If you’re just getting started in Medicare sales or want to bring your “A” game this AEP, then we have more Medicare sales scenarios to help you earn more helping others!
You may remember our first post with Medicare sales examples and scenarios. If you don’t, check it out! You may also find that article helpful. We know your time is valuable, especially this time of year, so let’s get to it!
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1. New Medicare Agent Wants to Be Prepared for AEP
Scenario: This fall will be my first time selling during the Annual Enrollment Period (AEP). I want to be as prepared as possible to make it a good, profitable sales season. What should I do?
How to Proceed: This is your first AEP? We’re so excited for you! Luckily, here at the Agent Survival Guide, we have several posts and podcast episodes related to Medicare sales and AEP preparation. Also, Ritter Insurance Marketing, the field marketing organization that started this blog, specializes in the senior health insurance market! If you want more tips, top contracts, or carrier-specific information, you can always reach out to your Ritter representative. Now, how can you best prepare for AEP?
First, we recommend checking out “How to Prepare Like a Pro” and “The Survivor’s AEP Checklist.” Together, they’ll give you a nice overview of what all you definitely need to do before October 15, including the certification and training requirements you need to complete. After you’re contracted with carriers, you’ll want to take the necessary steps to ensure you’ll be able to get your Medicare enrollment kits on time. You may also want to freshen up on the rules for hosting a Medicare sales event, the rules for hosting a Medicare educational event, and Medicare compliance do’s and don’ts.
Want to streamline and close more sales during your busy season? Discover 5 must-haves for every agent this AEP
2. T65 Client on Disability Has Medicare Part A, Needs Part B
Scenario: I recently met with a client who’s been on disability (and receiving payments) for several years. He declined Medicare Part B when it first became available to him, but he took Part A. He’s turning 65 soon and would like to enroll in Part B. Will he be automatically enrolled in Part B when he turns 65 or does he get a Special Enrollment Period (SEP) to enroll in it?
How to Proceed: Good news! Your client should be automatically enrolled in Medicare Part B when he turns 65. Even better… he shouldn’t have to pay a late enrollment fee for delaying this coverage! If your client is eligible for Medicare due to a disability and is dropping job-based insurance that paid before Medicare, he may get an SEP — that lasts up to eight months — to enroll in Part B. Otherwise, he’ll likely have to wait for the general enrollment period to enroll in Part B and may face a penalty.
AEP is great, but utilizing Medicare SEPs can help you stay busy all year-round! Increase your knowledge about SEPs
3. Clients with VA Benefits, TRICARE, or COBRA
Scenario: I’m slightly nervous about going to a Medicare sales appointment only to have a client tell me they have VA Benefits, TRICARE, or COBRA coverage. What should I do if I find myself in this situation?
How to Proceed: You don’t have to be nervous! We’re right here to help. Did you know that two is better than one when it comes to having VA Benefits and Medicare? When veterans with VA benefits pair them with a Medicare plan, they should have more flexibility and options in where they receive care and how it’s paid for. The same may also be true for people with TRICARE and COBRA, though this varies more from situation to situation.
When helping clients, take a really good look at what their current coverage covers and consider if it would be advantageous for them to enroll in some form of Medicare. If you have specific questions that the articles we’ve linked to don’t answer, you can always check with your carrier reps, or even the government agencies that administer these benefits, for additional assistance.
Learn more about how VA benefits work with Medicare! Check out this article
4. Client’s Contact Info is Out of Date
Scenario: I want to follow up with a long-time client of mine, but I think they moved and changed their phone number. Is there any way I can find out their new contact info?
How to Proceed: Unfortunately, we’re sorry to say there’s not too much you can do. You can try to send a letter to their old address and see if it gets forwarded to their new one. Additionally, you can find out if the carrier can provide you with their contact info, but they aren’t obligated to do so — even if you are the agent of record. You may just have to wait for that client to contact you.
In the future, try to make sure you record as much contact information as you can for a client, including an email address. Email addresses are valuable to collect for many reasons, such as providing another way to connect with clients and cutting down on the amount of paper you use and its associated costs. Plus, they’re “portable” — if a client moves to a new physical address, they’ll likely still use the same email address! It’s also important to make yourself easy to find and connect with. That’s where having a CMS-approved, lead-generating Medicareful website can come in handy. Not only can you give your unique URL to your clients so they’re able to connect with you online, but you can also use your own branded website for marketing purposes, quoting and comparing plans with clients, enrolling clients into plans, and more!
What if you find out a client has actually passed away during your search? Here’s how to handle that situation
5. Selling Other Products to Medicare Clients
Scenario: I’m also contracted to sell other insurance products, including ancillary, long-term care, and life insurance plans. How can I best go about cross-selling these plans to my Medicare clients?
How to Proceed: We’re happy to hear you’re already contracted with ancillary, long-term care, and life insurance products and thinking about maximizing your Medicare book of business! Though they can be sold year-round, the best time to cross-sell plans like these to your Medicare clients is after AEP, at follow-up appointments.
During AEP, you can schedule follow-up appointments with clients. For clients who don’t wish to schedule one at that time, try giving them a call a few months later to check in and see how they like their plan, then ask if you can help them with any other coverage needs, like ancillary, life, or final expense insurance (or a different type of product you’re contracted to sell). You can also mail your clients letters or mailers about the additional types of plans available to them that may help to lower their out-of-pocket costs and cover what Medicare doesn’t cover. Let clients know you do more than Medicare!
Did you know Ritter Insurance Marketing has a “More Than Medicare” team? Learn how to connect with them for more tips and sales assistance
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We’ve said it before, and we’ll say it again. Medicare sales aren’t always going to be easy. (Is any job easy all the time?) But, we believe in you, your common sense, your street smarts, and your problem-solving abilities. If you have any questions about selling Medicare or are in the middle of trying to figure out a tough case, ask us for a free second opinion! Simply call our ASG Podcast Hotline at 717-562-7211 or reach out to your Ritter representative for help. (Note: You don’t need to, and shouldn’t, give specific, private client details; keep it general, like we did here.) We’d be happy to point you in the right direction!
What’s a Medicare sales dilemma you’ve encountered and worked through? How’d you manage to help the client? Let us know in the comments!