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Home Posts tagged "insurance sales" (Page 2)
Medicare SEPs

Medicare SEPs

By Ed Crowe | General Articles | 0 comment | 14 March, 2024 | 0

Medicare SEPs

If you are in Medicare sales, you know there are several opportunities to enroll a client in a Medicare plan, that is why Medicare SEPs are so important to understand. There are times when a beneficiary qualifies for an SEP such as; if they move or lose their current coverage through no fault of their own.  If they lose coverage for non-payment, they do not qualify for an SEP.

As of January 1, 2024, beneficiaries who sign up for Part A and/or Part B due to an exceptional situation, have a 2 month period to enroll in either a Medicare Advantage Plan (MA or MAPD) or a Medicare Part D (PDP). Plan coverage begins on the first day of the month after the plan receives your application for enrollment.

Click here to view more  SEP details

Below we list some common reasons for an SEP

Your client moves to a new location:

If the beneficiary’s new address is outside the PDP or MA/MAPD plan’s service area, they qualify for a special election period.  When this happens, the beneficiary must notify the plan’s carrier. If the beneficiary notifies the plan before they move, they can change plans anytime the month before they move and up to 2 months after the move.  When the beneficiary does not tell the plan before they move, they can change plans starting the month they notify the plan and continues for 2 full months after the move.

If the beneficiary does not choose another Medicare Advantage plan, they will be enrolled in Original Medicare once they are disenrolled from their previous plan.  The enrollee can decide to use this election period to return to Original Medicare and add a Medicare Supplement and PDP plan.

The client moves back to the U.S. after living outside the country

There is also an SEP available for qualified U.S. citizens who lived outside the country and recently moved back.  This SEP last for 2 full months after the month they move back.

Clients recently moved out of a nursing home or rehabilitation facility

When this is the case, the client is eligible to enroll in a MA/MAPD, PDP or Original Medicare and  a Med Supp.  This SEP is available to individuals any time during their stay in the facility and last for up to 2 full months after they leave the facility.

Individuals who are released from incarceration

Those who were incarcerated and released qualify for an SEP as long as they kept paying for their Part A & Part B coverage while incarcerated.  They have 2 full months to enroll in a Medicare plan form the date they are released.  Please note: Part A & Part B  must be in place before they can enroll in coverage.

Loss of current coverage

There are a few times this may be the case including; they are no longer eligible for Medicaid or lose their employer or union coverage. When this happens, the beneficiary can then switch to Medicare Advantage, drop the Medicare Advantage plan and return to Original Medicare and a PDP plan. If this happens, it is important to enroll in a new plan to avoid a lapse in creditable coverage which can result in a penalty.

Chance to enroll in other coverage

Beneficiaries can drop their MA/MAPD or Part D plan if  they have a chance to enroll in another plan offered by a union or employer. This SEP is available anytime during the year, although it is important to be sure there is no lapse in coverage. This can also be the case if a beneficiary qualifies for Tricare or VA coverage.

Plan changes its contract with Medicare

There are circumstances when Medicare takes an official action called a sanction to protect beneficiaries. If this happens, the contract the insurance carrier has with Medicare is changed and the differences can affect the plans that beneficiaries enrolled in. When this is the case, the beneficiary can enroll in another MA/MAPD or PDP plan offered by either the same or a different carrier.

Watch a YouTube video on OEP, SEPs & late Part B enrollment

Some special circumstances

There are several other circumstances that allow beneficiaries a special enrollment period. Here are a few examples:

If the beneficiary is eligible for both Medicare and Medicaid.

When the beneficiary qualifies for the Extra Help, they may qualify for a Special Needs Plans that provides additional benefits.  In the event they lose Extra Help, this also provides a SEP.

If the beneficiary dropped a Medicare supplement to join a Medicare Advantage plan, they have a “trial right” period they can use to drop the MA/MAPD plan and go back to Original Medicare if they change their mind.  This period last for 12 months.

More special circumstances

When there is a 5 Star plan available, beneficiaries can drop their current coverage and enroll in the 5 Star plan anytime from December 8th through November 30th of the following year. In the event, a beneficiary is enrolled in a plan that is rated less than 3 Stars for the last 3 years, the beneficiary is qualified to switch to a higher rated plan.

If the beneficiary has a specific disabling condition, there are CSNP plans available to provide extra care to those individuals.  Individuals can enroll in this plan anytime, although you cannot use this election to make any further changes.

There are also opportunities to change plans if a beneficiary misses their chance to change plans due to a Weather related or other FEMA disaster that occurs during a valid election period.

If you are an agent who is looking for an FMO, find out what Crowe has to offer.

If you are ready to join the team at Crowe, click here for online contracting

As you can see, there are many qualifying life events that results in a special enrollment period.  If you have questions or need to look at plan options, you contact your Medicare agent or if you are a Medicare agent with questions on SEPs, contact your upline for help.  For more assistance; call 1-800-MEDICARE (1-800-633-4227). TTY users can call 1-877-486-2048.

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Maintaining your Medicare book

Maintaining your Medicare book

By Ed Crowe | General Articles | 0 comment | 5 March, 2024 | 0

Maintaining your Medicare book

After you make the sale, maintaining your Medicare book is extremely important. The happiness of your existing clients is as important as brining in new business.  Both new and existing clients add to your bottom line and keep your business going.  In fact, if you maintain good relationships with all our clients, they will refer their friends and family to you, and this provides a continuous stream of business. Staying in contact with your clients on a regular basis, reminds them that you are there for them and keeps them from looking for help from another agent.

Stay in contact with your clients

There many opportunities to stay in contact with your clients. It is important to be consistent with this so they remember you are there for them if they have any questions or concerns.  This prevents them from seeking guidance from another available agent.

Are you looking for an FMO; click here to learn why we could be a good fit!

Examples of when to reach out:

  1. After their application is submitted, you should let them know when it is approved and approximately when to expect their new card.
  2. Once they enroll in a new plan, it is a good idea to check in and see if they are happy with their choice.
  3. At the beginning of AEP or a little before, you can contact them to get any health , medication or provider updates needed to check plan options for the following year. Remember, you cannot discuss new plan details until October 1.
  4. If a potential client is coming up on their IEP.
  5. When a client has an SEP opportunity.
  6. It is a good idea to send each client a birthday or condolence card when appropriate.
  7. If you have any pertinent information that the client may want to know about.  If you are hosting an event, or there is something else you think they need to know.

Keeping up to date of client information will make it easier to stay in contact. If you have an automated system to remind you of important dates, that is helpful especially once your book grows.

Ways to initiate contact

These days, there are several ways to contact your clients. If you are sending an important message with a deadline, it may be best to pickup the phone and give them a call or test message.  Here are some ways to communicate with your clients or prospects:

  1. Make a phone call or send a text.
  2. Schedule a video call or zoom meeting.
  3. Mail them cards or other general information that is not urgent.
  4. If they are ok with it, you can send them an email.  For bulk emails, be sure to include an opt out.
  5. For general information, you can post announcements on your social media platforms such as Facebook, or LinkedIn.

If you are ready to join the team at Crowe;  fill out our online contract

Compliant communications

No matter how you choose to communicate with your clients, it must be compliant with CMS regulations.

  1. Get a permission to contact from your potential client
  2. If you plan to make phone calls or send texts, be sure to abide by the (TCPA)Telephone Consumer Protection Act guidelines.
  3. Be sure to record any marketing, sales or enrollment calls you make to remain compliant with CMS’s regulations.  If it is a phone call to an existing client say hello or check in , you do not need to record it.
  4. Always comply with the CAN-SPAM Act for emailing

Click here to view a YouTube video of the key elements to a compliant phone recording

It is important to follow compliance guidelines when you send out a bulk email.   Be sure you do not use misleading information in your email.  If you are sending an advertisement, make that clear when possible.  Always include an opt-out for future communications.  It is important to include your contact information and address in your signature.  Agents must include a TPMO disclaimer on all email communications.

In the event you are sending an email to a specific client, you may not need to follow all the rules exactly as stated.  Always use your best judgement and if you are in doubt best to err on the side of caution.

Sending out mail

If you are sending out a card, application or something else to just an individual, it is a good idea to include instructions, contact information and postage paid return envelopes when necessary.  When you are sending out bulk advertisements or informational mailings, don’t forget to follow all CMS guidelines.

Watch a YouTube video on New Medicare marketing rules for 2024

More about using social media

Social media communications are a fantastic way to reach thousands of beneficiaries. You can use these platforms to build your credibility as a source for Medicare information.  Be sure to invite your clients to like your page and let them know you will put interesting or helpful information on there so they should make it a point to check it.  You can  post important deadlines and update for clients and anyone who may view your information. If you are going to be at a local event or hosting an sales or educational event, this gets the word out to everyone quickly. These types of platforms are a good way to get important information out as well as a tool for marketing.

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NABIP final rule

NABIP final rule

By Ed Crowe | General Articles | 0 comment | 28 February, 2024 | 0

NABIP final rule

Many Medicare agents, brokers and agencies are concerned about the NABIP final rule.  This is due to the huge impact on the way they do business moving forward.  The CMS proposed rule we are talking about is CMS-4205-P.  If this rule goes through as it was originally written, there will be many changes to the landscape of the insurance industry. As many of you know NABIP has been a huge supporter of agents and agencies by lobbying on our behalf to make sure we are able to stay in business and continue to provide essential help to our clients.

Who is NABIP

NABIP stands for the National Association of Benefits and Insurance Professionals.  They represent over 100,000 licensed health insurance agents, brokers, general agents, consultants and professionals.  They have over 200 chapters throughout America.  Members of NABIP provide help to millions of clients ensuring they understand their health coverage options and that they can afford the coverage they need.  They also provide help with claims issues and coverage questions.

Click here to learn more about NABIP

What is the final rule we are talking about

As we mentioned earlier, the proposed rule we are all so concerned about is  CMS -4205-P.  Although there are several good policies included in the 486 page document, there are a few things that concern us.  You can find this This information  on pages 236-248 and they apply to agent/broker compensation.  Unfortunately,  independent agents are being lumped into the TPMO category.  In many instances these organizations do business in a very different way than independent agents do.

Watch a YouTube video on the CMS proposed rule 

Access the entire 486 page document by clicking here

Once you are on the page, just enter the document number,CMS-4205-P, in the search bar.  Remember to read pages 236-248 to see the proposed changes to compensation.

We have attached a copy of the document produced by NABIP’s PR team to hand out a their Capitol conference.  The document explains how agents/agencies use the administrative fees in question as well as what Medicare agents do and what their FMOs provide.  In other words, they explain the value of agents and FMOs to make a clear distinction of the importance of the services we all provide.  This is extremely important so that people in the government have a clear understanding of how our industry as a whole functions and makes use of the money we receive from the carriers.

Click here to view the NABIP flyer

What NABIP provides it’s members

Members are eligible for many educational opportunities including: advanced designation programs,, CE classes and online learning, conferences and networking opportunities. NABIP also offers members access to it’s publications and business development tools.

As we all see by their recent efforts, they advocate on the state and federal levels to advance the best interests of health insurance professionals.

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Medicare Educational Events

Medicare Educational Events

By Ed Crowe | General Articles | 0 comment | 27 February, 2024 | 0

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 

  1. Provide your business card and contact information to beneficiaries who wish to initiate contact with you.
  2. Answer any questions event attendees ask you.
  3. Hand out generic educational materials on the different Medicare plan choices available.
  4. Have business replay cards available for those who wish to be contacted to schedule future appointments.
  5. 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

  1. Provide enrollment applications or marketing materials with specific plan information such as benefits or premiums to attendees.
  2. Offer cash gifts or offer rebates for plan enrollments.
  3. Collect SOAs or schedule future appointments.
  4. Require guests to sign in, they can provide contact information if they choose to.  Remember, a sign in sheet is not permission to contact.
  5. 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.
  6. 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.
  7. Answers to beneficiaries’ questions should be generic and not promote any specific plan or package of benefits.
  8. 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:

  1. Administrative hearings and penalties
  2. Cease and desist orders.
  3. 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

Final expense life insurance

By Ed Crowe | General Articles | 0 comment | 27 February, 2024 | 0

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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Resources for new Medicare agents

By Ed Crowe | General Articles | 0 comment | 13 February, 2024 | 0

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

Visit our events and information page and stay up to date on our upcoming webinars and zoom meetings

Medicare Part D 2024

Medicare Part D 2024

By Ed Crowe | General Articles | 0 comment | 8 February, 2024 | 0

Medicare Part D 2024

In this post, we will discuss some important information about Medicare Part D 2024.

Medicare Part D plans cover the cost of prescription drugs for Medicare enrollees.  Private insurance companies offer these plans to beneficiaries.   In order to remain complaint, all plan providers must follow CMS’ rules.

Prescription plan costs

There are a few costs associated with Medicare prescription plan coverage.  One of those costs include the monthly plan premium, this amount can range greatly depending on the plan and carrier.  Beneficiaries can opt to have the premium deducted from their monthly Social Security payment.  If the beneficiary has a greater than average income, they may be subject to an IRMAA, an adjusted premium amount based on income.  The premium may also be adjusted for those who have a lower-than-average income and qualify for Extra Help.

Other costs associated with Part D prescription are co-pays and coinsurance amounts paid at the pharmacy.  Many plans also include an annual deductible.  In 2024, the maximum annual deductible has increased from $505 in 2023 to $545 for 2024.

For those who neglect to sign up for a Medicare Part D plan on time, a late enrollment penalty is added to the monthly cost.  The penalty applies to anyone who goes without creditable Part D coverage for a period of 63 or more days.  CMS applies the penalty for as long as the beneficiary has Part D coverage.

Changes for Medicare Part D for 2024 

Because of the Inflation Reduction Act that was signed into law in 2022, there will be changes to the Medicare Part D program.   One important change has to do with the cost Medicare beneficiaries pay for prescription drugs.

 Click here to learn about prescription drug caps

Here are some of the changes in place for 2024:

In 2024, Medicare PDP members who reach the catastrophic phase ($8,000 in 2024) will not pay any additional out-of-pocket costs for the remainder of the year.  This means they are no longer subject to a 5% copay.

PDP plans are no longer able to raise their premiums over 6% per year starting in 2024.

Beneficiaries who use insulin will pay no more than $35 for a 1-month supply for covered insulin brands.  It is important to check your plan’s formulary to confirm which brands they include.  This pricing is in effect until the end of 2025.

Medicare covers many adult vaccines at no cost to Medicare beneficiaries.  this includes the Shingles vaccine as well as TDAP (tetanus vaccine), Covid, flu vaccine, Hepatitis A and many others.

More Medicare beneficiaries will qualify for Extra Help to pay for their health care needs in 2024. This is because beneficiaries with an income of up to 150% of the federal poverty level (up from 135% in 2023) may be qualified for the Part D Extra Help.  This program pays the Part D annual deductible, monthly premium and ensures beneficiaries pay a lower cost for generic and brand name drugs.

A few changes to prescription drug plans in 2025 and 2026

In 2025, one of the changes to the Part D program is a $2,000 out-of-pocket maximum in place for PDP beneficiaries.  CMS is also starting a prescription payment plan program.  The program is referred to as “smoothing” and begins Jan 1, 2025.  This program gives beneficiaries an opportunity the spread out the cost of prescription medications out over the year by using a payment plan.

Click here to learn more about the prescription payment program

In 2026 price negotiations will begin for expensive drugs that have no generic alternatives.

Learn the details of the price negotiation program

To view a comprehensive guide to all the ins and outs of Medicare for 2024, click this link and  download a copy of CMS Medicare and You handbook for 2024.    Information on Medicare Part D starts around page 79.

Watch a quick YouTube video on the drug cap proposed for 2025

Take a look at some of the other compliance updates CMS has in place or has proposed for agents :

Watch a quick YouTube video on the CMS proposed rule CMS 4205-P an how this could effect our business

Find out more about the 2024 CMS call recording requirements

Make sure you are up-to-date with the SOA rules – click here and learn more

Take a look at our video on TPMO rules for 2024

If you are unsure of the differences between an educational event and a sales event, click here.  You may also want to read our blog on “Things you can’t say when selling Medicare“.

If you already have a contract with Crowe and want to add a carrier, click here

Agents who want to join the team at Crowe, click here for online contracting

Please note: agents who offer Medicare Part D plans need to complete annual carrier certifications as well as AHIP before they can offer the plans.  AHIP is an annual certification that CMS requires.  It includes marketing and compliance guidelines as well as FWA laws.

If you don’t follow the Medicare marketing rules, you risk losing commissions, termination of your contracts, losing your license and receiving fines.

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Medicare FMO companies

Medicare FMO companies

By Ed Crowe | General Articles | 0 comment | 1 February, 2024 | 0

Medicare FMO companies

Because there are so many Medicare FMO companies to choose from agents need to carefully consider what each one has to offer before they choose one to contract with.

We will start by explaining what an FMO is.  FMO stands for Field Marketing Organization.  These organizations specialize in the support of independent insurance agents as well as agencies.  They form partnerships with insurance carriers to provide marketing, sales and service resources to their downline agents/agencies.

The difference between an FMO, IMO & NMO

IMO or independent marketing organization operates similarly to an FMO, the difference is the compensation level.  These terms are both top-tier levels of carrier hierarchies. Some marketing organizations use these terms interchangeably.

Just to make things more confusing, we will throw in the term NMO, this stand s for National Marketing Organization and is another top of hierarchy level. For many carriers this is the top level of contracting.  Reaching the NMO level as with the FMO & IMO levels is no small achievement.  Because each carrier has its own hierarchy levels, it can be tricky to define these terms.  In the world of Medicare, some FMOs are not actually the top of hierarchy.

Find out why you should consider Crowe for your FMO

Other contracting levels

Some of the other contracting levels are Street, GA, MGA & SGA the name of the level depends on the carrier and each one signifies a level in contracting that provides higher overrides. If you have an agency, you need to decide how you pay your downline agents.  They can receive full street commissions directly from the carriers or you can decide to contract agents as LOA and you can make any type of payment arrangement that both parties can agree on.

CMS currently has a proposal in the works that may change the way the entire industry is structured.  The proposed rule we are talking about is CMS-4205-P. This rule could stop agents from using FMOs for product distribution and leave them without a support system.

Watch a video to see what this proposal could mean for the Medicare business

What does an FMO do

FMOs play a crucial role in providing support to their agents.  Here are some of the ways an FMO provides this support:

  1. FMOs should provide training to their downline agents.  Agents at every level need some type of training whether it is for the basics, product updates and additions compliance, or sales. Agents need to stay up to date on several areas, so they can provide clients with the best plan options.  Crowe offers agents many types of training that include webinars, zooms, our website and YouTube channel as well as one on one phone consults and in-person meetings.
  2. They need to have partnerships with several local carriers that ensures their downline have a large variety of products to offer.
  3. FMOs provide help with contracting that make the entire process easier than trying to get it done on your own.
  4. Agents must be complaint with all CMS’ rules and regulations; therefore, it is important that FMOs make sure their downline agents are updated and equipped to conduct themselves in an ethical way. Click here for tips to pass the 2024 AHIP..
  5. The top FMOs invest in up-to-date technology and tools that make sales a smooth process for their agents.  We offer online quoting and enrollment tools that include both Sunfire and Connecture.
  6. One important element in Medicare sales is marketing.  An FMO offers tools that include marketing dollars, lead generation programs and provide help to agents in any way they can so they reach their full potential.

Join the team at Crowe – click here for online contracting

How to choose an FMO

Because there are so many FMOs who want to contract agents, it can be difficult to choose one.  It is important that agents ask questions, so they are comfortable with their choice and do not need a release.  Be sure the FMO offers the programs you feel will provide the best guidance for you.  It is also important to discuss how you are paid.  If you receive full street direct from the carrier or if you will be LOA.

Do you want to ensure you own your book of business or are you comfortable writing and building someone else’s book?  Do they offer the most competitive carriers in your area, so you can provide clients the best options possible?

Does the FMO offer marketing money, lead money and guidance on how to make sales and maintain your book of business?  Do they provide free tools to help you conduct your business in an efficient manner.

As you can see, there are many things to consider when choosing an FMO.  This is a decision that needs to be considered carefully before you sing on the dotted line.

See what Crowe has to offer

Medicare FMOs play a pivotal role in the success of insurance professionals by helping them navigate the complexities of Medicare sales. By providing comprehensive support, training, and access to a variety of insurance products, FMOs help agents to better serve their clients and thrive in the ever-evolving Medicare market.

Choosing the right FMO is an important decision that can significantly impact an agent’s career.  This means, it is essential to evaluate all the options and choose a partner that aligns with individual and business goals.

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CMS proposed rule 2024

CMS proposed rule 2024

By Ed Crowe | General Articles | 0 comment | 29 January, 2024 | 0

CMS proposed rule 2024

Because there are many rules and proposals we will clarify, this post explains the CMS proposed rule 2024 (CMS-4205-p).  This rule was proposed in early November 2023.

Some of the changes included in this proposal

Agent compensation adjustment

CMS is proposing putting a maximum allowable commission in place for all agents.  This amount will be based on national level of $611 for new Medicare Advantage enrollments and $306 for renewals of Medicare Advantage plans.

In some states the proposed amount is lower than the commissions agents are currently earning.  both CA and NJ, have current commission levels for new Medicare Advantage enrollments of $762.  In CA and NJ the renewal commissions are $381 annually.  The states of CT, PA & DC Medicare Advantage commissions rates for new enrollees is $689 and $345 for renewals.  The wording on this part is a little tricky so we are not sure if the commission rate would all remain as it is or if it will all be one standard amount no matter which state you sell in.

Learn about Medicare commissions 2024

CMS has also proposed the  addition of a $31 admin fee for each application.  This may seem like a good thing, but it is not nearly enough to replace the overrides and other monies they propose to eliminate.

Overrides and Admin fees

If CMS passes the proposed rule as it is written, it will have a much bigger impact on uplines than it will on individual agents.

The proposal includes the elimination of all administration fees as well as overrides at all levels (GA, MGA, SGA, FMO & NMO).  This means agencies at any level that have direct pay agents would lose all revenue eared through overrides.  That part of the proposal would essentially end the direct pay agency model.

Click here to learn about pro-rated Medicare commissions

How this effects agents

Agents would lose access to all the services provided by their uplines.  Some of what they stand to lose are:

  1. Assistance with contracting.  Uplines make the contracting process much easier by providing a much more streamlined option to agents.  Some carriers currently do not contract directly with agents at all.
  2. Connecture and Sunfire or any upline provided quoting and enrollment tools that their upline currently provides.
  3. Education and training.  This is an important one.  A good upline provides agents with many different training options that can include in-person, telephonic or training through teams or zoom calls. Just to mention a few.  These trainings include updated CMS compliance information, carrier specific products or assistance with basic knowledge or sales practices.
  4. Back office support, the back office provides agents with a myriad of answers to their questions as well as training to use enrollment portals or help processing applications as well as various other assistance.
  5. Marketing reimbursements; these are a great help to agents, especially when they are trying to get up and running.

These are just a few examples of what an upline provides it’s downline agents.  The list may vary depending on the upline you are currently working with.

Click here to see the programs that Crowe has to offer

More of what CMS proposes to eliminate

CMS wants to eliminate all marketing money.  This includes marketing money from carriers weather it goes toward expenses or lead costs.  Reimbursement of expenses will not be permitted at any level.  This will effect; agents, agencies, FMOs and even NMOs.

They want to stop all payments agents receive for helping clients complete HRAs.

Take a look at a our YouTube video on this topic

Would any agency survive this

The proposal would not eliminate all agency models.  If the agency is LOA, they may be able to survive if they offer agents a lower commission rate and operate on a much smaller budget.  An agency that sells a large volume of ancillary products  such as; cancer, critical illness, life or annuities, may also remain viable.

If the main revenue source of the agency/FMO comes from the sale products such as  annuities, life P&C or other products and does not rely on Medicare sales, they could stay afloat.  Any business that uses Medicare sales as a secondary income source may suffer a loss but could still remain profitable.

Visit out Events and information page to see upcoming webinars or other informative information

When will this go into effect

Although the final draft of the proposal may be decided in January, the timeline of when we will know what it actually says may not be until the spring.  CMS was receiving comments on the proposal until Jan 5, 2024.  That window is now closed.  NABIP(a huge advocate for agents/agencies) was also collecting a 5 question survey on this proposal in an effort to get our voices heard.

If the current version of the rule remains as is, it will create a substantial impact in the entire industry.  It will effect everyone from NMOs to the clients.

To view the proposal in it’s entirety, go to  www.regulations.gov

You can download the entire 486 page document .  The pages that pertain to Medicare agents are 6, 236-248.  There you will be able to view the specifics on the agent compensation changes.

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How to get more Medicare referrals

How to get more Medicare referrals

By Ed Crowe | General Articles | 0 comment | 26 January, 2024 | 0

How to get more Medicare referrals

Agents who generate a steady stream of referrals not only build their client base but also establishes their credibility in the industry.  We will go over how to get more Medicare referrals with a few ways agents can build their referral network and achieve sustainable growth.

Build good relationships with your existing clients

Agents who put in the effort to ensure their clients are happy with their coverage choices can easily earn referrals.  In order to ensure clients are happy, agents must be in contact with their clients and go over new plan options each year during the AEP.  Agents should use a good CRM to keep client information up to date.  This includes a list of their current doctors and medications so you can quickly update it each year when you run a plan comparison for AEP.

Watch a YouTube video on Sunfire and Connecture our quoting and enrollment tools

Collecting your clients email and phone number can be a good idea.  This way agents can send out a mass email that contains any pertinent information for your clients.  The phone numbers are useful not only to contact your clients in general but can be used as a tool if they want to opt in and receive text messages from you.

They also need to be available when a client calls with a coverage question.  If a client has confidence in the service they receive, they are more than happy to tell friends, neighbors or anyone else who asks.  This a very valuable source of new business.  It is also ok to ask clients for referrals, just find a way that is comfortable for both you and the client.

Click here to watch a quick YouTube video on AEP marketing rules

Establish relationships with local healthcare professionals

It is a great idea to introduce yourself to healthcare professionals, doctors and clinics in your area.  Once they know you and are aware of the service you offer, you can create a partnership. Establishing a good relationship with healthcare providers can open doors to a continuous stream of leads. Volunteer to attend healthcare events, workshops, and seminars to connect with providers who may refer individuals seeking Medicare coverage. Position yourself as a reliable and knowledgeable resource for their patients’ needs.

Build a strong social media and online presence

In today’s digital age, a strong online presence is essential. Agents should consider creating business profiles on social media platforms.  Once the profile is created, it is important to maintain the the platform with any pertinent information potential clients may find valuable.  Information about Medicare options and answers to common questions are a couple things to post on your platform to engage your audience. An online presence not only helps you reach a broader audience but also positions you as an expert in the Medicare field.

See how we can help you build an insurance website

Host free educational workshops

Host workshops or webinars to educate the community about Medicare coverage options and changes. If you provide valuable insights into the complexities of Medicare, you will gain status as a valuable resource.  Anyone who attends may be more inclined to refer friends and family to you when they are looking for guidance on their Medicare choices.

Want to learn the best practices for educational seminars, click here

Offer Referral Incentives

Create a referral program that rewards clients and other individuals for referring new clients to you. Incentives for clients can include a gift card or anything appropriate with a value of $15 or less. It is important to be complaint when offering referral gifts. By acknowledging and appreciating referrals, you encourage your existing network to actively promote your services.

Referral gifts for another agent or business professional (ACA agents, P&C agents, Medicare agents not licensed in a particular area) can be a cash payment of up to $100 per sale.  It is important to remember to pay them this so they will be more likely to refer other clients to you in the future.  Please note:  in most cases, financial planners cannot accept the referral gift.

Collaborate with Local Businesses

Explore partnerships with local businesses that cater to the senior population. Establishing connections with senior centers, fitness clubs, or retirement communities can be mutually beneficial. These businesses may refer clients to you, and in return, you can refer clients to them for services.

Find a FMO that will help you reach your full potential

Stay Informed

Because Medicare plans change each year, it is important to stay informed on any updates and adjust your strategy accordingly. Be sure you are up to date on compliance rules and attend product training sessions, workshops and conferences regularly.  This is a good way to build relation ships with broker managers and other agents in the industry who may send you a referral if they have a beneficiary who needs an advisor.  An informed and well known agent is more likely to attract referrals from clients and other professionals.

Click here for AHIP test tips

As a Medicare sales agent, building a large referral network is essential if you want to achieve long-term success. By focusing on client satisfaction, and following the other suggestions noted above, you can build a successful referral-based business that continually brings in new clients and opportunities.

 

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