Medicare Supplement Final Expense Cross Sell

[azmedsupagent]

The FE market is the MA MA market for the most part. I used to write a lot of MA plans. I was the top agent in theis region for 3 companies. I haven't written an MA plan, an MAPD or a PDP in over 4 years. I help many of clients with their PDP by showing them how to compare plans at medicare.gov and how to enroll.

For the people that ask me to assist in their MA and or PDP I give them the name and number of a friend of mine that does pretty much all the plans. They call him, he sends the SOA's to them and he gets a lot of business from me. I know the folks are taken care of and I don't have to be CMS's butt buddy, {to quote Frank}.

I love to write med supss. But it's not my market. I only prospect for FE. If i wasn't as successful with FE then I would prospect for med sups the way Frank Statsny taught me and then cross sell FE.

Jdeasy... Just out of curiousity. Ive always wondered why you made the switch from successful medicare agent to successful final expense agent. What benefits do you see from selling a ton of FE VS a ton of medicare plans?

 

[donamese]

Health care plans are constantly changing, scares of Obamacare or other government programs...death is guaranteed!

 

[jdeasy]

Jdeasy... Just out of curiousity. Ive always wondered why you made the switch from successful medicare agent to successful final expense agent. What benefits do you see from selling a ton of FE VS a ton of medicare plans?

Biggest thing for me was the Humana, er, I mean MIPPA, rules.

I started this business as a life agent with NAA. Well, they were my second stop but I didn't really do anything with my first stop.

I got into the MA business simply because I sold a life policy to a manager of a large MA company. My life leads were getting scarce in '06 with NAA and my question to him was about leads which he said were free. He had me ride along with him one day to see what they did and if it was something I might want to pursue. I did like it and they provided me with all the leads I could handle. They didn't have a good FE plan so that's when I picked up LH to have for that.

As I learned that LH was not a good option I added other companies.

With the MIPPA changes in 2008 I could see the handwriting on the wall. That's when I joined up with EFES. I did work the 2008 AEP and wrote over a 100 plans. I was still writing some in Jan and Feb of '09 when Wellcare pulled the plug on their plans here. They and Coventry had the best plans by far. Everything here was also PFFS. I never wrote Humana.

My last MA write was in Feb. 2009. I still stay certified to get my renewals from one company. Wellcare and Coventry went out here at the end of '09 so my renewals went with them. I had over 600 clients with those two companies alone. They were GI into a med sup but I was only able to move about 10-15 of them to med sups. The rest went to other MA plans and the full duals didn't pick up anything because once Wellcare left there was nothing for them.

I haven't missed the MA business for a second. The guy that I refer MA people to doesn't do any life business at all so he send me all of his life cases. I can't imagine the day will come that I will write MA plans again.

</IMG>

 

[azmedsupagent]

Biggest thing for me was the Humana, er, I mean MIPPA, rules.

I started this business as a life agent with NAA. Well, they were my second stop but I didn't really do anything with my first stop.

I got into the MA business simply because I sold a life policy to a manager of a large MA company. My life leads were getting scarce in '06 with NAA and my question to him was about leads which he said were free. He had me ride along with him one day to see what they did and if it was something I might want to pursue. I did like it and they provided me with all the leads I could handle. They didn't have a good FE plan so that's when I picked up LH to have for that.

As I learned that LH was not a good option I added other companies.

With the MIPPA changes in 2008 I could see the handwriting on the wall. That's when I joined up with EFES. I did work the 2008 AEP and wrote over a 100 plans. I was still writing some in Jan and Feb of '09 when Wellcare pulled the plug on their plans here. They and Coventry had the best plans by far. Everything here was also PFFS. I never wrote Humana.

My last MA write was in Feb. 2009. I still stay certified to get my renewals from one company. Wellcare and Coventry went out here at the end of '09 so my renewals went with them. I had over 600 clients with those two companies alone. They were GI into a med sup but I was only able to move about 10-15 of them to med sups. The rest went to other MA plans and the full duals didn't pick up anything because once Wellcare left there was nothing for them.

I haven't missed the MA business for a second. The guy that I refer MA people to doesn't do any life business at all so he send me all of his life cases. I can't imagine the day will come that I will write MA plans again.

</IMG>

Very thorough response as usual Jdeasy... let me ask you in a more direct way. Do you see more earning potential with FE than you did with medicare?

 

[jdeasy]

Very thorough response as usual Jdeasy... let me ask you in a more direct way. Do you see more earning potential with FE than you did with medicare?

I make pretty close to the same. I might make $10,000/yr more now but I don't work near as hard nor have near the maintenance issues.

Say you want to make $2000/wk. You have to write 5 to 10 MA plans to get there. I can write 2 or 3 life policies and be there. Of course my renewals are not going nearly the same so I will have to write the same number of life policies again next year. But as those companies change you also lose renewals. I don't make a dime off those 600+ Wellcare and Coventry clients now.

I had to answer a complant for a Wellcare enrollee a few months ago and I signed that lady up back in May of 2008. It wasa rapid disenrollment and the lady was never in the plan but her daughter filed a complaint 4 years after the fact.

I don't want anymore of that crap.