Since this is company specific, I’m going to password protect it. . .coventry_mippaupdate_200811031.
Also, we are hosting a Webex on November 6th, at present we have room for 30 more agents before we hit our capacity for this. I’ll try to record this as well, so if you miss it, look for playback!
Thanks Craig. I like the idea of giving them the 800-MEDICARE number – much safer way of handling a sticky situation. However, there are those clients who want to ‘keep all their business w/you,’ and/or are aging in. I’ll follow the examples you provided above and work through each case as it presents.
I can see why this restriction was put in place. I have seen many agents go into a home, exchange their Med Supp for an Adv Plan presenting the cost savings and, of course, they have to have a PDP or they didn’t do what was ‘suitable/in the best interest of’ for the prospect. Oh, and did I forget to mention slipping a little extra life insurance in there to eat up a little of their cost savings? This is a huge NO, NO, but before it was cracked down on last year, it was in fact being done. Don’t do it guys, unless you want a visit w/the Insurance Commissioner.
Medicare PDP is governed by CMS’s Marketing regulations, whereas Med Supp is not. So, since these products tend to work together, it gets a little dicey if you want to sell both. Maybe this is best described by examples:
1. Prospect returns a Med Supp lead card which has nothing to do with PDP. You sell a Supplement to the client. Client asks about prescriptions. You cannot sell a PDP at that time, since the appointment was not set with any agreement that PDP would be covered. You can leave a brochure, not an application and come back in 48 hours. Better idea would be to have them fill out a compliant lead card (like Aetna’s, but generic, see my Aetna CMS Marketing Materials page for an example http://ritterim.pbwiki.com/Aetna+CMS+Approved+Marketing+Materials) and call them back to discuss and enroll over the phone.
2. If client completed a Scope of Appointment form in advance, you can present both PDP (assuming they checked this box) and Medicare Supplement at the same time. The issue here is how you generated the interest in PDP. If the lead card didn’t include information on PDP or MA’s, I’d simply remind them that a Medicare Supplement does not have prescription drug coverage as a matter of full disclosure. I wouldn’t press them on this unless they express interest in prescription drugs (if they don’t initiate the interest in PDP, then you are back to situation 1). If they are interested, then you will need to get a “Scope of Appointment” form completed in advance to market this at POS with the Med Supp. If they are interested in talking about drug coverage, I’d tell them that there are two ways they can get Prescription drugs, through a stand alone PDP or through an MA-PD. Whichever one they would like to discuss with you would be fine, but they would need to check the appropriate box in order for you to discuss that with them when you see them.
3. You can also just forget about the PDP, have them call 800-MEDICARE and only sell the Med Supp.
It’s my understanding we cannot write a Med Supp and PDP during the same visit, although the prospect is turning 65 and has requested both. This is direction I was given by a manager who ‘knows his stuff.’ Can you please verify this for us?
If we have to wait 48 hrs to return for a PDP, it’s not gonna happen. Commissions aren’t good enough on PDP’s to justify. Be better to write the Med Supp and leave them w/phone number to Dial America and let them sign up directly. Some of my clients are 2-3 hrs away in neighboring counties. It would take the whole commission on one PDP to pay for the gas, plus that’s time I could be making a larger placement, much closer to home.
Also, wasn’t there/isn’t there a form provided prior to Coventry’s ‘Sales Appt Confirmation Form’ that we were to fill out in the home to have the prospect sign, clearing of us ‘wrong doing’ in their home?
Tks
How do I get into the Coventry material when I don’t know the password?