Face to Face NOT required for Today's Options

[sman]

Well it's for sure nobody wants to be a horses' ass, but I have talked to H.O. for both Coventry and Pyramid, and both mktg depts told me: all Medicare products must now be sold in person. That is part of the new training modules we have to take for re-certification.

The email I received is from the marketing department with Pyramid's parent company and was told face to face was not required. Her initial response was that it was required so I emailed back and questioned it, she then responded back and said she was in error. Until I hear otherwise from the company, I'll continue doing business as is. It's my get out of jail free card. Below is the correspondence:

My first question:

Stephanie,
Can you clear something up for me? I have been having some discussion with other agents regarding whether or not an agent is able to assist someone in enrolling in an MA plan over the phone and through the mail instead of face to face. Can you tell me if a face to face meeting is required? There seems to be some ambiguous language in the recertification material.

Her response:

Yes, a face to face meeting is required. Thanks!

Thank you,

Stephanie L. Calderon


My reply back:

That's unfortunate. I have clients all over the state and it is impossible to drive to meet with everyone. Two things. First, I didn't see anywhere in the recetification material that stated this was required. Secondly, what are we to do when a potential client asks us to mail them some information? The kit includes an application and an envelope to mail it to the home office. If the client mails the application to the home office, do we get credit for it even if we didn't meet with them face to face?

Her final reply:

I do apologize but I was miss-informed, you do NOT have to do a face to face meeting with the client. You can indicate on the enrollment application that you send the client, your agent information as you would usually do. Thanks!
Thank you,

Stephanie L. Calderon


That was a copy and paste of the email correspondence we had. The only thing I changed was the color of the text.

 

[GreenSky]

I do apologize but I was miss-informed, you do NOT have to do a face to face meeting with the client. You can indicate on the enrollment application that you send the client, your agent information as you would usually do. Thanks!
Thank you,

Stephanie L. Calderon

Since the agent needs to set up the confirmation phone call, I wonder how the client can send the application into the company and have the agent still get credit. I'll continue to have the application mailed back to me.

Thanks for all the followup on this. I had just sent my contact an email to clarify things when I saw your latest post.

Rick

 

[sman]

Since the agent needs to set up the confirmation phone call, I wonder how the client can send the application into the company and have the agent still get credit. I'll continue to have the application mailed back to me.

Thanks for all the followup on this. I had just sent my contact an email to clarify things when I saw your latest post.

Rick

I'm with you Rick. I ALWAYS have the client send me the application. I include a postage paid envelope with my address on it.

 

[Frank Stastny]

You are the new "horse's mouth" because you are correct in your interpretation of what that says. The section she is referring to only deals with the act of going out and knocking on doors without an appointment. Nothing is said or even eluded to about enrolling people over the phone.

******* ************** *********

Well it's for sure nobody wants to be a horses' ass, but I have talked to H.O. for both Coventry and Pyramid, and both mktg depts told me: all Medicare products must now be sold in person. That is part of the new training modules we have to take for re-certification.

Sounds like CMS is trying to eliminate mass marketing of these products to the Medicare beneficiary. Even after your inperson presentation, client says "i want to think about it"....and then calls you later to sign them up, you must do this in person. None of this filled out application they hold and then sign, not dated, and mailed back to you.

I realize reading gov't rulings is ambiguous, like those IRS pubs, but I say, again, that is part of the market conduct the Feds will be investigating.

I'm done....... C'est la Vie

My post was in direct response to you saying that the document you sited specifically stated that sales must be made "face to face" and agents could no longer sell MA plans by phone.

This is exactly what is said in that document, "Employees, brokers and independent agents must first ask for a beneficiary�s permission before providing assistance in the beneficiary�s residence, prior to conducting any sales presentations or accepting an enrollment form in person."

It does not say anything about not being able to sell MA plans over the phone. That statement addresses cold calling by an agent canvassing a neighborhood and knocking on doors.

The only credible information on the subject that I have seen was posted by Rick and Sman. If you have credible information, not hearsay, to the contrary then please post it. There is nothing ambiguous about Sman's post.

 

[policy doctor]

Nope....you folks can dig it out like i did.

 

[GreenSky]

Nope....you folks can dig it out like i did.

Why is it that even when you have been presented with PROOF you won't admit that you were and still are wrong?

Can you possibly be that stubborn? You won't lose any face here with saying "gee, thank you for getting a definitive answer directly from the company."

From where I'm sitting, this is a closed issue and I'm very happy that until CMS changes their regulations (which might happen anytime), we can still help our clients in other areas.

Rick

 

[Kimber]

Rick,
On the online enrollments...According to the last conference call and various discussions with the carrier, you will not be allowed to do online enrollments this year. Jack Mackin (compliance) was adamant that they would only be allowed for clients who enroll without an agent.

 

[Slick]

This still appears to be a carrier issue, not a CMS issue.
The Coventry retraining specifically stated that you must be in the room with the beneficiary or the POA.

 

[GreenSky]

Rick,
On the online enrollments...According to the last conference call and various discussions with the carrier, you will not be allowed to do online enrollments this year. Jack Mackin (compliance) was adamant that they would only be allowed for clients who enroll without an agent.

I would have guessed with all the new forms that have to be signed. But why is it that a client can do it without a wet signature only if there is no agent involved? Seems a bit stupid to me.

However, since we can fax the application to the carrier I would also assume that our prospect or client can also fax it to us. Won't kill my marketing off, just delay things a day or two.

It's also interesting that most of my out of state clients are on the internet as they found me that way. There is nothing said that all the domuments and brochures can't be sent via pdf files.

Rick

 

[Kimber]

Haven't heard on the pdf thing. I'll ask around for you.