Comments on: CMS Issues Interim Final Rule on Brokers Commissions

By: Brenda Jo

Brenda Jo — Wed, 12 Nov 2008 17:43:55 +0000

John – What did you switch to?

By: Brenda

Brenda — Wed, 12 Nov 2008 17:42:29 +0000

Wiser Fool – It’s nice to hear from a previous Humana captive agent and what they’ve experienced. I am independent and I had found that the training I received at Humana (trainer no longer at company, I understand) for the knowledge, technical and regulatory aspect of these plans was excellent and actually one of the best I attended in the beginning. Then the sales manager gave the sales training and I’ve got to say that it left me with a lot of questions and concerns as they went against so many of the things that we were just trained on. They weren’t talking the talk and walking the walk. As their training talked the talk and then when they trained for marketing they did not walk the walk. It was nice that they had a PDP with 3 plans and 1 formulary and a decent formulary at that. Their co-pays and OOPMs were always out of line in this area compared to other available options but they seemed to think that marketing would take care of that and they heavily marketed. ‘Nuff said on that.

By: John

John — Wed, 12 Nov 2008 15:34:15 +0000

This has been my major market. I switched as of yesterday. I really think these plans are good but will not be able to afford to operate anymore. CMS needs to also understand it is not the same environment as 2006. Marketing is not generating the same response. We have to go back and visit the clients more mainly due to regs. It was wide open everyone could be written then that is not the case now. I spent about 1800 a month marketing last year. The way I am reading current levels I would have to write 25 to break even and 60-70 per month to make just 5k. Unless they are IEP. I can not count on the 2nd half because who knows when CMS will approve. I wrote some cases last Dec that took until July to get paid. The real bad thing is one of my carriers switched plans so I have to adjust my clients within the same company. Looks like I am going to be penalized for this. VS 188 renewal lifetime now will probably be 125 for 5 years. Still doing it because it is in the clients best interest. Well the good news is the carrier will get to keep the money so maybe the CEO will get a bigger bonus. Maybe they may even be giving some of that to a couple congressmen

By: Wiser Fool

Wiser Fool — Wed, 12 Nov 2008 13:45:47 +0000

I’ve been in this business for a very long time.
I worked as a captive agent at Humana. The fraud, misrepresentation, and financial kickbacks to staff at physicians’
offices was unbelievable. The oppressive management and cronyism that was evident daily was depressing and a disincentive for me because I had values and ethics. ( By the way I was a top producer). I’m middle-aged you may have guessed. Humana captive agents are not the best source of advice for medicare beneficiaries. As and independent I represent most MA and Medigap companies in my community. All my business is referral because people trust me. They all know if I tell them to stay where they are it’s the best best place and right product.
I can’t believe we’re going backwards as agents in this economic
cycle. The companies all know this of course and its a great tome to put on the squeeze. I’m sure most captive companies will start cycle of lay-offs after AEP. Why pay salary, benefits, expenses. and 401K contributions when they can turn everyone loose for chump change. We need to organize is right. THank you alll for letting me ventilate. And thank you Craig for aleays keeping us informed, hopeful and motivated and proud that we are competent independent agents.

By: Explanation of CMS Interim File Rule on 2009 Medicare Advantage Commissions « Ritter Insurance Marketing

Wed, 12 Nov 2008 00:55:33 +0000

[...] November 11, 2008 by Craig I have the link to the full rule here. [...]

By: Brenda Jo

Brenda Jo — Tue, 11 Nov 2008 23:41:52 +0000

My understanding of CMS regs and certifications in the past is that agents are basically gagged when it comes to press. We are not allowed to do mini interviews and/or talk about “Medicare” as it is considered marketing and will be deemed in noncompliance. The first years we wanted to do some local press and radio spots but unless it is scripted and approved it was a “No Go” and that included little mini press interviews. So unless this has changed I have felt gagged by contract and regulation. The press is great at big stories on any health insurance thing that they consider saleable shocking news (claims denials, etc.) but there is so much more they could write about. There are so many very grateful and appreciative medicare beneficiaries that would surely give them plenty of good press. As far as I know the public is not bound by any type of gag order and they could let other people know of their experiences but the press isn’t looking for good news. It would be great if they did and we would see some of what we hear published.

Why doesn’t CMS send out a survey and basically simply just ask Medicare Beneficiaries what they have found to be their best source of info in educating themselves and deciding on their healthcare and prescription drug plans. Surely the cost of this survey would be cheaper than the Pete Stark method of coming up with an answer and guess what since you are asking those affected the most, it would surely be a better method.

1.) Medicare 800#
2.) Medicare website
3.) Internet surfing and/or companies websites
4.) Area Agency on Aging
5.) Other advocate groups
6.) TV or other advertising
7.) Direct mail by companies
8.) Captive Agent (represents one company)
9.) Local independent Agent (represents several companies)
10.) I didn’t know there was a way to get help
11.) HELP, I still need help with all of this…

I would love to see what percentage answer anything other than #9, #10 or #11

I am prepared for the survey to turn out whichever way it does but I have to tell you that If #9 is the clear best method for obtaining information I think CMS should provide the list of new Medicare Beneficiaries aging into Medicare to the FMO’s in each state (a fair way of dividing them up could be decided) and then the FMOs would get them out to LOCAL INDEPENDENT AGENTS. At that point, if I am right the companies should independently and not by regulation voluntarily cut back on the massive amount of direct mail pieces and support the efforts of the local force on the ground really helping the Medicare beneficiary.

By: Jon

Jon — Tue, 11 Nov 2008 23:16:01 +0000

http://www.aishealth.com/ManagedCare/CompanyIntel/
ExecComp.html

Follow this lead to see what the CEO’s of these MA companies are making. They are the same one’s (Human and United Health) who were outraged at the commissions that other companies were paying.

Humana wants to force independent agents out of the MA marketplace.

By: Mary

Mary — Tue, 11 Nov 2008 22:43:49 +0000

This is very disappointing, but most of us have invested too much in this business to just pack our bags and leave town. This would simply give the lobyists thier way. NO.
Each of us should contribute in some way to turn back the tide. There has to be a major news show or paper that would love this story and really spread the truth. Not to mention the ability to get print in smaller circulation media. And it just does not seem possible in this day and age for a lynching of this massive proportion without breaking a constitutional law or labor law. Would Walmart really want to be associated with a RX plan that has higher premiums and copayments then competitors. Stunned, but we really need to regroup. I personally am going to fulfill my personal commitments to my policyholders and give them 100% of the best there is. RX plans, I do not have much time for this, but do offer my Humana members the First Health Part D information in the Medicare and You Booklet. But, does it seem a little underhanded that Coventry offers it’s agents higher premium and co-payments than direct marketed plans? Not everyone types easily or has time to reread for typos and misspellings, so let’s leave the criticism and scarcasm off each other.

By: annonymous

annonymous — Tue, 11 Nov 2008 22:15:31 +0000

I’ve had it with all this medicare bull. I’ve had fun and enjoyed this market for about ten years but it’s over now. I can’t afford it !!!!!!!!!!!!!!!!!!!!!!!!

By: bubba

bubba — Tue, 11 Nov 2008 21:44:29 +0000

“Democrats really suck. This would not have happened if you did not have a bunch of freaks running congress and the senate. Wait until hussein gets in office, then we won’t have to work anymore, he’ll pay us to not work.”

The fun has just begun.

Dems HATE MA plans, and they DESPISE PFFS.

Don’t be surprised if MA ceases to exist for 2010.