Client Cxls Med Supp for MAPD

Hopes

Super Genius
208
Georgia
Hi everyone. So, I sold a client a Plan G with a PDP one month ago. She kept leaning towards an MAPD because she wanted Silver Sneakers (all her friends have one).

She is healthy and can easily afford the Plan G (nice house, drives a Tesla). The only other plan she was seriously considering was a retiree plan from work. I put it all down on paper to show her the cost difference and drive home the savings in case of illness. I added in the cost for a gym membership and other benefits the group plan/MAPD offered and it blew the group plan away.

Her husband has health issues and saw the potential long term savings of the med supp - it was kind of a dual appointment for me since they were both coming at me from his/her own perspective. The appointment went on too long because of this.

She signed up on the med supp w/a PDP. I received an email this morning that the policy was cancelled. I called her and left a message following up. She texted me saying she really wanted that Silver Sneakers and would call me in a while. Obviously, I don't know if she will or if she's signed up with another agent.

Where did I go wrong? I left the decision to her, entirely. I showed her benefits and costs and answered every question.
 
She told you where you went wrong; she wanted Silver Sneakers. She doesn't care about your med supp benefits.

UHC has Silver Sneakers in most states, could have sold her one of their supps.
 
She told you where you went wrong; she wanted Silver Sneakers. She doesn't care about your med supp benefits.

UHC has Silver Sneakers in most states, could have sold her one of their supps.

Thank you for the information. I've obviously focused too much on price for some of the med supps and not learned enough about the extra benefits. I just checked and UHC does offer Silver Sneakers on a med sup in my area.

I've learned a valuable lesson!
 
Thank you for the information. I've obviously focused too much on price for some of the med supps and not learned enough about the extra benefits. I just checked and UHC does offer Silver Sneakers on a med sup in my area.

I've learned a valuable lesson!

Several other Med Supp carriers also offer silver sneakers.

As you know we all tend to promote what WE want. I'm as guilty as anyone but the key to sales is to listen to what our prospects want.

Rick
 
Several other Med Supp carriers also offer silver sneakers.

As you know we all tend to promote what WE want. I'm as guilty as anyone but the key to sales is to listen to what our prospects want.

Rick

There are so many plans, it's hard to keep up.

Looking back I guess I did sell her what I would have wanted. I appreciate that insight. I need to reevaluate my listening skills.
 
I don't know which letter plan she wanted, or which one you tried to sell her, but in addition to UHC she could have Silver Sneakers with BX or Humana Medigap.

And this.

She kept leaning towards an MAPD because she wanted Silver Sneakers (all her friends have one).

I don't offer MA plans but I believe Aetna has Silver Sneakers in their MA plans. That would be in addition to UHC, BX and Humana.
 
I was just going to suggest Humana, too. In my area they are cheaper than UHC. And Cigna has a gym membership for $25 per year, at least in my area.

When I sit down with T65's or those fairly new to Medicare, I point out the gaps in MAPDs, such as the 20% for chemo, the MOOP, physical therapy is a specialist co-pay, etc. The physical therapy co-pays are the biggest gripe I get. If they are leaning towards a MAPD I tell them about the 12 month Trial Right to get a Med Supp.

The MA's are very attractive due to the gym membership, dental, vision, hearing, etc. Once I build up my book, I hope to only offer SNP's, as they get everthing for very little and Med Supps with PDPs and just service my existing MA's.

Just this morning one of my MA clients called. She wants to change her HMO for next year, and for one reason only. There's only one in-network local lab near her and it's in an old house converted into an office. She's not in a wheelchair but falls easily and has a hard time with steps. There is no ramp. This lady used to have a supp but her budget is tight and she couldn't swing the premium anymore. She's not quite LIS but she does get help through a SPAP for her drugs.
 
I don't know which letter plan she wanted, or which one you tried to sell her, but in addition to UHC she could have Silver Sneakers with BX or Humana Medigap.

And this.

I don't offer MA plans but I believe Aetna has Silver Sneakers in their MA plans. That would be in addition to UHC, BX and Humana.

She didn't have a particular plan in mind.The group plan (I think was BX but I may be wrong) was quite expensive but she liked it because it was something she knew. The MAPD was an Aetna zero premium with silver sneakers and she liked the "zero" in addition to silver sneakers.

She seemed to be in the middle of both. I thought I was offering her the best solution by showing her a plan G with a low premium and saving her money so she could still go out and get the gym membership anywhere she wanted.

I appreciate the information on the UHC, BX and Humana. I haven't contracted with BX yet but plan to after AEP.

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I was just going to suggest Humana, too. In my area they are cheaper than UHC. And Cigna has a gym membership for $25 per year, at least in my area.

I think the Cigna fitness is Silver&Fit. I'm guessing that could be an issue for someone who wants the "sneakers". I need to check into the differences between the two so I'm prepared.
 
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