March 7 2022 Office Meeting

Medicare Advantage in the news again.. Today, we talked about news in the Medicare Advantage world, including the proliferation of employer-sponsored Medicare Advantage plans and how they can vary greatly from the commercially-available Advantage plans. See this internal office meeting video below. Notes from the meeting are under the video. Meeting Notes: Hannah If you weren’t able to clock in because of the internet this morning, please clock in, and leave a comment on your timecard for what the appropriate time should have been. Jennie training with Courtney If you get information from a client that is not already in Radius, it is your responsibility to record it there. It’s not any specific person’s job to put info in Radius. Courney/Jennie will go behind and check what is on the app and add anything not already there, but if you are given information, you should be adding it when it’s given to you. If someone mentions IRMAA, they would be a good candidate to set aside for a financial conversation. February Winners Melanie - most cancer sales Ashley - most phone calls Q1 competition Sales - highest sales total (PDPs will deduct from your total) Admin - highest phone time Sales, don’t forget your leads for follow up. Use the statuses in radius to make it easier to pull reports of leads to follow up with. If you don’t get the sale on the first call, you can change it to “needs follow up”. Listening to calls - Common Objections They would like to speak with their spouse Try to get the spouse on the phone for a 30 min meeting to discuss with both Dental Cost Ask what they are paying and if they are less then total premium say they are in the green and why not have the extra money just in case Waiting for their Medicare number Ask them why they wouldn't just lock in their rate they don't know what will happen in the next couple months while they wait for the card Chris Cancer - Melanie - what is she doing? “Minimum of” Say minimum is and then give three options Also say which is the most popular Salting down the sale Zoom out and look at the whole conversation and sale Leave them with positive emotions so they don't have buyers remorse Leave them with emotions not just the numbers All changes that clients make are usually within the first 9 months Ask if there is any part they are not clear on? Then be quiet and let them speak Then review everything with them and say they made a good choice Why national vs. local We do a lot of research and only work with the best-rated companies We look at if they are: state-wide, regional, how many lives are covered AND their rating Zig Ziglar presentation (at end of video) Specific details on rate increases We don’t just look at zip code and state All locations are different so we couldn't give them relevant statistics It's more important to know what is happening across the country The client's local agent won’t know until it has already happened Our agency is in a better position because we look at the big picture Our agency meets once a week to compare carriers and talk about what they are doing and changing DCE to ACO REACH - See this presentation from Dwane McFerrin that has great detail - click here. Allowing doctors to contract directly with Medicare This will be starting in 2023 (rules still being drawn up) Better outcomes Hybrid Model (sharing savings) Our seniors will get a notice if they are being put on ACO New York Retiree Coverage They are getting the option of an advantage plan or a supplement with the city The supplement is not our normal plan, but similar As long as supplement stays an option which means it will probably be cut Nearly all advantage plans have limited doctors and will need approvals Employer Advantage Plans Different from Medicare Advantage Plans Some details, enrollment periods, and costs are hidden from plan details They are created in partnership with a carrier These plans create their own enrollment periods Driven by more savings Makes finding a doctor harder We can’t easily compare because they are too different from commercially-available Medicare Advantage Plans Group/Employer MAPD plans do not benefit from MAPD Trial right. Here is language from Mutual of Omaha on this topic: "A group MA plan is treated the same as standard group plans are treated as it is provided by a group carrier. Because it is a group plan, it would fall under the second section on page 22 of the Medicare guide you sited. In Virginia, if the applicant is choosing to leave the group plan, the group sponsored plans benefits would have to be substantially reduced. A reduction is defined as any increase in the deductible amount or their coinsurance requirements (flat dollar co-pays or coinsurance %). If, for some reason Medicare is incorrect and it is not a group MA plan, and it is an individual MA plan then the client would be in a trial right, which proof would be required as such."

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