Marketing Plan N

[insurance0707]

If Plan N comes out and the premiums are what were hoping for...meaning they're able to compete with MAPD plans, we might want to think about marketing to people that are turning 66 in June, July, August, Sept, etc. These people are in their 12 month trial period if they took out a MAPD plan. They can enroll into Plan N on a guaranteed issue basis.

United of Omaha and AARP allow you to enroll people that took out a MAPD plan on a guaranteed issue basis within the last 2 years, so technically you could market to people age 66 and 67 on a guaranteed issue basis if they have MAPD. (I don't know if the PDP plans allow a 2 year SEP - should look into it) I don't know of any lead companies that have come out with a new lead program for Plan N but they really should. It could look something like this.....


New Medicare Supplement Plan Available

The government has recently approved a new lower cost Medicare supplement plan effective 6-1-10. It's a Plan N Medicare supplement. This plan offers.......

• Freedom to choose your own doctors and hospitals
• Pre-existing conditions covered immediatly
• $0 copays for inpatient hospitalization
• $20 copays for office calls and specialist visits
• Electronic Claims Filing, Virtually no paperwork

This is just an idea guys, It's not an approved ad, so please don't use this. I'm just throwing some ideas out on marketing the new med supp.

Any thoughts?

 

[The Hunter]

You should be writing the copy for mail houses. That is a excellent ad

 

[insurance0707]

Thanks Hunter! I think marketing to people that are in their final months of the 12 month trial period could be a good market. Alot of these people don't even know they have a 12 month trial period under these plans....they can drop their MAPD plan and enroll into a med supp and PDP plan on a guaranteed issue basis. They can do this outside of the AEP and OEP enrollment periods. I believe the SEP code is 65-trial

 

[atlantainsguy]

insurance0707 -- it's a good standard-type MS ad, but I would emphasize the "low-cost" issue because of how this is perceived today as a price-driven commodity.

Important question for you -- doesn't this need to be filed with the State DOI, inasmuch as they are responsible for Med Supp advertising?

atlantainsguy

 

[Frank Stastny]

insurance0707 -- it's a good standard-type MS ad, but I would emphasize the "low-cost" issue because of how this is perceived today as a price-driven commodity.

Important question for you -- doesn't this need to be filed with the State DOI, inasmuch as they are responsible for Med Supp advertising?

atlantainsguy

It would in the state of Missouri the last time I checked. I suggest you call your DOI and ask.

I would question the wording about pre-existing conditions and the mention of the $20 copay. The language I have seen says "up to a $20 copay". I really don't know exactly what is meant by that and what the specific interpretation will be. (I know what "up to" means but not in the context they have used it. I want to see it spelled out.)

 

[insurance0707]

If I were to design a postcard and mail it myself, you'd probably have to get it approved. I'm talking about a lead company that you order the leads from. The ones that charge $380 for a 1000 piece mailer. I'm sure they'll be coming out with new leads due to the new plans just like they did when the PDP plans come out. I don't know what the lead companies do to get things approved.

 

[atlantainsguy]

When you order MS leads from a lead company, you the agent are still responsible for compliance. The lead company is just a "service" function middleman. The DOI will simply ask the lead company who you are, how many you mailed, and when they mailed in their State. Then, they will come knocking on your door.

The lead companies, just like agents, can only file in WI and TX. All of the other states will only approve for "issuers". If you file with them, they will tell you that they "don't give free legal advice.". I've been there and done that one.

The NAIC was very shortsighted in their Model Advertising Code by only making allowances for home offices to file advertising for their specific product. A sales lead is considered "advertising" in every State.

I just did a thread somewhere on the Forum about how to get around this compliance issue. CMS has provided a "loophole" that you can use to make yourself about as bullet-proof as possible today.

Using a postcard limits responses to only phone and e-mail. You must be prepared to handle phone calls 24/7, or don't do it at all. They won't call back a second time if you miss them the first time. I'd design a lead with a reply card of some sort included.

If you're interested in a few Medicare leads that work in the 3%-5+% range, just PM me.

atlantainsguy

 

[The Hunter]

What age demographic for 3% -5% Range?
turning 65 or 68 +. Thanks in advance.

 

[atlantainsguy]

The best demographics I've found for the Medicare market are:

Age -- start at age 64 and returns gradually increase by age through 79. There are sharp upward spikes at 82, 83, and 90 -- but I'd recommend capping age at 79 or 80 because of insurability and senility issues.

Income -- top responding group by far is $0-$15K, with returns gradually dropping through the brackets up to $60K. Then, they spike in the $60K-$70K bracket. After that, they begin dropping like a rock. I'd cap at $70K.

Geo -- rural almost always outperforms urban, unless you're looking for Dual-Eligible SNP customers.

Dwelling Type -- Rural Routes perform the best, followed by Apartments, with Single Family Dwelling Units coming in last. Don't forget that most agents never mail PO Boxes -- so I recommending testing them. About 80% of these will provide a contact phone number.

Hope some of this helps. Good selling to you all!

atlantainsguy

 

[The Hunter]

The best demographics I've found for the Medicare market are:

Age -- start at age 64 and returns gradually increase by age through 79. There are sharp upward spikes at 82, 83, and 90 -- but I'd recommend capping age at 79 or 80 because of insurability and senility issues.

Income -- top responding group by far is $0-$15K, with returns gradually dropping through the brackets up to $60K. Then, they spike in the $60K-$70K bracket. After that, they begin dropping like a rock. I'd cap at $70K.

Geo -- rural almost always outperforms urban, unless you're looking for Dual-Eligible SNP customers.

Dwelling Type -- Rural Routes perform the best, followed by Apartments, with Single Family Dwelling Units coming in last. Don't forget that most agents never mail PO Boxes -- so I recommending testing them. About 80% of these will provide a contact phone number.

Hope some of this helps. Good selling to you all!

atlantainsguy

I am absolutely sure you know what you are doing and very good at it. The demographics you use in your example seem to apply to medicare advantage versus medicare supplement.

Apartment dwellers VS Home ownwers, 0-15000 income Vs
a higher income limit. rural probably for either market.
I'm probably missing the point,Please elaborate.
Thanks Atlantainsguy.