Making Medicare AOR changes
If you are a Medicare agent, one of the most important things you can do is maintain your book of business. It is imperative that you stay in contact with your clients. They need to know they can come to you with any questions or concerns they have about their coverage. If you don’t, they may start making Medicare AOR changes. Clients need to know that their chosen agent is available to advise them when they need them.
Be sure you give them the time they need and help them choose the plan that provides the benefits they want for each year.
Carriers want agents to retain their clients:
If you do not maintain a good relationship with your clients, both you and the carriers lose business. Although the carriers like new business, they want to keep as many enrollees as possible. If you are inaccessible to your clients, you can jeopardize your book and the carriers.
Carriers pay the agents a commission to provide service to the enrollees of the plans they offer. They do not want their enrollees to go to another carrier.
Some carriers require the member to change their plan in order to change the AOR (agent of record). This can encourage an agent to enroll the client in a plan offered by an alternate carrier all in the name of providing the client with the service they deserve.
Expanding your Book
While you are working to build your book of business, you will most likely come across a few potential clients who are unhappy with the service their current agent is providing.
This can present you with an opportunity to give them the attention and time they deserve. If they are currently in a plan that is working for them, you may need to inquire with agent services if they allow AOR changes.
Please be advised; it is not a good idea to try and make AOR changes just to get the commission. If you do things the wrong way, it will eventually catch up with you. However. if you genuinely feel you can provide something the client is lacking then by all means use the proper channels and give them what they want.
When is an AOR change a good idea:
Some good times to request an AOR change is when you meet a beneficiary who was enrolled through a phone call with a captive agent at a call center, online or if their current agent retires or is just unreachable. If any of these situations apply, it is alright to ask if they would like to request a new agent.
How do you make the request:
Some carriers do not allow AOR changes although if they do, you must follow the process they have in place. Most of the time, the member needs to put the request in writing and include their signature. It will need to come from the client, not the agent. They may need to submit a specific form to the carrier for review.
If the carrier requires a written request from the client, be sure they include their name, member ID number and Medicare ID number. They will also need to include your name and writing ID.
Commissions when making Medicare AOR changes:
AOR changes do not bring in huge commission payments. Once you are approved as AOR, you will receive renewal fees for the client’s continued enrollment.
Keep your clients:
Make sure you stay in contact with your clients. You could send out birthday cards or emails or host events. It does not hurt to check in on them, be creative and let them know you are there for them weather it is AEP or not.