Lead Star Medicare Leads

Lead Star Medicare Leads

Lead Star Medicare Leads
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What You’ll Learn from Episode 26 of Insurance360: Smarter, Compliant Medicare Lead Generation with “Professor Leads”

If you’re in the insurance world, or just curious about where it’s headed, you’re going to love Episode 26 of our Insurance360 podcast. In this episode, we sit down with none other than Bill DeCourcey, a.k.a. “Professor Leads,” for an eye-opening conversation about what’s working right now in Medicare lead generation, and how to do it all by the book.

Let’s break it down. 

Setting the Scene

Bill, who’s well-known in the industry for his practical, no-fluff insights, joins our host for a deep dive into the evolving landscape of insurance. With his trademark energy and real-talk style, Bill shares what he’s seeing on the front lines and how both agents and agencies can adapt.

What You’ll Hear in This Episode:

How the Industry is Evolving

The insurance game is changing fast. Bill kicks things off by discussing the significant shifts occurring in the industry, driven by technological innovations and increasing consumer expectations. Whether you’re a carrier, an agent, or a client, these changes are touching everyone.

Customer Service is Getting an Upgrade

Next, Bill delves into how agents are enhancing their service offerings. From AI-driven tools to streamlined onboarding processes, he explains how smart innovation can make life easier for both agents and clients, and why staying ahead of these trends is essential.

 Navigating the Compliance Maze

Of course, no talk about Medicare lead generation would be complete without touching on compliance. Bill breaks down the current regulatory headaches, what might be changing, and how to stay on the right side of the rules while still growing your business.

Bill’s Big Takeaway

Bill wraps up the episode with a powerful reminder: in a space that’s constantly shifting, staying informed and flexible isn’t optional, it’s essential. If you’re an agent, a marketer, or just someone interested in the insurance space, you need to keep learning and evolving.

Why This Episode Matters

This isn’t just another industry podcast. Bill’s take is real, relatable, and refreshingly straightforward. He has a way of simplifying the complex stuff, so whether you’re a seasoned pro or just getting started, you’ll walk away with practical insights you can use.

Want More?

Don’t miss the full episode, it’s packed with more nuggets than we could fit here. Tune in, take notes, and subscribe to Insurance360 so you never miss a conversation that could change how you do business.

 [Listen to Episode 26 now]
Got questions or takeaways of your own? Drop us a comment or share the episode with someone in your network who should hear it!

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Bob Brzyski

Bob Brzyski

Vice President of Marketing

x7742 | bbrzyski@pfsinsurance.com

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Understanding Referral Fees in Insurance: What Agents Need to Know

Understanding Referral Fees in Insurance: What Agents Need to Know

Understanding Referral Fees in Insurance: What Agents Need to Know
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Understanding the ins and outs of referral fees is key to staying compliant and protecting your insurance license. Whether you’re an agent or running an agency, knowing what you can and can’t do helps you avoid costly missteps. This guide breaks down the dos and don’ts, answers common questions, and shares practical tips to help you build ethical, compliant referral relationships with confidence.

What Is a Referral Fee?

A referral fee is any cash, gift, or compensation—direct or indirect—provided by a licensed agent or agency to an unlicensed individual or entity for the purpose of soliciting insurance business. This practice is highly regulated, and any missteps can result in severe penalties.

What’s Allowed vs.  What’s Not

Here’s a clear breakdown to help agents stay compliant with state insurance laws and Medicare Marketing Guidelines.

You Can:

  • Receive compliant referrals from providers (if initiated by the provider and compliant with CMS guidelines)
  • Pay referral fees to other licensed agents or agencies (check state rules for any variations)
  • Accept nominal gifts (up to $15 per person, $75 annually) from or give them to customers, as long as they are not cash or monetary
  • Receive referral fees from licensed Medicare Advantage organizations (up to $100 for MAPD/MA and $25 for PDP plans in 2025)
  • Provide beneficiaries with non-monetary nominal gifts

 You cannot:

  • Pay referral fees to providers, consumers, or unlicensed individuals
  • Offer cash or rebates to consumers in exchange for referrals
  • Use or accept patient lists from providers without proper written consent
  • Provide any compensation for a referral from someone who is not licensed to sell insurance

Rebating: Know the Risks

Rebating is the act of offering financial incentives to influence the sale of insurance. This includes giving back a portion of your commission or offering anything of value to entice a customer. Rebating is illegal in most states and may result in license termination or other disciplinary actions.

Examples of Rebating:

  • Paying a customer for a referral
  • Offering to waive part of a premium
  • Giving gift cards or cash for enrolling in a plan 

Best Practices to Stay Compliant

  • ✔ Always confirm the license status of anyone you’re exchanging referral fees with
  • ✔ Check your state’s rules before paying or receiving referral fees—even between licensed agents
  • ✔ Get written authorization before contacting any referred individual
  • ✔ Keep detailed records of all referral sources and communications

 

Need Help Navigating Referral Compliance?

Understanding the nuances of referral fee regulations can be complex, but you don’t have to figure it out alone.

      Schedule a consultation with our compliance experts.
      Request more information on staying compliant with Medicare and state guidelines.

Protect your license. Grow your business the right way.

[Contact Us Today] – Let’s ensure your referral strategy is fully compliant.  Information is subject to change without notice.  Always check with compliance.

For more information, contact a Pinnacle Financial Services representative today 1 (800) 772-6881 x7731 | sales@pfsinsurance.com
Bob Brzyski

Bob Brzyski

Vice President | Marketing

x7742 | bbrzyski@pfsinsurance.com

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1 (800) 772-6881 support@pfsinsurance.com

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Canadian Medstore

Canadian Medstore

Canadian Medstore

Bob Brzyski

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Tackling Prescription Costs Head-On with the Canadian Medstore: A Fresh Perspective

In this latest episode, Bob and Rob take on one of the most pressing issues in healthcare today, prescription drug costs. As the complexities of the healthcare industry continue to grow, they cut through the noise to focus on what truly matters: affordable options for those who need them most. This week, they welcome Bill Hepsher of The Canadian Medstore, offering listeners a practical approach to lowering prescription expenses.

Diving into the Prescription Drug Maze

The conversation zeroes in on real-world solutions, particularly for Medicare clients facing the burden of high prescription costs. Bill Hepsher, drawing on two decades of industry experience, joins Bob and Rob to share insights into how The Canadian Medstore helps individuals save significantly on their medications. His expertise offers a fresh perspective for agents and clients alike, highlighting strategies that make a meaningful difference.

Where Medicare Part D Falls Short

Early in the episode, Bob reflects on insights from a recent Medicare event, where even amidst updates like Part D changes and the Inflation Reduction Act, prescription costs remain a struggle for many. This recurring challenge reignited Bob’s determination to seek effective solutions, bringing him back to his initial conversation with Bill. Their shared mission, to empower insurance professionals with tools to help clients lower drug costs, sets the tone for an informative conversation.

The Story Behind Canadian Medstore

Bill’s journey into the prescription savings space is rooted in personal experience. His brother’s battle with non-Hodgkin’s Lymphoma and the exorbitant cost of anti-rejection medications led Bill to explore affordable alternatives. Discovering lower-priced options through Canadian pharmacies, he turned this personal mission into a broader effort to assist Americans in accessing essential medications without crossing the border. The result was the founding of The Canadian Medstore, now a trusted resource for affordable prescriptions.

Tariffs, Politics, and Prescription Drugs

Amid ongoing economic shifts and global politics, questions arise about the stability of cross-border prescription options. Bill addresses these concerns directly, explaining how individual prescriptions from Canada remain unaffected by tariffs for now. However, he acknowledges the ever-changing landscape and assures listeners that he remains vigilant in monitoring developments that could impact access.

A Game-Changer for Healthcare Agents

The episode takes an exciting turn for healthcare agents, positioning The Canadian Medstore as more than just a patient resource. Bill emphasizes how agents can leverage this partnership to help Medicare clients save on high-cost, non-generic medications like Eliquis. By offering clients alternative solutions for navigating formularies and premium challenges, agents can significantly enhance their value and strengthen client relationships.

This approach goes beyond simply filling prescriptions, it bridges critical gaps for clients who might otherwise feel left without options. Bill and his team provide agents with an additional tool to support their clients’ healthcare journeys.

Looking Ahead: The Future of Affordable Meds

As the discussion wraps up, Bob and Rob reflect on the importance of accessible prescription options, especially as healthcare policies and economic conditions continue to evolve. They underscore the need for dependable alternatives like The Canadian Medstore, which serve as a safeguard against rising drug costs and the limitations of programs like Medicare Part D.

The episode closes with a call to action for agents, healthcare professionals, and anyone committed to helping others: explore The Canadian Medstore as a resource for clients facing prescription cost challenges.

To watch or listen, visit the Insurance 360 Podcast to get all the conversation.

Insurance 360 Podcast

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For more information, contact a Pinnacle Financial Services representative today 1 (800) 772-6881 x7731 | sales@pfsinsurance.com
Bob Brzyski

Bob Brzyski

Vice President Marketing

x7742 | bbrzyski@pfsinsurance.com

Contact a Pinnacle Representative if you have any questions.

1 (800) 772-6881 support@pfsinsurance.com

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2026 CMS Final Rule

2026 CMS Final Rule

2026 CMS Final Rule
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The Centers for Medicare & Medicaid Services (CMS) has released its final rule for Contract Year 2026, bringing significant updates to Medicare Advantage (Part C), Medicare Prescription Drug (Part D), Medicare Cost Plan, and Programs of All-Inclusive Care for the Elderly (PACE). This rule, rooted in provisions from the Inflation Reduction Act (IRA) of 2022, codifies cost-sharing improvements, enhances beneficiary protections, and imposes new requirements on plan sponsors and pharmacies.

While the rule encompasses various critical policy updates, marketing and communication practices receive a partial overhaul. Let’s dive into the changes with a deeper look at the updated marketing standards.

Key Provisions of the 2026 Final Rule

  1. Vaccine Cost-Sharing Reforms: CMS codifies that all adult vaccines recommended by the Advisory Committee on Immunization Practices (ACIP) must be offered under Part D with zero cost-sharing. This rule applies to both in-network and out-of-network settings, effective from January 1, 2023, and continuing forward.
  2. Codification of SSBCI Oversight: CMS has codified guidelines for Special Supplemental Benefits for the Chronically Ill (SSBCI), reinforcing that benefits must be medically appropriate and aimed at improving or maintaining health. Non-allowable items—such as tobacco, alcohol, and firearms—are now explicitly excluded, ensuring that SSBCI focuses on meaningful, health-related interventions. Plans must adhere to stricter documentation and compliance standards.
  3. Insulin Cost-Sharing Cap: Beginning in 2026, insulin costs under Part D will be limited to the lesser of $35/month, 25% of the drug’s Maximum Fair Price, or 25% of the negotiated price.
  4. Medicare Prescription Payment Plan: This provision allows all Part D enrollees, including those receiving subsidies, to pay their out-of-pocket costs in capped monthly payments rather than upfront at the point of sale.
  5. Enhanced Protections for Dually Eligible Beneficiaries (D-SNPs): New federal requirements mandate that applicable integrated D-SNPs issue integrated ID cards that cover both Medicare and Medicaid benefits and conduct a combined Health Risk Assessment (HRA) for both programs.
  6. Prescription Drug Event (PDE) Timeliness Requirements: Initial PDEs must be submitted within 30 days, adjustments and deletions within 90 days, and selected drugs have a 7-day window.
  7. Pharmacy Requirements in the Drug Price Negotiation Program: Pharmacies must enroll in the Medicare Transaction Facilitator Data Module (MTF DM) to ensure accurate pricing and claims for drugs with negotiated prices.

Spotlight: Marketing and Communication Reforms

One of the most impactful sections of this final rule is CMS’s ongoing effort to strengthen marketing oversight and ensure beneficiaries receive accurate, accessible, and meaningful information.

Integrated Member ID Cards: For CY 2027, all integrated D-SNPs must issue a single, integrated ID card that serves as the enrollee’s Medicare and Medicaid card. This aims to reduce confusion, enhance the member experience, and support seamless care navigation. Plans must incorporate these changes into marketing and communication materials starting October 1, 2026.

Medicare Prescription Payment Plan Communications: Marketing and outreach materials must now include eligibility criteria and enrollment details, monthly payment cap explanations, instructions for opting in or out, and changes in timing for renewal and election notices. Telephonic notices must meet revised content requirements, long-term care pharmacies are tasked with delivering a “Likely to Benefit” notice, and pharmacies are no longer required to provide OOP estimates at the point of sale.

Transparency and Clarity in Plan Information: Though not finalized in this rule, CMS reiterated its watchful eye on third-party marketing organizations (TPMOs). It continues to monitor misleading advertising, inadequate disclaimers, and aggressive marketing practices targeting seniors. CMS also emphasizes its commitment to promoting culturally and linguistically appropriate services, ensuring websites include up-to-date and accessible plan information, and educating pharmacists and physicians on reimbursement and direct member reimbursement (DMR) protocols.

Financial Impact Summary

  • Vaccines: No expected financial impact.
  • Insulin: Estimated $1.2B increase in transfers from 2026-2035.
  • Payment Plan: No significant financial impact expected.
  • D-SNP Integration: Minor administrative costs only.

 

Conclusion

CMS’s 2026 final rule represents a significant step forward in improving affordability, access, and accountability across Medicare Advantage and Part D programs. For insurance professionals, these updates, especially the enhanced marketing and communication requirements, underscore the critical responsibility you hold in ensuring beneficiaries receive clear, accurate, and timely information.

As trusted advisors, your expertise will be pivotal in helping individuals navigate the evolving landscape, understand their options, and choose plans that best align with their unique health and financial needs. The introduction of features like the Medicare Prescription Payment Plan and integrated member ID cards present new opportunities to streamline the enrollee experience but also demand precise communication and personalized support.

Stay engaged as further guidance is released, particularly around implementation timelines and materials, so you can continue to deliver exceptional service and uphold your role as a key resource in the Medicare journey.

For more information, contact a Pinnacle Financial Services representative today

1 (800) 772-6881 x7731 | sales@pfsinsurance.com

Bob Brzyski

Bob Brzyski

Vice President Marketing

x7742 | bbrzyski@pfsinsurance.com

Contact a Pinnacle Representative if you have any questions.

1 (800) 772-6881
support@pfsinsurance.com

Contact Us

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Succession Planning for Insurance Agents

Succession Planning for Insurance Agents

Succession Planning for Insurance Agents
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Why I Believe in Succession Planning and Strategic Acquisitions (with Christian Brindle)

:In the ever-changing world of insurance, especially within the Medicare space, staying ahead means thinking beyond just the day-to-day. Recently, Rob and I had the pleasure of sitting down with Rob and Christian Brindle for a conversation that really resonated with me: succession planning and business acquisition.

This wasn’t just another episode of Insurance 360; we got personal, we got practical, and we touched on topics that every agent, especially those who’ve been in the game a while, needs to consider seriously.

My Take on the Industry Today

As someone who’s seen this industry evolve, I’ve noticed a shift. More young agents are entering the field, and the dynamics of agency ownership are changing rapidly. In our conversation, Christian shared his own story of how he got into the business, built his agency, and started thinking long-term from early on. His perspective on generational succession really stuck with me. He’s not just talking theory, he’s living it.

Succession Planning: Not Optional Anymore

One of the biggest takeaways from this episode was the importance of having a clear succession plan. Christian laid it out in a way that makes complete sense. He talked about the risk of leaving your book of business vulnerable if you haven’t incorporated or created a transition strategy. His advice? Get your business structured. Consider getting your spouse licensed. Take steps now so your life’s work doesn’t disappear overnight if the unexpected happens.

What Christian Taught Me About Buying a Book of Business

When we shifted gears to talk acquisitions, Christian really brought the goods. He’s done it; he’s bought books of business and knows what to look for. He walked us through what makes a book valuable: client demographics, policy types, policy age, and more. What stood out to me was how methodical he is; he’s not just grabbing whatever’s available. It has to align with his business model and location. That’s smart business.

Timing (and Tech) Is Everything

I asked Christian about the best time to make a move on a book of business. He prefers the first two quarters of the year- smart move, considering the chaos that is AEP. We also dove into how technology has made all of this easier. With better CRMs and digital tools, the acquisition process is way more efficient than it used to be.

Advice for Fellow Agents

We wrapped up the episode with some real-world advice. Christian stressed the importance of staying plugged into the industry, going to events, networking, and building relationships. That’s how doors open. He also emphasized using tech not just for operations but to stay connected with clients year-round. If you’re not doing that yet, you’re already behind.

Final Thoughts

Look, succession planning and strategic acquisitions aren’t just buzzwords, they’re essential if you want your agency to outlive you. This conversation wasn’t just helpful, it was a wake-up call. Christian Brindle is a guy who gets it. He’s walking the walk and proving that with the right mindset and moves, you can build something lasting.

If you haven’t heard the episode yet, I highly recommend giving it a listen. Whether you’re thinking about the next stage of your career or just trying to build smarter, Christian’s insights are pure gold.

Let’s start planning not just for today but for the legacy we want to leave behind.

Stay informed, stay connected, and keep exploring the dynamic world of insurance.

Succession Planning:  Whitepaper

 Watch here: YouTube

Listen here: Insurance 360 Podcast

For more information, contact a Pinnacle Financial Services representative today

1 (800) 772-6881 x7731 | sales@pfsinsurance.com

Bob Brzyski

Bob Brzyski

Vice President of Marketing

x7742 | bbrzyski@pfsinsurance.com

Contact a Pinnacle Representative if you have any questions.

1 (800) 772-6881
support@pfsinsurance.com

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