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2 Paths for Combating Medicare Disruption in the PDP Market

4 min read
2 Paths for Combating Medicare Disruption in the PDP Market

If you offer Part D plans (PDPs) as part of your Medicare solutions portfolio, you know they can be challenging. They’re generally low or no commission, yet they require significant effort to close. Historically, agents need to meet with the client, get accurate prescription drug lists from them, research suitable options, print out an application and review the policy to ensure all questions are answered so the client is comfortable signing on the dotted line. Throw in all the recent disruption, and PDPs become more challenging still.

Because of the work-to-pay ratio on PDPs some agents have exited the market, refusing to assist their clients with that portion of their needs. Others simply refer clients to Medicare.gov and instruct them to self-enroll there. The clients’ perception in these situations are generally less than positive. To them, it appears that their agent only cares about commission and won’t help them meet a very real need if they’re not sufficiently paid. The potential result? Clients become distrustful, disloyal and could eventually switch agents.

Is there a better way to help PDP clients?

Senior Market Sales® (SMS) knows the struggle with selling PDPs. They have more than four decades of experience and a number of solutions designed to increase agent success.

2 Paths For PDPWhat are 2 paths SMS offers for agents looking to increase PDP sales with less effort?

  1. Lead Advantage Pro® — a no-cost Medicare enrollment platform only available from SMS
  2. Medicare Insurance Direct® (MID) — a client self-enrollment tool where you still get credit for the sale

Lead Advantage ProHow does Lead Advantage Pro help?

Lead Advantage Pro allows you to complete PDP enrollments no matter how today’s client wishes to meet. That includes in person, over the phone, online and even via text.

The process:

  • Add your clients to Lead Advantage Pro
  • Email your clients a link so that they can input and update their prescription drug list prior to your meeting
  • Leverage streamlined enrollment methods, including Agent Initiated Consumer Online Enrollment (AICOE®), voice signature, face to face and electronic carrier application

The benefit:

  • Control – you can run quotes and review with clients virtually

  • You’re still involved in the PDP shopping and enrollment process, but using Lead Advantage Pro streamlines the process, saving you time so that you can make more sales

Medicare Insurance Direct from Senior Market SalesHow does MID help?

MID is a client-self-enrollment tool. This works great for your more tech-savvy clients who don’t mind enrolling on their own, using your solid advice. When a client does complete their self-enrollment, you get credit for the sale.

The process:

  • Obtain your unique MID consumer link

  • Purchase a domain and set up a landing page

  • Customize your MID self-enrollment video

  • Start sending clients to your self-enrollment portal for enrollment completion

The benefit:

  • Frees you up to help other clients with solutions that pay higher commissions
  • Differentiates you from your competition
  • If the solution offered is commissionable, you get paid when the client self-enrolls

Why stick with the old ways when these solutions present such an opportunity for you?

Sure, you can print off applications, meet your clients in person, gather their prescription information, have them wet-signature the application, send the application to the carrier, and wait to see if it gets issued.

Or,

You can jump into the modern age, run quotes and have clients complete their applications electronically. Meet clients however they prefer: face to face, online, over the phone or via text. Plus, have clients input and update their prescriptions via link prior to meeting with them. Additionally, have your more tech-savvy clients enroll on their own via MID and still get credit for the sale.

Using MID and Lead Advantage Pro keeps your clients satisfied and loyal. Plus, they’re more willing to work with you in the future, thus opening cross-sell opportunities for you.

How can you get these two tools and how much will it cost you?

SMS offers both Lead Advantage Pro and MID to agents at no cost. Reach out now if you’re interested in using these tools. An SMS marketing consultant would be happy to demo these tools, provide training and ensure you’re up and running in no time flat.

For Licensed Insurance Agent/Advisor Use Only. Not for General Public.

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