Medicare Client Retention?

[TDFnCali]

For those of you who have a significant MAPD base, what was your falloff this yr or typically?

I have appx 175 in renewal status (So not counting the ones I signed up for AEP) and I lost 4, got back 1, so 3.....my upline probably has 5-6xs as many clients as I do & only lost 4, so he thought mines was kinda high.

And for those of you u only/mostly have Medd Supp clients...whats your typical falloff rate (inc death) yearly?

 

[G.Gordon]

Not counting death and moving out of our area. We run a 99% retention rate for all clients/products.

 

[sman]

Same as Gordon for me. Typically I only lose Medicare clients to death (whether MAPD or Med Supp). I did lose an MAPD client this year to a relative of the client. Not much you can do about that.

The key is staying in communication with your client (i.e. - annual reviews, birthday cards, etc) and ALWAYS do what is in the best interest of the client.

 

[G.Gordon]

"... do what is in the best interest of the client."


BINGO!! If you get lazy, if you get even slightly greedy and send a client to one company over another due to anything other than their interest, you lose. If you don't work out the best deal for them, someone else will.

 

[FLM2]

For those of you who have a significant MAPD base, what was your falloff this yr or typically?

I have appx 175 in renewal status (So not counting the ones I signed up for AEP) and I lost 4, got back 1, so 3.....my upline probably has 5-6xs as many clients as I do & only lost 4, so he thought mines was kinda high.

And for those of you u only/mostly have Medd Supp clients...whats your typical falloff rate (inc death) yearly?

I have about 135 in renewal status, a mix of Med Supp and MAPD-both Aetna and Humana did major plan changes in Florida during the last AEP and I wound up losing 8 MAPD clients, mostly from other agents poaching them and switching them to the new plan at either Humana or Aetna. I also picked up 10 new MAPD clients during AEP so there was a net gain of two. Most of the ones I lost were new (in the past year) and some of those were from a seminar I ran where I don't really have an existing relationship.

I didn't lose a single Med Supp client in the last 12 months, that's probably the rule rather than the exception for almost all agents.

You live in California, right? The birthday rule probably creates more of an issue with Med Supps than in other states so losing a few each year seem well within a reasonable expectation and has nothing to do with the quality of your work.

 

[JaBrooklyn]

I lost 4 out of 45...in nyc there are several plans that don't use brokers; health first, liberty, etc. Some of my LIS clients jump for a larger OTC and free primary. Fortunately the network is usually garbage and they come back when they actually need a specialist

 

[TN_agent]

I lost 5 last year. 2 to death, two moved out of the plan's area to an area I don't sell in, one I have no idea why but can't call after they term so I will never know. I wrote more than that new in AEP, so a net gain.

 

[Roy2015]

I lost 7. I had had 108 enrollments going in to AEP. I called most of them right before AEP but did not reach them all. While we are on this subject...In order to maintain a good relationship with your clients, how many times a year do you make contact with them? How many letters do you send them throughout the year and do you call all of them as well?

 

[FLM2]

I lost 7. I had had 108 enrollments going in to AEP. I called most of them right before AEP but did not reach them all. While we are on this subject...In order to maintain a good relationship with your clients, how many times a year do you make contact with them? How many letters do you send them throughout the year and do you call all of them as well?

I don't do any of that-my clients know they can call or email with questions at any time and also know that I will be in touch with them if and when plan changes make it time to consider alternatives.

 

[sman]

I lost 7. I had had 108 enrollments going in to AEP. I called most of them right before AEP but did not reach them all. While we are on this subject...In order to maintain a good relationship with your clients, how many times a year do you make contact with them? How many letters do you send them throughout the year and do you call all of them as well?

My clients are contacted at a minimum twice per year (birthday card and AEP reminder in September). But I speak and/or email with many of them throughout the year.