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Humana AEP Medicare Strategy Guide

Posted by www.psmbrokerage.com Admin on Fri, Sep 21, 2018 @ 02:22 PM

Humana AEP Medicare Strategy Guide is Here!

Ignite your Sales with More Pre-Approved Prospecting Tools, including Generics 

Dozens of customizable outreach tools will be available as early as September 6th in the Marketing Resource Center for customization and download to print locally and use after October 1st. Check back frequently, since more of the hundreds of new AEP flyers, postcards, letters and ads will be added daily! 

What’s New?

  • Materials now grouped by campaign, allowing you to view all tactics available for each campaign
  • Hundreds of pre-approved, customizable marketing materials that you can now order in bulk
  • Ability to send email or direct mail to your book of business contacts directly through the platform, with the click of a button
  • NEW Grassroots tools

In addition to an increased selection of Humana branded materials promoting Humana’s competitive plan offerings, we are introducing an all new non-branded offering. 

Dozens of Generic Pre-approved customizable materials 
Every year agents have told us they receive better response rates using non-branded “generic” materials so Humana is excited to provide a new suite of generic, pre-approved materials. These are for use exclusively by Humana’s agents and agencies who sell multiple carriers' Medicare plans. 

Preview the pre-approved flyers, postcards, ads, letters, banner ads, etc. in the Strategy Guide. They will be accessible for customization in the Marketing Resource Center soon, so use this catalog in planning AEP campaigns.

It’s all Self-Service
How to access pre-approved prospecting materials in the Marketing Resource Center

  • After signing into Vantage through Humana.com, click “Marketing Resource Center” on the Sales & Marketing card.
  • Scroll down and click on the “Medicare” box
  • Materials are categorized by type, such as $0 Premium and Dual-Eligible Special Needs Plans
  • After selecting a category, click on your agent category
  • You can use the check boxes in the left column to narrow your results, such as selecting a specific document type like “Flyer”
  • Or enter a document number or name into the search box at the top-right
  • If you’ve never used the Marketing Resource Center before, click on the “Quick Start Guide” on the home page in the “Support” box, or access our NEW Marketing Resource Center Training Guide
  • You will see only the materials relevant to your certifications
  • Download personalized materials so that you may print at your local printer or email ads to media outlets 

Because the pre-approved templates are CMS-approved, only the contact information and images may be altered. No additional information may be added or substituted. The AEP materials are only for use October 1 - December 7. Dissemination or mailing outside of this time frame is prohibited by the Centers for Medicare & Medicaid Services (CMS) and the agent’s contract with Humana.
 
We hope Humana’s many excellent plan options and the enhanced Medicare marketing best practices and tools we’re providing help ensure the best annual enrollment period ever! 

Not appointed to sell Humana's Medicare products? Request details here

Additional Updates:
 

Tags: Humana, Annual Enrollment Period, AEP

Mutual of Omaha: Medicare Supplement Bonus Program

Posted by www.psmbrokerage.com Admin on Fri, Sep 21, 2018 @ 01:07 PM

Mutual of Omaha Med Supp Bonus Program

October through December

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Qualifying Business
You need a minimum of five Medicare supplement or SELECT policies issued in a month. Your policies that count toward the minimum can be:

  • Those from any state
  • All Plans we offer in any state
  • Underwritten, Open Enrollment, Guaranteed Issue 

Payment 
Whereas the criteria is broad to help you meet the monthly five-policy minimum, the bonus pays:
  • For Plans F, G and N in the states listed above and policy WM28 in Wisconsin
  • $150 cash per issued underwritten policy (includes internal and affiliate conversions)
  • $30 per issued policy for Open Enrollment business (excludes internal and affiliate conversions)

Please note:

  • Excludes all Guaranteed Issue and under age-65 business
  • Internal and affiliate conversions on underwritten business are eligible for payment only when the original writing agent submits the application
  • Policy must be in force at time payment occurs
  • Payment is based on the month in which the policy took effect. See the following schedule.

For policies issued between October 1, 2018 and December 31, 2018, payments will occur early in the second month following the policy effective date. Policies must be in force at time of payment.

For example, a policy is issued October 12, 2018 with a February 1, 2019 effective date. The bonus will be paid in April 2019 as long as the policy is in force.

Eligibility
You are eligible to earn a cash payout on Medicare supplement and SELECT business you place as a broker producer (personal production only; individuals or agencies may not qualify based on business placed by down-line producers) for policies underwritten by Mutual of Omaha or its affiliates. Some exclusions apply.

Not appointed to sell Mutual of Omaha Medicare Supplement plans? Request details here

Additional Updates:
 

Tags: Annual Enrollment Period, Medicare Supplement, AEP, mutual of omaha

The 2019 AEP is quickly approaching - Are you ready?

Posted by www.psmbrokerage.com Admin on Fri, Sep 21, 2018 @ 08:43 AM

The 2019 AEP is quickly approaching - Are you ready?

AEP Countdown

With the Annual Enrollment Period just weeks away, it is important to make the best use of the limited window you have. It’s a stressful, pressure-packed time of year for agents in the senior market who can’t afford mistakes that force them to take finite time away from selling to deal with issues, or not having a solid strategy in place to ensure their time is being spent efficiently.

By now you should already be familiar with the different plans and benefits for the companies you intend to sell. If you are not, feel free to contact us and we can walk you through all the options available. It is also important to know the Do's and Don'ts in regards to CMS Guidelines to stay compliant. Below are some helpful reminders to make sure you are as productive as possible this AEP and stay within the required guidelines. 

Helpful Reminders / Links:

  • Get certified with all needed carriers - link
  • Get familiar with current plans and learn about new plans entering the market - link
  • Make sure you understand the MA and PDP enrollment periods - link
  • Adhere to CMS compliance and marketing guidelines - link
  • Get familiar with all the new tools and technology to assist in your sales - link
  • Make sure all necessary supplies are on hand - If you are in need of supply assistance, please contact us today and we would be happy to help

Let PSM be your one stop shop for all your AEP Needs. We have a dedicated and knowledgeable staff ready to assist to make sure this is your best season yet. Email us at info@psmbrokerage.com or call us at 800-998-7715 for assistance.

We appreciate the opportunity to be a resource for your business and wish you the best of luck this AEP. Happy selling!

Related Article: 

https://www.psmbrokerage.com/medicare-annual-enrollment-period-roadmap

https://www.psmbrokerage.com/14-ways-to-generate-medicare-leads

Additional Updates:
 

Tags: Humana, Cigna, Medicare Advantage, Medicare, UnitedHealthcare, aetna, AEP

Center for Medicare Advocacy Releases Analysis of Various Medicare Advantage Changes

Posted by www.psmbrokerage.com Admin on Thu, Sep 20, 2018 @ 04:00 PM

Center for Medicare Advocacy Releases Analysis of Various Medicare Advantage Changes

blog-1

This week, the Center for Medicare Advocacy (CMA) released an issue brief that examines the details and legal underpinnings of several proposed and upcoming changes to the Medicare Advantage (MA) program. Designed to be a resource for advocates and attorneys, CMA’s analysis combines several disparate sources of MA changes, including recently signed legislation, regulatory rulemaking, and sub-regulatory guidance. It also predicts some of the consequences of these changes on, among other things, beneficiary decision-making and informed choice.

The brief outlines the changes to MA made in the Balanced Budget Act of 2018 (BBA), in the Part C and D final rule issued earlier this year, and in the Final Call Letter for 2019. These changes increase flexibility for MA plans in several ways, including:

  • expanding what supplemental benefits plans may choose to offer (effective in 2019 for changes from the C & D final rule and effective in 2020 for changes from the BBA ),
  • allowing plans to treat beneficiaries differently based on health status, allowing companies to offer more plan choices,
  • streamlining the process for a sponsor to enroll a newly-eligible Medicare beneficiary who was previously enrolled in that company’s non-MA plan, and
  • creating expanded enrollment opportunities.

With so many significantly overlapping changes, this report provides a comprehensive and thorough analysis – listing together the various flexibilities and freedoms MA plans will have in the coming years. Medicare Rights continues to monitor and analyze how these regulatory trends and practical changes will affect people with Medicare and those who help them navigate coverage decisions. As part of this process, we will be releasing consumer-friendly education tools and policy analysis in the coming weeks on the anticipated changes to MA plans, beneficiary tools and resources, Medicare and the opioid crisis, and Medicare enrollment periods.

We also remain actively engaged in the implementation of these regulatory developments, to ensure the beneficiary perspective is considered and embedded in any changes to the program. We recognize that some of the new policies may not ultimately benefit people with Medicare, and we will continue to monitor the use and potential abuse of these new rules.

Read the CMA issue brief.

Additional Updates:
 

Tags: Annual Enrollment Period, medicare advantage updates

Mutual of Omaha Medicare Supplement: Get Your Official It's Showtime! Guide

Posted by www.psmbrokerage.com Admin on Thu, Sep 20, 2018 @ 10:04 AM

SHOWTIME  

Get Your Peanuts...Get Your Popcorn...
Get Your It's Showtime! Guide.

You'll find peanut and popcorn vendors everywhere, but there's only one source for your official It's Showtime! guide. And this is it.

The guide contains all the information you need for a flawless performance during this year's Medicare Open Enrollment. Learn about the advantages of Mutual of Omaha's Medicare supplements. Get details about our cost-saving plans. Find the marketing materials you need. Get tips for managing your business. Plus learn more about our newest act...Mutual of Omaha's Medicare Solutions — and how it allows you to meet even more of your clients' health insurance needs.

Step right up! Get your guide here!

GUIDE

Not appointed to sell Mutual of Omaha Medicare Supplement plans? Request details here

Additional Updates:
 

Tags: Annual Enrollment Period, Medicare Supplement, AEP, mutual of omaha

Aetna: Do you have the right tools for AEP?

Posted by www.psmbrokerage.com Admin on Wed, Sep 19, 2018 @ 03:04 PM

Do you have the right tools this AEP?

  

 

The Medicare Annual Enrollment Period (AEP) starts October 15 and now is the time to get ready for your clients, by having the right sales materials on hand. The best way to make sure you're using the most current application and current rates is to use Aetna Quote & Enroll, our online enrollment tool.

If you prefer to use paper sales materials, here are some tips to help you lead the way for AEP.

Sales materials are state and entity specific

Applications are specific to states and underwriting companies, so be sure to check your existing sales materials and verify that they are current. Throughout this year, we've changed underwriting companies for our Medicare Supplement product in several states: Arizona, Florida, Georgia, Kansas, North Carolina, Wisconsin, and West Virginia. We're also launching new Medicare Supplement products in Colorado and Nebraska starting October 8.

You can view the current product availability here.

Online enrollment companion kits

Using Aetna Quote & Enroll (electronic application) is the fast, easy way to make sure your application is submitted in good order. You can also order a companion kit to share with the applicant while completing the electronic application. Be sure to order materials based on the applicant's state of residence.

Not appointed with Aetna? Request details here

Additional Updates:
 

Tags: Medicare Advantage, aetna, AEP

[Infographic] Understanding Medicare Health Coverage is Key to Improving Member Experience

Posted by www.psmbrokerage.com Admin on Tue, Sep 18, 2018 @ 03:19 PM

Understanding Medicare Health Coverage is Key to Improving Member Experience

deft


Find out why Medicare Advantage members' loyalty is improving in Deft Research's 2018 Medicare Member Experience Study. Over 5,000 Medicare Advantage, MedSupp, and Part D Plan members were surveyed to understand their member experience. Healthcare Insurers have the opportunity to help members understand their Medicare Advantage coverage to improve retention and Star Rating. 

Check out our [Infographic] Understanding Medicare Health Coverage for key findings from the latest study. 

Additional Updates:


Tags: Medicare Advantage, Medicare, Medicare Supplement, Medicare Part D

How to Make the Perfect Follow-Up Sales Call

Posted by www.psmbrokerage.com Admin on Tue, Sep 18, 2018 @ 02:51 PM

How to Make the Perfect Follow-Up Sales Call

I don’t know many sales people that enjoy making prospecting calls. It’s definitely one of the most difficult parts of the job. There are so many things to consider. How quickly are you responding to your leads? What time and Day are you responding? How long are your average calls?

Let’s take a look at some findings from recent studies to help put our finger on the key points.

The complete article from HubSpot can be found here: https://blog.hubspot.com/sales/best-times-to-connect-with-leads-infographic)

Best Days to Call:

Wednesday has shown to be the most successful day for sales calls. Thursday comes in at second place. Of course, this doesn’t mean you shouldn’t be calling on other days, however, you may want to be sure you are highly productive on those 2 days to take full advantage of the trend.

Best Time to Call:

The best time to call has changed over the years. Several studies found the best time to be between 4:00 PM & 5:00 PM. Another study found the best time to be between 10:00 AM & 11:00 AM. Most studies, however, agree that the worst time for successful calls is between 1:00 PM & 2:00 PM.

Response Time:

The response best time to call new leads. 5 minutes from the trigger of the event. After 5 minutes your odds drop significantly. Waiting longer than 10 minutes to respond means your odds of qualifying have dropped 400%.

Once you’ve responded in a timely manner it’s now time to connect with a meaningful dialogue. Studies have shown that successful follow-up sales calls are almost twice as long as unsuccessful calls. Be informative and keep control of the conversation to maintain focus but don’t waste your potential client’s time.

Educate, be concise, and prove your value offer.

Check out the full article from HubSpot for more takeaways: 
https://blog.hubspot.com/sales/best-times-to-connect-with-leads-infographic

Additional Updates:
  • Find out why Medicare Advantage's loyalty is improving with consumers - View
  • Increase your sales with our complimentary tools and tech - View
  • Express: Mutual of Omaha weekly updates - View
  • VALUES Quote of the Week - View
  • Current agent incentive trips and contests - View

Medicare Advantage / AEP Updates:

  • Your path to AEP success with Precision Senior Marketing - View
  • Enroll your MA and PDP clients online - at no cost to you - View
  • 2019 Medicare Advantage / Part D Certifications now available - View
  • 2019 Medicare Advantage First Looks now available - View
  • 2019 AEP Road Map - Start your planning today - View
  • The DSNP Market continues to grow. Are you missing out? - View

Tags: sales follow-up, closing sales, sales

8 Reasons Seniors Start Looking For a New Medicare Plan

Posted by www.psmbrokerage.com Admin on Tue, Sep 18, 2018 @ 02:29 PM

8 Reasons Seniors Start Looking
For a New Medicare Plan

8 Reasons Seniors start looking for a new planEach year, the annual enrollment period (AEP) creates the occasion for most seniors to review their health coverage. In recent years the number of seniors in Medicare Advantage plans has grown slightly faster than the number in Med Supp, (also known as Medigap or Supplemental Medicare). This means that more seniors are in plans with relatively complicated rules related to provider access, cost sharing, and drug coverage. Med Supp consumers, because they have avoided a health plan with a provider network, face fewer rules in that regard. But almost all Med Supp consumers purchase stand-alone Prescription Drug Plans (PDPs) and these are managed care plans with coverage policies and limitations.

Based on past results and dipping into the newest preliminary findings, the health insurance currently serving seniors, taking MAPD and MedSupp together for now, is generating eight generalized reasons for seniors to begin a fall shopping journey. 

1. Drug Coverage. Whether it’s the need for better coverage of generics or brand drugs, these blend together for seniors who struggle with copayments and deductibles.  These concerns account for more senior shopping that any other category of consumer experience. Within the drug coverage problem lie persons whose health has led to many prescriptions and high monthly copayments, persons whose health has recently deteriorated -- leading to new costs, and persons whose doctors don’t check formularies before prescribing -- leading to unexpected medication management at the pharmacy.

After conducting their investigations, many senior shoppers conclude that better drug coverage is not available from other plans. Nevertheless, drug coverage is the top reason for shopping and an important driver of switching.

2. Provider Access. Many seniors say they have had trouble making appointments with primary care physicians at times they find convenient. Many also report dissatisfaction with the timeliness of specialty appointments. These problems may be generated more by health systems than health plans, but they still cause seniors to shop and some to switch.

3. High Out-of-Pocket Costs. Consumers experiencing this problem are often those who have had a serious health event that exposes coverage realities. When consumers mention high out-of-pocket costs, they are often thinking beyond ordinary copayments.  These consumers have had to pay out-of-pocket up to their deductible, they often have been hospitalized, and they may have been prescribed a medical device that was not completely covered.

4. Dental Coverage. Along with drug coverage, dental coverage stimulates the most shopping among seniors. But unfortunately for seniors, better dental is usually nowhere to be found. Senior dissatisfaction lies in both inadequate coverage and inadequate care. Ideally, seniors tell us they would like it if the system helped them take better care of their teeth because, as one senior has put it, “when the health of the mouth gets bad, the health of the rest of the body might follow.”

5. Copayments for Doctors. Distinct from “high out-of-pocket costs” as a reason for shopping and switching, some seniors focus on doctor copayments as their most important source of dissatisfaction. These may be seniors with chronic illnesses that are not experiencing acute events, but instead require frequent visits to more than one doctor. In these circumstances, doctor copayments can add up to monthly expenses that erase the savings MAPD premiums were supposed to provide. In other words, seniors can reason that they would be better off in a MedSupp plan despite its higher premium if it meant they could see doctors without incurring copayments. Age-ins also use this logic.

6. Referrals and Prior Authorizations. Health plan policies designed to control the flow of patients to specialists have always created friction between plans, their members, and providers. Over the past decade, due to a combination of better health plan communication, more liberal policies, and better provider referral practices, the number of seniors exposed to this problem has declined.  

The referral and prior authorization issue is not as common as it once was, but it is a potent driver of switching when it does occur. One third or more of the seniors experiencing these administrative actions, will leave that plan at the next AEP.

7. Disruption of the Primary Care Doctor Relationship. Over the years, no health plan has really had the market position to keep its membership while enforcing policies that create widespread disruptions. But, sometimes because doctors quit networks, and sometimes because health plans terminate doctors, network membership changes and doctors are no longer available under preferred coverage terms.

This is also an infrequent but potent reason for seniors to switch insurers.  

8. Claim Denials or Billing Problems. About one in twenty seniors have claims denied or experience bills they wish to contest. A trend among health plans has been to reduce the frequency of consumer friction created by administrative muscle flexing. When it happens, half or more of the consumers affected will leave the plan at the next opportunity. 

Read the full article here

Additional Updates:
  • Make sure you have this in-demand Part D plan in your portfolio - View
  • Top 10 reason to offer Aetna Medicare products this AEP - View
  • Cigna / Express Scripts merger gets the OK - View
  • Provide your clients peace of Mind with Mutual of Omaha's Final Expense - View
  • Neslte to sell Gerber Life Insurance for $1.55 billion - View
  • Follow us on LinkedIn and keep your business informed - View
  • Increase your sales with our complimentary tools and tech - View
  • Express: Mutual of Omaha weekly updates - View
  • VALUES Quote of the Week - View
  • Current agent incentive trips and contests - View

Medicare Advantage / AEP Updates:

  • Your path to AEP success with Precision Senior Marketing - View
  • Enroll your MA and PDP clients online - at no cost to you - View
  • 2019 Medicare Advantage / Part D Certifications now available - View
  • 2019 Medicare Advantage First Looks now available - View
  • 2019 AEP Road Map - Start your planning today - View
  • The DSNP Market continues to grow. Are you missing out? - View

Tags: Medicare Advantage, Medicare, Medicare Supplement, Medicare Part D

Mutual of Omaha: Final Expense Helps Provide Peace of Mind

Posted by www.psmbrokerage.com Admin on Tue, Sep 18, 2018 @ 10:20 AM

Final Expense Helps Provide Peace of Mind  


By providing affordable coverage to help ease the burden of outstanding medical bills, debt and final expenses, our Mutual of Omaha's Living Promise delivers peace of mind that your clients will appreciate. And with simplified underwriting your agents will like that policies are issued quickly. Share our Living Promise Product and Underwriting Guide for your agent's one-stop shop for Final Expense.

Level Benefit Plan:

  • Death Benefit: 100%
  • Issue Ages: 45-85
  • Face Amounts: $2,000 – $40,000 (in WA, $5,000 – $40,000)
  • Underwriting Classes: Standard Tobacco/Nontobacco
  • Underwriting Requirements: MIB, pharmaceutical check, random phone interviews

ADDITIONAL BENEFITS – LEVEL BENEFIT PLAN ONLY

Accelerated Death Benefit for Terminal Illness or Nursing Home Confinement Rider*

Allows the owner a one-time election to receive the Accelerated Benefit if the insured is either: (a) diagnosed as having a terminal illness that, with a reasonable degree of certainty, will result in the insured’s death within 12 months or less from the date a physician signs the statement of proof of terminal illness, (b) has been confined to a nursing home for 90 consecutive days or more and is expected to remain confined in a nursing home for the duration of the insured’s life; in FL, or (c) certified by a physician that the insured is unable to perform (without substantial assistance from another person) at least two activities of daily living due to a chronic illness.

* Accelerated Death Benefit for Terminal Illness or Chronic Illness Rider in FL; Accelerated Death Benefit for Terminal Illness Rider in CT.

Optional: Accidental Death Benefit Rider

This Rider provides an additional death benefit equal to the policy’s face amount if the death of the insured results from accidental bodily injury and independently of sickness and all other causes.

Graded Benefit Plan*

  • Death Benefit: This policy contains a graded benefit meaning that for death due to natural causes (any cause other than accidental) during the first two years, the beneficiary will receive all premiums paid plus 10 percent. After the two years, the full benefit is paid for death due to all causes. Full death benefits will be paid, in all years, if death results from an accidental bodily injury.
  • Issue Ages: 45-80
  • Face Amounts: $2,000 − $20,000 (in WA, $5,000 – $20,000)
  • Underwriting Class: Standard (no tobacco distinction)
  • Underwriting Requirements: MIB, pharmaceutical check, random phone interviews

*not available in AR, MT, NC

View Living Promise Guide →

Not appointed with Mutual of Omaha? Request details here

Additional Updates:
 

Tags: Final Expense, mutual of omaha

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