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Medicare ALL News - Pre appt, upline changes, Phone sales, etc.

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Great Sale Pitch for Selling Medicare Supplements Over the Phone - click here. 

 

These are the pre-appt states for MAPD/PDP:

 Humana is MT & PA.

UHC is pre- appt in all states

 SilverScript is AK, AZ, CA, CO, FL, IL, IN, MA, MD, MO, OR, PA, NY, RI, SD & WA.

 Aetna is AL, AZ CO, IL, IN, KY, LA, MT, OH, OR, PA, RI, UT, VT, WA, WI.

to change uplines #1, need email to them and then a new contract in 6 months. 90 days for #4 , #5 and #2
#3 no production for 6 months. As with every carrier, a termination or release in leu..

 

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UHC Med sup allows phone sales can but voice signature is only available in Indiana, Pennsylvania and Utah right now.  Also their contract prohibits cold calling and the Producer Handbook has a note about it too:

 You may not make cold calls as highlighted in the

Branded Products Addendum (Exhibit B) in your

contract. And you cannot follow up with your mail

recipients to see if they received your mailing or flyer..

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UHC - Consumers in eleven states – Illinois, Indiana, Georgia, Minnesota, Missouri, Nevada, North Carolina, Oregon, Pennsylvania, South Carolina and Utah now have the option to sign their applications via voice signature through you, their agent..

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Certification Dates and Information
 
-AHIP: 2019 AHIP opened June 18th. 2018 AHIP closed June 15th. Use this AHIP link to receive $50 off the price of your 2019 AHIP: Certification Website*
 
-Aetna-Coventry: 2019 certs open July 11th. 2019 certs will cover the remainder of 2018. AHIP is required. Certification Website
Aetna are the only one who lets you certify before submitting a producer agreement contract.
 
-Cigna-HealthSpring: 2019 certs open June 30th. 2019 certs will cover the remainder of 2018. AHIP is not required. New agents must complete a face to face. Certification Website
 
-Freedom/Optimum: 2019 certs open August 1st. 2019 certs will not cover the remainder of 2018. 2018 Certs will remain open through November. AHIP is not required. Face to face training is required. Certification Website
 
-Humana: 2019 certs open July 10th for new agents and July 17th for current agents. 2019 certs will cover the remainder of 2018. AHIP is required. New agents have 90 days to certify before Humana will close out their contract. Existing agents have until Nov. 30th to certify or they will not receive their renewal commissions. Certification Website
 
-Silverscript: 2019 certs open July 9th for General Medicare and August 10thfor Product Specific certifications. 2019 certs will not cover the remainder of 2018. AHIP is not required. Certification Website
 
-UnitedHealthcare: 2019 certs open June 25th. 2019 certs will cover the remainder of 2018. AHIP is not required. Certification Website
 
We will update you when we have confirmation of the certification dates for WellCare, etc.
 
*Using the link above to take your AHIP will give you a discount of $50.
 
I am here to help. Please give me a call if you need any assistance or have questions..

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Aetna - New transfer release policy makes it easier, faster to change your upline

We’ve launched a new streamlined hierarchy change policy (transfer release policy) that makes it easier and faster for agents and agencies to change their upline. 

There’s also a new form, called the Notice of Intent/Transfer Release form, that must be used to request hierarchy changes. You can use the new form two ways: 1) To provide a “notice of intent” to transfer to a new upline; or 2) to initiate a transfer release from your current upline.]

The upline you list on the signed form will be the top up-line which is Network Insurance.  You only need to check Broker Only, Intent to Transfer, under 2 is where you list us, then your information on 3.  Be sure to print it for the signature and date.  Please return this to me. And fill in the new econtract that was emailed to you from Aetna. 

IMPORTANT: Please note that uplines may not use the new form as a recruiting tool. Those who do will be subject to disciplinary action. As a reminder, even if an agent transfers to a new upline, the old upline will continue to receive administrative fees for any policies written under the old upline.

As a reminder, hierarchy transfers are not permitted or processed from Oct. 1 - Dec. 31.

New telephonic enrollment tool in the Ascend app

The Remote Agent Telephonic Enrollment (RATE) tool is a powerful, new feature in the Ascend Virtual Sales Office app that lets you complete enrollments by phone from any location, at any time, through your iPad. Before you can use it, you need to take a training and pass an online quiz. Contact us to get started..

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Silverscript and UHC does not require void check for contracting.  I was also told our TPA like Shenandoah and Liberty Bankers also do not require a void check

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  Effective January 1, 2019, the Medicare Advantage Disenrollment Period (MADP) that currently takes place annually from January 1st through February 14th is being replaced with a Medicare Advantage Open Enrollment Period (OEP) that will take place from January 1st through March 31st annually.  
 
  The new Medicare Advantage OEP allows individuals enrolled in a Medicare Advantage (MA) plan, including newly MA-eligible individuals, to make a one-time election to go to another MA plan or Original Medicare. Individuals using the MA OEP to make a change may make a coordinating change to add or drop Part D coverage.  
 
 

Please note: This change does not affect the Medicare Annual Election Period, which will continue to take place annually from October 15th to December 7th.

 

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You can receive $50 off the $175 cost of AHIP by following this link or by completing the AHIP through any of our carrier portals: 

https://www.ahipmedicaretraining.com/clients/yourmedicare 

 

If you decide to take AHIP instead of going through United Healthcare’s core modules that cover the AHIP material then be sure to click AHIP FIRST when you log in.  If you enter their Medicare Basic certification first you will be prevented from transmitting your AHIP.

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  Keep these points in mind when selling Medicare Supplements during the Medicare Advantage Annual Enrollment Period (Oct. 15 through Dec. 7, 2018) and the new Medicare Advantage Open Enrollment Period (Jan. 1 through Mar. 31, 2019).  
 
  During the enrollment periods listed above, Medicare beneficiaries with Medicare Advantage (“MA” 1) may drop their MA coverage, return to Original Medicare and be in the market for a Medicare Supplement (voluntary disenrollments).  
 
  Other Medicare beneficiaries may have received notice that their MA plan will be terminated or non-renewed for 2019 (involuntary terminations). They may choose another MA plan or return to Original Medicare and be in the market for a Medicare Supplement.  
 
  Remind all applicants to retain any disenrollment or termination notices received from their MA plan and keep in a safe place.  
 
  To help ensure applications are taken correctly and policies are issued in a timely manner, please read this email in its entirety.
  • Medicare Supplement insurance is available only to Medicare beneficiaries enrolled in Original Medicare Parts A and B.
  • To be eligible for a Medicare Supplement, those with current Medicare Advantage coverage must be disenrolled from their MA and returned to Original Medicare prior to the effective date of their Medicare Supplement.
  • State law prohibits a Medicare Supplement policy from becoming effective prior to the end date of the MA plan.
  • Applicants replacing their MA coverage must fully complete and sign the application and replacement form(s), giving particular attention to the sections concerning MA disenrollment or termination/non-renewal. Applicants must confirm on the application that they intend to replace current MA coverage with the Medicare Supplement in order for the application to be accepted.
  • A Medicare Supplement policyholder who still has MA coverage in place on the policy effective date is subject to rescission.
 
  Voluntary Disenrollments  
 
  • MA enrollees cannot disenroll from their plan prior to the first day of the disenrollment period.
  • Applicants are responsible for disenrolling themselves from their MA plan and returning to Original Medicare during the enrollment periods listed above either by:
    • calling 800.MEDICARE, or
    • contacting their MA plan carrier, or
    • for MA-PD (RX) plans, by enrolling in a stand-alone Part D Plan. Note that an applicant cannot disenroll from most MA stand-alone plans (MA plans that do not include Part D coverage) by enrolling in Part D.
  • The pre-existing waiting period is waived for applicants age 65 and over disenrolling from a MA plan.
  • Applicants voluntarily disenrolling from a MA plan that has been in force less than 12 months are eligible to apply for a Guaranteed Issue policy if the applicant first enrolled in MA at age 65. Health questions must not be answered.
  • Applicants voluntarily disenrolling from a MA plan that has been in force longer than 12 months are not eligible for a Guaranteed Issue policy in a non-Guaranteed Issue state (GI rules vary by state).
 
  Involuntary Terminations  
 
  • A copy of the applicant’s MA plan disenrollment notice is required for applicants being involuntarily terminated or non-renewed by their MA plan.
  • Applicants involuntarily losing their MA Plan due to plan termination or non-renewal are eligible to apply for a Guaranteed Issue policy and must not answer health questions.
 
  Outside of the annual enrollment periods listed above, a copy of the applicant’s MA plan disenrollment or termination notice is required by the supplement carrier.

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SilverScript allows dual contracting. Request a contract from david@naaip.org and we will send you an invitation that can filled out invited by NAAIP's agent of record.

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The Centers for Medicare & Medicaid Services (CMS) has released 2019 premiums, deductibles, and coinsurance amounts for the Medicare Part A and Part B programs.  
 
  2019 Medicare Part A and B Premiums/Deductibles  
 
  Deductible and Coinsurance Amounts for Calendar Years 2018 and 2019 by Type of Cost Sharing*  
 
 
Description 2018 2019
Part A Inpatient hospital deductible $1,340 $1,364
Daily coinsurance for 61st-90th Day $ 335 $ 341
Daily coinsurance for lifetime reserve days $ 670 $ 682
Skilled Nursing Facility coinsurance $167.50 $170.50
Medicare Part B annual deductible $183 $185
Medicare Part B standard monthly premium $134 $135.50
High-Deductible Plan F $2,240 $2,300
Plan K out-of-pocket limit $5,240 $5,560
Plan L out-of-pocket limit $2,620 $2,780
 
 
  Starting January 1, 2020, Medicare Supplement insurance plans sold to those newly enrolling in Medicare will not be allowed to cover the Part B deductible. Because of this, Plans C and F/HDF will no longer be available to people new to Medicare as of January 1, 2020. Seniors who already have either of these two plans (or the high deductible version of Plan F) before January 1, 2020 will be able to keep their plan, as long as premiums are current. They will NOT need to make any changes to their plans. If Seniors were eligible for Medicare before January 1, 2020, but not yet enrolled, they may be able to buy one of these plans. More information about changes in Medicare in 2020 are coming soon.

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Yes both carriers require you to have an active writing number before you can obtain materials and submit business.  United Healthcare requires agents to certify before a writing number is issued.  They are the only carrier to require certification for Medicare Supplements. 

 

The #1 product is very unique it is not like any other because they have a community rating with a  3% per year discount if someone is younger than 77.  36% at 65 then 3% less each year going forward, I screenshotted the explanation from their materials below.  After they turn age 77 their rates will not increase unless if the company as a whole takes an increase which is different from the competition with attained age rate schedules going up to age 99.  They also allow people to move from plan to plan freely effective the 1st of the next month without going through underwriting.

uhc-screenshot.png

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Aetna(MAPD only) and United Healthcare require e and o but they do not need the proof of policy document.  They only need the policy information included and when agents complete the contracting it asks for that info. The various supplement carriers dont require e and o.

Humana always required the proof of EFT to contract.

United Healthcare does not process EFT until after they contract and certify so they could just put in any routing number with any information and it won’t be an issue.  agent can go into the UHC portal and enter their EFT info in their profile section later. 

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Many referrers become aware of an agent’s capabilities when an agent spoke at a seminar or a conference.   This is what I would recommend that you do.  You can reach out to businesses that have seniors on payroll, Financial Advisors are a good resource, P & C agencies, faith-based organizations, organizations that you belong to like a gym.  Do you belong to, or does someone you know belong to a service organization?  Do they need someone to come talk about Medicare?  Meet with the director, or manager of these businesses and organizations.  Bring them donuts.  Get to know them and be persistent.  Build a relationship.  Let the directors know that you are there to help their members.  You can study more about hosting educational events, let me know if there is any additional information that you may need because the sales will come. 

 

Other Marketing Opportunities

 

1.       Call Meals on Wheels, the director may agree to send a flyer with the meals. 

2.       Do T65 mailers, this will keep a steady stream of clients coming into your business.

3.       Put a magnet on your car, or window clings.  These are available on United Healthcare’s portal, or you can order from www.vistaprint.com.   

4.       Retail Venues.  We work with Direct Health, CVS, and Medicare carriers to bring retail opportunities to agents during AEP.

5.       Community Events, Health Fairs – most carriers have compliant signage, flyers, ads, post cards, etc.  google senior expo, tradeshow and events to find the ones you want to work.

6.       Senior centers, Senior housing, Senior Mobile home parks – give a seminar, do a benefits check-up (see attached documents on benefits check.org)

7.       Realtors, seniors moving into the area.

8.       Contact Financial advisors, P & C agencies, Group Benefit providers, most of these agencies like to refer Medicare Business.  Be persistent, bring donuts, offer to do educational seminars for their clients.

9.       Qualification Criteria for Extra Help: https://www.ncoa.org/wp-content/uploads/part-d-lis-eligibility-and-benefits-chart.pdf

 Humana Webinar Generating Medicare Referrals:

https://youtu.be/nAJ8Vi1sbxY

 Marketing Special Election Codes:

 https://attendee.gotowebinar.com/recording/5424810434094211329

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Our commission schedules for their General Agent or top available Agent level are attached for your review.  On top of receiving the highest available commission you also are able to tap into our incentive programs and industry leading technological solutions like our telephonic MAPD / PDP enrollment tool.  You can receive a free 1,000 piece mailer for writing business as you usually would as well.  A release would allow you to immediately move to us but if you cannot obtain a release then #3 and #2 can be transferred in 90 days and #1 would require a six month wait but it would transfer after AEP is over - if done today..  #5W can be moved in two weeks and the other carriers require a 6 month non-production period to be transferred without a release. 

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  • Hello {$name},

Subject Line: Join the Walmart Retail Program with NAAIP

 

The Walmart Retail Program is returning for AEP 2020. The program allows NAAIP agents to reserve a Walmart store during AEP. Agents have the opportunity to interact with Walmart shoppers, answer their questions, and enroll them in Medicare plans.

Stores Must Be Reserved

Agent reservation is exclusive; no other agents will be allowed a presence in that Walmart. The sooner you apply for a store the better your chances of reserving it.

For AEP 2020 there are more than 2,500 unclaimed stores. 

  • Must be contracted through NAAIP with at least two Medicare Advantage carriers who offer plans in the store area.
  • Must complete Medicare certifications for AHIP and your Medicare Advantage carriers by September 10, 2019.
  • Agent must be in store three days per week for a total of 20 hours per week between October 7 and December 13. This can be divided between multiple agents.
  • $250 application fee per store. Agents can can be credited to cover this cost.

You Must Apply and Submit their Store Selection with NAAIP by May 17, 2019

  • Available Stores   Click to find stores in your area. 

  • May 1 to 16 - Round 1 of Store Selection

  • For returning agents only. Renewals for agents who had stores the previous year.

    May 17 - NAAIP Deadline for Store Selection
    Agents must submit their store selection to NAAIP by May 17.

    May 22 to June 17 - Round 2 of Store Selection
    Open to any agent. Agents can apply for stores whether or not they had the store the previous year.

    June 24 to 28 - Round 3 of Store Selection 
    Open to any agent. Agents can apply for stores whether or not they had the store the previous year.

    September 1 - Payment Deadline
    Deadline for agents to submit $250/store application fee.

    September 10 - Certification Deadline
    Agent must have completed Medicare certifications for AHIP and at least two carriers who offer Medicare Advantage policies in the area.

    October 7 to December 13 - Agent Present in the Store
    Agent must be in store three days per week for a total of 20 hours per week. This can be divided between multiple agents.

  • Your site {$link_url} should be on a domain name that you own! Talk to me and we will get this done.                                                                                                  

Thank you for giving me the opportunity to help you earn more money.

Walmart Round 2 SNEAK PEEK has been released so you can begin marketing. Attached are last year’s participating carriers and key details, keep in mind these are from last year, things CAN change but probably not by much. See below email as well.

·         For agents interested, please get at least 3 desired requests for better chances of getting a store. I will request all in hopes to get at least one, we could get all and give back what they don’t want.

·         First come first serve, so send me your agents requests as you receive them.

·         For those that make requests prior to Round 2 being released, they will need to send the deposit as soon as we have confirmation of the store, approximately 5/24/19. Copy of the check prior to mailing is required as proof of mailing.

·         Agents making requests DURING Round 2 will also need to send deposits as soon as the store is confirmed. Stores are generally confirmed day after the request is made. Copy of the check prior to mailing is required as proof of mailing.

·         FULL $500 will be due if they do not have 3 Active MA carriers with us. If they reach 3 carriers with us by program start, 10/7/19, they will be eligible for the $250 discount.

·         If check has not been received and no proof before Round 2 closes, store will be dropped.

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for agent that contracted thru Other Upline with #1 but did not certify?

 
He can fill out a new contract through us.  He needs to write a letter that he wants to us to be his NMA instead of Other and sign it then send it to us.  We can process the contract and submit the letter at the same time.  He needs to wait until we confirm that the change has been made before certifying.  If he certifies then the contract will stay with other for a while unless he gets released or makes that request and waits. fo

follow up question: When  you say write a letter and sign it. Can it be done by email with typed signature?

 

Answer: I believe an e-mail can be accepted.  We usually ask agents to apply a wet signature to a letter.

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Humana - It’s already that time of year to start preparing for AEP 2020 and Humana is here to help. We are excited to announce that we will be launching certification and recertification courses earlier than ever before this year! Both courses will launch at noon Eastern Time on June 25, 2019

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Humana’s 2020 cert comes out June 25th, UHC’s is July 1st and Aetna is typically the first to come out with the new 2020 certification.  If you wait then you will be able to sell for the rest of the year and next year with one certification and you won’t have to recertify until after the same time the following year.  Aetna is transitioning to a new contracting system and they will cancel all contracts for agents who haven’t certified so we will get you that info about what you need to do when it happens.

 

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If bad credit and want to work in Walmart.

You can definitely represent companies even with bad credit history but some carriers can also be selective about their review process.  You may end up getting declined by a few companies but there is definitely opportunity to do well even if a few companies decline your background.  You can also appeal a decline and explain everything to the carrier if you receive a decline.

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 level 4 is the highest available level for direct producing #3 Carrier agents.  There is only LOA and Level 4, we also provide incentives and co-op dollars to help you along the way since marketing dollars is the only way agents can be compensated more according to CMS rules(incentive details attached).  There is another way to earn more as well, a value based enrollment(details attached) can earn you a service fee.  If another FMO decides to pay a lesser amount than what Fair Market Value is then they would be contracting their agents as LOA and paying them a lesser amount-we would never do this.  CMS dictates Fair Market Value, #3 Carrier continues to pay based off the current FMV unlike most carriers they will increase your commission annually as the FMV is raised.  CMS recently announced FMV is being increased next year by about 6%, here is a nice chart explaining how much MA & PDP agent level commissions have increased the past few years:

 

Agent FMV History:

Year

National

CT, PA, DC

CA, NJ

PR

PDP

2015

408/204

461/230

510/255

280/140

56/28

2016

429/215

483/242

536/268

294/147

63/32

2017

443/222

498/249

553/277

304/152

71/36

2018

455/228

511/256

567/284

312/156

72/36

2019

482/241

542/271

601/301

331/166

74/37

2020

510/255

574/287

636/318

350/175

78/39

 

We have not seen a carrier decide to pay less than current FMV for new business but most companies only pay renewals at the rate established for the year the business was written. 

 

By the way, #3 Carrier is switching to a new contracting platform after the 17th we will have more information they will re open their contracting as well as their certification so that agents can certify for 2020. 

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All carriers pay the same for MA & PDP to the agent level producer, Med Supp can be different and #2 pays more.  The details about how #1 pays Med Supp commission can be very confusing, Contact us if you need specifics.  The #2 Med Supp commission in FL is 20% years 1-6 and 3% 7-10, then 2% 11+ and you are automatically advanced 9 months of it upfront.

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Lots of agents are always asking me how they can change over to N.A.A.I.P.'s Medicare Selling System.

Why Change to N.A.A.I.P.?

  1. Expert Tutelage in Selling Medicare by Phone.
  2. Sell Medicare at Walmart - free table at Walmart during the OEP.
  3. Contracting access to literally every Medicare Advantage and Supplement Carrier. A few supplemental carriers sign exclusive deals with us - You cannot find them anywhere else.

Changing from #1 & #2 Medicare Advantage entails sending an email to the carrier (if you cannot get a written release) and waiting 90 days (#2) and 180 days (#1) before you can sign new contracting (you have a 30 day window to submit that contract when the 90 or 180 days occurs). You must request that new contract link from the upline. Changing from #3 involves filling out a new contracting and special form and waiting 90 days.

Details on this page - scroll down for exact wording of the emails, links, etc.

Most Medicare supplement carriers have a 6 month of no sales/release or in the case of Mutual of Omaha Medicare supplement it is 12 months of no sales/release.

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Aetna Med Advantage - Between July 11 - 21, 2019, the online contracting tool will be unavailable due to required system updates. We will also not be able to process any contracting requests received by fax during this time.

Online contracting tool available July 22

Their new contracting system should be available as of July 1st we just got an update from them.

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