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Preparing for the 2024 Annual Enrollment Period (AEP) in the Medicare market requires strategic planning and a proactive approach to effectively meet the needs of beneficiaries. As this critical period approaches, there are several key steps to consider in order to maximize your success and provide valuable services to your clients. First and foremost, staying updated on changes to Medicare regulations, plan offerings, and industry trends is paramount. The healthcare landscape is constantly evolving, and being well-informed positions you as a reliable source of information for beneficiaries seeking the right coverage. Attend seminars, webinars, and training sessions provided by insurance carriers to ensure you're up-to-date with the latest developments. Reviewing your marketing and outreach strategies is essential to engage potential clients during the AEP. Refresh your online presence by updating your website, social media profiles, and other digital channels. Consider creating informative content such as blog posts, videos, and downloadable guides that address common questions and concerns about Medicare plans. Tailoring your messaging to highlight the advantages of different plans can help beneficiaries make informed decisions. Focusing on compliance is also crucial during the AEP. Familiarize yourself with the Medicare Marketing Guidelines issued by the Centers for Medicare & Medicaid Services (CMS). These guidelines outline the dos and don'ts of marketing Medicare plans. Ensuring that your marketing materials are accurate, transparent, and compliant will maintain your reputation and prevent potential legal issues. Lastly, anticipate the surge in inquiries and be prepared to offer personalized assistance to beneficiaries. Consider implementing systems to manage incoming queries efficiently, whether through your website, email, or phone. Providing clear and concise information, as well as addressing concerns promptly, can set you apart as a trustworthy advisor. By offering exceptional customer service, you'll establish strong relationships with clients that extend beyond the AEP. By strategically approaching this period, you'll not only serve your clients effectively but also position yourself as a knowledgeable and reliable Medicare advisor.
At PSM, we are committed to providing our agents with a range of resources and support to help them succeed. From personalized marketing materials to interactive sales strategies, our goal is to empower agents with the latest tools, technology and mentorship to achieve new levels of success this AEP. AEP Resources:
Powerful Partnerships:
We are committed to providing our agents with a range of resources and support to help them succeed: Our powerful partnerships include: Strong relationships with insurance carriers and industry experts to provide agents with access to the best products, tools, and support. AEP Helpful Guides:
We are here to support!
As a reminder, We pride ourselves on a "Do the Right Thing" approach and will go above and beyond to service the needs of our agents. We look forward to having a successful AEP and supporting you with products, technology and the personalized service you have come to expect from PSM. We appreciate the opportunity to earn your business and wish you the best!
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Voice Scope of Appointment
This script is meant to fulfill the CMS requirement of a Scope of Appointment for individuals that have agreed to be contacted regarding plan options/benefits or are current clients that have purchased a product through your agency.
Section 1: Greeting
1.1: Thank you for calling {AGENCY NAME HERE}. My name is {Agent Name}, a licensed sales agent. We are an insurance agency, and are not affiliated with the federal government. Also, I need to let you know that we do record all of our calls for quality and accuracy. Please say YES if I have your permission to continue.>> Must obtain a clear YES, or explain to the consumer that you cannot continue with call.
1.2: Thank you, who do I have the pleasure of speaking with today? (Document First and Last Lead Name).
1.3: Ok {Lead Name} and in the event we get disconnected or I would need to contact you again, what is a good phone number to reach you at?
1.4: Great. If you need to contact me I can be reached at (xxx-xxx-xxxx). And, do you give permission for {AGENCY NAME HERE} and its employees to contact you at the number provided?
Section 2: Scope of Appointment
2.1: “In your area, we have a wide variety of plans. I’d like to give you a brief overview of each of these plans, then we can decide which plan might be best for you based on your needs. Would that be ok?” (An affirmative response is required). Inform caller of available plans in the area (mention ALL that are available).
Ok {Lead Name}. We may discuss several types of health plan options today, including Medicare Advantage, Medicare Supplement, Prescription Drug Plans, Hospital Indemnity and Dental-Vision-Hearing plans. This will help us find a plan that may fit your specific needs and budget. I need to verify some additional information and read some required disclaimers, and then I’ll be able to provide you a health plan comparison. Please say yes, if I have your permission to discuss such plans with you today, (Today’s Month/Date/Year) (require “Yes”).
2.2: Please be aware that you are not required to give any health-related information unless it will be used to determine your enrollment eligibility in the plan. If you choose not to provide the health information that is necessary to determine enrollment eligibility, then you may not be able to enroll. There is no obligation to enroll. Your current or future Medicare enrollment status will not be impacted and automatic enrollment will not occur.
2.3: Please note that 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. You can go to Medicare.gov or call 1–800 MEDICARE to get information on all of your options.
2.4: As an OPTION, if you prefer to communicate via email and would like to provide it for me today, I will add it to your profile. By opting in your email, you agree to receive communications for quotes, virtual enrollment options, enrollment status and future potential changes in Medicare, to name a few. If you agree, I will add your email to your profile now. Please note, you are not required to add your email and it is not required for me to continue providing help today.
2.5: And lastly {Lead Name}, do you make your own healthcare decisions?
IF NO: “Ok {Lead name}. I can still provide plan information today, but would need to have a POA or authorized representative/legally recognized by the state on the phone, if you decide to enroll.
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Preparation is key. Use the tools available to you to your advantage and learn what’s worked in the past, applying best practices to fuel your own success. If you’re new at this, talk to some industry veterans. If you’re tenured, reflect on what’s worked well for you in the past and explore opportunities to take your efforts to the next level this AEP.
Get a head start as much as possible. 
Knowing how to do business across multiple platforms can help boost your visibility, as well as your overall efficiency. Whether you’re conducting business in person, over the phone or sending personal emails, it’s all important and impactful — and they all go hand-in-hand. And don’t dismiss the power of social media. You can reach a lot more people in a more efficient manner with a quick, well-crafted social media caption.
A strong focus on being personable and showing empathy can go a long way toward business retention. Your future success depends on how well you do during this AEP, and you want to build on this success year after year.
