Med. Advantage Compliance Question....regarding Phone...

[gamedicare]

I have been selling Medicare Supplements over the phone for the last few years. However, can you sell advantage plans over the phone. I know Aetna has an online "e-app" for their MA and MAPD plans. How does the scope of appointment figure in if you are responding to a live internet lead? If you call the lead and they are really wanting to only look at advantage plans can you talk about them on the spot and sell them over the phone? I have heard of agents doing this recently. Can anyone offer any advice in this area?
Thanks!

 

[Josh]

I'm sure there are plenty of agents doing it, but you should really check with Aetna on that. The problem you'll run into is that you'll need to prove that they said they wanted to talk about Medicare Advantage specifically and that will be difficult to prove with most internet leads. You'd have to check with their compliance and show them the lead (or at least an example) and ask them what their opinion is. Maybe Aetna wouldn't be great because they're large and slow to answer questions, but if you work with any smaller/more broker friendly carriers then they should be able to answer that more definitively.

 

[Tom Highway]

Also, you have to a very specific cms preapproved script. Some agents I know did all this and still got in trouble with the plans compliance dept, even though the agent recorded the call, because they "presented" plan choices to an inbound caller. Something about the bene not calling to enroll in a specific plan. Its nuts.