Growth is also spurred by strong enrollment in employer retiree Medicare Advantage plans, known as Employer Group Waiver Plans (EGWPs). Employers such as state and local governments, industries, and unions chose EGWPs to provide health insurance coverage to its retirees. Enrollment in Medicare Advantage is, in part, driven by increased access to Medicare Advantage plans. In 2021, Medicare beneficiaries have access to over 4,800 plans offered across the country, an increase of 2,100 from 2017. Of the 4,800 plans offered, 2,900 are in rural counties. Medicare Advantage’s framework provides the flexibility to cover more services and benefits not available in Traditional FFS Medicare. Medicare Advantage beneficiaries choose plans based on cost of premiums and beneficiary cost-sharing, enhanced benefits, provider networks, and the plan’s quality rating. State of Medicare Advantage Key Facts
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Medicare Blog | Medicare News | Medicare Information
State of Medicare Advantage 2021
Posted by www.psmbrokerage.com Admin on Mon, May 24, 2021 @ 04:11 PM
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Tags: Medicare Advantage News
"Cost of dying" in America nears $20K
Posted by www.psmbrokerage.com Admin on Wed, May 12, 2021 @ 10:01 AM
State of play: Using 2020 figures from the National Funeral Directors Association and the CDC, the group looked at the average 'cost of dying' across the U.S. based on the price of end-of-life care, funerals and cremations. Catch up quick: The average cost of dying in the U.S. is about $19,566.
The big picture: CDC figures show the cost of funerals and end-of-life care jumped to $63.8 billion in 2020, up 14.3% from a total of $55.8 billion in 2019, the report points out.
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Humana Set Up to Be Largest Home-Based Care Provider Approved for Direct Contracting
Posted by www.psmbrokerage.com Admin on Fri, May 07, 2021 @ 04:01 PM
Humana Set Up to Be Largest Home-Based Care Provider Approved for Direct Contracting.Once its 100% acquisition of Kindred at Home is finalized, Humana Inc. believes it will become one of the premier home health care providers in the entire country. It certainly has the resources to be just that. That’s partly because the payer-provider hybrid is also directly contracting with traditional Medicare through the Global and Professional Direct Contracting Model. The Louisville, Kentucky-based Humana was one of just 53 organizations nationwide accepted as a direct-contracting entity (DCE) before the Biden administration put a pause on the model to review it before moving forward. That first tranche of DCEs began participating in the model on April 1. “We’re honored that Humana Care Solutions is one of only 53 organizations selected to participate in this innovative value-based model, which strives to accelerate the shift away from fee-for-service across the nation while providing greater financial consistency for providers,” Oraida Roman, VP of value-based strategies at Humana, said in a press release. “This is important and exciting work, to collaborate with clinicians and expand the availability of value-based care beyond Humana’s membership, and in a way that supports physician organizations during uncertain times.” Broadly, the Global and Professional Direct Contracting Model gives private health care providers the opportunity to engage in risk-sharing arrangements with traditional Medicare, with the ultimate goal being a reduction of costs and an increase in quality of care. The model was originally introduced in April 2019 as part of the shift to value-based care. Additional providers originally thought that they’d have a crack at the innovative opportunity as well. But since the new administration, officials at the Centers for Medicare & Medicaid Services (CMS) and its innovation hub have decided to close the program to new applicants for now. It’s still unclear when or if the program will begin expanding again, but insiders believe it will return to accepting new providers, albeit with some likely modifications. Humana, which currently owns 40% of Kindred at Home, is one of a few DCEs with an established home-based care focus. Kindred at Home, which will undergo a name change once fully owned by Humana, is one of the biggest home health providers in the country. It has locations in 40 states, serving 550,000 home health, hospice and community-based services patients per year. Among the other home-based care direct-contracting entities are Minnesota-based Lifesprk and Huntington Beach, California-based Landmark Health. Humana Care Solutions has partnered with about 420 primary care providers to participate in the direct-contracting model, according to Humana. This allows Humana, which already has more than 2.7 million Medicare Advantage (MA) members across the country, to further expand its network. “Humana Care Solutions will take on quality and cost accountability for the care of aligned Original Medicare beneficiaries,” the company noted in the release. “Furthermore, Humana Care Solutions will support providers with clinical and analytical capabilities to improve care coordination and drive a more holistic approach to patient care that goes beyond traditional clinical treatment.” Humana is likely to have a competitive advantage in direct contracting, given the current pause on the model. As it figures out next steps, providers outside of that group of 53 DCEs will have to wait their turn. This is the third time since December that Humana has been granted the opportunity to participate in CMS models. It was also named an approved payer partner in the government agency’s Primary Care First Model and its Medicare Hospice Value-Based Insurance Design (VBID) demonstration. Two-thirds of Humana’s MA beneficiaries now seek care from primary care physicians in some form of value-based agreement. The members involved in those agreements were less likely to be hospitalized or go to the ER in 2019 compared to those that weren’t. ![]() |
Tags: Humana
What is Part D redesign? Some policymakers have proposed redesigning Part D — Medicare’s voluntary prescription drug benefit — to protect beneficiaries from high out-of-pocket costs, realign financial incentives for the organizations that sponsor Part D plans, and reduce overall program spending. Several changes have been proposed to the standard Part D benefit, including:
In 2020, three bills were introduced in Congress that featured changes to the Part D benefit: H.R. 3, S. 2543, and H.R. 19 (see table). The two House bills were reintroduced in 2021. Why do some policymakers argue for Part D redesign?Since its start in 2006, Part D has undergone little change, even as Medicare spending on the prescription drug benefit has grown substantially, from $44.3 billion in 2006 to $102.3 billion in 2019. Most of this growth has been in the catastrophic phase of coverage — which begins when beneficiaries have spent $6,550 out of pocket. Medicare spending on Part D catastrophic coverage more than doubled between 2013 and 2017 to more than $59 billion, driven largely by the high prices of specialty drugs. Meanwhile, beneficiaries contend with a cost-sharing requirement in the catastrophic phase — 5 percent coinsurance — that can sometimes severely limit their access to these expensive medications. Concerns about the sustainability of spending at this level spurred recommendations in 2016 for realigning Part D plans’ financial incentives. Currently, plans place high-cost drugs on preferred formulary tiers so that beneficiaries enter the catastrophic coverage phase as early in the year as possible — knowing that Medicare will subsidize claims at 80 percent for those beneficiaries. By shifting financial responsibility for these claims from Medicare to the plans themselves, some analysts believe that Part D plan sponsors — the organizations that contract with Medicare to offer plans — would be likely to negotiate more aggressively with drug manufacturers for better prices and formulary placement. Others argue that redesign isn’t necessary, pointing to the popularity of the Part D program and the fact that premiums have been stable for years. Opponents of the proposed changes also say they could lead to significant increases in the size of discounts manufacturers owe for certain classes of drugs. Read the full article here. Source: https://www.commonwealthfund.org/publications/explainer/2021/may/medicare-part-d-redesign ![]() |
Tags: Medicare, Medicare Part D
Product Spotlight: Anthem Medicare Portfolio
Posted by www.psmbrokerage.com Admin on Fri, May 07, 2021 @ 02:58 PM
PSM is proud to offer the Anthem brand to our dedicated agents. We know it will have a positive impact on your business and relationship with your clients. Anthem offers a full array of Medicare products including Medicare Supplement plans, Medicare Advantage plans and Medicare Part D Drug Plans. Make sure to have Anthem in your portfolio for the 2022 AEP. Request details today or call us at 800-998-7715 for more information. Anthem Medicare Plans ExtrasAnthem Medicare plans have benefits that support daily needs too, like money for over-the-counter health products. There are also plans that include dental, vision and hearing coverage, and a SilverSneakers membership, so you can take fitness classes at home or at a gym. Essential Extras makes your life a little easierWith an Anthem Medicare Advantage plan, you can choose one service from a list of 10 Essential Extras. These are resources like rides and meals that make everyday life a little easier. Here are a few examples: ![]() Transportation
receive up to 30 rides to health appointments each year.
![]() Personal Home Helper
have a health aide help with house work or other daily needs.
![]() Health and Fitness Tracker
receive a fitness tracking device and access to a brain exercise program online that helps with memory, attention and more.
Make sure to have Anthem in your portfolio for the 2022 AEP. Request details today or call us at 800-998-7715 for more information. ![]() |
Tags: Medicare Advantage, Medicare, Medicare Supplement, Medicare Part D, Anthem, BCBS
Why Relationship Selling is STILL One of the Most Important Tactics Salespeople Need to Master
Posted by www.psmbrokerage.com Admin on Thu, May 06, 2021 @ 04:44 PM
As the world of sales continues to change and evolve, so has the number of sales tactics and various technologies to help teams close new customers and retain current ones. It’s a tough world for salespeople, especially in B2B. But there is also a wealth of knowledge and techniques out there that will help sales teams achieve success and reach their goals. While it is easy to be inundated with information thanks to the internet and the thousands of sales gurus saying different things — there is still one sales tactic that every salesperson should still master: relationship selling. What is Relationship Selling? Anyone in sales might be familiar with the term and may even be perceived as an “old school” tactic, but it is still one that is incredibly important today. Instead of salespeople solely focusing on the pricing of a product or services (or even all the details about said product or service), the priority is on the interactions and trust built between sales and the customer/buyer. Of course, product details and pricing are important topics to discuss, but without building a rapport with a buyer, you can miss out on long-term revenue and much more. Many times a software solution may take weeks or months for a decision made based on the buyer researching, comparing to competitors, working to get budget, etc. Why Relationship Selling Matters Typically, this sales technique is prominent for companies selling products and services that rely on repeat business from customers, such as insurance policies, but it also is valuable to B2B businesses in general. There were a few stats for B2B that stood out in this article:
Those kinds of stats show why focusing on relationship selling and generally showing an interest in more than a sale is important. Plus, with all the tools and sales technology it can be distracting and make it seem that those items are enough to build sales.
One of the main reasons relationship selling exists is to boost salespeoples’ personal connection to their customers and clients. Without building a working relationship, customers may feel like they are just a number. Now when it comes to re-signing a contract or continuing a working relationship, they may feel less important have a much greater chance of churn and moving on to a competitor. Costing you a long-term sale. Potential buyers While relationship selling techniques are important for customers and clients, it also can affect potential buyers who are talking with you and closing in on a purchasing decision. Without trying to build a connection, the buyer may feel like they are only a bunch of dollar signs to you. While you make get some sales that way, there’s not much trust or confidence built that way. People coming to you who are brand new don’t know you well and will generally start formulating an opinion of you right away. Even if you have the best product or pricing, you can still cause a sale to not close because of your own selfish interests or lack of interest in their challenges. Relationship Selling Techniques Because the tactic of relationship selling has been around for quite awhile, there are plenty of techniques out there. However, with the shift of technology, platforms, and industries, some of those techniques may not necessarily be useful. Yet, there are many that still matter and new relationship selling techniques have also developed in the last few years. Let’s explore some of the ones all salespeople should be practicing for success. Become an active listener It’s easy for sales to ramble on because of excitement about the product and being focused on closing the deal. But in order to find success and connect with a customer or buyer, you need to speak less and actually engage more in listening. Prospects and customers will like you more, but it will help you understand what their needs are and their challenges. Thus, helping you tailor your pitch and solutions to them effectively. Relate on a personal level For relationship selling to work, you need to connect with prospects and clients on a personal level, essentially building a friendship. Instead, learn about their outside interests, see what they are posting about on social media as talking points, follow their company news, etc. Start finding unique ways to spark a conversation where you both have common interests or can relate in some way. Keep your word and be honest to build trust The second you break a promise, do not deliver something you said you would, or follow-up when you said, you are damaging your trust and reputation. Building a positive working relationship with someone takes trust and you being reliable. If you are missing deadlines and not delivering what was promised, you can easily lose a sale or find your working relationship going nowhere. Same goes with honesty. Salespeople sometimes unfairly are portrayed in a negative light, so some prospects will already tread lightly. However, if you can be honest from the start about everything from pricing, solution fit, no hidden contract surprises, etc. your relationship will be off to a better start. Even if your product or services is not a good fit, say that and refer your competitors. Don’t fake it until you make it – be real I’m sure you’ve heard the saying before, “Fake it ‘till you make it,” but with sales, this is not the approach you want to take. Your prospects and customers can tell when you’re are faking it for the sake of a sale, which is never good for a working relationship. Being genuine is key technique and being a real person will go a long way in your relationship selling and connect with your prospects and customers. As a salesperson, you won’t have all the answers and may make mistakes, but if you are being yourself an act like a normal human being you’ll be treated with more respect. ![]() |
Guide: Hosting a Medicare Sales or Educational Event
Posted by www.psmbrokerage.com Admin on Thu, May 06, 2021 @ 10:42 AM
Before you go rushing out and scheduling an event there are some important things to consider to ensure a successful, compliant event, that will benefit both you and your attendees.
Be sure to check with your carriers to verify what your options are, and to understand any rules they may have for giving a compliant virtual event. Helpful Resources: ![]() |
Tags: Medicare Advantage, Medicare Supplement, Part D, Sales Event, Seminar, Educational Event
Introducing American-Amicable to the PSM Lineup
Posted by www.psmbrokerage.com Admin on Tue, May 04, 2021 @ 04:48 PM
Quality. Service. Excellence.PSM is proud to introduce America-Amicable to our portfolio of life carriers. With values centered around financial integrity, responsible management, a strong commitment to every policy holder, and more than 100 years of life insurance experience American-Amicable is positioned to meet the needs of your business. Below are a few samples of the products available to our agents!
In the early months of 1909, an insurance company was formed in Waco, Texas that embarked on a mission of which changed the face and skyline of that city forever. An accomplishment to leave such a mark for the entire world to hear about and marvel well into the 21st Century. On February 2, 1909, Amicable Life Insurance Company was chartered and began business on April 2, 1910. The ALICO Building still remains a tower of strength and stability…remains an edifice all alone standing straight as a soldier in the skyline of Waco. A city with charm, a building with character…a city and a building waiting for new discoveries… Today, the ALICO Building remains a vital part of the downtown business community. Providing the home office for American-Amicable Life Insurance Company of Texas and its corporate family, as well as providing rental office space. Through the years, as business office functions changed, the interior floors were altered to meet the market needs and the building continues to remain an attractive and viable office building. ![]() |
Tags: Final Expense, American-Amicable
Mutual of Omaha: 2021 Viva Las Vegas Incentive Medicare Supplement Product
Posted by www.psmbrokerage.com Admin on Mon, May 03, 2021 @ 10:15 AM
💎 Qualification Period
💎 Production Requirement:
* Excludes Washington Medicare Supplement applications, Omaha Health Insurance Company products and North Carolina Medicare Supplement/Select, Affiliate Conversions/Internal Replacements applications.
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Improve Your Prospecting Results
Posted by www.psmbrokerage.com Admin on Mon, May 03, 2021 @ 09:52 AM