2022-Medicare Open Enrollment Season: Best Practices for Producers


This submit is a part of a sequence sponsored by AgentSync.

medicare open enrollment 2

Fall is sort of right here: Within the north, you might have altering leaves whereas within the south, it’s possible you’ll get a slight break from the warmth. No matter your geography, one season is occurring all over the place: Medicare open enrollment season.

For those who’re a producer and also you’re not already stoked about Medicare open enrollment, we’re going to offer you some the explanation why you ought to be – together with some recommendations on making the season profitable for you and your shoppers.

Fast recap: What’s Medicare open enrollment season?

Fall open enrollment is the chance for Medicare beneficiaries to modify Medicare protection. On the time of open enrollment, these with Medicare can be a part of a brand new Medicare Benefit plan or stand-alone prescription drug plan (Half D) and/or swap between authentic Medicare with or with out a Half D plan and Medicare Benefit.

For those who’re uncertain in regards to the distinction between Medicare plans, take a look at our intro to Medicare piece, which lays the groundwork for what’s what with regards to Medicare.

Finally, Medicare open enrollment season is all about enrolling in Medicare Benefit plans and Medicare Half D, which – not like authentic Medicare – are bought by personal insurers. Consequently, there are just a few totally different plans a Medicare beneficiary can enroll in, and open enrollment is their alternative to modify to the plan that most accurately fits their wants.

Learn How AgentSync Can Help

Why do producers want to concentrate to Medicare open enrollment?

In 2021, 42 percent of all Medicare beneficiaries – 26 million of the 62.7 million total Medicare beneficiaries – enrolled in Medicare Advantage plans. And analysis reveals that curiosity in Medicare Benefit plans is growing; the Congressional Finances Workplace predicts that the proportion of Medicare beneficiaries enrolled in Medicare Benefit plans will improve to about 51 p.c by 2030. On prime of that, plan protection and beneficiary wants can change by the yr.

The annual fall open enrollment interval – Oct. 15 via Dec. 7 – is the chance for these beneficiaries to modify into the plan that addresses their particular medical wants. Miss it they usually can face hefty fines.

However wading the extraordinarily murky waters of Medicare enrollment is sufficient to put any beneficiary off. Researching plans, understanding adjustments, navigating federal web sites; it’s no surprise beneficiaries keep away from making switches to their plans even when they desperately want one.

That’s the place producers are available. To beneficiaries, producers have the potential to be the fairy godmothers of insurance coverage. Good producers know the Medicare plan panorama, hearken to beneficiary wants, and *poof* discover the insurance coverage plan of the beneficiary’s goals.

A fairytale ending for all.

However it doesn’t occur by magic.

Greatest practices for producers throughout Medicare open enrollment

There are some things producers ought to remember earlier than, throughout, and after Medicare open enrollment season to guard beneficiaries and guarantee enrollment runs easily.

1. Don’t wait till Medicare season to begin speaking about Medicare

Fall enrollment season could seem eons away however there’s loads of issues producers ought to – and should – do forward of time to keep away from any potential hiccups.

Producers must be able to promote with carriers earlier than open enrollment begins. So, even for those who assume you’re prepared, it’s essential to deal with just a few key necessities with time to spare earlier than Medicare enrollment rolls round.

2. Earlier than promoting Medicare merchandise, producers should first be contracted to promote a service’s Medicare Benefit and Medicare Half D merchandise.

For those who aren’t 100% positive whether or not you’re contracted to promote a service’s merchandise, verify! Even if you’re positive you’re contracted, it doesn’t damage to double-check. There’s nothing worse than considering you’re correctly contracted solely to find on the onset of open enrollment that you simply aren’t and, subsequently, can’t assist beneficiaries or promote Medicare merchandise.

3. As soon as contracted, producers ought to you’ll want to full the mandatory certifications and coaching to promote these Medicare merchandise. These embrace Medicare and fraud, waste, and abuse coaching and carrier-specific product coaching.

Once more, for those who’re ever uncertain as as to if you’ve accomplished your certification and coaching necessities, verify with the carriers you’re contracted with. Don’t wait till it’s time to begin promoting to find that you simply don’t meet the necessities wanted to take part within the open enrollment season.

Ensuring you’re correctly licensed to promote Medicare merchandise might look like bureaucratic box-ticking, however keep in mind, these necessities exist to guard customers and assist producers deal with beneficiary wants. A resoundingly good factor, for those who ask us.

4. Brush up in your Medicare data

Whereas that is – partially – lined via the carrier-specific product coaching talked about above, it stands price repeating and encompasses excess of a single coaching.

Figuring out all in regards to the totally different Medicare plans will assist you to perceive which of them are most useful to your shoppers. Hold an eye fixed out for particular perks like ones that include reductions or financial savings for members and ones that include food playing cards (designed for people who find themselves each Medicare and Medicaid eligible). The beneficiaries you’re employed with will admire your skill to match them with a seemingly tailored coverage and should come again in later years when their medical wants change or when there are changes to their coverage protection.

The carriers you’re employed with will possible have academic materials and assets within the type of webinars or printed supplies. A few of these will likely be an excellent inside useful resource that can assist you be extra conscious of the Medicare panorama, others could also be nice exterior assets which you could familiarize your self with after which share on to the beneficiaries you’re employed with. And keep in mind, understanding the fabric earlier than sharing it with prospects will assist you to assist them.

5. Assist prospects perceive the significance of open enrollment

Understanding which plans supply one of the best protection and switching between personal Medicare plans can save beneficiaries cash and complications. And but, traditionally, less than 10 percent of Medicare beneficiaries switch between plans during open enrollment season.

A total of 3,550 Medicare Advantage plans are available nationwide, which tends to make reviewing and evaluating protection choices overwhelming for beneficiaries. Plus, the plethora of various enrollment durations can go away beneficiaries confused: Is that this even the appropriate time to modify Medicare plans?

There’s an enormous alternative right here.

By serving to prospects keep knowledgeable about how and when to modify protection, producers can faucet right into a pool of potential new prospects. Keep in mind, 90 p.c of Medicare beneficiaries don’t benefit from open enrollment season. Producers can open up the dialog about open enrollment season by making a optimistic expertise for one beneficiary, who communicates that have to a different, and one other, and one other. Identical to that, producers can pave the way in which to a wholesome referral cycle.

6. Hold prospects knowledgeable of privateness dangers

Con artists and scammers know this and use open enrollment season as a possibility to benefit from susceptible seniors. Producers ought to emphasize the significance of working with a licensed agent and warn beneficiaries in opposition to potential scams they could encounter within the course of.

Beneath are just a few key issues beneficiaries ought to keep in mind throughout open enrollment season. Be happy to share these with prospects to assist them higher perceive how they could be focused by unhealthy actors.

  • Watch out for chilly calls and canvassing. There are strict guidelines about how and when a producer can contact beneficiaries and exhibiting up unannounced to somebody’s house is actually not allowed.
  • All the time be very cautious with private or monetary data. That is possible what a scammer is after and might have severe penalties for beneficiaries when within the improper palms. If ever doubtful, name 1-800-MEDICARE (1-800-633-4227) or contact the Federal Trade Commission.
  • The Facilities for Medicare and Medicaid Providers (CMS) are issuing new Medicare playing cards to assist deal with identification fraud. Lately, nonetheless, scammers have jumped in on the change by inflicting confusion across the new playing cards. Keep in mind: Beneficiaries don’t have to do something to activate their new playing cards and mustn’t give data or pay a payment to anybody claiming to activate Medicare playing cards.

Hip, hip, hoorah for producers

Producers are mission-critical to a profitable Medicare open enrollment season. Beneficiaries want assist navigating coverage choices, enrollment paperwork, and dodging scammers. We are able to solely think about what Medicare enrollment could be like with out the sage recommendation of seasoned producers.

So, whereas it might appear ages away, we advocate kick-starting the season early. It’s all the time a good suggestion to begin occupied with the right way to keep knowledgeable on the Medicare panorama and proactively deal with any setbacks that threaten a fruitful enrollment season. Our piece on greatest practices for agencies, carriers, and MGAs/MGUs is price a learn as nicely. Learn how AgentSync can help you onboard more producers before open enrollment season.


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