Navigating Insurance Sales During the Medicare AEP & COVID

You need commissions, but you don’t want to catch, or spread, COVID. Can you compliantly check temperatures or ask health questions in person? Will more carriers allow remote Medicare sales? How can you have a profitable Annual Enrollment Period during the current health crisis?

Obviously, with the COVID-19 health pandemic still an issue, AEP is going to look a little differently this year. Just how different is still a little up in the air and may even change in a matter of days or weeks. Today, we’re covering what to expect, and how you can prepare for and handle face-to-face and remote Medicare sales appointments during AEP and COVID.

Note: The Centers for Medicare & Medicaid Services have not released official guidance on this topic as of this article’s publish date. The information provided below is what we suggest for agents to help ensure their and their clients’ safety and to remain compliant. Agents should also follow their carriers’ and states’ specific guidelines for sales during the COVID-19 pandemic.

Individual Face-to-Face Medicare Appointments During COVID

While face-to-face meetings aren’t advisable or encouraged right now, especially if you can complete an appointment or sale remotely, we recognize not every agent is able to sell remotely, and not every client is comfortable with discussing their options over the phone or online. If the counties in your service area are not under lockdown, and your carriers and the state’s Department of Insurance don’t discourage or forbid it, you may be able to meet with current and prospective clients face to face, in their home or in a public location, such as at a booth in a retail store. However, if you do have any face-to-face meetings, we urge you to take the proper precautions to protect yourself and your clients from any health risks.

If the counties in your service area are not under lockdown, you may be able to meet with current and prospective clients face to face.

With so many businesses requiring temperature checks and asking their employees or customers to complete COVID questionnaires, you may be wondering if you can do the same to stay safe. At this time, we advise agents not to check their clients’ temperatures or ask them health questions, unless CMS, your carriers, or your state’s Department of Insurance, specifically states this is allowed. It’s possible CMS could consider these activities health screenings and/or HIPAA violations. Instead, we would suggest agents practice good hand hygiene, mask wearing, and social distancing at face-to-face appointments. If a client tries to shake your hand, let your client know that you would love to but politely decline due to the current health situation. Additionally, cut down on passing papers back and forth, where you can, by utilizing electronic Scopes of Appointment and applications.

NO SALE is worth risking your health, your family members’ health, or clients’ and their families’ health.

Instead of meeting in a public place or going to your client’s house, you can always use your office space or RV to accommodate clients — just keep your meeting area well-cleaned and disinfect it after meetings. Put hand sanitizer out for you and your clients to use as well. Some prospects may feel more comfortable meeting you in setting like this instead of inviting you into their home, when you may be going to multiple locations. If you do go into a client’s house, let them handle the doors and chairs, if possible. Carry hand sanitizer with you and use it before and after in-person appointments.

If you have been exposed to COVID in any way, or are experiencing symptoms that could be COVID-related, do NOT go to your appointments. Do your appointments remotely, if you feel up to it, or ask your clients if they can reschedule. NO SALE is worth risking your health, your family members’ health, or clients’ and their families’ health.

Do’s and Don’ts for Face-to-Face Medicare Sales During COVID
Do’s Don’ts
Practice good hand hygiene Shake hands with your clients
Wear a mask Do temperature checks without a client’s consent
Stay six feet apart from your clients when possible Ask questions related to a client’s health without their consent
Request your clients wear a mask Go to in-person appointments if you have any symptoms of COVID, have tested positive for COVID, or have been around anyone who has tested positive or experienced COVID symptoms until self-quarantining for 14 days
Have a piece of plexiglass in between you and your clients at a booth Invade a client’s personal space
Complete applications online if you’re able to Touch doorknobs, chairs, or other items in clients’ homes if you don’t have to

Medicare Educational Events & Sales Seminars During COVID

Holding Medicare educational events or Medicare sales events during the COVID pandemic is a legal and ethical grey area. A decision like this depends on a lot of factors, including your health, whether or not your state or county has any active lockdown or gathering restrictions, what any restrictions are (if they exist) and if you and potential attendees could follow them, what the health of your state and county looks like, as well as if your carrier is even allowing in-person member events to continue at this time.

Some retail sales programs will not be offered, and some carriers have made the decision to cancel in-person seminars for this AEP.

Back in March, when the U.S. saw a significant increase in COVID-19-related deaths and the World Health Organization declared the outbreak a pandemic, several carriers announced that current and prospective member events and seminars were canceled until further notice. While there has not been specific CMS guidance on this topic, some retail sales programs will not be offered this AEP or will be offered with additional restrictions. Additionally, some carriers have made the decision to cancel in-person seminars for this AEP.

While these types of events are usually great way to generate leads, we must all do our part right now to stay safe and protect each other from unnecessary health risks.

Selling Medicare Remotely During COVID

If you have the technology and know-how to do remote Medicare sales compliantly, we encourage you to sell this way this AEP. We try to make this as simple as possible for agents via a unique, CMS-approved Medicareful online enrollment site and our Medicareful training webinars and resources in Ritter Docs. No, it’s not the same as meeting with someone in person, but both you and your clients likely want to remain healthy and holding Medicare appointments remotely is really the best way to help ensure that. Besides, who doesn’t like earning money in their pajamas, from the comfort of their own home?

Get your own CMS-approved Medicareful site for lead-generation and online enrollments

New this year, many carriers are allowing and/or making it even easier for agents to sell their Medicare Advantage, Medicare Supplements, and prescription drug plans over the phone or online. You will find several carriers allowing you to complete telephonic or electronic Scopes of Appointment. As for applications, you may be able to complete these over the phone, via video chat programs, or using your carriers’ e-Apps or a CMS-approved third-party site like Medicareful (direct enrollment available for 22 Ritter carriers and counting!). Alternatively, you may also be able to email or mail an application to your client to complete, and then securely scan and email or upload it to the carrier; mail it back to the carrier or have the applicant get it back to the carrier.

Additionally, please be aware that some carriers who usually accept mailed applications may not want applications mailed to them right now.

Of note, at least one carrier has introduced new client attestations regarding Scopes of Appointment. Depending on carriers’ specific rules, agents may be able to collect SOAs at a later date or via other untraditional, but now accepted, methods; however, always check for compliant ways to go about this with the carrier first! Additionally, please be aware that some carriers who usually accept mailed applications may not want applications mailed to them right now. Ultimately, exactly how agents can conduct appointments and apply for coverage will vary from carrier to carrier and product to product. You can learn more about your carriers’ guidelines here.

Note: Carriers are specifying that agents are NOT permitted to conduct a telephonic enrollment without a recorded line.

Discussing Expanded Telehealth Options with Your Clients

Some Medicare carriers previously offered telehealth services (i.e., ones with rural service areas), but now, many more have them in their benefit packages after President Trump made an emergency declaration allowing CMS to expand Medicare telehealth! In fact, most carriers have waived cost-sharing for phone or video telehealth visits with medical professionals for their members (if not indefinitely, at least for a limited amount of time). If you’ve never really prepared to discuss telehealth coverage during AEP, there’s seriously no time like the present! Many carriers have telehealth resources and offer agent trainings on these benefits. It’s a great idea to familiarize yourself with these before the AEP starts, since they’re in demand right now.

If you’ve never really prepared to discuss telehealth coverage during AEP, there’s seriously no time like the present!

Taking Your Clients’ Current Financial Situation into Consideration

This summer, the National Association of Insurance and Financial Advisors — Pennsylvania (NAIFA-PA) held a webinar with the Pennsylvania Department of Insurance to publicly discuss how COVID-19 has affected the insurance industry. Professionals encouraged agents to offer guidance to clients who have experienced job losses or other financial struggles and can no longer afford to pay premiums. So, now more than ever, prepare to ask about, and be empathetic of, your clients’ unique financial situations. Plan ahead and be ready to brainstorm with clients, when acceptable, to help them find ways to afford coverage they may want and/or need.

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These are certainly trying times, and everyone is dealing with the current health situation and government and societal restrictions, whether we’re for them or against them, in their own way. While the need to do things a little differently this AEP might have you feeling frustrated, try to take a step back and remember that certain guidelines are in place to protect your safety, your family members’ safety, your clients’ safety, and their families’ safety.

We’re here to support you with the tools and guidance you need to adapt and earn your Medicare AEP commissions compliantly, even during COVID. And if you have any questions, feel free to reach out! People need the proper Medicare coverage now more than ever, and you can rest assured there are ways you can still provide it to them.

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