CMS Commission Change

[jdeasy]

I may have been born at night but it wasn't last night. I recruit and train agents for a living and have a difficult time believing it's a "very, very, very small percentage of agents." I could list at least 10 agencies and two health plans that in my area alone probably have in excess of 50% of their agents using high pressure tactics and not fully explaining coverage to seniors. I have colleagues in other markets who could share similar numbers.

It would be worth mentioning that as irony would have it the post just before mine is an agent talking about another agent lying about the network, what are the odds?

Well, that was Humana, so, it stands to reason that garbage in equals garbage out. Still, you don't know that the agent told the people that their hospital was in the network. He/she may very well have told the folks that they need to check.

And, if you are training all these bad agents, maybe you should look at your own training? It's also your responsibility, and your colleagues, to report those rogue agents and get them out of field. Of course, an over ride on a bad agent is the same as one on a good agent, I suppose?

 

[Russ]

Well, that was Humana, so, it stands to reason that garbage in equals garbage out. Still, you don't know that the agent told the people that their hospital was in the network. He/she may very well have told the folks that they need to check.

Come on...the agent doesn't have a 2009 directory? The agent can't access the Humana website to find out? The agent can't call the company to find out? 99.999% chance he or she wanted the sale and was willing to BS to get it.

 

[The Rabbi]

Here's the answer.

We have all witnessed the level to which greed has risen in America. Greed is good WAS the mantra. No more.

The country is split ideology wise. The church wants to legislate morality.

The old adage that 20% do 80% of the work holds true. Than means that the good people are in the minority.

I work at home because of the low standards of the owners of the local agencies.

Lying is a way of life for most people.

The work ethic is pathetic.

 

[moonlightandmargaritas]

On major medical plans, for individuals and families, the commission is at best 15%.

Geez Bob, you're workin' cheap.

I use most of the major medical carriers, and first year comp is 20-25%...
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The old adage that 20% do 80% of the work holds true. Than means that the good people are in the minority.

I work at home because of the low standards of the owners of the local agencies.

Lying is a way of life for most people.

The work ethic is pathetic.

What an uplifting post...

 

[Josh]

And, if you are training all these bad agents, maybe you should look at your own training? It's also your responsibility, and your colleagues, to report those rogue agents and get them out of field. Of course, an over ride on a bad agent is the same as one on a good agent, I suppose?

It's one thing to be ignorant, quite another to be rude. These are not my agents nor would I contract with them. I like to have agents that are producing but I don't need that kind of agent. If I accidentally do contract agents or agencies that don't share my same high standards then they have their contracts terminated and are reported to the appropriate insurance departments.

The only time I think it's appropriate to report an agent that doesn't work for me is if they are being egregious about it. Like the "just sign here to say I stopped by" close or telling people they're from Medicare.

Even from a strictly business standpoint, an override from a bad agent comes with more headaches than it's worth.

 

[retread]

I think you guys point out one of the serious flaws of the system: trying to get the most people in the short time alloted, agents make too short of a presentation.

I take 2 hours. My presentation is typed out, and I follow it like a checklist. I make sure the client looks up their doctor in the provider directory and their drugs in the formulary. This takes time... time too many agents don't want to spend. I track my time on each page of my presentation so that I know how long I take and watch my clock to make sure I don't dally. How detailed are you?

 

[Russ]

I think you guys point out one of the serious flaws of the system: trying to get the most people in the short time alloted, agents make too short of a presentation.

I take 2 hours. My presentation is typed out, and I follow it like a checklist. I make sure the client looks up their doctor in the provider directory and their drugs in the formulary. This takes time... time too many agents don't want to spend. I track my time on each page of my presentation so that I know how long I take and watch my clock to make sure I don't dally. How detailed are you?

I'm asking this because I'm not sure, but is your typed presentation in violation of CMS rules? Granted that's probably silly that it would be, but...isn't that something you have to get approved? If so, have you? Don't want to see you get in any trouble.

 

[jdeasy]

It's one thing to be ignorant, quite another to be rude. These are not my agents nor would I contract with them. I like to have agents that are producing but I don't need that kind of agent. If I accidentally do contract agents or agencies that don't share my same high standards then they have their contracts terminated and are reported to the appropriate insurance departments.

The only time I think it's appropriate to report an agent that doesn't work for me is if they are being egregious about it. Like the "just sign here to say I stopped by" close or telling people they're from Medicare.

Even from a strictly business standpoint, an override from a bad agent comes with more headaches than it's worth.

Wow!! The company man calls me ignorant and rude. I must have hit a little too close to home with that one.

 

[retread]

I'm asking this because I'm not sure, but is your typed presentation in violation of CMS rules? Granted that's probably silly that it would be, but...isn't that something you have to get approved? If so, have you? Don't want to see you get in any trouble.

No, that really is a silly idea. We all need to use common sense... I don't hand this script out, I use it for myself. What if I had it memorized (I do, too)? What would be the difference if I left it at home? The fact that I use it as a handy reference is nothing that CMS would find fault with, other than the content, same as the content of anyone else's presentation. The fact that I have gone to the trouble to ensure that everything is discussed as required, is compliant in content, and can be produced as documentation, shows the effort I put into doing the best I can for the beneficiary. Again, this is not handed out!

I think anyone who thinks a script used in such manner would need CMS approval needs to take a step back and think. We need to consider if we are gun-shy from all the saber-rattling of CMS regs. I carry a lot of material in my attache... not just this script. I don't hand it out, either, but I will refer to it if needed. Some of it is provided by the carriers I am appointed with and marked: "For broker use only". This is to document that it is not to be handed out because it is not "approved marketing material" (this is to protect the source). I also use a legal pad... sometimes I write on it to illustrate something.... that is not "CMS approved" either!

BTW: I do hand out some marketing material that is not CMS approved: My business card!

 

[GreenSky]

BTW: I do hand out some marketing material that is not CMS approved: My business card!

So the truth finally comes out! Since I believe it is my responsibility to report any agent in violation of CMS rules, I'm contacting not only all your carriers, but the DOI as well.

I'd contact CMS but they would probably keep me on hold too long.

Rick