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.