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Marketing Dos & Don’ts During Open Enrollment 2023

Medicare 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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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 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. 

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Help your clients calculate the Medicare Part D late enrollment penaltyOne of the more common questions agents get asked from their Medicare clients is “what is the Medicare Part D late enrollment penalty?”  It is fairly easy to explain that if a Medicare member spends more than 63 consecutive days without having Part D or creditable drug coverage, they will be required to pay a late enrollment penalty should they choose to enroll in a Part D plan in the future.  The typical follow-up question is “will I have a late enrollment penalty?”  This is also usually pretty easy to answer, assuming the agent asks the proper questions of the client and the client responds with accurate answers about prior coverage.

[Read more…] about Calculating the Medicare Part D Late Enrollment Penalty

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proper medicare enrollment, completing medicare applications

You spend a lot of time and effort during the AEP marketing and enrolling Medicare beneficiaries.  Make sure that you also spend the proper time and effort submitting error-free applications.  We have identified the six most common errors that cause enrollment applications to pend.  They are as follows:

[Read more…] about The Six Most Common Errors that could cause an Enrollment to Pend