Plan Advisors

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Let’s Pass the AHIP Certification!

Medicare Industry

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Whether you like it or not, if you want to sell Medicare, you must complete your AHIP certification. This paid certification consists of two courses: Medicare and Fraud, Waste, and Abuse (FWA). If you fail the test three times, many carriers won’t accept you in a given year. Therefore you must do the work to be prepared for whatever the certification may throw your way.

Here are some tried and true ways to make sure that you pass your AHIP with flying colors:

  • Save a copy of each AHIP Module.
  • Have the modules available when taking the test. If you get stuck on a question, you can search the modules using specific words and phrases using the hourglass.
  • Take each review test until you receive a score of 100% – then you are ready to move on.
  • All review tests need to be taken in order to take the final exam.
  • When taking the test, read each question carefully.
  • You will need 4-6 hours to review all the modules and take the test.
  • Modules 4 and 5 have “timed” pages – You will need to view each page in order to take the final exam.
  • You may want to take a break in between the Medicare modules and the FWA modules.

Here are some other tips and tricks straight from agents taking the exam:

These are just a few examples of how agents across the country use different tools to pass their AHIP certifications. 

We hope these tips are helpful as you prepare to get your certification. Join our Facebook group to share other advice that you may have about taking the AHIP!

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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. 

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Are you planning on taking the AHIP Medicare training test in the near future? You don’t have to stress! We’ve put together a list of tips and tricks for passing AHIP that will help you improve your chances of getting AHIP certified on the first try!

In order to sell Medicare Advantage plans and Part D products, you must complete specific government-required training, including your AHIP training and certification. At Plan Advisors, we want to provide you with AHIP help on how to best prepare for the exam and how to set yourself up for success throughout the preparation process.

How To: PREPARE

The training modules and AHIP practice quizzes are the best place to start when preparing to take the exam. Think back to when you were preparing to take your driver’s test. How did you prepare to take the exam? (Pro Tip: The answer probably isn’t hoping for the miraculous infusion of knowledge while you slept the night before the test!) It was studying the material from the textbook and taking practice exams, right?

So, before you dive into the exam, set aside some time to go through the AHIP training modules at least once. In fact, we recommend reviewing them multiple times especially if they are new concepts. Take your time going through the information, and let the details resonate with you, especially if it will be your first time taking this exam. 

If you are taking the exam to get recertified, it may only be required to take parts four and five, but we recommend retaking each part to refresh your memory and get you ready for all the different questions you’ll encounter on the final test.

HINT: In the past, some questions from the AHIP practice quizzes have appeared on the final exam. It is so important that you feel confident in answering the practice questions and any potential variations.

While navigating the training modules, you will find practice quizzes placed throughout. You are welcome to complete and retake them as many times as you’d like. If you get a question wrong on one of the quizzes, work to dig out the correct answer within the modules. Once you come to the conclusion, write the question down for easy reference if you find that you continue having trouble with the same question or topic of concern.

How To: Take Notes 

Take notes — as many notes as you would like. Study them and keep them handy for the test. Spoiler alert: The AHIP test is an open-book test, so you can actually refer to your notes (and the modules themselves) while taking the test!

If you happen to be taking the AHIP exam for the first time, write down the questions or topics you’re struggling with. We even recommend writing down why you are having trouble with the question. Make note of where to find specific answers in the modules so that you can quickly reference them during the final exam. For instance, they may just say, “Look at [insert number or description here] slide for this answer!”

An Open-Book, but Timed, Test 

Who doesn’t love an open-book test? This means you can always refer to any materials AHIP provides for you, along with any notes that you take. The fact that AHIP is timed makes it super important that you use your time and resources as efficiently as possible. You don’t want to waste valuable seconds and minutes constantly flipping through pages or scrolling through the modules on your computer.

With that being said, be sure to keep in mind that preparing was one of our tips for a reason. “Open-book” might entice you to forgo studying, but being familiar with the material you’re tested on is always a good idea, especially for open-book exams. Since the exam is timed, you don’t want to spend all of your time searching for answers. You just want to be able to find answers if you can’t remember something or if you encounter a more difficult question!

To complete the test, you must be able to get through 50 questions in two hours. Easy, yes? But, remember you can only spend about two to two and half minutes on each question. This does not include time to review your answers afterwards or go back to any hard questions. It is additionally important to note that if you have to retake the test, the questions are randomly selected meaning you could get different ones each time. 

Tech Tips:

Set up multiple windows on one screen! 

One way you can save time is by utilizing “split-screening”, or making half of your computer screen show the AHIP exam and the other half show the modules you downloaded. You can do this by opening your favorite internet window and then sizing it to fit half of your screen. Then, open the AHIP training modules you downloaded and size them to fit the other half of your screen.You may also consider having each file take up the whole screen and just flip between the tabs. 

Quickly reference keywords within your AHIP materials

Looking for a particular note that can help you answer a specific question? Did you take your notes in an online document? If so, you don’t have to scroll through all of your notes until something looks familiar. Instead, try clicking onto your document where your notes are located, then press the Ctrl and F buttons on your keyboard at the same time to open the “Find” feature! (You can usually use the “Find” feature while in a Word document, PowerPoint presentation, PDF, or web page.) Then, type in a keyword or short phrase and click “enter.” The tool should allow you to quickly go to the places in the document where that word or phrase is mentioned. 

Unfortunately, this trick will no longer work for searching the modules. So, TAKE NOTES!

Pro Tip: Enter only one keyword or a really short phrase when using the “Find” feature.

Plan Advisors’ Extra Tricks:

If you happen to struggle with test anxiety or get butterflies in your stomach come game time, we discovered some tips and tricks to creating a conducive test-taking environment to ease your nerves.

  • Find a good location. Try your home office, your living room, the local library, or a coffee shop where you can find some peace and quiet. Be sure to plug into a power outlet and ensure that your location contains a stable internet connection.
  • Limit your exposure to outside distractions. Put away your cell phone and silence your email notifications. Close all other programs on your computer. (Social media can wait!) Utilize a good pair of comfortable, noise-canceling headphones if needed.
  • Create a comfortable ambiance. Do you enjoy a lit candle or your wax warmer? Get that set up prior to starting the exam! Slip into your favorite outfit. Open your windows to let in fresh air. Can you think of anything else to create your ideal environment? We encourage you to take any other necessary steps to ensure you’ll be comfortable and relaxed!
  • Grab your favorite drink and a few snacks. Whether you enjoy coffee, tea, or water, fruit, chips and salsa, or veggies and dip — have your favorite snacks and drinks handy. Plus, this step could help you minimize distractions if you’re somebody who might benefit from a quick snack break during the exam.
  • Be optimistic! Are you a glass-half-full type of person? Those who are more optimistic, tend to better manage stress, and that, in turn, has a whole lot of other health benefits!

Those Medicare agents who have ventured around the block a few times say that AHIP is manageable once you get the hang of it. If you happen to get more questions incorrect than you thought you would, or if you fail your first time taking the final AHIP exam, don’t beat yourself up. Just be sure to note the areas that you held hesitations for, and study up on those areas a little more. 

Remember, you have three chances to pass the exam! Plan Advisors encourages you to put in the effort you need to, take notes, and create an ideal test-taking location. We believe that you will pass and may even have chances to spare!

Do you still have questions? Contact us at 502.228.1308 or email us at info@myplanadvisors.com.

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Each year, Humana sends out correspondence to brokers regarding your contract and appointment status. Did you receive a Term Letter from Humana? If so, don’t worry! You’re not alone. We’re here to help clear up any confusion and guide your next steps.

Types of Term Letters Broker May Receive:

  • Appointment notification letter
  • Contract termination letter
  • Appointment fee reimbursement request
  • Producer Contract Amendment letter

There are certain requirements that producers must meet in order to remain actively contracted with Humana. If you no longer meet these requirements, you will receive the aforementioned correspondence.

The full requirements are outlined in the Producer Partnership Plan (PPP). You can review Humana’s 2022 Individual Products Producer Partnership Plan for complete details.

What Humana Term Letters Mean

Understanding what the Humana Term Letters mean is important so that you can identify the next steps you need to take to reduce impact on your business.

Lack of Production Appointment Notification Letter

Here’s a sample:

For the state of West Virginia, the following appointment(s) are terminated; however, if you do sell, solicit, negotiate, or are a writing agent, agent of record, or in any manner or capacity represent these entities, you will be automatically re-appointed as long as you are properly licensed in the state and have an active producer contract at the time:

HUMANA INSURANCE COMPANY

This appointment termination is in accordance with your Humana Producer Contract. State regulations require that we notify you to return or destroy all copies of confidential information immediately for HUMANA INSURANCE COMPANY for the state of WEST VIRGINIA. If at any point you become re-appointed for this legal entity, you will regain access to these materials.

Humana is required to notify producers per state regulations if they terminate appointments for lack of production. Appointment changes do not impact current books of business or your state license status. The Humana Producer Contract remains active.

No action on your part is needed to maintain the appointments required for the current or future business. As long as you are properly licensed in the state where you are selling and maintain an active Producer Contract, Humana will automatically appoint you for the specific appointment that is necessary.

Lack of Production Contract Termination Letter

Humana periodically reviews a broker’s production output as a cost stewardship measure. If the review finds that you have no in-force business for longer than 12 months, they will send you an email or letter notifying you of a change in your overall contracting status (pending termination).

Click here to see a sample letter.

Once you receive the letter, you will have a specified amount of time to indicate your intent to maintain your contract with Humana.

If you receive one of these letters and wish to continue to represent Humana, it’s important that you reach out to your upline for assistance.

Appointment Fee Reimbursement Request

Brokers must meet Minimum Business Production (MBP) standards. If you have not fulfilled the MBP standards after 12 months (from contract date), you may receive a reimbursement request.

You will have 45 days from the letter date to submit payment. Here’s what the PPP has to say about status if you should choose not to pay the reimbursement:

“Should an Agent fail to meet at least one of these Minimum Business Production standards and choose not to reimburse Humana for all renewal appointment fees paid by Humana on their behalf, the Agent’s contract will be either terminated or placed in an inactive status under an Inactive Status Amendment.”

If you miss the 45-day window to reimburse Humana for their appointment fees, you may still submit payment in check form. Please note that after payment processing, you must visit the Producer Onboarding tool to re-contract.

Again, you should reach out to your upline if you have any questions or need assistance with this process.

Producer Contract Amendment Letter

Finally, Humana may send a Producer Contract Amendment. This shows a list of states you can conduct business in.

If a state where you know you can conduct business does not appear on this letter, it may be because Humana does not require an appointment in this state.

You can find state appointment requirements by clicking here.

Did you receive a Term Letter from Humana? Don’t worry! No matter the issue you may be facing, Plan Advisors is here to help you maintain your successful business. You can visit our portal to find more in-depth information on Humana Term Letters or request support for help resolving the issue.