Medicare Supplements and PDP's

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What do you experienced Medicare Supplement agents do when asked about a drug plan while marketing and/or selling a Medicare Supplement. The CMS guidelines according to Coventry's memo received today states (Outbound telephone calls only) "Due to the nature and relation Medicare Supplement and MA/PDP product options, if during the course of an outbound call for a Medicare Supplement product the beneficiary initiates interest in an MA or PDP product, then that MA or PDP product may be discussed, as long as the call is recorded, including the beneficiary-initiated request for MA or PDP information. Again this is for calls only, not face to face meetings."
Am I to ask the prospect to hold for a second while I turn on the recorder, then ask them to repeat their questions or requests for MA or PDP info? Or should I just totally refrain from selling them. I currently only market and sale Supps and PDP's only. I wonder if I should stop selling PDP's. Anyway, what do you seasoned and HONEST pro's do?

 

[allhealthandlife]

What do you experienced Medicare Supplement agents do when asked about a drug plan while marketing and/or selling a Medicare Supplement. The CMS guidelines according to Coventry's memo received today states (Outbound telephone calls only) "Due to the nature and relation Medicare Supplement and MA/PDP product options, if during the course of an outbound call for a Medicare Supplement product the beneficiary initiates interest in an MA or PDP product, then that MA or PDP product may be discussed, as long as the call is recorded, including the beneficiary-initiated request for MA or PDP information. Again this is for calls only, not face to face meetings."
Am I to ask the prospect to hold for a second while I turn on the recorder, then ask them to repeat their questions or requests for MA or PDP info? Or should I just totally refrain from selling them. I currently only market and sale Supps and PDP's only. I wonder if I should stop selling PDP's. Anyway, what do you seasoned and HONEST pro's do?

Thats right - if you bring PDP into it you are bound by the MIPPA sales prevention marketing rules.

But if you don't mention PDP when setting the Med Supp appointment and the prospect ask you about PDP you can give them a brochure or a kit without applications and come back 48 hours later for the PDP sale. Most PDPs will let you enroll online or over phone so you may not have to go back anyway.

Iwould where a button that says " Got Part D ? " just in case they forget to ask you.

 

[jdeasy]

What do you experienced Medicare Supplement agents do when asked about a drug plan while marketing and/or selling a Medicare Supplement. The CMS guidelines according to Coventry's memo received today states (Outbound telephone calls only) "Due to the nature and relation Medicare Supplement and MA/PDP product options, if during the course of an outbound call for a Medicare Supplement product the beneficiary initiates interest in an MA or PDP product, then that MA or PDP product may be discussed, as long as the call is recorded, including the beneficiary-initiated request for MA or PDP information. Again this is for calls only, not face to face meetings."
Am I to ask the prospect to hold for a second while I turn on the recorder, then ask them to repeat their questions or requests for MA or PDP info? Or should I just totally refrain from selling them. I currently only market and sale Supps and PDP's only. I wonder if I should stop selling PDP's. Anyway, what do you seasoned and HONEST pro's do?

It's very rare that I have a client bring up PDP on the phone even when they have called about an MA plan. If they do bring it up, I tell them I'll cover it a little when I'm there. I will not tape record my phone calls at all.

When I'm meeting with them, if they bring it up again, I tell them that they should go down to where they get their prescription filled and have the pharmacist help them enroll in the plan that best suits their needs.

On a few occasions I do have current clients that previously didn't want a PDP call me for advice on one now. I also tell them to go to their pharmacist for the most suitable plan.

If any of these people want to talk about MAPD, I pull out my SAC form and date it for when they called. I schedule an appointment with them and I will have them sign the form when I get there. That's how I handle the ones that call me.

If I initiated the call, I won't discuss MA, MAPD or PDP.

 

[Frank Stastny]

What do you experienced Medicare Supplement agents do when asked about a drug plan while marketing and/or selling a Medicare Supplement. The CMS guidelines according to Coventry's memo received today states (Outbound telephone calls only) "Due to the nature and relation Medicare Supplement and MA/PDP product options, if during the course of an outbound call for a Medicare Supplement product the beneficiary initiates interest in an MA or PDP product, then that MA or PDP product may be discussed, as long as the call is recorded, including the beneficiary-initiated request for MA or PDP information. Again this is for calls only, not face to face meetings."
Am I to ask the prospect to hold for a second while I turn on the recorder, then ask them to repeat their questions or requests for MA or PDP info? Or should I just totally refrain from selling them. I currently only market and sale Supps and PDP's only. I wonder if I should stop selling PDP's. Anyway, what do you seasoned and HONEST pro's do?

Tough question. I haven't decided exactly how I'm going to handle it. I also sell Med Supps and PDP's, not MA's. The only MA product I can sell in my area is the PFFS plan. I don't like them for my prospects and clients and will not offer them.

I don't think HONEST is the best choice of words. I would prefer to insert the word RESPONSIBLE or PROFESSIONAL instead. My responsibility is to my prospects and clients. I hope I don't have to cross any lines to be able to continue helping them.

With that said, I have heard rumors that there is a good possibility that the recording requirement may be changed. Just a form for them to sign. I hope.

If not and the question comes up during my initial phone contact with a prospect I think I am going to say something like, "Yes, I also represent companies that offer Medicare's Drug Program". Attempt to get them back on topic and continue with the "dog and pony shot" for the Med Supp.

If you are good you won't have any trouble getting them back on the discussion about Med Supps and deal with the Part D when you finish with the Med Supp.

After that, then explain that "Medicare" now has strict requirements regarding how agents can help Medicare recipients with the drug program. That Medicare has initiated these requirements to help you better understand the complexities of the program. (I know, that part is BS but it offers a valid sounding explanation. I think one has to offer them some kind of explanation because CMS requirments do not sound logical.)

Then just come out and tell them what CMS is requiring. I wouldn't tell them that CMS is doing it because so many agents were screwing their prospects last year.

If they don't understand and give you grief then maybe you don't want them for a client after all.

My number one priority has always been to help the prospect make an intelligent, well-informed decision regarding the coverage that best suits their needs.

 

[Winter_123]

Iwould where a button that says " Got Part D ? " just in case they forget to ask you.

That button would be advertising and needs to be CMS approved.

 

[ksigmtsu]

That button would be advertising and needs to be CMS approved.

I'm not gonna lie tho, that button idea is fantastic.
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What do you experienced Medicare Supplement agents do when asked about a drug plan while marketing and/or selling a Medicare Supplement. The CMS guidelines according to Coventry's memo received today states (Outbound telephone calls only) "Due to the nature and relation Medicare Supplement and MA/PDP product options, if during the course of an outbound call for a Medicare Supplement product the beneficiary initiates interest in an MA or PDP product, then that MA or PDP product may be discussed, as long as the call is recorded, including the beneficiary-initiated request for MA or PDP information. Again this is for calls only, not face to face meetings."
Am I to ask the prospect to hold for a second while I turn on the recorder, then ask them to repeat their questions or requests for MA or PDP info? Or should I just totally refrain from selling them. I currently only market and sale Supps and PDP's only. I wonder if I should stop selling PDP's. Anyway, what do you seasoned and HONEST pro's do?

I've been told specifically by the companies that if the call is on an internet lead and they requested contact for help with medicare that it is appropriate to consider it as written consent to talk about drug plans or MA or supplement. I always fax in my initial internet lead with the SOA. Still not sure about CMS guidelines being 100% met with that but so far so good.

 

[insurance0707]

I have hardly written any PDP plans for 2010. I still try and help my clients get a PDP plan. I''ll run their meds on Medicare's website and try and help them find the plan that saves them the most, offers the lowest copays, etc. I'll then give them the toll free #'s after sending them them the printouts from Medicare's website, showing what there copays would be, premium, etc. they then have to call the companies or Medicare directly to sign up. Occasionally I'll do a 3 way call for the clients that I think will have a hard time doing this on there own.

When I've done the 3 way calls I've been astonished at what happens. When we've called Medicare, I've found that sometimes Medicare tries to enroll them in a MAPD plan, when we've specifically told them we only wanted a PDP plan. When we've called the insurance companies directly, they ask if they'd like to learn about their MAPD plans, even though, in some cases, they don't even offer MAPD plans to our area. It's a mess. You're probably right, having the pharmacists help them, because when you have them try the other avenues, it just a mess. It doesn't make the agent look good though to recommend calling a pharmacist when you should be telling them to call Medicare or the insurance company

 

[rbrewer]

What I have done of late is after i enroll them in a plan, I have them get out there meds call medicare have them give me permission to speak and put it on speaker give them the meds and find the best plan and enroll them right then. When i leave it's all in place and no worries about people talking to them and confusing them.