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Check out PSM's Tony Merwin as he drops some great ideas on marketing and how to stand out in the crowd. Tony has been successful at both personally selling Medicare products, as well developing and assisting agents with training and resources to reach their full potential. Check out the video here.  |
Tags: Medicare Advantage plans, Medicare Supplement, Sales Leads, Insurance Marketing, Social Media Marketing, Lead Generation, Leadership
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Medicare Advantage (“MA”) is the private plan alternative to traditional Medicare. MA enrollment has seen significant growth over the past decade, growing from 12 million in 2011 to a little over 27 million currently. The growth in MA can be explained by a variety of factors. With the obvious demographic tailwinds, carriers are expanding into new counties to capture the opportunity. As a result of increased competition, plan benefits and supplemental benefit offerings are becoming increasingly attractive to beneficiaries especially when compared to the Original Medicare. The purpose of this report is to provide an overview of Medicare Advantage growth broken down by various levels of detail such as state, plan types and parent organization comparing to the overall Medicare population. Medicare Advantage Historical Growth MA Enrollment has more than doubled over the past decade reaching 27.1 million beneficiaries in early 2021.
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Here’s a quick look at how our rates in the following ZIP codes will be impacted:
Example: As of 03/26/21: female, age 65, non-tobacco, and lowest ZIP code area
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Nearly one third of consumers (31%) say COVID-19 has made it more likely they will purchase life insurance within the next 12 months, according to initial findings from the 2021 Insurance Barometer Study. The study, conducted jointly by nonprofit industry trade associations LIMRA and Life Happens, finds Millennials (ages 22-40) seem to be most influenced by the pandemic when it comes to coverage. Forty-five percent of Millennials said they are more likely to buy life insurance due to COVID-19 than Baby Boomers (15%) or Gen X consumers (31%).
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Tags: Life Insurance, COVID-19
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Medicare Advantage Regional Trends Enrollment Trends Vary by Region National trends are useful, but Medicare competition is ultimately local. In line with that, we split the US into nine regions to see how each region compared to national trends. (MyMedicareBot can drill into the specific counties where each plan operates, not shown in this report.) Local PPOs and D-SNPs are Growing Local PPOs are outpacing HMOs
Medigap+PDPs are Down and MAPDs are Up MAPDs were up 10.5% nationally
PDPs were down 3.1% nationally
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Tags: Medicare Advantage, Medicare, Medicare Part D, Dual Eligibles, DSNP, 2021 aep
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Tags: ameritas, dental plans
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Individual Medicare Advantage enrollment increased by 11% (to nearly 22 million beneficiaries). The largest plans are getting bigger by increasing their product line and marketing spend. In particular, their wider offering of PPO, D-SNP and C-SNP plans allows them to better target and acquire specific beneficiary segments (i.e., LIS, chronic, dual, PDP-to-MAPD and Medigap-to-MAPD converters) across all enrollment periods. Medicare Advantage Growth Individual Medicare Advantage enrollment increased by 11% to 22 Million Beneficiaries. The Big Plans are Getting Bigger The big plans are getting bigger by increasing their product line and marketing spend. In particular, their wider offering of PPO, D-SNP and C-SNP plans allows them to better target and acquire specific beneficiary segments (i.e., LIS, chronic, dual, PDP-to-MAPD and Medigap-to-MAPD converters) across all enrollment periods. Their challenge in AEP 2022 is how to improve lead targeting and quality to increase member persistency. Startups are Gaining Ground Although still relatively small, new entrants like Alignment, Clover and Devoted are rapidly growing membership with simplified and highly competitive plan designs, such as $0 to low premium PPO, low copay and market matching extra benefits. Their challenge in AEP 2022 is to smartly target expansion markets and quickly adapt to local distribution Local Plans are Struggling Local plans are being squeezed by national plans gaining share by introducing higher benefit and lower premium plans and startups testing and implementing simplified plans with market matching benefits and innovative member engagement programs to keep them loyal and less likely to shop. Their challenge in AEP 2022 is to develop more effective retention and growth strategies that take advantage of their local
Medigap+PDP-to-MAPD Conversion is Increasing
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Tags: Medicare Advantage, Medicare, Medicare Part D, Dual Eligibles, DSNP, 2021 aep
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Medicare Advantage (MA), or Part C, plans are offered by private companies that contract with Medicare to provide Part A and Part B benefits to enrollees. Most plans also provide Part D prescription drug coverage. The most common types of MA plans are health maintenance organizations (HMOs) and preferred provider organizations (PPOs). In 2020, approximately 37 percent of Medicare beneficiaries were enrolled in a MA plan.
Enrollment in MA plans has grown steadily since 2010. Over the past decade, the number of beneficiaries in an MA plan rose from about 11 million to nearly 25 million, a 115 percent increase.
             Source: https://www.commonwealthfund.org/medicare-data-hub/medicare-advantage
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A resource for policymakers, researchers, health care providers, consumer advocates, and journalists, the data hub is intended to spark and inform discussion about issues that affect health care for Medicare beneficiaries and other Americans.
Source: https://www.commonwealthfund.org/medicare-data-hub/traditional-medicare
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In order to make this transition happen smoothly, the current site will become unavailable starting 9 PM ET on April 13, 2021 until the launch date of April 19, 2021 at 9 AM ET. If you have not completed your plan year 2021 MA + FWA training, don’t worry there is still time. The 2021 training will close on June 17, 2021 at 11:59 PM ET.
While there will be a new look, some things won’t change, including the unmatched expertise that makes AHIP training the gold standard. For 50+ years, AHIP, the voice of the health insurance industry, has been a trusted training partner.
You can always expect:
AHIP will launch the 2022 Marketing Medicare Advantage + Fraud, Waste and Abuse training on June 21, 2021.
Not familiar with AHIP Training? Check out this guide.
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Tags: AHIP
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“Creativity is thinking up new things. Innovation is doing new things.”
—Theodore Levitt (1925-2006)
You can Pass It On by doing today's values idea: When you do what you love, you have a continuous flow of excitement, energy, and new ideas. |
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► About 4 in 10 (39%) of all Medicare beneficiaries were enrolled in M/A plans in 2020; ► Last year there were 19 states where 40% or more of Medicare beneficiaries were enrolled in M/A plans, while enrollment in the plans was virtually nonexistent in two states: Alaska and Wyoming; ► In 2020, most M/A enrollees were in a plan operated by UnitedHealthcare, Humana or BlueCross BlueShield affiliates; ► Almost two-thirds (60%) of M/A enrollees didn't pay a supplemental premium in 2020; ► 78% of M/A enrollees were in health plans that had 4 or more stars in the ratings by the CMS. Medicare Advantage plans have grown considerably over the last decade. Make sure you are up to date with the most competitive companies and latest sales technology.
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The 2021 Medicare Supplement Bonus Programs will now include a $100 eApp Underwritten Bonus in Florida, and all other states will continue to have the $160 eApp Underwritten Bonus on all issued policies*. The open enrollment bonuses will be discontinued on March 15, 2021. Please see the attached flyers for more details on each incentive and thank you for your continued partnership! Incentive Program for Medicare Supplement Agents Incentive Program for Florida Medicare Supplement Agents * Bonus available in all states where Atlantic Coast Life Insurance Company’s Medicare Supplement product is offered.
👉 Not appointed with Atlantic Coast Life? Request details here.
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Tags: Medicare Supplement, atlantic coast life medicare supplement, Plan F
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While the AEP was strong overall, the top 10 MA insurers continue to dominate the market, with 62.7% of all new enrollees selecting a plan from UnitedHealthcare, Humana Inc. or CVS Health Corp.’s Aetna. Meanwhile, Centene Corp.’s completed acquisition of WellCare Health Plans, Inc. allowed it to jump from No. 10 to No. 6, more than doubling its 2020 headcount. See a complete breakdown of the top 10 payers’ results below. No state saw any MA losses from 2020 to 2021, with 10 seeing increases of more than 20%, including several states with historically low penetration rates, such as Delaware, Maryland and Vermont (see map below).
NOTES: Per AIS’s research methodology, above analysis does not include about 430,000 lives enrolled in CMS’s Financial Alignment Initiative demonstration plans for Medicare-Medicaid Dual Eligibles. SOURCE: DHP, AIS’s Directory of Health Plans. Visit https://aishealthdata.com/dhp for more information. |
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Atlantic Coast Life Insurance Company is excited to announce the launch of Plan F in Arkansas, Arizona, Florida, Texas, Utah, West Virginia, and Wyoming. These are the first set of states to have Plan F under Atlantic Coast Life Insurance Company Medicare Supplement product. Click here to request product details and contacting today. Atlantic Coast Life Plan F Effective Date Schedule
These updates and changes have been made to improve our Medicare Supplement application and underwriting process, and to better serve our agents and customers.
Reflexive Questions: We have added additional Reflexive Questions to further automate the underwriting process and make the point-of-sale underwriting process even more efficient. Once an application is completed and submitted, any reflexive questions will be generated within the eApp. After the reflexive questions are completed, the application will be processed by our underwriting engine and follow our normal process. These enhancements will eliminate the need for underwriter review in many cases, and result in more point of sale decisions.
Application Updates: Section 7 of the Application has been reorganized and all “knock-out” questions are now grouped together in questions 1-13. There have also been updates or additions made to the current questions in Section 7. Please review the questions carefully when completing new applications.
Tobacco: Our tobacco use rule has been updated. Tobacco use in the past 12 months in combination with: diabetes, cardiovascular disease (not high blood pressure), peripheral vascular disease, chronic lung disease (asthma, etc) history of stroke or TIA; more than 10% unintentional weight loss in past 12 months; use of smoking cessation products – will result in decline.
Questions? Should you have any questions, or if you would like to discuss these changes, please call our Live Review Underwriter Access line to speak with an Underwriter at 1-844-442-3847 , (Option 5, then Option 2), Monday through Friday 7am to 5pm Mountain Time. (9am to 7pm Eastern)
With products that are flexible and competitive, they are able to meet the changing needs of their clients. ACL is also proud on staying attuned to the needs of their clients – not only giving them choices that best fit their situation, but by listening to each individual.
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Tags: Medicare Supplement, atlantic coast life medicare supplement, Plan F
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Tags: Medicare Supplement, mutual of omaha, dental plans, Plan N
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Plan N can be a good solution for your Medicare-age clients - especially those coming off an employer's health plan or switching from a Medicare Advantage plan. Medicare supplement Part N covers the cost of the following:
Medicare supplement Plan N doesn’t cover the deductible for Medicare Part B. This is because of a change in Medicare law that prohibits all Medigap plans from covering the Medicare Part B deductible. While Medigap Plan N covers 100 percent of your Plan B coinsurance, you’re responsible for doctor’s visit copays up to $20 and emergency room visit copays of $50. Plan N is similar to plans F and G, but it can be significantly less expensive. For some people, Plan N may be a cost-effective solution for Medigap coverage. Advantages of Medigap Plan N
Plan N continues to grab more market share and offers an affordable alternative to Medicare Supplement Plans F and G. Make sure you know the benefits of Plan N and which companies have a competitive product to offer. Inquire with one of our marketing staff for more details and a list of companies. |
Tags: Medicare Supplement, Plan N
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Selling on the new Ameritas site is easy In early 2021, Ameritas will be unveiling a new shopping site. The site is mobile-friendly and easy to use, both for you and your clients, but they want to make sure you feel completely prepared and supported. So they created a short video showcasing some of the site’s key features, how to navigate it, and how to make a sale. Watch now to learn more.
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Tags: ameritas, dental plans
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FMG Suite delivers the industry’s leading all-in-one Medicare marketing platform
FMG Suite turns your clients into fans with a modern website and a robust communication suite that nurtures your relationships and keeps you top of mind.
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Tags: Networking Sites, Medicare Advantage, Medicare Supplement, Social Media Marketing
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The survey found that 29% of respondents did not fully understand their Medicare Advantage plans, and 23% did not fully understand their Medicare Supplement plans. Given their lack of understanding, many Medicare-eligible Americans turn to agents for help with enrollment.
Twenty-nine percent of respondents said they trust their doctor most as a source of information on Medicare Advantage and Supplement plans, but only 3% used them as a source in selecting a plan. Following are respondents’ most trusted sources of information:
The survey underscored the importance of trust in licensed insurance agents among plan shoppers. Fifty-two percent of Americans who signed up with Supplement or Advantage plans were enrolled by an agent. Twenty-nine percent of those with Supplement or Advantage plans said an agent had enrolled them in person, and 23% said an agent had enrolled for them by phone. And 29% said they had enrolled online themselves, while 8% enrolled by mail and 11% cited other methods. Buying a PlanEighty-eight percent of respondents who signed up for Medicare Supplement or Advantage plans were the primary decision-maker in choosing a plan, according to the survey. Eight percent said their spouse was the primary decision-maker, while less than 1% said either an adult child, another family member or a friend had made the decision. When signing up, 82% of Americans 65 and older said they understood Medicare Supplement very or somewhat well, compared with 76% who said they understood Medicare Advantage very or somewhat well. Medicare Advantage came out on top in the survey in terms of ease of enrollment, with 59% of respondents saying it was easy to enroll in, while only 48% said the same about Medicare Supplement. MedicareGuide.com noted that Medicare Advantage applications are standardized and about two pages long, whereas Medicare Supplement applications vary by carrier and state, and nearly all are longer than 10 pages. |
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It’s as Easy as 1-2-3:
If you order Annuity 360 books from Annuity360Books.com and follow the steps, you will write more FIAs quickly! Here’s What Your Clients and Prospects will learn by reading Annuity 360:
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Tags: Annuity Information
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Tags: Final Expense, guarantee issue final expense, Great Western
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A new study in Health Affairs found that rural patients with the poorest health status were substantially more likely to switch from a Medicare Advantage plan to a traditional Medicare plan than other patients. Adjusted switching levels reached 11.6% for that group, compared to 10.5% for rural patients overall and just 5% for non-rural patients. More alarmingly, that switching takes place in only one direction, Sungchul Park, assistant professor in the Department of Health Management and Policy at Drexel University, told Fierce Healthcare. “The switching rates from traditional Medicare to Medicare Advantage among rural and non-rural enrollees was about 2%,” he said. To get an idea of why this switching might be happening, researchers examined satisfaction scores across a range of measures. “We found that people who were dissatisfied with access to care were more likely to switch from Medicare Advantage to traditional Medicare, and the rate was especially high for people who lived in rural areas,” Park said. Medicare Advantage programs are designed to provide patients more flexibility than traditional Medicare. In his previous research, Park has found that Medicare Advantage providers may deliver care more efficiently than traditional Medicare providers do. However, the incentives that Medicare Advantage programs have to keep enrollees healthy and reduce care costs could potentially create a perverse incentive when it comes to high-cost, high-need patients. Whether misaligned incentives are the problem here is unclear. Park said the available data simply isn’t robust enough to determine the mechanism that causes patients to be dissatisfied to care access, but he believes the flexibility Medicare Advantage programs have may be a key part of the problem. “I think our findings suggest that this issue may be more pronounced in Medicare Advantage because they can determine which providers to include in their network or not,” he said. The existence of a disparity in switching isn’t necessarily a problem in and of itself, as long as patients who switch receive care aligned with their needs. The link to dissatisfaction with access to care, combined with the tendency for more restrictive provider networks among Medicare Advantage plans suggest that the benefits of these plans may not be robust enough to keep patients from switching—and that rural enrollees have access to a smaller number of Medicare Advantage plans overall. The study recommends two areas in which policymakers could take steps to address the issue. First, since primary care physicians are less likely to practice in rural areas for a variety of reasons, creating financial incentives for healthcare workers could begin to address the overall shortage of rural medical practitioners. Second, it could be worth looking at incentives for Medicare Advantage plans to provide better access to these patients through mechanisms such as a payment add-on for plans that operate in rural areas. “We found in the study that something is going on here: rural Medicare Advantage enrollees are facing limited access-to-care issues,” Park said. “But to provide more specific policy implications, I think we need better data and more information.” Source: https://www.fiercehealthcare.com/payer/study-rural-patients-struggle-access-under-medicare-advantage |
Tags: Medicare Advantage News
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Tags: dental plans, SureBridge
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March 15th, 2021 release date. Be ready!
Atlantic Coast Life Medicare Supplement Highlights:
Writing Agent Bonus:
* Restrictions may apply. Consult your marketer today for additional details.
Learn more about selling Med Supps with Atlantic Coast Life. PSM offers an array of the best Medicare Supplement contracts along with ideas on Medicare Lead Generation and the most effective way to sell Medicare products. |
Tags: Medicare Supplement, atlantic coast life medicare supplement
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Tags: Medicare Supplement
