MA Marketing Compliance Question

[retread]

I couldn't help but get the idea the first time I saw this presentation script and the mandate, was... why not just put this on a DVD and have some *** show it? Furthermore, it takes 2 HOURS to go through this presentation talking non-stop. I have clients say about half-way through "I have to go. Hurry up and finish".

At that point, I wrap it up, even though I am technically breaking the rules. I am not going to upset the client just to satisfy some bureaucratic nonsense! This carrier says specifically that each "slide" must be shown and the provided script must be followed verbatim.

I have decided that I won't be selling MA's anymore if I have to put up with this. This new requirement is nothing short of lunacy and I don't expect it to end until MAs ride off into the sunset. Why wait?

 

[Josh]

I have decided that I won't be selling MA's anymore if I have to put up with this. This new requirement is nothing short of lunacy and I don't expect it to end until MAs ride off into the sunset. Why wait?

That's why starting around May I started looking into doing individual/group health. I'm recertified to do reviews for my current clients and keep renewals. For the amount of headache it is to market the products, do the service work, and the hang time on the commissions it's almost the exact opposite of the way it was a few years ago. So far I'm loving the individual/group health market!

 

[Tom Highway]

To answer your question, as long as you're using CMS approved marketing materials (like medicare.gov, SOB from the other plan, etc) and trying to make as fair and accurate a comparison as possible between the plans (actually going over more than a few benefits) you're going to be safe. There is no exact language for what is considered an inaccurate comparison and what is not, but you'll want to go the extra mile and if they're only asking about inpatient copay comparisons you'll want to throw in the differences between some of the less rich benefits like maybe the SNF, etc. Odds are they wont have the SOB of the other plan, but if they do that'd be ideal. I try to keep in mind the benefits of any of the major players (either by membership or marketing) so when they ask I know OOP, inpatient hospitalization, PCP/Specialist, SNF, part b covered drug coverage and a handful of others off the top of my head and that's been way helpful.




I think they might very well skip the mechanical script and go right to doing the enrollments themselves without any agent involvement.

Finally something I can chime in on! This is the most comprehensive and correct answer to this question yet.

Stick to this, and you're gold. Where you will get into trouble is using your own material. Lots of carriers and managers put together comparision documents on a spreadsheet that they use to help train agents. This is what you cannot use, if it is not traced directly back to information readily available to the public, like MedicarePlanSolutions said.

I know CMS doesn't exactly do things logically, but, using your example (if you aren't even contracted by the plan the prospect asked you about), you would actually be serving the prospect's best interests by helping them. But, CMS is a weird bunch.

 

[retread]

That's why starting around May I started looking into doing individual/group health. I'm recertified to do reviews for my current clients and keep renewals. For the amount of headache it is to market the products, do the service work, and the hang time on the commissions it's almost the exact opposite of the way it was a few years ago. So far I'm loving the individual/group health market!

I am with you on this stategy... I began selling IFP last year, and just expanded into 4 more states to pull in enough internet leads to keep it rolling. I will recertify next year just to keep my renewals and serve my existing clients, but I think MAOs will be pulling back (retreating) if the $118 billion reduction in MA plans goes through as promised. (Not to mention the $400+ billion "borrowed" from Medicare to fund the new healthcare reform)