KNOW WHO’S IN THE ‘CIRCLE OF TRUST’ Warm-ups and fact-finding help agents get to know their AEP customers and, often, Embracing the concerns of the client’s family turns an AEP appointment into an THE BEST CUSTOMER IS AN EXISTING CUSTOMER New MA clients should top agent lists of life insurance prospects. The question is when and how to raise the subject. Medicare coverage can be complicated. Compliant agents set up follow-up appointments to ensure their clients are happy with their chosen plans. A good opportunity to bring up life insurance may come up during follow-up appointments. Agents may introduce final expense plans by pointing out that this type of coverage may cover funeral and/or burial expenses not covered by a Medicare plan. If beneficiaries request information about different plan types than they previously agreed to, agents will be required to complete a new scope of appointment. Or maybe bring up a family member who was central to earlier conversations. For instance, an agent might ask if the daughter involved in the MA decision would also lead when making “final arrangements” for the customer. If so — and if the need exists — suggest a final expense policy to save that loved one from out-of-pocket costs during what will already be a difficult time. Or maybe the agent learned about other family members that the MA client would want to protect. Success during AEP is crucial to business growth for agents. Fortunately, it isn’t a Life is good! Sell it! By David Paul, National Sales Director, Simplified Issue Life
|
Medicare Blog | Medicare News | Medicare Information
Finding Life Insurance Opportunities During AEP
Posted by www.psmbrokerage.com Admin on Thu, Nov 03, 2022 @ 09:34 AM
|
Tags: Final Expense, Life Insurance, AEP
Call Recording Made Simple: Introducing Dialpad
Posted by www.psmbrokerage.com Admin on Wed, Nov 02, 2022 @ 05:06 PM
Your Calls, Your Choice: Do you need a call recording solution but don’t use an online enrollment platform? PSM and YourMedicare has you covered. Dialpad is a mobile-optimized, CMS-compliant cloud-based phone system that unifies voice and text communication, making it possible to have a single contact number that can ring at your desk phone, smartphone, and computer, and seamlessly record and store (for up to 10 years) all enrollment-related calls. Additional Dialpad benefits include:
Dialpad is available now at a preferred, low price. Click here to get started with Dialpad and use the discount promo code “YourMedicare” when you sign up. ![]()
|
Tags: AEP, YourMedicare, Compliance, call recording
The PSM team would like to wish you a great 2023 AEP! We are here to support you with everything you need. Don't forget the new CMS guidelines as well as our turn-key enrollment solutions to help you stay compliant this AEP. Contact us with any questions or call 800-998-7115. ![]() |
Tags: AEP, YourMedicare, Compliance, 2023
New YourMedicare SunFire Recording Capabilities are Live!
Posted by www.psmbrokerage.com Admin on Fri, Oct 14, 2022 @ 02:58 PM
The Centers for Medicare and Medicaid Services (CMS) put the industry in a minor panic when it announced that starting Oct. 1 agents must record all calls with Medicare beneficiaries and state a new disclaimer. Fret no more because YourMedicare SunFire has a solution, and you can use this new feature right now! On Sept. 20, YourMedicare launched its telephony system to agents nationwide. This new system gives agents the ability to make and receive calls through the YourMedicare SunFire platform. The system assigns agents a virtual phone number with a customizable area code, making the number more familiar for their clients. Wondering about a cost? We’ll cover that later. SIMPLE RECORDING SETUP If you’re already using YourMedicare for your quoting and enrollment needs, you’re a step ahead of the game. • From your dashboard, go to your profile Not a current user? Grab your National Producer Number and reach out to info@yourmedicare.com for login credentials. You do need to be licensed, appointed and fully certified with at least one Medicare Advantage carrier in order to get access. Once you’re able to login, follow the previous steps to get started. After the virtual phone number is created, select “Start dialer phone” at the top right of the dashboard. You’ll see the status change to available. The system records and stores every inbound and outbound call, saving them for the compliant ten years. MORE GOOD NEWS Let’s address the new disclaimer CMS requires agents to state during the first minute of each call. “We do not offer every plan available in your area. Any information we provide is limited to those plans we do offer in your area. Please contact Medicare.gov or 1-800-MEDICARE to get information on all of your options.” Think you’ll need to memorize this or have it on a nearby Post-It note? Not the case with YourMedicare SunFire. Each call starts with a recording of the disclaimer, so there’s absolutely no need to worry about it! With all these features, you may be thinking to yourself “That’s a huge burden off my back, but how much does it cost?” It’s a simple answer: it’s absolutely FREE. It’s YourMedicare’s way to thank agents for their dedication and partnership!
![]() |
Tags: AEP, YourMedicare, Compliance
Avoid CTM Filings - Compliance Bulletin
Posted by www.psmbrokerage.com Admin on Tue, Oct 04, 2022 @ 04:23 PM
In just a matter of days, specifically October 15th, the two thousand twenty two AEP season will begin. As such, we felt this was a great time to discuss common causes that lead to a CTM filing. There are many reasons a beneficiary would file a CTM, but during AEP, more often than not, these complaints stem from an agent. • not building a rapport with the client Simply stated, building rapport with potential clients is a sure shot way of avoiding these common mistakes. Sell with your ears, not just your words Your sales script is an important part of any enrollment, but active listening is the key to a successful sale. Unfortunately, agents can be so focused on what they are about to say next that they actually fail to hear what their clients tell them. This inactive listening may lead agents to respond inappropriately to what they're being told by the client. Be ready to pause and listen throughout your call. Monitor yourself: Respond to your client's needs Listen actively and paraphrase what you hear. This technique works particularly well when your client expresses what benefits they are looking for. Your paraphrasing confirms for them that you have the same goal in mind and that you are working together to find the best plan. React appropriately to additional information The benefits your client is seeking may not be the only thing they share with you. Medicare beneficiaries are often experiencing major life changes. Acknowledging their concerns and showing appropriate sympathy is important. Some situations may be tough to address, such as the recent loss of a loved one or recent loss of mobility. You don't need to dwell on your client's news, but they will appreciate a few words of sympathy. Be comfortable with negative feedback Your client may raise a concern regarding the plan you present. For example, the plan has all the benefits they have been looking for but they are concerned because their specialist is not in the plan's network. It's important not to ignore or disagree with that objection. Instead, acknowledge the concern and talk through it with them. Give them ample time to consider the pros and cons - show them that you are in this together. Identify client cues Listening carefully to both what your client says AND how they say it is essential. As you review benefits with them: Do they like what they are hearing? Do they need anything explained or repeated? If they seem hesitant, explore where they may have concerns. It is important to consider these tips throughout all of your interactions with clients to ensure that they are happy with their selection and to encourage them to contact you if they have concerns. ![]() |
Tags: AEP, YourMedicare, Compliance
YourMedicare SunFire Daily Webinars
Posted by www.psmbrokerage.com Admin on Wed, Sep 28, 2022 @ 10:24 AM
YourMedicare SunFire Daily Webinars Starting this Wednesday, YourMedicare will be hosting daily webinars specifically going over the new call recording technology in YourMedicare SunFire. They will all be at 2:00 EST. YourMedicare will cover the setup process, how to use the new feature and answer all of your questions! This is a reoccurring event so there is no registration required. Join us every Wednesday at 2:00 EST. You can also learn more by attending one of our weekly webinars. View schedule
![]() |
Tags: Medicare Advantage, AEP, SunFireMatrix, Compliance, MyMedicareBot, call recording
Sunfire: Telephony System is LIVE!
Posted by www.psmbrokerage.com Admin on Fri, Sep 23, 2022 @ 09:56 AM
YourMedicare SunFire users, Today is the day! Be sure to log in and establish your new virtual phone number. Here is a step-by-step guide:
To register for a webinar go to https://yourmedicareresources.com/webinars/ To register for the SunFire Platform, request details here.
New CMS Requirement
Effective October 1, 2022 Field Agents will be required to record all sales and marketing calls in their entirety. The recordings must be retained in a HIPAA compliant manner for 10 years. View details on the new CMS rule here.
This pertains to calling leads, scheduling appointments, collecting drug and provider lists and conducting phone enrollments. ![]()
Only in person, face to face appointments are excluded, however any follow up calls related to sales and completing the enrollment process must be recorded.
Additionally, a new disclaimer must be verbally conveyed within the first minute of a sales phone call.
Now is a great time to make sure you have access to Sunfire's enrollment platform and have a solution in place for the upcoming 2023 AEP.
![]() |
Tags: Medicare Advantage, CMS, AEP, SunFireMatrix, Compliance, 2023
Mutual of Omaha: The Annual Enrollment Period Buzz is Getting Louder
Posted by www.psmbrokerage.com Admin on Tue, Sep 13, 2022 @ 02:12 PM
|
Tags: AEP, mutual of omaha, 2023
YourMedicare Solutions for CMS's Call Recording & Disclaimer Rules
Posted by www.psmbrokerage.com Admin on Mon, Sep 12, 2022 @ 01:33 PM
As a friendly reminder, Precision Senior Marketing provides smart and efficient ways for you to stay compliant this AEP. In partnership with two of the industry’s leading technology companies, MyMedicareBot and SunFire, you have access to CMS-compliant call recording solutions.
You can also learn more by attending one of our weekly webinars. View schedule.
![]() |
Tags: Medicare Advantage, AEP, SunFireMatrix, Compliance, MyMedicareBot, call recording
Coming Soon for AEP! YourMedicareSunFire Recording Capabilities
Posted by www.psmbrokerage.com Admin on Fri, Sep 09, 2022 @ 10:29 AM
On that day, the Centers for Medicare and Medicaid Services (CMS) released its 2023 Final Rule, and in this extensive document, there are two important guidelines we’d like to highlight in a more simplified manner. New Required Disclaimer
Aside from that, this disclaimer needs to be added to any previously approved materials and resubmitted to CMS for approval. Calls With Beneficiaries Must Be Recorded Agents making calls to beneficiaries must record ALL calls in their entirety. In addition, This includes calls that are part of the chain of enrollment into a Medicare Advantage or This rule applies to telephonic conversations only, not face-to-face meetings. The YourMedicare team was well aware of this change and immediately took action in
This is just the beginning of what is to come. As new information becomes available, we’ll keep you updated on all new enhancements, news and more specific details ![]() |
Tags: Medicare Advantage, Medicare Part D, Prescription Drugs, AEP, SunFireMatrix, Compliance, 2023, call recording