NOT ALL LEADS ARE GENERATED EQUAL Companies specializing in lead generation work hard to evaluate how well sources perform for different businesses and in various channels. Constant testing and analyses are necessary for lead optimization. Furthermore, consumers should know what to expect when they provide their information in a lead form. Transparency ensures prospects aren’t wondering why an agent is calling. There are also rules about how leads are generated for AEP. CMS prohibits: Additionally, CMS requires a record of a consumer’s agreement to speak with an agent during AEP. DIALING FOR CUSTOMERS Working leads usually means making a lot of phone calls. Robert Bache, founder and chief of sales for Senior Healthcare Direct, recommends calling every lead 12 times within the first four days of receiving it. However, agents need to remember that “If you have a lead and you call it four times but don’t call it again, don’t say that lead wasn’t any good,” Robert says. “You didn’t work it appropriately.” Robert also suggests leaving a voicemail message daily. He likes to use what he calls the “double tap” strategy. This is when a lead is called and then called again within five minutes. He explained that when people get a call from an unfamiliar number, they let SET YOURSELF UP FOR SUCCESS During the critical opening moments of contact, agents must take control of the conversation so it moves forward to the presumed closing. Avoid time-wasting, open-ended introductory questions like: Instead, assume the customer is short on time and needs solutions, and the agent is there to provide them. Of course, an agent needs to warmly build rapport, but it is more important to quickly demonstrate value. Rapport can still come later as the process continues. As you wrap your introduction, consider asking about the customer’s current coverage to dive into why you’re there. OUTBOUND SALES CALLS BASICS When you have a potential client on the line, consider these five steps to guide the discussion: Leads are the lifeblood for health care and financial sales professionals. Using these proven strategies will solidify agents’ relationships with their customers and create an efficient and rewarding experience for all parties.
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Medicare Blog | Medicare News | Medicare Information
Best Practices: Supercharge AEP by Managing Leads
Posted by www.psmbrokerage.com Admin on Thu, Nov 03, 2022 @ 08:59 AM
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Tags: closing sales, LeadStar, Medicare leads
PSM Guide: Understanding the New CMS Call Recording Changes
Posted by www.psmbrokerage.com Admin on Wed, Nov 02, 2022 @ 05:05 PM
What are the New CMS Requirements?
CMS considers a “marketing” call anything that falls under the “Chain of Enrollment,” which is defined as any events from the point when a beneficiary is made aware of an MA/PDP plan to the end of the enrollment process.
Some examples of what the new recording rules cover include:
Disclaimer All agents will also be required to include the following disclaimer: “We do not offer every plan available in your area. Any information we provide is limited to those plans we do offer in your area. Please contact Medicare.gov or The disclaimer must be included in the following places:
Additionally, the following requirements must be included in all call recordings and appointment forms:
CMS has stated that there is no obligation to re-enroll current Medicare participants and their enrollment status will not be affected. Automatic enrollment will also not occur. That said, a new Scope of Appointment (SOA) is required if the beneficiary requests information about a plan not previously discussed. NOTE: CMS has not laid out a compliance verification or auditing plan for the Final Rule 2023 changes. How to Achieve Compliance Ensuring agents can meet these new CMS requirements by October 1, 2022, comes down to two primary factors: technology and training.
PSM and YourMedicare have launched the Telephony system to agents nationwide. This new system gives agents the ability to make and receive calls through the YourMedicare SunFire platform. The system assigns agents a virtual phone number with a customizable area code, making the number more familiar for their clients.
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Tags: closing sales, Success Tips, CMS, sales advice, Sales Strategies, Compliance
CMS Monitoring Activities and Best Practices during the Annual Election Period
Posted by www.psmbrokerage.com Admin on Thu, Oct 20, 2022 @ 01:33 PM
The Centers for Medicare & Medicaid Services (CMS) issues this memorandum informing Medicare Advantage (MA) organizations and Part D sponsors of CMS monitoring activities and sharing plan and sponsor best practices during the 2023 Annual Election Period (AEP), running from October 15, 2022 to December 7, 2023.
Their secret shopping activities have discovered that some agents were not complying with current regulation and unduly pressuring beneficiaries, as well as failing to provide accurate or enough information to assist a beneficiary in making an informed enrollment decision. CMS reminds MA organizations and Part D sponsors that they are responsible for the marketing activities of the agents and brokers and other third-party entities with whom they contract.
CMS is taking the following immediate actions during the 2023 AEP, and into Contract Year 2023, including:
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Tags: closing sales, Success Tips, CMS, sales advice, Sales Strategies, Compliance
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Tags: closing sales, Success Tips, sales advice, Sales Strategies