in a group setting.
Learn about our T-65 seminar sales program and the other things Crowe has to offer both agents and agencies.
Compliance
It is important to remember that both CMS and carriers are serious when it comes to compliance. A carrier can send a secret shopper to your educational event and if they see any violation, agents could face:
- Administrative hearings and penalties
- Cease and desist orders.
- License suspension or even revocation.
Watch a few videos on more compliance information
Learn about the 48-hour scope of appointment rules
Elements for a Medicare compliant call recording – click here
Find out about the Medicare marketing rules
If you follow the rules, keep up on carrier plan updates and get yourself out there in front of clients, you can build a successful Medicare business.
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Final expense life insurance
Because the costs for funerals can add to the stress of losing a loved one, Final Expense life insurance may be a good choice to provide financial relief for your client’s family. Crowe and Associates offers agents contracts with several of the top final expense carriers who offer level, graded and guaranteed issue types of plans.
Final expense carriers
Crowe is contracted with top Final Expense carriers in all 50 states. A few of the carriers we offer are: AIG, Foresters, Mutual of Omaha, TransAmerica, Cigna, Baltimore Life, Columbian Life, Royal Neighbors, and Gerber. We offer agents the best rates for all types of FE plans. Plan types include, single pay, level and graded as well as guaranteed issue.
Free quote site
Crowe agents have access to a free web-based quote site. This site can quickly quote and compare final expense plans. Just add in some basic information (state, age and desired benefit amount) and see plan costs and benefits side by side. Additional information: our quote site is powered by FEX Quotes.
Watch a quick YouTube video on how to quote Final Expense and Medicare Supplements
Quote all carriers in one place
We give our agents access to a quote site that quotes all final expense plans we offer at no cost. This includes immediate death benefit plans, graded plans and guaranteed issue plans.
Choose the carriers you want to start with
It is usually a good idea to start with a few carriers. The cost of a policy is a good place to begin, however, many plans ask beneficiaries underwriting questions. It is important to consider your client’s health and their ability to pass underwriting. You may want to contract with a well-priced immediate death benefit carrier and a couple well priced GI issue companies.
Take a look at our product guide to see which companies you may want to start with. The product highlight sheet provides plan benefits for several companies that include; maximum face value, commissions and underwriting.
Click here to view our FE highlight sheet.
Contracting
Because many carriers are “same time contracting” you don’t have to wait for your contracting to be processed before you write a policy. Once you submit your first application, the carrier processes your contract.
Click here to join the team at Crowe.
Crowe agents who want to add Final Expense carrier to your existing contracts – click here.
Commissions
Many of the carriers we contract with offer starting commissions of 115%. Some carriers offer advance commission payouts for agents with good credit. All our agents receive both new and renewal commission payments directly from the carrier. In other words, our agents own their own book of business. Agents have access to all carrier incentive programs.
Contact our office for a username and password to start quoting today.
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How to sell Medicare Advantage plans
Learning how to sell Medicare advantage plans can take time. There are certain steps an agent should take when getting started. This includes contracting with the most competitive carriers in the areas you plan to sell, having a full understanding of Original Medicare, Medicare Advantage plans, Medicare supplements and part D plans and understanding enrollment rules. Read below to see how to get started.
Contracting with Carriers
CLICK HERE TO GET CONTRACTED WITH CARRIERS
Agents need to find the most competitive carriers in the areas they plan to market in. We suggest taking time to study the carriers plans to determine which ones offer the best overall benefits. This can be done by comparing plans on Connecture or Sunfire. Agents that do not have access to either system may compare on the Medicare plan finder. It is suggested agents access Connecture or Sunfire at some point as it is a better way to quote, compare and enroll prospects long term.
Learn how to choose the right Medicare carriers; watch a YouTube video
Here are some of the benefits to consider when if you are trying to see which carriers offer the most competitive plans:
- Out of pocket maximum
- Primary and specialist copays
- Inpatient hospital copay
- Ancillary benefits: Ancillary benefits have become very important when it comes to comparing plans. It can certainly be argued that people should not be picking plans based on ancillary benefits such as dental. The reality however is that people do tend to focus on those benefits more than they should so they need to be taken into consideration
- Dental
- Vision
- OTC
- Transportation
- Additional benefits that provide monthly allowances from various expenses
- Network is important when it comes to offering plans. Selling a plan with a limited network can lead to a lot of client turnover. It takes time to determine the strength of a carriers network. We suggest reaching out to the broker managers with each carrier to get a better understanding of the network strength of the plans they represent.
Certifications
Annual certifications are a reality with those that offer Medicare Advantage and Part D plans. Annual completion of the AHIP certification is also required. New agents should be aware they will need to complete certifications for every carrier they plan to get appointed with and sell.
How to sell Medicare Advantage plans: Education
It is critically important to put the effort in to fully understand Medicare benefits. All aspects of Medicare benefits. This includes Original Medicare benefits, enrolment periods and rules for getting Medicare A and B, Medicare advantage benefits, Medicare Supplement benefits and Medicare Part D benefits. In addition, a strong knowledge of the enrolment periods and special elections for the above listed products is also needed. Agents selling Medicare supplements in underwritten states need to understand when prospects can apply using guaranteed issue vs. policies applications that will need to go through underwriting.
Getting in front of enough prospects: Leads, marketing, referrals and maintaining a book of business
The absolute most important part of succeeding in Medicare sales is having a strategy to get in front of enough prospects. This is the number one reason Medicare producers do not make it in the business. Finding a reliable lead source is critical to success. Agents need to be aware of the reality regarding leads. None of them are easy. Working leads is anything but easy and requires thought, time, effort and tracking to make them work. Learn about various types of Medicare leads
In addition to leads, agents need to focus on multiple aspects of building a book of business. Examples would be obtaining referrals from existing clients, building referral sources with centers of influence, passive marketing through a website and social media and a number of other avenues. How to grow and manage a Medicare book of business
There is a common tendency for agents to put in time, effort and money into writing new clients without thinking about their current clients. It is far less expensive and time consuming and expensive to keep existing clients vs. writing new ones. As a result, it makes sense to focus on maintaining existing clients.
How to sell Medicare Advantage plans: How Medicare commissions work
Cash flow is commonly a problem for new agents. More than 50% of new agents start a career in Medicare and do not fully understand how Medicare Advantage commission pay out. CMS lists the max allowable commission for Medicare Advantage and Part D in every state. The maximum is not always paid out depending on the scenario. Agents should take time to understand when they will be receiving full commission vs. partial payments. Renewals are a main driver when getting into the business. It is prudent to understand renewals and factor them into the overall cash flow equations. Video on how commissions pay
How to sell Medicare Advantage plans: Selling other products for more immediate cash flow
Successful Medicare producers make substantial income due to the amount of renewal payments involved vs. other product lines. The most difficult part for new producers is managing lack of cash flow in the early years while they build up a large renewal stream. It is wise to write other products that have more front loaded commissions while writing Medicare cases. Examples of other product lines would be hospital indemnity plans, cancer, critical illness, dental and vision plans. Non health related products such as final expense, standard life, annuities and disability insurance can also be Incorporated. Lastly, ACA business can not only be an additional source of revenue but can be a great lead source for Medicare production.
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Benefits and Programs for Medicare Sales Agencies
Crowe and Associates offers a number of unique benefits and programs to assist Medicare sales agencies. Benefits include multiple sources of marketing money, enrollment platforms, help obtaining higher overrides and more. Please see below for a full list of our services for Medicare sales agencies.
Commissions
- All commissions are set up to pay directly from the carrier to the agent or agency
- Always full CMS max allowable commission and the agent or agency owns the book
- LOA commissions can be set up for agencies that receive all commissions and pay them to their agents
Overrides
- Crowe has the ability to set up agencies up to and including the FMO override level
- Some carriers will require minimum amounts of sub agents to obtain certain levels
- Agency contract level terminology varies to some degree by carrier but in general the levels are:
- GA,MGA, SGA, FMO (Typically an FMO level contract is an override of $125 to $175 depending on the company
- Overrides are paid directly by the carrier when the carrier offers that option. If the carrier will not pay them directly they will be paid by Crowe/Pinnacle Financial Serives
- Note: Override payments are not one time payments. They will pay as long as the case is on the books. If the agency principal writes business, they will receive overrides on their own business and sub agent production.
Recruiting with Crowe $500 a month lead program
- Crowe and Associates offers a lead reimbursement of $500 per month to every agent in our hierarchy
- The lead program includes our agency partners and their sub agents
- Agencies can use the program to recruit agents to their downline: Crowe will pay for the program and it will cost the agency nothing
Marketing money from carriers
- Crowe/PFS receives marketing dollars from carriers for AEP, OEP and often during lock in
- We distribute money to agency partners who request it.
- Reimbursements we provide can cover up to 75% of the money spent for leads, marketing and advertising up to large lump sums of money
- Marketing money is often available from multiple carriers including Humana, Aetna, Cigna, Anthem and Wellcare
Unique lead sources
- Agencies and agents are eligible for reimbursement with any lead or marketing they choose
- We make a number of unique lead programs available to our agency partners
Enrollment platforms and call recording
- Agencies and their sub agents have access to Connecture, Sunfire and MyMedicarebot at no cost
- All three platforms provide call recording, CRM functions and voice enrollment
Quote site in addition to Sunfire and Connecture
- All agencies and their sub agents have access to multiple quoting platforms at no cost
- CSG: Quotes and comparisons for Medicare Supplements, Medicare Advantage, hospital indemnity, vision and dental
- FEX: Final expense quotes and comparisons
- Annuity Rate Watch: Platform will quote and compare fixed, MYGA and fixed indexed annuities. The system will also quote and compare income riders and SPIA payouts
Contracting and recruiting
- Crowe and PFS will provide contracting services for all agencies and sub agents
- We will never compete with our agencies or recruit any sub agents affiliated with them or agents they are recruiting
- Each agency will be provided with their own white label contracting link with their branding to contract future agents
Website and logo building
- Websites can be created for sub agents upon request at no cost
- Logo design is available for those that need one
- Websites have a consumer facing quoting and enrollment site for agencies and sub agents
Guidance on growing a Medicare agency
- Crowe and Associates started in 2005 as a single producer agency (Ed Crowe who obviously lacked any creativity naming the agency)
- Utilizing his experience building Crowe and Associates, Ed works with agency partners to develop strategies to increase agency growth
- Help planning and funding agent recruiting including recruiting meetings
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Part D LEP appeal form
If a Medicare beneficiary does not sign up for a Medicare Part D plan during their IEP (initial enrollment period) and has a period of more than 63 continuous days without having a creditable prescription drug plan, they will incur a LEP (late enrollment penalty). If they receive an LEP, they can file a Part DLEP appeal form.
In some cases, a Part D plan provider imposes an LEP on a beneficiary once they enroll in a plan. If the plan provider believes there has been a lapse in creditable drug plan coverage for over 63 days and is imposing the penalty , they must send a written notice to the enrollee. The enrollee receives a LEP reconsideration request form with the letter informing them of the penalty. This gives the enrollee the opportunity to initiate a Part D late enrollment penalty appeal.
Click here to download the LEP Reconsideration Request Form
Agents – find out about Medicare commissions 2024
Reconsideration Notice
If the enrollee receives a Part D LEP reconsideration notice, it includes an explanation of their right to request a reconsideration of the LEP. Any Part D plan provider who adds the LEP to the enrollees plan premium must send the enrollee a letter notifying them of the imposition of a Late Enrollment Penalty as well as instructions to complete the LEP reconsideration request form.
Please note: either the enrollee or their representative can request a reconsideration, of the LEP. The LEP reconsideration request form provides a list of situations when a review can be requested.
Learn about Part D enrollment
To view a sample LEP reconsideration notice – click here.
Reconsideration Request
If an enrollee wants to request a reconsideration of the LEP, they must submit the form, “Part D LEP Reconsideration Request Form C2C” . Once the form is completed, use one of the methods below to send it in:
To send the form by standard mail; C2C Innovative Solutions, Inc., Part D LEP Reconsiderations, P.O. Box 44165, Jacksonville, FL 32231-4165
If you prefer to send it by courier or tracked mail, use the following address; C2C Innovative Solutions ,Inc., Part D LEP Reconsiderations, 301 W. Bay St., Suite 600, Jacksonville, FL 32202
For faster results, enrollees can send either by fax to; 833-946-1912 or they can go to the website https://www.c2cinc.com//Appellant-Signup create an account and upload the completed form there.
In the event the enrollee has a friend, family member or doctor send the request, that individual must be their representative. If this is the case, the representative must complete the last page of the reconsideration request form. They can either fill the form out on line or print it and fill it out.
Click here to download the LEP Reconsideration Request Form
LEP appeal process
The LEP appeal process is conducted by an IRE (independent review entity) that has a contract with Medicare. The IRE notifies the enrollee of the final LEP decision within 90 days of receiving the request. This includes the dismissal of the request.
Please note: Enrollees who receive Extra Help, do not have to pay the Late Enrollment Penalty. Click here to learn more about Extra Help programs.
Additional information; if the enrollee has income above a certain level, they may be assessed an IRMAA, click here to learn what that means.
Find out the effect of the Medicare drug cap for 2025
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What does Medicare Part C cover
If you watch TV, I’m sure you have heard about Medicare Part C. Medicare Part C, also known as Medicare Advantage, is an alternative to Original Medicare (Parts A and B). Private insurance companies offer these plans to beneficiaries. In this post, we will answer the question; what does Medicare Part C cover.
Medicare Part C plans must cover all of the services that Original Medicare covers (except for hospice care, which is still covered under Part A), and they may offer additional benefits such as dental, vision, hearing, and prescription drug coverage. While Original Medicare (Parts A and B) offers essential coverage, many beneficiaries opt for additional benefits through Medicare Part C.
Basics of Medicare Part C coverage
Hospital insurance (Part A)
This includes inpatient hospital care, skilled nursing facility care, hospice care, and some home health care.
Medical insurance (Part B)
This includes doctor’s services, outpatient care, preventive services, and some DME (durable medical equipment).
Prescription drug coverage (Part D)
Many Medicare Advantage plans include prescription drug coverage. Part D coverage is not part of Original Medicare. When it is included in a Part C, Medicare advantage plan, it is called an MAPD plan. If it is not included, the plan is called an MA only plan.
Additional benefits
Many Medicare Advantage plans offer additional benefits not covered by Original Medicare, such as routine dental, vision, and hearing care, fitness programs, transportation services, and over-the-counter allowances for certain health-related items.
More Medicare Part C Benefits
Medicare Advantage plans often have annual out-of-pocket maximums. This can limit the amount beneficiaries spend on healthcare services in a given year. Additionally, some plans have low or no cost $0 premiums. This is a way for some fairly healthy beneficiaries to save money compared to the cost of a Medicare supplement and drug plan.
Many Medicare Advantage plans offer coordinated care through provider networks. This means beneficiaries have access to a network of doctors, specialists, and hospitals who work together to manage their healthcare needs. This leads to more integrated and efficient care.
Things to consider
- Network Restrictions: Some Medicare Advantage plans have provider networks, meaning beneficiaries may need to see doctors and specialists within the plan’s network to receive full coverage. It’s essential to check if your preferred healthcare providers are in the plan’s network.
- Plan Options: Medicare Advantage plans vary in terms of benefits, costs, and coverage options. It’s crucial to research and compare different plans to find the one that best meets your healthcare needs and budget.
- Prescription Drug Coverage: If you choose a Medicare Advantage plan that includes prescription drug coverage (Part D), ensure that it covers your specific medications and pharmacies
Click here to learn about the Pros and Cons of MA plans
Medicare Part C (Medicare Advantage) plans, provide beneficiaries comprehensive coverage, additional benefits, and coordinated care, Medicare Advantage plans provide valuable healthcare options for millions of Americans. However, it’s essential to consider your healthcare needs carefully and compare plan options before enrolling in Medicare Part C to ensure you select the right plan choice.
Watch a YouTube video on Advantage vs Supplement plans
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Vaccines covered by Medicare
Medicare prescription drug plans cover wide variety of prescription drugs, this includes several vaccines covered by Medicare. Medicare covers vaccines in more than one way; either by Part D or by Part B (medical coverage) or Part C MA/MAPD plans that may provide coverage for all the parts of Medicare. It all depends on the type of vaccination and what facility the patient receives it at. As of January 2023, all vaccines covered by Medicare should be free to beneficiaries. This means they should not have any cost-sharing such as; co-pays, co-insurance or deductibles.
Find out about Medicare Part D enrollment periods
Part B covers vaccine coverage
In many cases, if the vaccination is part of a treatment for an illness or injury, it is usually covered by Part B. In other words, if a beneficiary gets a puncture wound, they may need a tetanus shot. When this is the case, the vaccination falls under Medicare Part B coverage (Part C, if they have an MA/MAPD plan). If the beneficiary opts to receive a tetanus booster shot, that charge falls under their Part D plan.
Watch a quick YouTube video on enrollment periods including Part B late enrollment
Here are some common vaccines that Part B covers:
*Flu
*Covid 19
*Pneumonia
*Hepatitis B – in cases where the individual is at high to intermediate risk.
*Some necessary vaccines needed to treat an injury, illness or exposure to a disease.
Part B covers some drugs
In some instances, Part B covers drugs beneficiaries do not normally give themselves. In other words drugs that you receive either in a doctor’s office or in an outpatient hospital setting.
A few of the drugs covered by Part B
- Flu shots (including seasonal and H1N1 Swine flu)
- Pneumonia (pneumococcal) vaccines.
- Leqembi (generic name – lecanemab) – This is a new medication used to treat symptoms of Alzheimer’s.
- Injectable osteoporosis drugs, such as Prolia or Xgeva, if the beneficiary meets the criteria.
- Antigens that the doctor prepares and provides instruction to administer. The patient may self- administer the drugs with proper instruction and supervision.
- Drugs the beneficiary uses with DME (durable medical equipment) such as; infusion pumps or nebulizers.
Part D vaccine coverage
Part D Vaccines are provided in an effort to prevent illness as opposed to treating one. Medicare Part D plans cover commercial vaccines if they are reasonably necessary.
Some vaccines covered by Part D
- Shingles vaccines
- Tdap (tetanus-diphtheria-whooping cough) vaccines
- In cases that a PDP plan’s formulary does not list a vaccine, it must provide coverage if a physician prescribes it as a prevention measure.
Learn about the Medicare Part D drug cap
As of January 2023, patients with Medicare Part D plans or MAPD plans pay no out-of-pocket costs for adult vaccines. This is part of the Inflation Reduction Act of 2022. If the patient is charged a vaccine administration fee at the time of service, they can submit this amount to their Part D plan for full reimbursement.
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Inbound Medicare Call Leads
Agents who work with Crowe and Associates have access to Consumer Direct Inbound Medicare Call leads for $42. It is easy to enroll in this program; agents log into the Live Client App, choose the lead locations, register for the pay wallet and can start taking calls. The system has built in call recording, a CRM and allows agents to track, work and disposition leads. All leads have a 90 second call buffer. Read below for more information on the agent portal and the leads. Leads are available in English and Spanish.
Crowe agents can register for the lead portal here
Help with lead costs
Inbound call leads are eligible for our $500 a month lead reimbursement. Any agent who works with Crowe can submit costs on a monthly basis and get reimbursed $500 a month toward those costs. In addition, agents can also submit the lead expense to Crowe for carrier marketing money reimbursement. Agents receive carrier money is based on estimated sales and total lead spend.
Learn about our $500 a month lead program
Learn about carrier reimbursement requests
About Inbound Medicare Call Leads
Inbound call leads are very different than a live transfer lead. With a live transfer, the consumer is contacted, talks to a 3rd party and is then transferred to the agent. It is important to note; live transfer leads can lead to major compliance and legal issues. With an inbound call lead the consumer is the one that initiates the call (usually from an ad online) and dials direct to the agent. Permission to call is built into the ad and the call is a direct inbound and waives the need for a 48 hour scope of appointment. Inbound calls are exclusive leads vs. a warm transfer that may be shared.
Are you looking for face to face appointments? CLICK HERE FOR OUR PRE SET APPOINTMENT LEADS
About the Live Client portal
The Live Client portal allows agents to set parameters and receive inbound call leads. Agents can set the times of day they are available to receive leads as well as the area they want to receive them in. In addition, they can set a daily budget to ensure they will only get the number of leads they have budgeted for. The portal has a CRM built in and allows for agents to easily disposition and track leads.
Click here for Medicare carrier contracting
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Medicare turning 65 leads
If you are in the Medicare sales field, you know how difficult it is to find good Medicare turning 65 leads. Medicare leads play a pivotal role in connecting agents with individuals who are looking for advice on the best coverage options available to them.
Understanding T-65 Leads
T-65 Medicare leads refer to individuals who are nearing the age of 65 and are therefore eligible to enroll in Medicare. T-65 leads are very valuable to Medicare agents because they represent a target audience that is actively seeking information and guidance regarding their Medicare options.
Learn about our lead program
Join the team at Crowe – click here for online contract
The Importance of T-65 Leads
T-65 leads provide an opportunity for agents to establish important relationships with potential clients. Once an individual approaches 65, they often have questions and concerns about their healthcare coverage options. By reaching out to T-65 leads, agents can offer valuable assistance navigating the complexities of Medicare enrollment. This is an opportunity to earn the trust of a beneficiary and add a lifelong client to your book of business.
Learn the details of how commissions pay out – watch a quick YouTube video
Unfortunately, most leads sources such as online leads, inbound call leads and pre-set leads are not going to have many turning 65 prospects. These lead sources usually provide contact information for people who are already on Medicare.
One way to ensure you get a good number of T-65 leads is with the use of our T-65 Seminar selling program. This turn-key program is one of the only ways to guarantee you get true T-65 leads. It is easy to use. Agents get their own portal that keeps client contact information so the agent can follow up and be sure the client knows you are there to help them once it is time to sign up for Medicare. Crowe reimburses our agents for 1/2 the cost of their first seminar. Get all the details of the seminar program.
Watch a video on our T-65 educational seminar program
Be sure you follow all CMS guidelines for hosting an educational or sales event.
Crowe agents have access to a preset lead program that provides leads at a very good close ratio. To learn more about this program, click the link below:
Watch a YouTube video on our preset lead program
Tips for effectively leveraging T-65 leads
- Targeted Marketing: Use targeted marketing strategies to reach individuals who are approaching the age of 65. Think about doing this up to 1 year ahead. This may include digital advertising, direct mail campaigns, and partnerships with local community organizations.
- Personalized Communication: Tailor your communication to the specific needs and preferences of T-65 leads. Listen to their concerns and provide customized solutions that address their unique circumstances. Many agent use a Medicare fact finder to collect important client information.
- Educational Workshops: Host educational workshops or seminars to provide T-65 leads with valuable information about Medicare enrollment, coverage options, and important deadlines. This helps establish your credibility as a knowledgeable resource in the Medicare field.
- Follow-Up and Support: Stay in touch with T-65 leads throughout the enrollment process and beyond. Offer ongoing support and guidance to ensure that they make informed decisions about their healthcare coverage. This helps build a good long term broker/client relationship. It is important to remember renewals are a large part of your income and this also leads to referrals.
Find out how to get Medicare referrals
T-65 Medicare leads represent a valuable opportunity
This is an opportunity for insurance agents to connect with individuals who are nearing eligibility for Medicare benefits. By understanding the unique needs of T-65 leads and employing strategic approaches to lead generation and engagement, agents can effectively serve this demographic and grow their business in the process. By providing personalized guidance and building lasting relationships, agents can become invaluable allies.
Here are some marketing ideas
the best way to get almost exclusively t-65 prospects is through our T-65 seminar program. T-65 mailers are a good way to target new to Medicare but you have a very low response rate and mailers are a ton of work and follow up.
Before you contact potential clients – you must understand how the permission to contact works
Click here to see Medicare Advantage commissions 2024
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Resources for new Medicare agents
Consider joining an experienced upline/FMO
Agents who contract with an experienced upline/FMO have a much easier time getting up and running. A good FMO provides invaluable resources for new Medicare agents such as contracting, training, tools and guidance they need to be successful in the Medicare field.
Click here to watch a YouTube video on what Crowe has to offer.
Training
One of the most important tools a good FMO provides is training. Agents not only need to learn the ins and outs of Medicare and how each plan works but they also need to understand the rules and guidelines put in place by CMS and the insurance carriers. On top of that, they need to know where to get leads and how to make a sale once they have the leads. As you can see there is a lot of things an agent needs to know before they have a successful Medicare sales business.
Crowe provides our agents multiple ways to get the knowledge they need to succeed including webinars, zoom meetings, in-person training events, one-on-one phone calls with our sales directors, back-office staff or Ed Crowe. If this is something you would like, we can partner new agents with an experienced agent who can provide guidance.
Learn more about Medicare agent training opportunities.
Visit our events and information page and stay up to date on our upcoming webinars and zoom meetings.
E&O Insurance
Before you contract with the carriers or make a sale, you need to have E& O insurance in place. E&O protects you in the event you make a mistake in the sale of an insurance product that costs your client a lot of money. Click here to learn about our discounted E& O Coverage options.
Build an Online Presence
These days everyone is online, that is why it is important to create an online presence. Once you do, clients can find you easily and see what you have to offer. An online presence also helps build brand recognition which lends itself to credibility. There are several ways to do online marketing including, building a website. Because Crowe and Associates is part of Pinnacle Financial services, our agents have access to their design team who provide free website design help, logo creation, digital marketing or help creating mailers.
there are other ways to create a solid online presence including through a Facebook page, LinkedIn or YouTube just to name a few.
Click here to learn how to create a Facebook business page.
As we mentioned above, the best way to build an online presence is through a website. Adding a blog to your website is a great way to present helpful tips and information.
Click here to learn how to create a blog.
Quoting and Enrollment
Once you have a good idea of all the rules, regulations and plan details, you will need a quoting and enrollment site you can use to enter each client’s information and show them comparisons of the top plans that fit their needs and budget. Crowe and Associates provides our agents with free quoting and enrollment tools.
Make sure you fill the application out correctly
We provide the technology that makes quick and accurate comparisons easy. Our quote engines, Sunfire & Connecture provide agents with a built in CRM to store the client’s information including name, address, birthdate, Medicare ID, Medications. pharmacies and doctors. The CRM makes running a quote quick and easy once you ensure the client’s information is up to date. Our quote engines also provide agents a PURL (quoting and enrollment link) you can add to your website so clients can run their own quotes and even enroll if they want.
Watch a YouTube video – how to use Sunfire
See how to use Connecture to quote and enroll
Call Recording Rules
All agents need to be aware when CMS’ implements a rule. You need to be aware of the CMS call recording rule. This rule requires agents to record all sales, marketing, and phone enrollment calls.
Learn the rules for collecting a scope of appointment
Find out about the Medicare sales event guidelines
Both Connecture and Sunfire have call recording capabilities that keep our agents compliant.
Take a look at the 2024 Medicare advantage commissions.
If you are already contracted with Crowe and want to add a carrier, click here
How to find leads
Watch a quick video on ways to generate Medicare leads
Now that you are contracted and ready to sell, you might need some leads so you can start selling. You can use some of the online lead sources we mentioned in previous paragraphs, but there are many more ways to get Medicare leads.
Click here to learn how to get Medicare referrals
There are numerous companies that offer all different types of leads such as live transfers or mailers. Whatever lead sources you choose make sure the leads are CMS compliant.
More information for Medicare agents
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Medicare supplement comparison
Because Original Medicare does not pay 100% of health care cost, many beneficiaries purchase Medicare Supplement (Medigap) health plans. Medicare supplements help pay the costs of co-pays, co-insurance and deductibles. When beneficiaries are trying to decide which plan best meets their needs, they should look at a Medicare supplement comparison.
In order to apply for a Medicare supplement plan, beneficiaries must be enrolled in both Medicare Part A and Part B. Private health insurance companies offer Medicare supplement plans. CMS assigns letters to each plan and standardizes the all, for example all plan Ns provide the same exact coverage no matter what company sells them. Each carrier charges a different premium amount for the coverage they provide. Each plan letter differs by what they cover, out-of-pocket costs and premiums.
Looking for an FMO – click here for online Crowe contract
A few things to know about Medicare Supplement plans
- There are 10 standardized Medicare supplement plan choices available in most states. The states of Massachusetts, Minnesota and Wisconsin use their own standard plans.
- Medicare supplement plans do not provide coverage for prescription drugs . Beneficiaries wo opt for a Medicare supplement plan will also need to purchase a PDP (prescription drug plan).
- Beneficiaries cannot purchase a Med Sup plan if they are enrolled in a Medicare advantage plan, although if they drop the Medicare advantage plan and go back to original Medicare It is important to note, in many states the beneficiary may have to go through underwriting before they are approved for coverage, unless it they enroll during specific G.I. periods.
- Supplement plans do not provide coverage for things such as; dental, eye exams, OTC benefits or long term care that are offered through MA/MAPD plans.
- These plans are guaranteed renewable. This means, companies that offer the plans cannot cancel the plan for health reasons. They can however, cancel plans if the beneficiary neglects to pay their premium.
- Several states offer Medicare supplement plans to Medicare beneficiaries under 65 with a qualifying disability. To get more information on what’s available in your area, visit your SHIP (state health insurance program).
Click here to watch a YouTube video on the difference between Medicare Supplement and Medicare Advantage plans
Medicare Supplement plan comparison chart
This chart shows what’s covered by each plan type.
Medigap Benefit
Plan A Plan B Plan C Plan D Plan F* Plan G* Plan
KPlan
LPlan M Plan N Part A coinsurance & hospital costs up to 365 additional days after Medicare benefits are used
Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Part B coinsurance or copayment
Yes Yes Yes Yes Yes Yes 50% 75% Yes Yes** Blood (first 3 pints)
Yes Yes Yes Yes Yes Yes 50% 75% Yes Yes Part A hospice care coinsurance or copayment Yes Yes Yes Yes Yes Yes 50% 75% Yes Yes Skilled nursing facility coinsurance X X Yes Yes Yes Yes 50% 75% Yes Yes Part A deductible X Yes Yes Yes Yes Yes 50% 75% 50% Yes Part B deductible X X Yes X Yes X X X X X Part B excess charge X X X X Yes Yes X X X X Foreign travel exchange (up to plan limits) X X 80% 80% 80% 80% X X 80% 80% Out-of-pocket limit**
N/A N/A N/A N/A N/A N/A ($7,060 in 2024)
($3,530 in 2024)
N/A N/A
Please note; beneficiaries can no longer purchase Plans E, H, I and J. If the client purchased one of the plans before June 1, 2010, they can you can remain enrolled in it. After Jan. 1, 2020, newly eligible beneficiaries are not able to purchase a Plan C or a Plan F. These are the only two plans that cover the Medicare Part B deductible. Beneficiaries who turned 65 before 1/1/20, are still eligible to purchase one of those plan options.
There are some states that offer a high deductible version of plan F and Plan G. Those who choose one of these plans pay a lower premium rate but pay their co-insurance, co-pays and deductible before their medical services are covered at 100%. The deductible amount in 2024 is $2,800.
** Plan N pays 100% of the Part B coinsurance, although some physicians charge a $20 co-pay for office visits and emergency rooms can charge $50 co-pay when your visit does not result in a hospital admission.
Keep in mind, the best plan choice is an individual decision and is based on several factors, including health , budget and the area you live in. That is why a licensed Medicare agent is a great source of information for making important health care decisions.
Learn about Medicare commissions 2024
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48 hour scope of appointment
Agents who plan to offer Medicare Advantage or Medicare Part D coverage to beneficiaries, need to understand the CMS 48 hour scope of appointment rule.
Watch a quick YouTube video on the 48 hour rule
A SOA (Scope of Appointment) is an agreement that both the agent and client must sign before a scheduled in-person, phone or online appointment. The SOA shows exactly which products the client and agent plan to discuss at their meeting. This gives the agent as well as the client time to prepare for the discussion and helps to avoid high pressure sales tactics. This document is mandatory if there is a discussion about either Medicare Advantage and/or Part D prescription drug plans.
A scope of appointment may list several types of products the client wants to discuss, or it can be a basic form that lists only Medicare Advantage plans, Part D (PDP) plans, Ancillary products and Medicare supplements. The products the beneficiary checks off are the products the agent has permission to discuss.
Agents who want to join our team; click here for online contract
How far ahead of time can you get the SOA
A signed SOA is good for up to 12 months before you meet with the client. Some agents collect a new SOA at the end of an appointment to be prepared for the next meeting ahead of time. It is important to remember the scope is only good for 12 months, once that time has passed, the client will need to sign a new scope.
Exceptions to the rule
- One exception to the rule is the last four days of a valid election period. during the last four days of a valid election period. At this time, agents can collect a same day Scope.
- Another exception applies when the beneficiary walks into the agent’s office without an appointment. This is a beneficiary-initiated meeting, also referred to as a “walk in”.
- The final exception is when the beneficiary calls the agent without a scheduled appointment. This is a beneficiary-initiated call, therefore the 48 rule does not apply.
The CMS call recording requirements; learn more.
Ways to collect a SOA
Although the 48m hour rule was put in place as a way to protect beneficiaries, some may not like the inconvenience of having to meet twice to discuss their plan options. It is important to discuss the reason this rule is in place and let clients know you believe it is important to abide by the rules to maintain your integrity.
Please note; there is more than one way to comply with the 48 hour SOA rule. Many carriers provide tools that allow agent to collect a voice scope. Some Medicare FMOs also provide tools that not only provide voice scope tools but also call recording tools for voice enrollments.
Learn more about call recording requirements.
Of course, you can collect a paper scope if your client is willing to meet and sign at least 48 hours before your discussion. You can also email the scope ahead and have the client send it back to you. There are also tools such as Sunfire and Connecture that allow agents to send a link for clients to complete an online Scope before the meeting.
Learn more about the CMS final rule 2024
Because of this rule, agents need to rethink the way they do business.
Need a Scope generic of appointment, click here
How long do you need to keep the SOA (scope of appointment)
You must keep SOA forms on file for 10 years, even if the appointment didn’t end in a sale. If you do a telephonic SOA, you must keep that audio file for 10 years as well.