Part D PDP and Your Client? Lesson I've Learned

[VaDwayne]

Those of us that sell PDP plans know that it is a huge undertaking sometimes, and pays very little all of the time, usually $25 for replacement and $50 for a new beneficiary.

I have started going to the medicare.gov and inputting the clients prescription information to see which plans will be the most cost effective in my area. This is exactly what the pharmacist is going to do. For those that don't know, it will give you the most cost effective plans for your clients, taking into consideration their drug cost, premium, and deductible. I then tell the client that even though I don't sell that particular plan, I will be glad to help them enroll online because I want them to have the best coverage regardless if I get paid for it or not;I have already sold them their med. supp.

I have signed up 3 people with companies that I don't represent this week, one family with 2 different companies, and my new med. supp. clients loved the fact that I was willing to get the best coverage for them regardless if I get paid or not. One lady still wanted to go with Coventry just so I would get credit for the sale but the website showed her drug cost to be a $1000 more per year with them compared to AARP. I told her that I didn't expect her to spend another $1000 just so I would make a commission, but I appreciated it very much. She loved me.

I personally believe it is worth the $25, or even $50, to have the beneficiary realize that you have their best interest at heart and I would certainly think that they will tell the friends and family how you treated them. You can't advertise for $25 dollars, or buy leads. It's a win-win for everybody.

If they ask me why I don't carry the particular plan that I am recommending to them, I tell them that there are 45 PDP plans in our area and it is impossible to carry everyone of them. They seem to really understand that.

Any opinions, do you think I'm throwing money down the toilet by doing this, or actually building credibility?

 

[sodaytongal]

Yes, I've been using the plan finder on the medicare.gov site for quite a while now. It's helpful for both MA plans and PDPs.

 

[insurance0707]

I use it to, it's been a huge help. I usually just mail out the printouts to my clients that shows which plans would do the best job. It's nice because it also lets them know if there's any Step Therapy, Prior Authorization, etc. You might want to put this post under Senior Insurance forum

 

[VaDwayne]

I use it to, it's been a huge help. I usually just mail out the printouts to my clients that shows which plans would do the best job. It's nice because it also lets them know if there's any Step Therapy, Prior Authorization, etc. You might want to put this post under Senior Insurance forum

I carry my laptop everywhere I go, so I usually just do it right there for them, and then it's done and they like me more for doing it, I hope anyway, and it only takes 5 minutes or so on each of the companies websites.

 

[jdeasy]

Those of us that sell PDP plans know that it is a huge undertaking sometimes, and pays very little all of the time, usually $25 for replacement and $50 for a new beneficiary.

I have started going to the medicare.gov and inputting the clients prescription information to see which plans will be the most cost effective in my area. This is exactly what the pharmacist is going to do. For those that don't know, it will give you the most cost effective plans for your clients, taking into consideration their drug cost, premium, and deductible. I then tell the client that even though I don't sell that particular plan, I will be glad to help them enroll online because I want them to have the best coverage regardless if I get paid for it or not;I have already sold them their med. supp.

I have signed up 3 people with companies that I don't represent this week, one family with 2 different companies, and my new med. supp. clients loved the fact that I was willing to get the best coverage for them regardless if I get paid or not. One lady still wanted to go with Coventry just so I would get credit for the sale but the website showed her drug cost to be a $1000 more per year with them compared to AARP. I told her that I didn't expect her to spend another $1000 just so I would make a commission, but I appreciated it very much. She loved me.

I personally believe it is worth the $25, or even $50, to have the beneficiary realize that you have their best interest at heart and I would certainly think that they will tell the friends and family how you treated them. You can't advertise for $25 dollars, or buy leads. It's a win-win for everybody.

If they ask me why I don't carry the particular plan that I am recommending to them, I tell them that there are 45 PDP plans in our area and it is impossible to carry everyone of them. They seem to really understand that.

Any opinions, do you think I'm throwing money down the toilet by doing this, or actually building credibility?

I started doing that during the '08 AEP and have continued since then. I don't even know how many PDP's I've helped people enroll in over the last 15 months, probably 75 to 100? I've been paid for none of them. Even the handful of companies I represent, I don't even do the app myself. If it's that company that comes up as the best, I just help them enroll online.

I used to believe, as you stated, that is waht the pharmacist would do and I was sending people to their pharmacist. I learned that most pharmacies, {especially the big ones}, have deals in place with Humana, CCRX, etc. and will steer the client to the plan that they have deals with regardless of the suitability.

It's a service that's worked well for me. Even if I don't sell them anything at the time, they usually call for something later or refer me to someone that does buy something.

 

[Justin Bilyj]

I just got chewed out by a pharmacist, who was paying over 5-8k extra to have a group policy, only because he didnt want his two seniors who work there, to go on a PDP. With little medication needs too! People are stupid. He said he couldn't watch the two old ladies be strung around my pdp's that drop coverage for certain drugs mid year. Im thinking, if they aren't taking any meds, they could use some of that savings, which would be around 300-350 per senior per month. I dont get people sometimes..

 

[DS4]

Dwayne,
I do the same. I run everyone's meds through Find/Compare. If one of my companies is at the top, good. If not, I enroll them electronically.
We have 47 Rx cards here in Cali. I'm certified for 14. I explain that I can't be certified for 47. My clients understand.
Here is a heads up. If you enroll someone directly, be sure you send them a letter reminding them that you are not an agent for this company.
Any customer service issue will need to be done directly with the carrier. Otherwise, a senior will soon forget. When their MD issues a new Rx and it requires PA, Step, or, it is non formulary, they will be calling you expecting you to fix the situation.

 

[medx]

I have been doing the same for a while now.. If I am not licensed with that Carrier, I get the toll free number, and give it the the client. Most Seniors are on a fixed income, and it is not worth me making $25, just to put them on a plan I am licensed with, if another ends up saving them money..
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Dwayne,
I do the same. I run everyone's meds through Find/Compare. If one of my companies is at the top, good. If not, I enroll them electronically.
We have 47 Rx cards here in Cali. I'm certified for 14. I explain that I can't be certified for 47. My clients understand.
Here is a heads up. If you enroll someone directly, be sure you send them a letter reminding them that you are not an agent for this company.
Any customer service issue will need to be done directly with the carrier. Otherwise, a senior will soon forget. When their MD issues a new Rx and it requires PA, Step, or, it is non formulary, they will be calling you expecting you to fix the situation.

 

[Chazm]

I do this but I go a step further. If there's little difference between the most cost effective plan and the 2nd most. I make sure to check the ratings. To tell you the truth a lot of those have some low ratings and I don't want the client calling me 6 months from now mad at me