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Home Posts tagged "Medicare sales" (Page 24)
CT MSP income limits 2024

CT MSP income limits 2024

By Ed Crowe | General Articles | 0 comment | 18 March, 2024 | 0

CT MSP income limits 2024

It’s important for agents and Connecticut residents on Medicare to stay up to date on changes in healthcare programs that impact their lives. One such program is the Medicare Savings Program (MSP).  This program provides assistance to beneficiaries with limited incomes cover their Medicare costs. Understanding the CT MSP income limits 2024 is vital for beneficiaries.  Especially when they depend on financial assistance to get the healthcare they need.

What is the Medicare Savings Program

The Medicare Savings Program (MSP) is a state-administered program.  It helps individuals with limited income and resources pay for Medicare premiums, deductibles, coinsurance, and copayments. The program is available to those eligible for Medicare Part A (hospital insurance) and meets specific income and asset criteria. In Connecticut, the MSP is administered by the Department of Social Services (DSS) and provides critical financial assistance to eligible beneficiaries.

Income Limits for the CT Medicare Savings Program 2024

Because the Medicare Savings Program in Connecticut consists of 4 levels of help, the income limits vary based on each separate program within MSP.  The state also adjusts the income limits based on the size of each household.  The income limits for each MSP programs, as of 2024, are listed below.

QMB (Qualified Medicare Beneficiary) Program

The QMB program provides the highest level of help.  Those who qualify for this program, have an income level of up to 100% of the Federal Poverty Level (FPL).  This program helps pay for Medicare premiums, deductibles, coinsurance, and copays.

SLMB (Specified Low-Income Medicare Beneficiary) Program

The SLMB program provides assistance with Medicare Part B premiums. To qualify for this program, individuals should have an income level of between 100% and 120% of the FPL.

ALMB (Additional Low-Income Medicare Beneficiary) Program

The ALMB program provides payment assistance with the Medicare Part B premium for those who have income between 120% and 135% of the FPL.

QDWI (Qualified Disabled and Working Individuals) Program

To qualify for the QDWI program, individuals must be under age 65, disabled, working, and not eligible for Medicaid.  These individuals must have income of up to 200% of the FPL.  This program provides assistance for individuals paying their Medicare Part A premiums.

Please note: the income limits are subject to change annually.  There are other factors that affect MSP eligibility including: household size and financial resources.

How to Apply for Connecticut’s Medicare Savings Program

Beneficiaries who want to apply for CT’s MSP program, can do so through the DSS (Department of Social Services). The beneficiary must provide information such as: income, assets, Medicare enrollment, and other relevant information. DSS provides help completing the application for anyone who needs it.

Individuals apply for benefits by completing a CT state application form. There are several ways to complete and return the form, including;  online, through the mail, or dropped off at a local DSS Regional Office.  An authorized person can do the application for the beneficiary if they need them to.

For a list of local DSS offices, click this link.

To apply online, visit www.connect.ct.gov, you will see a tab to ‘Apply for Benefits.’

Beneficiaries who wish to apply for MSP program only, please download and complete application below:

Medicare Savings Program Application (W-1QMB)

Formulario de Renovación de programas de ahorro de Medicare (W-1QMBS)

To apply for the MSP program as well as additional programs such as: SNAP (food stamps), Medicaid for Employees with Disabilities (MED-Connect), Medicaid for the Aged/Blind/Disabled (HUSKY C), and/or cash assistance, download the application below.

Click here to apply for Husky C and or Cash assistance program benefits

Haga clic aqui para Husky o asistencia en efective CW-1ES Solicitud de Beneficios

MSP in Connecticut provides an essential service to many individuals. It provides financial assistance to cover Medicare costs. It is necessary to be aware of the income limits. eligible individuals can take advantage of this valuable program and access the healthcare they need without undue financial strain. As we navigate the complexities of healthcare, let’s ensure that everyone has the opportunity to receive quality care and support.

Agents, if you want to learn more about Medicare, subscribe to our YouTube channel

You have the right to a copy of the completed application. You can request a copy from DSS at any time in either in electronic or paper format.

For additional information on how to apply, please visit www.ct.gov/dss/apply.

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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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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Benefits of Medicare Part C

What does Medicare Part C cover

By Ed Crowe | General Articles | 0 comment | 22 February, 2024 | 0

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

It is always a good idea to enlist the help of a licensed agent when making important health insurance choices.
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Medicare turning 65 leads

Medicare turning 65 leads

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

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

  1. 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.
  2. 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.
  3. 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.
  4. 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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48 hour scope of appointment

48 hour scope of appointment

By Ed Crowe | General Articles | 0 comment | 11 February, 2024 | 0

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

  1. 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.
  2. 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”.
  3. 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.

Watch our free Medicare training videos

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How to get a replacement Medicare card

How to get a replacement Medicare card

By Ed Crowe | General Articles | 0 comment | 6 February, 2024 | 0

How to get a replacement Medicare card

If you find yourself in need of a replacement Medicare card due to loss, damage, or a name change, the process is straightforward. We will go over the process to get a replacement Medicare card, ensuring you have access to your necessary healthcare information when you need it.

Find out about Medicare premiums.

The importance of a Medicare card

Before we dive into the replacement process, it’s essential to recognize the significance of your Medicare card. This card contains valuable information, such a as your Medicare number as well as the effective dates of your Part A and Part B coverage. Beneficiaries need to have access to it as proof of Medicare coverage when they require necessary medical services. Whether you’ve lost your card, or it’s been damaged, it is important to obtain a replacement card quickly.  This will help enrollees maintain their access to healthcare.

Ensure eligibility

If you are eligible for Medicare but have not enrolled yet, you need to complete the initial enrollment process before you request a replacement card. Once you complete your initial enrollment, you will receive your card within a few weeks.

Click here to learn about Medicare enrollment periods.

Ways to obtain a new Medicare card

There are a couple different ways to obtain a replacement Medicare card.  Because of this, beneficiaries can choose the method that they are most comfortable with. The two ways to get the new card are:

Online:

Beneficiaries can log into their personal account on the official Medicare website www.medicare.gov.  Once they are logged in, it is easy to follow the prompts and request the replacement card. This method is convenient and typically provides a quicker turnaround. Beneficiaries can print an official copy of their card from their online account to retrieve an immediate copy.

Over the phone:

To request a replacement card over the phone, contact Social Security Administration at 1-800-772-1213 (TTY 1-800-325-0778). Beneficiaries need to have their Medicare number as well as other pertinent information to verify your identity.

Provide necessary information

No matter what method you opt for, you need to provide personal information to verify your identity and facilitate the replacement of your card. It is imperative that you use only official channels to request the new card.  Medicare will need details such as your full name, Social Security number, date of birth, and even your Medicare number to verify your identity before they can process the request.

Confirm Your Address

Because Medicare will send the replacement card to the address on record, it is important to make sure you update your current address in the Medicare system if you move.  Keeping your records up to date will ensure you receive your new card a quickly as possible.

Learn the difference between Medicare Advantage and Medicare Supplement plans – watch a quick YouTube video

Be Patient

Once you submit your request your replacement card, it will take time for the request to be processed and sent out to you. The time required to process the request will vary depending on how busy the Medicare office is, so you need to be patient while you wait for the Medicare card to arrive.

Obtaining a replacement Medicare card is a straightforward process.  Following these steps and keeping your information current, will ensure the process is smooth should you need a replacement card.

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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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Insurance sales training

Insurance sales training

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

Insurance sales training

Anyone who wants to enter the field of Medicare sales, will need to have insurance agent training before they meet with any potential clients. Crowe and Associates offers Medicare agents access to several types of training tools.  We provide free information on our website, YouTube channel as well as weekly informational webinars and zoom meetings geared for either beginners or experienced agents.

Think about joining an FMO

Getting started in insurance sales can be confusing, especially if you are trying to get it done on your own.  An good FMO provides guidance and support not only to new agents but to experienced agents as well.  Agents receive back office support as well as resources and tools that can make your business run effectively.  it is important to choose an FMO that provides the support you need.  Be sure to ask as many questions as you need to and contact as many as you need.  Agents need to feel comfortable with their upline and secure knowing they will be there to answer your questions when they arise.

See what we offer Medicare agents

Decide what products to offer

We will focus on Medicare products, because that is the largest part of what we offer.  If you are unsure which products you are going to offer clients, your FMO should assist you in choosing a reasonable number of Medicare and ancillary products to get started.  It is best not to overwhelm yourself and get discouraged.   A good FMO will run a quote in the area you plan to sell in and provide you with a few of the top carriers in each product type to et you started.  This is easy to do with a good quote engine and takes only a few minutes.

Join the team at Crowe – click here for online contracting

Contracting and Certifications

After you choose the products and carriers you are going to offer, you must complete contracting.  Your FMO should be able to help get this done.  Once you receive your contracting links, you can complete them along with your carrier certifications(carrier specific training you do to gain knowledge about the products you are offering).   When this is done, you will receive your RTS (ready to sell) and you can now offer that product.

websites and blogs focused on Medicare sales.  Here you will be able to access information regarding all aspects of Medicare sales.  Our recorded webinars will hit on just about every area of Medicare sales.   For those, very new to Medicare sales, be sure to access our Medicare sales quick guide to lean the basics about contracting, certifying and selling.

Because Medicare is a federal program, there are a lot of rules and regulations agents must adhere to. These rules protect the clients as well as the agents and ensure everyone conducts business in a compliant and fair way.  CMS mandates that agents take annual training courses to stay up to ate with all the regulations.  That is why agents need to take and pas the AHIP annually with a score of 90% or higher.

Watch a quick YouTube video for 2024 AHIP test tips

Sales training

New agents often need more guidance to get an idea of how to get started. Comprehensive training programs provide an understanding of things like; eligibility, enrollment and coverage options.  We provide newer agents weekly zoom training to help them feel confident and build their knowledge base.  We are also available for a one on one meeting or phone call.  In some cases agents may have an opportunity to pair up with a local agent and go on sales calls.

Product training

In the Medicare field, clients have soo many types of coverage offered by many carriers to consider. This means agents must be aware of new products and changes in plan products as well  what their client is looking for.  That is why agents complete specific product training, so they can ensure their client receives the coverage they need and can afford.  We provide the opportunity for agents to join one of our weekly zoom meetings or webinars to get updated information and ask questions if they are unsure about anything.

Anyone can find information on our website or YouTube channel.  We update our Events and information page so agents can easily find a webinar or event information on our website, just click on the link below.

Click here to view our updated Events and information post

Access the recorded webinars on various topics on our YouTube channel, just click on the link below:

Subscribe to our YouTube channel and view all our recorded training and informational videos

Learn to use our free quoting and enrollment tools

We provide our agents with a few ways to quote and enroll clients in a CMS complain way. Sunfire and Connecture are two of the tools we offer at no cost to our agents. Both of these tools provide  a CRM as well as the ability to record sales calls and remain compliant.

Take a look at a Sunfire enrollment demonstration

Networking and Business Development Training

Agents require more training once they have a handle on the ins and outs of Medicare and the carrier plans.  Some people require advice to help the design a business plan. They may need a strategy for networking opportunities, leads, and business development.  These tools will establish their place in the community and build a book of business.

Generate Medicare referrals

Medicare lead program

Our agents have an opportunity to participate in our Medicare lead program to.  We provide agents up $500 a month to offset lead and marketing costs.  There are no minimums to start and absolutely no reduction in compensation.

More info on our Free Medicare Lead Program

What does a Medicare agent earn

Each year CMS sets the maximum amount for Medicare commissions.  Click here to see the commission rates for 2024 

Watch a YouTube video to see the CMS proposed changes to agent compensation

 

 

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Medicare agent sales training

Medicare agent sales training

By Ed Crowe | General Articles | 0 comment | 30 January, 2024 | 0

Medicare agent sales training

As the demand for Medicare coverage continues to grow, the role of Medicare agents becomes increasingly important. For that reason, Medicare agent sales training is crucial. Agents need to be prepared to provide guidance for beneficiaries to ensure they receive the health care coverage that fits their needs and budget.

There are various training programs available to equip agents with the necessary knowledge and skills. Agents need to take in a lot of information including; rules, contracting, benefits, quoting, certs and much more.  We will discuss some of those things below.

Initial Training Programs

Newer Medicare agents require comprehensive initial training programs.  These programs should provide a solid foundation of the Medicare system including eligibility, coverage options and enrollment periods as well as how they work together.  We provide a weekly zoom training for all our newer agents that need the extra time to get up and running.

Product-Specific Training

Because there are so many coverage options for Medicare beneficiaries,  including Original Medicare, Medicare Advantage (Part C), and Medicare Prescription Drug Plans (Part D), agents need product-specific training. This training ensures that agents are well-versed in the details of each plan, allowing them to match individuals with the most suitable coverage.  Each carrier provides it’s agents with product training opportunities.  We also offer training when a new product that shows potential is introduced into an area or if agents show an interest in learning more about a specific product.  Agents can either join one of our weekly zoom meetings or webinars or find information on our website or YouTube channel.  You can find links to this information on our website, just click on the link below.

Click here to view our updated Events and information post

Annual Training and Updates

Given the dynamic nature of  Medicare coverage options, agents must undergo annual training and updates. This ensures that agents stay current with any changes to Medicare regulations, coverage options, and compliance standards.  Agents can get helpful tips on the annual AHIP training on our YouTube channel as well as updated CMS regulations for Medicare sales.

Technology Training

Because technology is always advancing,  agents need updated tools and technology to remain competitive.  That is why we provide both Sunfire and Connecture for quoting and enrollment to our agents at no cost.  We offer one-on-one training and video instruction to agents who want it. These tools offer a built in CRM as well as the opportunity for agents to record their sales calls and remain compliant. Our technological resources enhance the agent’s ability to serve clients effectively.

Visit our YouTube channel and watch some free training videos on any of the above subjects you have questions about

Ethical and Compliance Training

Ethics and compliance are a big concern in the insurance industry. Agents undergo annual training on ethical sales practices and conduct, as well as updated regulatory requirements. This training ensures that agents operate with integrity and in accordance with industry standards.  Our zoom meetings and webinars often focus on updated CMS regulations to ensure our agents maintain their compliance.  All our informational webinars are recorded and put up on our YouTube channel.

If you want to join our team, click here for online contracting

Sales Skills Training

Many agents appreciate training programs that help focus on honing sales skills.  This training teaches agents how to educate clients, address concerns, and facilitate informed decision-making.  Some training programs we offer focus on different types of approaches and opportunities agents can use to generate sales.  Because each agent is an individual, we offer calls or meetings to discuss different approaches agents can use to generate sales.

Networking and Business Development Training

Agents require training programs that go beyond the technical aspects of Medicare.  They need guidance to building a successful business. This includes strategies for networking, lead generation, and business development to help agents establish and grow their client base.  We provide agents with information and guidance on lead programs as well as how to host sales events and much more.

Learn how to generate Medicare referrals

The landscape of Medicare agent training is diverse, this reflects the multifaceted nature of the Medicare business. Whether it’s mastering the benefits of Medicare plans, staying compliant with regulations, or developing essential sales skills, ongoing training is a must for Medicare agents.  This helps ensure they provide high-quality service to their clients.

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Online Enrollment- Enroll prospects online without the need for a face to face appointment. Access to all major carriers with the ability to compare plan benefits and prescription drug costs. Link to recorded webinar https://attendee.gotowebinar.com/recording/2899290519088332033

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