Medicare Supplement Commissions

Medicare Supplement Commissions

Medicare Supplement Commissions
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What is a Medicare Supplement?

A Medicare supplement is an addition to the Original Medicare that fills in some of the gaps, also known as Medigap. A Medicare Supplement policy can help pay for some of the remaining health care costs. Some examples of this would include co-pays, co-insurance, and deductibles. Medicare supplements are sold by private companies. 

Medicare Supplement Commissions:

The average Medicare Supplement commission rate is approximately 22% with a 9 to 12-month advance. The average yearly premium for Medicare Supplement plans is about $1,600 depending on factors such as the client’s agent, smoker/nonsmoker, and what plan option is being selected. Typically, agents can earn renewal commissions for about six years.

Example using 22% commission and 12-month advance:

Even though the average commission on a Medicare Supplement is an average of 20-22% some commissions will vary. They can vary by state, plan, and carrier. You can always check with a sales director here at Pinnacle to see what the commissions are for a particular carrier.

Where does Pinnacle Financial Services come in?

Pinnacle Financial Services is a full service “FMO” that offers you some of the best technology in the business, like our proprietary Connect4Medicare platform, top-notch support service, and personal sales and marketing from the very start. There is no sales quotas or commitments that you need to make to us as we just want to help you grow your business. This is a win-win opportunity for all of us, so what are you waiting for? Join us at the top!

For more information, contact a Pinnacle Financial Services representative today

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

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Preparing for 2023 AEP Season

Preparing for 2023 AEP Season

Preparing for 2023 AEP Season
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Medicare Advantage Annual Enrollment Period is quickly approaching! Are you prepared?

Medicare’s Annual Enrollment Period (AEP) runs from October 15 to December 7th every year. This is the time when all Medicare beneficiaries can make changes to their Medicare Advantage and Part D prescription drug plans for the upcoming coverage year.

Be prepared for AEP so that you can best serve your clients below is a checklist for you:

1) Complete AHIP Certification

You must have current certification in order to sell Medicare Advantage plans. The caveat is a very small amount of insurance carriers will allow you to take their compliance test in replacement of AHIP but that is not the majority. Also, check with your FMO as they and or the carriers may offer a discount on the AHIP $175 fee. Some carriers even cover the entire cost if you are a top seller of their plans!

2) Review Carrier Plans

Every year, Medicare carriers make changes to their plans. Some plan benefits may change while others may be discontinued altogether. As such, it’s important that you review the plans offered by each carrier in your state or states you chose to sell in so that you can best advise your clients on which plan is right for them. In addition, you may find NEW plans or NEW carriers popping up keep those in mind as a possible great addition to your portfolio.

3) Complete Carrier Certifications

In order to sell Medicare plans, you must also be certified by each carrier. The certification process is different for each carrier, so be sure to check their individual requirements. As a note, this is also required in order to keep your renewals!

4) Anticipate Your Client’s Needs

Medicare beneficiaries have a lot of options when it comes to their coverage. It’s important that you take the time to understand your client’s needs so that you can advise them on plan changes and suitability. If you know there will be a plan disruption, be prepared and think of how to get in front of it.

5) Retention

Depending on the concentration of your clients, you may want to host a Plan Review Meeting. This works really well if you have a large demographic within a certain carrier plan and radius. However, if your client book is scattered and has many varying plans this really wouldn’t make sense. You can host a breakfast or lunch to review the current plan the group is on and any changes coming down the pike. I recommend doing this AFTER October 1rst when everyone has received their Annual Notice of Change (ANOC) and you can compliantly discuss plans. You would review the plan outlines and can ask the carriers for materials such as side-by-side comparisons. Just remember while you can TALK plans you can NOT take any enrollment forms until October 15th.

6) Prospecting

There are many ways to branch out and grow your business. Working off referrals, Retail table opportunities such as Walmart’s & CVS, health fairs, RV street marketing, and seminars. Seminars seem to be very popular so let’s talk about those a bit more.

There are two types of Seminars, let’s clarify them for you now below:

  • Medicare Educational Event (Medicare 101): Remember this is NOT planned-specific, your intention is to educate on the basics of Medicare. You can hand out educational material and many carriers have educational pieces you can use. While you can NOT take enrollments or discuss plan specifics at this event you CAN book follow-up appointments to do so. Another point to remember is the setting must not be one on one or in someone’s residence. Remember if serving a meal, it must be $15 or less. We have a great program to drive attendance talk with me today about it!
  • Sales Presentation: During AEP, many carriers will support or even request agents to present their products. This is a great opportunity to grow your client base and lean on some carrier support. Many times, they will advertise the events and provide you with all the materials and giveaways you need. Each carrier will review expectations but it is common to review the basics of Medicare as an opener, then dive into the plan specifics they offer.

This is quite a bit to review and understand so why not reach out to us to help you!

Work with one of the best Medicare FMOs in the business! Click here to get started

For more information, contact a Pinnacle Financial Services representative today

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

Regional Vice President

x7715 | sbugryn@pfsinsurance.com

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Market Volatility and Annuities

Market Volatility and Annuities

Market Volatility and Annuities
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Well, the inevitable has happened. We are now experiencing a conflagration of events all leading toward a potential recession. The market is experiencing extreme volatility, inflation at 40-year highs, and an economy that is in doubt. With all that in mind, it’s time for potential retirees and those in retirement to hedge against volatility with annuities.

Market volatility is always going to happen. It is necessary to have a plan in place to mitigate it. Now, that plan needs to include the consideration of annuities, regardless of where you are in your current financial circumstances.

Market Volatility and Annuities- Risk, Income, and Guarantees

Some questions to ask yourself in considering an annuity: “Are you concerned with risk?” “Are you concerned with outliving your income?”, and “Do you want more guarantees?”

All of these are important when considering an annuity, but the most significant is that it provides the income you can’t outlive, regardless of the return.

Help your clients to understand why an annuity could be a good consideration based on volatility, inflation, and the general economy:

  1. Have the client create a username and password at ssa.gov/myaccount. Doing so can create a baseline of monthly income that the client will receive for life: a pension.
  2. If the client has not retired yet, ask them how much of their pre-retirement income they would like to replace when they retire. It’s recommended that, with inflation baked in, the number should be around 75%.
  3. Close with, “If I could show you a solution where I could guarantee this income for the rest of your life, would you be interested”? This is the annuity

Market Volatility and Annuities- What are the best options for your clients?

So, we are currently in a perfect storm of potential negativity. However, not all is lost if you have a plan. You can calm the market volatility with an annuity. Additionally, you don’t have to put all of your assets into this solution. There are many myths and misinformation with respect to the placement that annuities have, especially during times of market volatility. Understanding the reasons behind this option will make your clients more comfortable in considering them, and ultimately have a less stressful time leading up to, and during, retirement.

Fixed annuities including Fixed Index, MYGA’s, and SPIA’s, can help your clients balance their portfolio risk tolerance and insulate their retirement savings from the inevitable.

When trying to navigate these important considerations, lean on the experts at Pinnacle Financial Services. Our expert team can evaluate your client’s needs and make recommendations that will provide peace of mind during these times of uncertainty.

For more information, contact a Pinnacle Financial Services representative today

1 (800) 772-6881 x6003 | annuity@pfsinsurance.com

Senior Sales Director | Life, Annuity, & LTC

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CMS Final Rule 2023

CMS Final Rule 2023

CMS Final Rule 2023
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As of now, you have probably heard of the  CMS Final Rule 2023 that was announced May 2022. The rule is set to go into effect on October 1, 2022, and will require all Medicare and Medicaid marketing calls to be recorded and stored.  Many believe this is CMS’s response to the many TV ads showing celebrities that at the very least have been viewed as misleading.  It looks as though CMS decided to throw an all-encompassing net around all agents whether field agents or others requiring all calls to be recorded.

CMS Final Rule 2023- NAHU Looks for Clarification

NAHU spoke with CMS officials for clarification into the scope of the final rule’s requirements for recording beneficiary phone calls. The recording requirement applies to all agents who enroll beneficiaries into new plans, whether they are current or new clients. The wording of the rule references “marketing” calls, but NAHU confirmed that CMS interprets “enrollment” as “marketing.” Online applications that agents walk through with their clients are also subject to recording. SHIPS are exempt from the rule.

Our friends at NAHU, are continually working towards a resolution and clarification from CMS as the current state of the rule is quite cumbersome to agents, to say the least.  For a copy of the CMS Final Rule, you can go directly to the article.

CMS Final Rule 2023- Summary of Marketing Changes

The following is a summary of the changes published.  Keep in mind that there could be changes and/or additional clarification on the rule from CMS.

  • All field agents must begin recording all phone calls with beneficiaries
  • The disclaimer “I/We do not offer every plan available in your area. Please contact medicare.gov or 1-800-MEDICARE to get information on all your options” must be conveyed as follows:
    1. Verbally conveyed within the first minute of a sales phone call.
    2. Electronically conveyed when communicating with a beneficiary through email, online chat, or other electronic means of communication.
    3. Prominently displayed on third-party marketing organization websites
    4. Included in any third-party marketing organization marketing materials, including print materials and television advertisements.

CMS Final Rule 2023- Solutions for Agents

The team at Pinnacle Financial Services has several solutions so that agents are able to meet these ongoing changes.  We will continue to have the latest technology needed so that all of our agent partners will be able to continue selling in a compliant way.

As the guidance updates the Pinnacle team will keep you informed of the changes.

“When I make a joke it’s a joke, when government makes a joke it’s the law” Will Rogers.

For more information, contact a Pinnacle Financial Services representative today

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

Vice President | Marketing

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2023 Medicare Certifications

2023 Medicare Certifications

2023 Medicare Certifications
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2023 Medicare certifications have officially kicked off with the launch of AHIP (America’s Health Insurance Plans) and NAHU’s (National Association of Health Underwriters) certifications this week. Typically, agents won’t begin the process until week 2 when the major carriers begin to launch their own specific training for the 2023 season.

What is AHIP and NAHU?

AHIP stands for American Health Insurance Plans and was established in 2003 through a merger of the Health Insurance Association of America and the American Association of Health Plans. AHIP offers Medicare training that is accepted by CMS (Centers for Medicare and Medicaid Services) and nationally by all Medicare insurance carriers.

NAHU stands for National Association of Health Underwriters and is a non-profit professional association that was established in 1930. NAHU has chapters all over the country that are organized to promote common business interests to those who are engaged in the sale of health insurance products and services. In 2021 they launched their own version of AHIP’s Medicare training to compete with the other organization. You can find all the details on that here.

2023 Medicare Certifications: Current Dates to Remember

In planning for 2023 AEP, it is important to plan out and take all required certifications in a timely fashion. So far, AHIP and a handful of national carriers have announced the dates of when the new training will be available for agents. Here is a list with corresponding dates:

AHIP: June 20th

NAHU: June 22nd

United Healthcare: June 27th

Humana: June 28th

Anthem: June 28th

Aetna: June 29th

Wellcare: July 19th

Where does Pinnacle Financial Services come in?

Pinnacle Financial Services is a full service “FMO” that is dedicated to helping agents across the country cultivate and grow their book of business. It is essential to be prepared for the upcoming 2023 Medicare AEP season, and we have the tools here for your success! We offer the best back-office support in the industry, personalized lead and marketing plans, and a nation agent trainer to help guide you through the certification process. Give us a call today to set up a 2023 pre-certification call to ensure you are done and ready to go!

Need more guidance? Check out our AEP Toolkit

For more information, contact a Pinnacle Financial Services representative today

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

Director of Agent Training

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1 (800) 772-6881
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Medicare Advantage HRA’s

Medicare Advantage HRA’s

Medicare Advantage HRA’s
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Medicare HRA’s or health risk assessments are an optional series of questions that your client will answer pertaining to their health. What the HRA does is allow the carriers to know more about the client’s needs and better support them.

Medicare Advantage HRA’s: Preventative services

The HRA’s help the carriers match the clients to health and wellness services. The information the clients provide on the assessment will be used to create a personalized care plan for them. The assessment can be shared with their primary care provider and other health care providers as well.

To a patient completing a health risk assessment, it may just seem like a simple questionnaire. The HRA will ask questions about health conditions, lifestyle choices, mental health, and family health history. These questions are intended to identify potential risk factors that could be detrimental to the patient’s health.

However, the purpose behind this questionnaire is significant. Some of the benefits of the health risk assessment include Disease management, medication adherence, and preventative screenings.

These benefits such as preventative services are able to identify and manage risk factors and also reduce the number of chronic conditions. This will keep the patients healthier and also decrease the health care costs significantly.

Medicare Advantage HRA’s: How to start

As an agent, understanding how important this is for our clients you may ask what’s in it for me? Doing the HRA with your client will help build the relationship. The clients will have more trust in you knowing that you’re helping them get the best out of their health plans.

Aside from the satisfaction of helping your client, you will also get paid by most carriers for HRA. Our online enrollment platforms Connecture and SunFire will let you complete the HRA with your client right after you’ve sent in their application.

Where does Pinnacle Financial Services come in?

Pinnacle Financial Services is a full-service “FMO” that offers you some of the best technology in the business, like our proprietary Connect4Medicare platform, top-notch support service, and personal sales and marketing from the very start. There are no sales quotas or commitments that you need to make to us as we just want to help you grow your business. This is a win-win opportunity for all of us, so what are you waiting for? Join us at the top!

For more information, contact a Pinnacle Financial Services representative today

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

Director of Sales | Health

Contact a Pinnacle Representative if you have any questions.

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

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