Dual Persistency

[StephanieCJ]

I'd say my dual persistency is about 95%, but that is just a guess. I don't seek out duals, but did a lot of work in that market when I first started and it helped me build a livable income quickly. I use the same retention strategies with duals as Supp and MAPD clients. Phone calls to check on how their benefits are going and make sure they are using them, bday cards, etc. I find that if you make sure they are using all of their benefits, they are less likely to change their plan.

 

[bill3173]

It's better for me, if I let the older clients contact me if they want something, and spend my time going after new business. Most people stick around for a while anyway, whether you call them or not.

 

[DonP]

It's better for me, if I let the older clients contact me if they want something, and spend my time going after new business. Most people stick around for a while anyway, whether you call them or not.

That's the real question . If you spend all your time with existing clients during Aep you'll sell little new . Your going to lose some dual non referral business wether you call them are not. So my strategy is to hit my clients hard the 2 weeks before aep and anyone unhappy I'll move during aep .

 

[bill3173]

Your going to lose some dual non referral business wether you call them are not.

Yeah, I don't call dual clients, but I don't really call anybody, unless I'm trying to sell. However, I really kiss up, when people call me, and am willing to do anything within my authority that they ask, and it seems to work.

Guess everybody adopts a model that suits them. I read a book on selling, a few years ago, which was oriented towards spending all of your time making sales, and be a minimalist with everything else. I stopped doing all the extra little crap that's supposed to enhance your biz, and my client list went up.

 

[Todd King]

If any agents are expecting to flip a few duals, never speak to them again, and collect renewals for life, then they deserve to lose their clients.

This certainly affects persistency. Same with a lot of the FE that doesn't stick. The agent is there one day, the policy is mailed to the client and then crickets. Sometimes they'll change just on the hopes of getting an agent who shows they care.

Then again, there are some who change just because someone tells them they should.

 

[Up In Smoke]

I got about 300 duals and I run at about 95%, lis is about the same number and Probley 85% , duals put them on the best plan they will stick, LIS have more plan choices and they can switch just like duals

I had Dual clients being switched to regular MAs before. It was like robbery because it was just a total downgrade. I saved most of them for the first time to remind them what are they getting. Almost all of them don't remember what were they doing. I really tried my best to offer them the most suitable plans out there.

 

[Up In Smoke]

Carriers love to cater to the high roller but then curse them when the loss ratios and persistency goes in the crapper.

That's how in that kind of agency only the owner is making money through the "love" from carriers and the downlines are suffering and cannot build up a client base. When the carrier curses not the owner but all are punished.

 

[agentjhc]

What is the average persistency for duals? How about the other programs for low income folks? My understanding is this group can change plans 4x per year. Does this apply to all subsidy plans or just duals?

Asking for a friend . . .

I have a small number. High retention. They generally die off. I haven't pursued new dual business in recent years. It is true they can change quarterly, but previously I believe they could change any time. In TN I believe they started auto enrolling them when they became dual eligible. I don't know the details. I had stopped working that market

 

[BibH]

Can somebody from TN confirm this ? That duals are auto enrolled ?That would mean their auto enrolled like a pdp card when they get medicaid . No questions dual much much stickier and die off sooner. You must have a good mix of business.

 

[Up In Smoke]

It is true they can change quarterly, but previously I believe they could change any time. In TN I believe they started auto enrolling them when they became dual eligible. I don't know the details. I had stopped working that market

In general if FEMA's open then it would be like whenever, with LIS every quarter. don't know about the auto-enroll in TN.