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I see all of your points, but I don't think $ 10,000 is a viable offer for a book that will produce $ 14000.00 through the rest of this year. UHC does have a pretty good persistency record and there is not talk about eliminating MA for 2013. Even if you figured a low renewal rate, this book still has value. At 50% renewal, the book will produce well over 25K between now and end-of-year 2013. I agree that 2014 is a long way off in the MA world.
If these clients were as worthless as some of these posts make believe, nobody would work MA at all.
In Florida UHC is making a big push in to HMO's with risk contracts and agents are having to rewrite their book of business or lose them to other UHC agents.If i was buying your book of business I would want to wait at least until September when agents get a peek in the box to see what is being offered for 2013 in your market.
Also I would want to know how long your clients have been on UHC MA to see how much is left of the 10 year renewal cycle but most importantly I would want to know whether I could call the MA clients based on the CMS/MIPPA guidelines.Right now I know as a certified MA agent with UHC you can't call an active UHC MA member if you didn't enroll them yourself and cold calling an active AARP Med Supp client you didn't enroll is against UHC internal marketing restrictions.
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Josh,
So if they nonrenew or whatever you contact them and put them on a Med Sup or a different MA plan. That's what I do with all my current clients, couldn't you do the same with this book of business? I have no trouble keeping my book of business year after year no matter what happens to their MAPD or Med Sup there's always something else out there for them. Plus there is cross selling other products eventually not to mention referrals that may arise from these clients. Just my opinion.
" Plus there is cross selling other products eventually not to mention referrals that may arise from these clients."
If your existing MA client ask you about other products it is legal to cross sell but CMS prohibits the systematic cross selling non health related products to your MA book of business.I don't have a link to provide this minute but i know its in writing either in the UHC producer handbook or CMS Marketing guidelines.I know this would be hard to enforce but it should be taken into consideration when calculating the value of a book of business.I was very bummed out to find out this out because I have over 600 active MA members that I would love to be able to cross sell so I am certainly not going to jeopardize my contract with UHC when I have this many renewals at stake.
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