Before
Documentation. Before you set up an appointment, you will need to fill out a Scope of Appointment form for every person who will be in that meeting. You are only allowed to discuss the products that your client agrees to discussing when you fill out this form. Have the client initially next to the products they want to discuss.
The Phone Call. Call your client to verify a few things and give reminders. Ask whether they have someone with a Power of Attorney, and have them bring the POA document if so. Ask whether they will be bringing others to hear the presentation (if yes, they will need separate Scope of Appointment forms). Tell them to bring a list of their current health care providers and medications to help find a plan with the right coverage.
Are You Ready to Sell? Check that your license, appointments and certifications for the client’s state of residence are valid and up-to-date.
During
Remind the client and everyone in attendance that you do not work for Medicare. Then you can proceed to discuss the products that the client agreed to when filling out the Scope of Appointment. If they decide they want to discuss additional products, you can pause to fill out another Scope of Appointment form and continue or schedule another meeting.
Make sure the client is eligible for the products you intend to discuss. You can do this by verifying that they live within the plan’s service area, are enrolled in Medicare Part A and Part B, and have a qualifying enrollment period.
Discuss every key detail of the plan, including the provider network and drug formulary. Here, you can review the client’s list to make sure their preferred providers and current prescriptions would be covered. Go over the prescription drug tiers and copays to help the client understand the costs they would be responsible for. Continue by reviewing the plan benefits and premiums, while reminding the client that they still need to pay the Part B premium. Explain the plan’s out-of-pocket costs and review copays and coinsurance.
Speak with the client about supplemental benefits such as dental and vision, if they are offered, and other value-added services. Inquire into whether the client requires durable medical equipment or has other special needs.
Talk about how to use their new card, then go over the other documentation needed for the application. Review the Statements of Understanding and the plan’s effective date of coverage. Make the client aware of the plan’s customer service telephone numbers, along with your contact information.
When the client is ready to fill out an application, make sure the application is filled out fully and accurately before submitting it. You can assist the client with an application over the phone, but do not help them enroll if you are meeting face-to-face. There are a few approved agent enrollment tools to enroll clients online if needed. Submit the application the same day you receive it.
After
Follow-up with the client to ask if they have any questions and make sure they understand the coverage they chose. Give them your contact information once again and encourage them to contact you with further questions.
