Arthritis Kits

[jdeasy]

It is a scam, it is unprofessional and the agents that do it anyway will not get paid. Of course, that's justice in itself that the ones peddling garbage don't get paid for it.

 

[G.Gordon]

Arthritis "Kits" are dead. "Kits" that is. Medicare will no longer pay for kits because kits included items that were unnecessary. For an example, if all a person needed was a right knee brace, the kit would come with both knees, back, shoulder, elbows, gloves, foot wraps etc. CMS put an end to Kits. But you can still sell what ever the person needs. I sell products for a DME company depending on what the client needs. If they have a lumbar issue, I sell them the back brace. Carpel tunnel, the wrist brace, gout, the foot wraps. I make 10% on what ever they need. The 10% is based on what Medicare pays. Medicare typically pays $980 or so for a back brace I'm told.
Now if the person has a MA, they will bill the MA company. Of course, the MA company will only cover 80%. The 20% will be billed to the customer unless the customer signs a financial hardship form. If a person has Medicare/Med Supp, then the Med Supp is billed the 20%.
This is totally legit, You fill out a form, send it to their doctor, who prescribes it, send it to the DME company, they ship the merchandise to you, and you the agent delivers the equipment and get a signature for receipt of product.
As for the AVON crack, I have my clients calling me for these products. Seems as a doctor told them to call their insurance agent about them. I will supply my clients any thing that I feel will HELP them. I have added this to my life sales when it is warranted. It is of couse illegal to add it to a MA appointment (w/o a second appt). I know that there agents who peddle kits, and you can group them in with the MA agents who blindly enroll EVERYONE into a MA plans. But if you look for the appropriate opportunities, you will put some nice add'l monies in your pocket and help the client as well.
But Arthritis equipment is not dead, and it is not a scam, and doesn't have to be done unprofessionally.

Are you a trained, studied, professional insurance agent.

or

Are you a trained, studied, professional physical therapist?

I'd have a hard time taking insurance guidance from my therapist and I certainly wouldn't expect the latest in knowledge and advise from my insurance agent concerning my back, knee, or elbow.

 

[ronmelton3]

It is a scam, it is unprofessional and the agents that do it anyway will not get paid. Of course, that's justice in itself that the ones peddling garbage don't get paid for it.

Well I've been paid. So it must not be a scam on your scale of justice!
- - - - - - - - - - - - - - - - - -

Are you a trained, studied, professional insurance agent.

or

Are you a trained, studied, professional physical therapist?

I'd have a hard time taking insurance guidance from my therapist and I certainly wouldn't expect the latest in knowledge and advise from my insurance agent concerning my back, knee, or elbow.

I've also be known to share a recipe or two with some of my clients as I share diabetes with many of my clients. And "no" I'm not a trained, studied, professional chef. But I am a trained, studied, professional salesman. I believe you must build relationships with people. I first started with Prudential in 1986, and at that time we were "professionals". We dressed in power ties and blue suits. People went to insurance agents for advice back then. That's not the case today. People don't go anywhere for professional advice. They do things on their own. People don't necessarily go to doctors for medical advice, they try to treat themselves (WebMD - Better information. Better health.) vitamims, herbs etc. Autozone & Pepboys make a living to do-it- yourself home mechanics rather than taking autos to the dealer. Due to the Internet, Clark Howard, Dave Ramsey, even certain Gov't websites, and mail from the insurers, many people buy their insurance on their own. Many buy from "agents" (I use this term loosely) who do not have their best interest at heart. And since HIPAA, our job as professional agents is almost impossible to do.
In my opinion, the only thing that sets us apart from everybody else that has passed the insurance exam is how we service our clients, and our dedication to them. I strive to build relationships with all my clients and even if I didn't get paid (and I hope you would do the same) for something that I knew might bring help or bring them relief from pain, I feel compelled to talk about it.
I met a lady yesterday that is diabetic and pricks herself on the fingers to test her blood sugar. That is painful (I speak from experience) They make meters now that take less blood. This allows you to prick your forearm. This is virtually painless. When you prick yourself many times a day, it's easy to miss times to check your sugar levels. Less pain would encourage one to check it regularly. Would it be unprofessional to tell her about the new meters that check blood from the arm? Even direct her to a company that sells them, or help her get setup to get one at no cost to her?
She couldn't tell me anything about the last agent who sold her a FE policy. But chances are she remember me everytime she pricks her arm.
Our industry in my opinion has lost it's professional image. Agents go into home, sell their policies and never call their customers again. I grew up in an organization that stressed professionalism. Servicing your customers and calling them often. I'll agree that many salespeople sell "Arthritis kits" for the almighty dollar. That's why you don't need to be licensed as an agent to sell them. I don't and won't sell these products as a primary product. But if I see the need, I will suggest a solution. In my opinion professionalism means taking care of your clients first.

 

[jdeasy]

Good for you! Now you can sell insurance at your next Tupperware party.

 

[midwestbroker]

From what I know about DME suppplies, they have to be Dr ordered to get paid.

So, if an agent is talking to a client about, lets say a knee brace and wants Medicare to pay for it, the Dr has to deem it medically nessicary.

When I was at Humana, we had a DME supplier come out and talk to us about referring business to them for DME supplies. While none of us were trained in DME supplies, we were just referring business. They gave us fliers and basic info to give to exsisting clients at retention seminars. We, the agents, did not get any commission or cut from it, but I am sure Humana did on the back end (Humana did nothing for free).

The same, I am assuming, can be said about what Ron is doing. He is more of an order taker and the supplier has to get the products approved. It is not like the client says they want a power chair, they sign an app and then they get a power chair.

 

[rbrewer]

It's only a scam when a agent gives the whole kit to people who do not need the whole kit, kinda like replacing a good policy for one you can make a new commission on recommending one to line your pockets. This is what separates the professionals from the non's not the products. Get over yourself already! If it helps someone who cares?someone is going to get paid for it, have you heard of cross selling?

 

[Dave020]

It's only a scam when a agent gives the whole kit to people who do not need the whole kit, kinda like replacing a good policy for one you can make a new commission on recommending one to line your pockets. This is what separates the professionals from the non's not the products. Get over yourself already! If it helps someone who cares?someone is going to get paid for it, have you heard of cross selling?

In some states, like California, cross-selling a non-insurance product to an existing client obtained under your insurance license for a commission can get your license revoked.

 

[rbrewer]

Have not heard that in sc other than the med advantage market about need second appointment. I am from California but have not sold insurance there in few years.

 

[Dave020]

CA frowns on it. They feel that you may exert undue influence as the agent in advising an insurance client concerning non-insurance related sales/products/deals. I believe that you also have to disclose to your carriers any outside business activity and some have a requirement that you specifically refrain from doing outside business with your insurance clients.

Captives strictly prohibit it without prior permission. Other states may have similar rules and some states may not.

 

[midwestbroker]

From what I understand in KS & MO, when you are doing Medicare appointments, you have to disclose everything you will be talking about.

If you wanted to talk to your client about something else, you have to schedule another appointment.

So, rather then DME supplies being a cross sell, they are a whole new appointment.