UHC ICA Leads Questions

[CALTCAgent]

Hello,

I am new to "medicare solutions" arena.

Under the UHC ICA system how many leads do they give you, when and what type are they?

Do they have leads right now or mainly during AEP/AEP?

They told me I get leads after training. They have a training class scheduled about an hour away from where I live and on a day I had scheduled another appointment. Trying to decide how important it is I go. I asked the sales manager already but can't seem to get a straightforward answer.

My question is will they give me leads after the training?

Or are they mainly gearing up agents for the OEP/AEP?

Also what are the commissions on replacments for med supp & MA?

I am assuming the only first year commissions to be made right now are new med supp cases (T65 or never had) or MA to med supp?

Therefore also assuming they don't have many leads like that right now?

Seemed like they are going to get the leads from the partnership with AARP and mainly during AEP/OEP?

Please talk to me!

 

[MrMack]

The Sales Manager has a lot of control of what leads are distributed. The person calls in from a AARP TV ad for an appointment. The lead goes to your manager. They decide who runs it.

There are LIS (Low Income Assistance) leads available now. People on low income who have the drug plan who do qualify for a Special Enrollment Period.

There could be people turning 65 as well.

There will be more leads during AEP/OEP.

Commissions are higher in CA than rest of the country. In Iowa, $200. $400 (NEW TO Med Adv)

You need to go to training so you learn about how to access the leads that you are given. Confusing system. If you don't acknowledge that you are working the leads they notify your manager and you.

 

[CALTCAgent]

Hello,

Thanks for that info, very helpful!

I guess I will have to reschedule my appointment and go to the training, the manager said there was not another training for ICA for a month. Except for AARP training that combines FMO and ICA agents.

 

[CALTCAgent]

Hello,

The contract commission questions I had were not answered in my contract and/or by the manager so it seems like a good way of checking and/or confirming on a forum like this, or not?

I asked the manager and she said she was "a little concerned that you are so focused about the leads/money. In order to be successful in selling Medicare, it takes a lot of time and dedication and compassion. I hope you are willing to trust me on the process and get the most training so you can become a Medicare educator, not just a sales person."

This made me feel a little guilty although I do have a mortgage and family to support so I guess I am concerned about leads and yes money. I want to be an educator, but one that can pay bills. I am sensing leads are a real touchy subject at UHC ICA, any thoughts?

Thanks!

 

[AJAX]

Hello,

The contract commission questions I had were not answered in my contract and/or by the manager so it seems like a good way of checking and/or confirming on a forum like this, or not?

I asked the manager and she said she was "a little concerned that you are so focused about the leads/money. In order to be successful in selling Medicare, it takes a lot of time and dedication and compassion. I hope you are willing to trust me on the process and get the most training so you can become a Medicare educator, not just a sales person."

This made me feel a little guilty although I do have a mortgage and family to support so I guess I am concerned about leads and yes money. I want to be an educator, but one that can pay bills. I am sensing leads are a real touchy subject at UHC ICA, any thoughts?

Thanks!

Wow! I read this and I laugh/snickered. I can't believe that Manager.You have every right to question the leads and the amount they provide.

The truth is: don't rely on UHC to feed you with quality leads. You are still Independent, so, they have no obligation to feed you.

They need you. They need you to market in your field, whatever territory you chose to work. It sounds like they are more interested in working you for what you can offer the company, in terms of generating your own leads. Through referrals or your own field marketing efforts.

Genuinely do what's in the best interest of your senior clients, show that you are willing to listen, help them understand the plans, and address their concerns, and you will get tons of referrals-Don't forget to ask if they know of anyone you can help.
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Hello,



Under the UHC ICA system how many leads do they give you, when and what type are they?
A-they vary, you need to do a needs analysis to determine the election type/enrollment type: LIS SEP. IEP for Age-In's SEP for dual eligibles are available now..you need to be fully trained on the types of enrollments

Do they have leads right now or mainly during AEP/AEP? Yes, but very little

A-It's best to go to training although an hour away

My question is will they give me leads after the training?
A-Yes. But, I believe you need to generate two/three appointments and have a supervisor ride along/observe you for those two/three appointments. After that they may slowly increase your leads, depending on your area.

Or are they mainly gearing up agents for the OEP/AEP?
Yes

Also what are the commissions on replacments for med supp & MA?
It's in your contract. I believe most states $200, or $400 for those new to MA, med supp I believe it is $157 upfront, and by the end of the year it totals $210. from that point on $17.50 x12 months=$210 per year for 5 remaining years if they stay on.

I am assuming the only first year commissions to be made right now are new med supp cases (T65 or never had) or MA to med supp?
Yes

Therefore also assuming they don't have many leads like that right now?
They do, but they are given to their salaried employees. Not you.

Seemed like they are going to get the leads from the partnership with AARP and mainly during AEP/OEP?
If AARP doesn't fall under the bad press they recieved lately.

 

[CALTCAgent]

Thanks for that response AJAX, very informative!

Makes me realize that the Sales Manager has not been very direct, straightforward and honest with me. She is treating agents like a mushroom plant, feeding them BS and keeping them in the dark. That is not how I like to do business. I guess she feels this is in her best interest. Am I correct on this?

So, what are the advantages then of being an ICA instead or working on the FMO side? (leads I am assuming?)

According to the ICA contract if you replace any business they can void your renewals. This worries me as maybe its in the clients best interest to replace in the future and I could see a scenario where you need to walk away from that business to keep the rest of your renewal business with them. Am I correct on this in the ICA contract?

If this is the case, why be an ICA as opposed to working with FMO?

Or does the contract say the same thing on the FMO side as far as replacments?

Somebody mentioned if you do it at renewal they won't know, is this true?

Thanks again!

 

[DavidD1]

Thanks for that response AJAX, very informative!

Makes me realize that the Sales Manager has not been very direct, straightforward and honest with me. She is treating agents like a mushroom plant, feeding them BS and keeping them in the dark. That is not how I like to do business. I guess she feels this is in her best interest. Am I correct on this?

So, what are the advantages then of being an ICA instead or working on the FMO side? (leads I am assuming?)

According to the ICA contract if you replace any business they can void your renewals. This worries me as maybe its in the clients best interest to replace in the future and I could see a scenario where you need to walk away from that business to keep the rest of your renewal business with them. Am I correct on this in the ICA contract?

If this is the case, why be an ICA as opposed to working with FMO?

Or does the contract say the same thing on the FMO side as far as replacments?

Somebody mentioned if you do it at renewal they won't know, is this true?

Thanks again!

sounds like ur in a mess...hope my new adventure in med supps is not like this

 

[RickB_GA]

I am going into my third "season" as a UHC ICA. I suggest you learn to work you leads through the lead management system they offer (otherwise you won't get any). I have been happy overall though I wish they would not put quite so many agents in one small area. I am semi rural southwest of Atlanta and there are a couple of other agents in the area also.

Get tight with your manager ... they disperse the leads and producers will get first crack at them. Work them as soon as you get them then enter the info into the leads management program (again ... learn the program in spite of its awkwardness). The leads management tool is really for UHC management convienence but is not too bad once you learn the tricks.

Watch your commissions ... do not assume you are getting paid correctly. You will have to find the errors and get them fixed but there is a process to do that and it is fairly quick.

Be through with your leads management though ... it keeps the "monkey" off your manager's back and they appreciate that (and it gets you more leads). The AEP and OEP leads are good leads, either BRC appointments requested or telesales appointments requested in many cases. We did not get anything for age-in this year.

I don't know anything about losing commissions or residuals for replacing business. I replaced several competitive plans this year (all with good reason and at the client's request). They like volume.

Good luck but remember you are dealing with seniors ... give them time to decide or you are going to get complaints be careful about competency issues.

 

[houruh1]

I am relatively new to the Medicare Advantage market and was looking at using UHC Med advantage program. I am in eastern PA. After reading these posts, I am wondering if the lead program is available if appointed with UHC? Anythoughts? Any extra leads are always welcome.

 

[DavidD1]

I am going into my third "season" as a UHC ICA. I suggest you learn to work you leads through the lead management system they offer (otherwise you won't get any). I have been happy overall though I wish they would not put quite so many agents in one small area. I am semi rural southwest of Atlanta and there are a couple of other agents in the area also.

Get tight with your manager ... they disperse the leads and producers will get first crack at them. Work them as soon as you get them then enter the info into the leads management program (again ... learn the program in spite of its awkwardness). The leads management tool is really for UHC management convienence but is not too bad once you learn the tricks.

Watch your commissions ... do not assume you are getting paid correctly. You will have to find the errors and get them fixed but there is a process to do that and it is fairly quick.

Be through with your leads management though ... it keeps the "monkey" off your manager's back and they appreciate that (and it gets you more leads). The AEP and OEP leads are good leads, either BRC appointments requested or telesales appointments requested in many cases. We did not get anything for age-in this year.

I don't know anything about losing commissions or residuals for replacing business. I replaced several competitive plans this year (all with good reason and at the client's request). They like volume.

Good luck but remember you are dealing with seniors ... give them time to decide or you are going to get complaints be careful about competency issues.

Starting new in this med supp field the above seems very helpful. I saw each state has diff contract levels for many states per company...is this correct? Does anyone know what the mutual of omaha / united of omaha med supp street level contracts for Michigan, Tn and TX are???

Thanks