Can't Discuss Value Added Services During AEP

[Piece Of The Pie]

Did you see this for AEP ?.....

"NEW: Value Added Services can no longer be discussed during the
Medicare Advantage Appointment. The prospect must be a member
before the Value added services for a plan can be discussed.
Agents are not permitted to discuss or mention VAIS during the initial
sales presentation."

Vision discounts, Silver Sneakers, etc.

 

[sman]

Interesting. Is that information not going to be included in the enrollment kits? Because if it's in the enrollment kit it will be difficult to not cover it during the course of a presentation. Especially if it's in the Summary of Benefits like it has been in the past.

Client - Does this program participate in Silver Sneakers?
Agent - Umm, I'm not allowed to tell you that unless you're actually enrolled in the plan

Yeah, makes perfect sense.

I just did a quick search of the AHIP slides and I didn't see anything about value added services. Of course, I could have overlooked that, but using the term value didn't turn up anything about this in the search. Where did you see the quote you posted?

 

[Guest]

I have not heard this at all, we just had a training on this and had no mention.

 

[StoneRiver]

I have not heard this at all, we just had a training on this and had no mention.

It's in the Humana recert training

 

[midwestbroker]

Looks like they took a page from Nancy...

You have to sign it to see what is in it.

I have not heard anything...is this in writing anywhere?

 

[sman]

It's in the Humana recert training

Well that explains it. Can't wait to hear their suggestion on how to answer someone who asks about value added services.

 

[axeman462]

Well that explains it. Can't wait to hear their suggestion on how to answer someone who asks about value added services.

Maybe they just want us to point to it. This way we are not actually "discussing" the VAS, we are just pointing to it on the sales material...

 

[Piece Of The Pie]

This is how Humana wants us to handle it....

"IF ASKED SPECIFICALLY ABOUT VAIS, an appropriate response for
an agent to provide would be:
“Mr./Mrs._________, yes we do have some additional discounts and
services and they vary by geographic area. However, those additional
discounts and services are not considered actual benefits of the plan
and are not really part of what we think you should be basing your
enrollment decision on whether this is the right plan for your possible
medical needs. In fact, CMS asks us not to discuss them until you
actually become a member so that the focus isn’t taken off of what is
most important.
When you become a plan member, you’ll be sent all the information
about those additional discounts and services, and we can discuss them
at length when we talk again during your New Member Orientation. At
that time, I’ll be reviewing those value added services, some additional
information on how to get the most out of your plan and a few other
things. Would that be alright with you?”"

 

[sshafran]

Well that explains it. Can't wait to hear their suggestion on how to answer someone who asks about value added services.

I can see it the headline now: "Scummy agent uses Value Added Services to screw seniors."

Give me a break.

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This is how Humana wants us to handle it.... "IF ASKED SPECIFICALLY ABOUT VAIS, an appropriate response for an agent to provide would be: “Mr./Mrs._________, yes we do have some additional discounts and services and they vary by geographic area. However, those additional discounts and services are not considered actual benefits of the plan and are not really part of what we think you should be basing your enrollment decision on whether this is the right plan for your possible medical needs. In fact, CMS asks us not to discuss them until you actually become a member so that the focus isn’t taken off of what is most important. When you become a plan member, you’ll be sent all the information about those additional discounts and services, and we can discuss them at length when we talk again during your New Member Orientation. At that time, I’ll be reviewing those value added services, some additional information on how to get the most out of your plan and a few other things. Would that be alright with you?”"

Makes me want to shoot myself...

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[axeman462]

This is how Humana wants us to handle it....

"IF ASKED SPECIFICALLY ABOUT VAIS, an appropriate response for
an agent to provide would be:
“Mr./Mrs._________, yes we do have some additional discounts and
services and they vary by geographic area. However, those additional
discounts and services are not considered actual benefits of the plan
and are not really part of what we think you should be basing your
enrollment decision on whether this is the right plan for your possible
medical needs. In fact, CMS asks us not to discuss them until you
actually become a member so that the focus isn’t taken off of what is
most important.
When you become a plan member, you’ll be sent all the information
about those additional discounts and services, and we can discuss them
at length when we talk again during your New Member Orientation. At
that time, I’ll be reviewing those value added services, some additional
information on how to get the most out of your plan and a few other
things. Would that be alright with you?”"

I wonder how many agents will actually comply with that?..