How Does Medicare OEP Work?

How Does Medicare OEP Work?

How Does Medicare OEP Work?
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The Medicare Open Enrollment period (OEP) occurs each year between January 1st and March 31st.  A client must be on a Medicare Advantage plan to take advantage of the OEP opportunity.  If your client is currently on a Medicare Advantage plan, they can either make a one-time switch to; a different Medicare Advantage Plan or go back to Original Medicare and enroll in a stand-alone Prescription Drug Plan.  The new plan would be effective the first of the month following submission of the enrollment.

Medicare OEP “Do’s and Dont’s”?

CMS has specific marketing guidelines that must be followed during OEP.  Agents may not knowingly target or send unsolicited marketing materials to any MA or Part D for the purpose of using their OEP option to change plans. “Knowingly” take into account the intended recipient as well as the content of the message.

Do Not

Do
  • Send unsolicited materials advertising the ability/opportunity to make an additional enrollment change or referencing the OEP;
  • Specifically target beneficiaries who are in the OEP because they made a choice during Annual Enrollment Period (AEP) by the purchase of mailing lists or other means of identification;
  • Engage in or promote agent/broker activities that intend to target the OEP as an opportunity to make further sales; or
  • Call or otherwise contact former enrollees who have selected a new plan during the AEP.
  • Market to age-ins (who have not yet made an enrollment decision);
  • Marketing by 5-star plans regarding their continuous enrollment SEP;
  • Marketing to dual-eligible and LIS beneficiaries who, in general, may make changes once per calendar quarter during the first nine months of the year;
  • Send marketing materials when a beneficiary makes a proactive request;
  • At the beneficiary’s request, have one-on-one meetings with a sales agent; and
  • At the beneficiary’s request, provide information on the OEP through the call center

Medicare OEP Training

We hold webinars multiples times throughout the week covering a variety of topics, including Medicare OEP and other marketing opportunities. Be sure to always check the Enrollment Period Guide if you have questions on eligibility.  Reach out to our support team for training calendars from each carrier in your area.

For more information, contact a Pinnacle Financial Services representative today

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

Jeff Palo

Jeff Palo

Senior Sales Director - Health

x7716 | jpalo@pfsinsurance.com

Contact a Pinnacle Representative if you have any questions.

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

Contact Us

Contact a Pinnacle Financial Service representative today for assistance.

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2021 UnitedHealthcare First Look

2021 UnitedHealthcare First Look

2021 UnitedHealthcare First Look
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UnitedHealthcare is the latest carrier to release their first look information for the 2021 plan season. The first look documents will have the generic benefit information available, such as Primary Care, Specialist, and Inpatient Hospital copays.

It’s very important that you introduce yourself to a local Agent Manager to get full product information in the counties where you work. Be sure to visit the calendar page of our website to find and register for webinars in your area that discuss the plans in more detail. We will also be holding webinars about UHC and all of the plans for 2021.

2021 UnitedHealthcare First Look Plan Certification

You must be certified and ready to sell before you can offer or discuss plans for 2021. Fully certified agents are the only ones who can receive UnitedHealthcare receive first look information. As always, to be compliant, remember that nothing can be shared with Medicare beneficiaries prior to October 1st. Refer back to our AEP Toolkit to stay up to date with both certifications and plan benefit information. UnitedHealthcare will accept AHIP as your generic Medicare training however, they are the only company that also offers this training through their portal at no cost to the agents. That training only counts for UnitedHealthcare, but it acts as a good introduction to Medicare Advantage without having to pay for AHIP. They also require their product-specific certifications. Make sure to certify early so that you can pre-order supplies as early as August 7th.

2021 UnitedHealthcare First Look Product Info

UnitedHealthcare is ranked #6 in the Fortune 500 world rankings. They are the #1 Medicare carrier in the United States. They carry the full weight of both the UnitedHealthcare and AARP brands. This means that you, as the agent, will be able to take advantage of plan stability, growth, and superior brand recognition. There are expansion counties, new PPO options, and a National network in 2021. UnitedHealthcare continues to grow its ancillary benefits, such as Dental and Transportation. With the current COVID-19 situation, there will be a greater emphasis on telehealth, which UnitedHealthcare offers with increased emphasis.

For more Information on 2021 UnitedHealthcare First looks and one-on-one support, click here to contact your Sales Director.

For more information, contact a Pinnacle Financial Services representative today

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

Jeff Palo

Jeff Palo

Senior Sales Director - Health

x7716 | jpalo@pfsinsurance.com

Contact a Pinnacle Representative if you have any questions.

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

Contact Us

Contact a Pinnacle Financial Service representative today for assistance.

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2021 Medicare Advantage Training

2021 Medicare Advantage Training

2021 Medicare Advantage Training
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Believe it or not, the 2021 Medicare Advantage Annual Election Period (AEP) is almost upon us. Don’t forget that the SEP for COVID-19, code SEP-DST is still in effect until June 30th. Anyone who had a previous SEP available, such as OEP, and had not used it yet, can still enroll until the end of the month. Open Enrollment Period (OEP), followed by the COVID-19 epidemic, has carried us right into certification season. The first step for selling in 2021 is to become certified. New agents would do well to remember that most carriers will accept the 2021 AHIP and product certifications as viable to sell for the remainder of the current year. Keep an eye out on our Medicare Toolkit, found on our homepage. We will be posting up to date information on carrier certification and product previews all the way up to AEP.

2021 Medicare Advantage Training instructions

Medicare Advantage and Prescription Drug Plans are both governed by the rules and subject to the oversight of CMS. As an agent, you need to be fully certified to offer those products to your clients. Certification and Ready-to-Sell status typically requires two pieces. First, Medicare basics training, including information on fraud, waste, and abuse. Second, training specific to each carrier and its products. The most common, and widely accepted, Medicare basics certification is through AHIP. AHIP consists of 5 training modules for agents taking the course for the first time or 2 modules in subsequent years. These modules will contain multiple mini-quizzes after each lesson, many of which will also appear on the final exam. The AHIP concludes with a 50-question final exam, followed by Fraud, Waste, and Abuse modules. You must score 90% or better on the final exam in order to pass. You get 3 chances to pass, after which you will have to pay again for an additional 3 chances. Be careful as some carriers will not allow you to write for them in the current year if you fail the AHIP test 3 times. The second most common standard basics course is through Gorman. Gorman is not accepted by every carrier. New for this year is a course and training through the National Association of Health Underwriters (NAHU).

2021 Medicare Advantage Training tips and extras

The only cost to certify is that of the Medicare basics test. AHIP has stayed at $175 again this year, with many companies offering a $50 discount through their portal. Certain carriers, like Aetna or Humana, will pay for your AHIP after writing a certain number of applications. The AHIP test will typically take between 2-6 hours to complete in full, so be sure to allow enough time. Many carriers will not allow their certifications to open until the AHIP is completed, so don’t waste until the last minute to finish. The company certifications will all be accessed through their agent portals and can vary greatly in terms of length of time as well as difficulty. Every test will have a study guide available either before or during the training process. You will want to download and keep those handy to help with your test preparedness. Carrier certifications will open beginning next week, starting with Anthem. They will continue to roll out up through August. There are only a few carriers who still require face-to-face certifications in certain situations, but most of those have allowed online training due to COVID-19. Be sure to contact us for more tips and tricks in the certification process.

For more information, contact a Pinnacle Financial Services representative today

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

Jeff Palo

Jeff Palo

Senior Sales Director - Health

x7716 | jpalo@pfsinsurance.com

Contact a Pinnacle Representative if you have any questions.

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

Contact Us

Contact a Pinnacle Financial Service representative today for assistance.

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CMS’ Change to Medicare Online Enrollment

CMS’ Change to Medicare Online Enrollment

CMS’ Change to Medicare Online Enrollment
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Original Medicare is available for those who qualify, based on age or disability status.  Typically, those who apply need to be 65 years of age or older, or under 65 with a disability or End-Stage Renal Disease. People are eligible to receive Medicare Part A for no premium if they or their spouse has worked and paid taxes for Medicare for 10 years. Additionally, there are other situations where these people may be able to get Medicare Part A at no premium. The Medicare Eligibility tool can help determine a client’s status. New Medicare beneficiaries can enroll in Medicare through Social Security.

Changes to Medicare Online Enrollment After Age 65

Prior to the COVID-19 pandemic, those who retired after age 65 and decided not to enroll in Medicare Part B, had two options to enroll:

  1. Go to their local Social Security office, (which was often the most expedient) or;
  2. Call Medicare

With the new social distancing measures in place, Social Security offices are closed down or left with limited hours, leaving potential beneficiaries with only the option to call. Beneficiaries can call 1-800-772-1213, say the word “Medicare”, and then wait for assistance. The issue is that the wait time is often extreme and frustrating for some. Fortunately, SSA/CMS has implemented an online enrollment tool for those Beneficiaries enrolling after age 65.

Changes to Medicare Online Enrollment’s New Tool Implementation

The new online enrollment tool has essentially taken the Medicare Part B enrollment form, and the Request for Employment Information form, and created an online application that the beneficiary can submit on their own. The applicant can complete the new online form, then upload proof of coverage and employment, (such as an ID Card and Paystub.)  They will need to e-Sign to finalize the enrollment, but the employer will not need to sign.

Full details are below:

SSA has a new online service option that beneficiaries can utilize to complete the forms CMS-40B, Application for Enrollment in Medicare – Part B (Medical Insurance) and CMS-L564, Request for Employment Information applications for enrollment in Medicare Part B. The online process will expedite the handling of those beneficiaries requesting enrollment in Medicare Part B under the Special Enrollment Period (SEP) provisions.
Effective Tuesday, May 26, 2020, based on the collaborative efforts between the Centers for Medicare & Medicaid Services (CMS) and SSA, the new online process for handling Medicare Part B SEP enrollment will be available online. The online process provides beneficiaries the option to complete the Medicare enrollment forms under a SEP for SSA to process. The online Medicare Part B SEP enrollment.
Medicare Part B SEP will be available on both SSA and CMS websites effective Tuesday, May 26, 2020. Once the beneficiary completes the online enrollment forms, the forms will automatically be transmitted to the SSA Field Office of jurisdiction.

Eligibility Overview

As a requirement, regardless of the service channel, in order to enroll for Medicare Part B during a SEP, the following are required:

  • The individual must be covered under a group health plan (GHP) based on his or her own or a spouse’s current employment status, or covered under a large group health plan (LGHP), and the coverage must be based on his or her own, or a family member’s current employment status.
  • The individual can enroll:
    • During any month (including a partial month) in which they are enrolled in a GHP or an LGHP based on current employment status, or
    • In any of the 8 consecutive months following the last month, during any part of which, the individual was enrolled in the GHP based on current employment status,
    • Or beneficiaries are eligible for equitable relief if:
      • The beneficiary had a SEP during the period from March 17, 2020, through June 17, 2020; and
      • The beneficiary did not apply for Part B during that SEP.
      • Eligible beneficiaries who wish to take advantage of the equitable relief must file their enrollment request by June 17, 2020.
  • The beneficiary must complete the CMS-40B enrollment form, paper, or online to request enrollment. In addition, he or she must complete the CMS-L564 form, paper, or online.
  • Form CMS-L564 has two sections:
    • Section A – the applicant completes Section A.
    • Section B – the employer, the GHP or LGHP completes Section B of the form. The information in Section B provides evidence of GHP or LGHP coverage and dates of employment.

NOTE: If the employer cannot sign the CMS-L564, the beneficiary can provide other evidence of previous employment or coverage of GHP or LGHP, or other documents for evidence of employment. Refer to HI 00805.295 – Evidence of GHP or LGHP Coverage Based on Current Employment Status.

Online Enrollment Guidelines

  • The online enrollment process will require beneficiaries to complete the CMS-40B, CMS-L564 (one combined online application), and submit any required evidence during one online session.
    NOTE: The online enrollment process does not offer beneficiaries the option to save and revisit the application.
  • Failure to complete and submit the correct documentation may result in a delay in processing the Medicare enrollment.
  • If the beneficiary fails to complete the forms or submit the correct evidence, Field Offices should follow the normal business processes and develop for the missing information.

During the COVID-19 pandemic, CMS waived the wet-signature requirement; however, the online option will require beneficiaries to provide an eSignature (digital signature) and a valid email address.

For more information on the new Medicare online enrollment tool, and for one-on-one support, contact your sales director.
For more information, contact a Pinnacle Financial Services representative today

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

Jeff Palo

Jeff Palo

Senior Sales Director - Health

x7716 | jpalo@pfsinsurance.com

Contact a Pinnacle Representative if you have any questions.

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

Contact Us

Contact a Pinnacle Financial Service representative today for assistance.

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Using a CRM System for Insurance Agents

Using a CRM System for Insurance Agents

Using a CRM System for Insurance Agents
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A Customer Relationship Management system, or CRM, is essential to any business. This is especially the case with independent insurance agents.  A CRM can act as a back-office and support system, without the need for an actual office or employees.  Utilization of a CRM can effectively increase sales by up to 29%, and most agents or agencies who committed to making the change will attest that it changed their business overnight.  40% of companies still report using informal tracking methods, such as spreadsheets or emails, and that number is likely much higher among independent agents.  This means that you get an immediate advantage in your area, just by committing to a CRM.

Benefits of an Insurance Agent using a CRM

  1. Create a better customer experience. As in all things, you are naturally more confident when you have the most knowledge on your topic. This includes your clients.  You gain instant credibility when you have simple information, such as children’s names or favorite sports team, immediately available in front of you.
  2. Save time and money. More administration and time wasted on searching for data actively costs you money. Finding details on policies, missing appointment times, or deciding what or who to prioritize is valuable time lost to a person who lives on sales.
  3. Increase your Sales. The bottom line is that those businesses that personalize their client’s experience tend to beat those that don’t.  Having a CRM allows for a small business to create that personalization on a large scale.  This, as well as tracking and efficiency, create an immediate impact on sales volume.

How can an Insurance Agent use CRM?

Many systems integrate into certain features of a CRM, such as Connect4Medicare storing client Prescription Drug information.  A good CRM will have all their features in one place in an easy to use way.  This is uniquely a good fit for independent insurance agents who need to track and analyze data from multiple carriers and then decide how to utilize the data to increase sales. Pinnacle Financial Services uses Agency Bloc, but there are many others that will have similar functionality, such as Sales Force.  You’ll want to check such things as pricing, features, system integration and contract length when deciding who to go with.  Some of the ways our agents have found using a CRM helpful include;

  • Saving client information in one place
    • Birthdays, Spouse’s name, Doctor Name, Drug Information, Current and Previous Plans, Premium, etc.
  • Creating alerts for upcoming events; Birthday, Premium Payment, Policy Effective Date, Underwriting Appointment.
  • Create automated messages such as 1, 3 and 9-month follow-ups.
  • Send group emails such as quarterly newsletters.
  • Input commission data to sort payments and dis-enrollments.
  • Store important files like applications and POA’s.

For more Information Selling Medicare Remotely and one-on-one support, click here to contact your Sales Director.

For more information, contact a Pinnacle Financial Services representative today

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

Jeff Palo

Jeff Palo

Senior Sales Director - Health

x7716 | jpalo@pfsinsurance.com

Contact a Pinnacle Representative if you have any questions.

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

Contact Us

Contact a Pinnacle Financial Service representative today for assistance.

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