Plan Advisors

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Marketing Dos & Don’ts During Open Enrollment 2023

AEP

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AEP 2022 has come to an end. It’s now time to look ahead for ways we can continue to serve beneficiaries while remaining compliant. As we begin the 2023 Open Enrollment Period, it’s important to discuss what is (and is not) allowable from a marketing perspective. 

Compliant OEP Marketing Initiatives 

  • Engage with Clients – First things first, follow up with your clients to make sure they still have the best plan for their needs! For new enrollees, we encourage brokers to complete 30, 60, and 90-day follow-ups. If your client would prefer to make a change, you can offer to go over enrollment options with them.
  • Market to Aging-In Prospects – Continue your normal marketing efforts toward new and soon-to-be Medicare beneficiaries.
  • Maximize Special Election Opportunities – Whether it’s marketing 5-Star Plans, highlighting Chronic Condition Special Needs Plans, or reaching out to the Dual Eligible community, make the most of these programs that trigger an SEP.
  • Service Beneficiaries Requesting Help – If you are contacted by a beneficiary inquiring about their options, you are free to discuss the OEP with them. You can mail or email marketing materials when they are requested by a beneficiary.

What You Can’t Do During OEP

  • Market the OEP – You cannot advertise the OEP option to beneficiaries.
  • Contact Former Clients – Every now and then, a client slips through the cracks, and you lose them. You cannot use the OEP to win them back.
  • Target Beneficiaries – If you are aware of beneficiaries who enrolled in Medicare Advantage Plans during the AEP, you cannot contact them with the intent of switching them during the OEP.

Just as a quick refresher, if you are contacted by a beneficiary that needs help, here is a list of allowable changes during the Open Enrollment Period:

  • MA or MAPD to another MA or MAPD
  • MA or MAPD to Original Medicare
  • MA or MAPD to Original Medicare with a stand-alone PDP

Beneficiaries are allowed only one change during this period, which lasts from January 1st to March 31st.

As you continue to serve beneficiaries during OEP, don’t forget to utilize MedicareCENTER for accurate, more efficient quoting and enrolling. Are you looking for easy access to this information? Download and print this information to keep handy whenever you need it!

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There are a lot of great Field Marketing Organizations (FMO) out there. When choosing the right one for you, countless factors go into making the correct decision. However, here at Plan Advisors, we’ve identified five key qualities that every great FMO should have and that you should expect when choosing the best fit for you.

Portfolio Assistance

As a broker, there are a lot of logistics you have to coordinate when it comes to growing your book of business. A great FMO should assist you with appointments, certifications, access to carrier systems, and information about carrier availability.

Technology That Makes a Difference

The right technology can go a long way in helping agents to locate resources, acquire quotes, and get contracted. At Plan Advisors, we offer the Broker Portal, which is a one-stop shop for resources and support requests for all of our agents. We also offer MedicareCENTER, which is available to agents as a CRM or for quoting, call recordings, and enrollments. Other enrollment tools include MedicareAPP, MedicareLink, CSG, and HealthSherpa. We want to show you that we have your best interest in mind by offering the best technology available. 

Marketing for Your Agency

Any FMO worth looking at will offer your agency marketing support. Whether you have a small agency that’s only you, or a large agency with agents across the nation, you need an FMO that will help you get your name out there to grow your Book of Business. This may include:

  • Website Development
  • Branding and Logo Creation
  • Advertising Material
  • Marketing Strategy
  • Promo and Sales Collateral

These types of efforts can often be a difference-maker come time for the Annual Enrollment Period (AEP).

Services That Meet Your Needs

Sometimes when you have a problem, you just need a helping hand to get the ball rolling. One of the best qualities of an FMO is one that helps to solve problems that you aren’t sure how to fix. For example, perhaps you have compliance questions and need someone to review what you’ve produced, or you may have billing or claims issues. Whatever it may be, great FMOs like Plan Advisors exist to be the middleman who supports your interests and helps you get on the right track.

Compensation for Your Hard Work

Many financial factors play into being a successful agent. FMOs should help you prepare and execute your finances, audits, commissions, overrides, and billing issues. At Plan Advisors, it’s our mission to ensure that you are paid what you have earned.

We think that these qualities of a great FMO are so important that we’ve made them the pillars of our organization. These are the key ways we serve our agents across the country. So if you’re an agent who needs more support to grow your Book of Business, reach out to Plan Advisors today!

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As a Medicare agent, you have a vast amount of knowledge at your disposal. However, one thing that knowledge can’t do is change the rules of Medicare and magically provide you with more business from those who are under 65. So how can you continue to grow your business outside the boundaries of your Medicare sales?

Well, let us answer your question with another question: Have you ever considered selling ACA plans?

1.  Commissions

In the past, Affordable Care Act (ACA) commissions were a complicated topic. Many carriers were actively lowering the amounts agents could make from selling ACA plans. However, this is no longer the case. ACA plan commissions can provide a substantial income because agents typically get money for each member for each month. This can create a healthy income stream if you’re insuring households with multiple members on top of your usual Medicare sales. 

In addition, the ACA Open Enrollment Period (OEP) overlaps with Medicare’s Annual Enrollment Period (AEP). If that sounds like too much multitasking to you, don’t worry! OEP continues over a month after AEP has ended, allowing you to move from one to the other seamlessly. This can be helpful for some agents who can extend their busy season by one more month and, as a result, increase their sales. 

2.  Larger Client Pool

As a Medicare agent, you’ve probably worked with a client who had family members under 65. This can sometimes feel like a missed opportunity because you’ve worked closely with your client and have grown a positive relationship that would lead to a shared trust among the entire family. However, being a licensed ACA agent allows you to sell to family members who aren’t yet 65. This can have a massive impact on your book of business if, for every one client you’re serving, another is being added. 

In 2021, the eligibility qualifications were lowered, allowing more people to get ACA plans. These premiums will be available through 2025, giving you plenty of time to get your foot in the door. The ARPA also created a special enrollment period that allows some low-income individuals to add marketplace plans outside of the open enrollment period.

3. Free Certification

You may be worried about having to pay another certification fee on top of your Medicare certifications. Don’t worry! Federally Facilitated Marketplace (FFM) Certification is free! The Centers for Medicare and Medicaid Services (CMS) are the ones who facilitate this free certification that puts you on the path to selling ACA plans. Click here for more information on obtaining your FFM certification! 

4. From ACA to Medicare

Massive numbers of people will be aging into Medicare over the next decade. Selling ACA can give you a significant head start on growing relationships with potential clients. You may sell an ACA plan to a client who, three years later, turns 65 and purchases a Medicare plan from you. This is one of the biggest reasons to add ACA into your arsenal as an agent.

Plan Advisors is here to provide all the support you need for your Medicare and ACA endeavors. We can show you the perfect plans that fit your existing portfolio. With the ability to sell two types of plans, you’ll see your book of business grow as your busy season extends.

So don’t wait! Reach out to us today and we’ll help you get on the right track towards selling ACA plans!

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It’s almost that time of year again! October 15th is approaching quickly! The Annual Enrollment Period (AEP) is one of the most anticipated days of the year in the world of Medicare brokers. Let’s admit that saying you’ll be busy might feel like an understatement. However, Plan Advisors is here to help you prepare and ensure you have the resources you need for your most successful AEP yet.

  1. Get Contracted NOW – The closer AEP is, the more brokers there are vying to get an appointment for new plans. Now is the time to prepare for your carrier appointments. Take it from us – you don’t want to be stuck at the back of the line!
  2. AHIP or NAHU – Don’t forget to do your annual training! AHIP is universally recognized, but NAHU is cheaper, offers CE credits, and is growing its carrier base daily. Whichever you choose to pursue, you don’t want to wait too long.
  3. Complete Carrier Specific Certifications – It is fairly common that you will not only need to submit your AHIP or NAHU certification but also to complete specific MA plan training. The more quickly you can get your certifications out of the way, the more time you’ll be able to dedicate your time to marketing and selling. There is no time like the present to get started on your carrier certifications for any new plans you want to represent in 2023.
  4. Get Familiar with Online Enrollment Platforms – With digital enrollment tools being utilized more than ever, it is vital that you learn the best tips and tricks to use them to your advantage. Whether it’s a carrier-specific enrollment platform or MedicareCENTER, you’ll want to create strategies that use them effectively. 
  5. Get Familiar with Broker Portals –If you aren’t sure where to access things like plan materials, commission reports, customer service submission, and much more, then you need to become more familiar with our online Broker Portal. Having a thorough understanding of this tool can have a major impact on your business. 

If there is one tip that can be seen repeatedly, it’s that you should never wait to get things done when it comes to AEP. Whether it’s appointments or certifications, the sooner you can get them done, the better you’ll be able to serve your book of business, new and old. It is never too late to start preparing, gathering materials, and getting ahead of the rush for the 2022 Annual Enrollment Period.

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As Brokers, it is essential to know and be prepared for all upcoming AEP dates and additional requirements pertaining to each carrier’s certifications. Below is a list of the remaining AEP dates in 2023 and some extra information to keep in mind for each! Click here to stay up-to-date with all carrier certification dates for the upcoming 2023 AEP!

Do you need guidance from Plan Advisors? Click here to review Plan Advisors’ 2023 Carrier Certification Guide or contact us at info@myplanadvisors.com!

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As a broker, do you utilize the employers in your local community? If not, you are not alone! Employers are often an underutilized resource in the Medicare industry. If you are not forming and developing relationships with local businesses in your area to build your book of business, you’re missing out! Employers offer a direct pathway to people, which includes those who are turning 65 or planning to retire soon. This space is ripe with potential to build your book of business. Plan Advisors has developed a guide to help you connect with employers to educate employees and clients nearing Medicare age.

Let’s Get Started! 

Are you overwhelmed when thinking about the upcoming AEP? At Plan Advisors, we understand that it may seem daunting. However, we believe that working through a new market, like employers, is the first step to building a solid foothold within your community. All it takes is a little work, and you’re on your way to finding employers which enables connection with new Medicare beneficiaries. Here are a few steps to get you started:

  • Call organizations and businesses in your area and ask them if they provide Medicare educational services to their employees. If not, you can schedule a meeting with their HR directors to share information about Medicare and how you can help those approaching retirement. Once an acquaintanceship is established, it’s your job to nurture the relationship and prove your worth.
  • Follow-up with past employers of the retirees you serve. This will cover your bases, and you may discover employers you did not initially consider. A lot of your leads and individuals are going to derive from current clients. Capitalize on this!
  • Start simple with materials such as informative handouts, but always be willing to journey above and beyond with in-person seminars and consultations for prospective clients. This is a great way to build a relationship and instill yourself as an expert in your field and someone who will be dedicated to the needs of your clients.

Let’s Scope Out an Audience!

Once you’re working on forming connections with new employers and establishing your role as their Medicare expert, what’s the next step? You maintain those relationships! At the same time, however, you must continue working to build new ones while being dedicated to helping your current beneficiaries. Here are a few more tips and tricks for finding your niche market through these employers: 

  • Meet and Greet. Mingle with HR representatives at businesses in your local community. Be confident in yourself and your knowledge to be able to reach out to new people. The larger your network grows, the more exciting opportunities you may find moving forward. You want to become the go-to Medicare expert for the employers that you form connections with.
  • Cultivate. Introduce educational material above promotional material. Employers don’t want to be sold to, but they may desire the information you provide. It becomes important to note that employers are not always familiar with or considering Medicare. Therefore, providing handouts or conducting seminars for potential Medicare customers is a great way to teach them what they need to know and what you can do for them, without pitching yourself to them.
  • Relieve. Focus on alleviating the burdens that HR is feeling by marking one thing off their checklist. Again, the employers may not be considering the steps and information needed to help their employees navigate Medicare. Be the Medicare expert.
  • Develop. Get to know seniors early, develop fellowship and camaraderie, before they turn 65 or retire. You, their friend, can prepare them for the future—what to expect, when to call Social Security, and what plans are best for them. If they already know who you are, your goals, and what you can do for them, that is one less obstacle they have to consider when the time comes. 

Finding new pathways to seniors and potential clients can seem unnerving, but with these steps, tips, and tricks, you’re able to gain from this underutilized lead source. By utilizing your local community’s employers, you’ll be able to help those of retirement age navigate the Medicare space with ease.

Need help sowing the seeds for AEP? The Plan Advisors team is here to help you diversify your lead sources for a more successful AEP.