The Medicare Reality

Consumers Have Spoken:

THEY PREFER KEEPING THEIR MEDICARE SUPPLEMENTS!!!

Every year at this time some agents watch anxiously awaiting the rate increases that come annually from companies for Medicare Supplements. Some even begin to schedule appointments in order to “help their clients save money”.  

With the advent of larger companies entering and dominating the Medicare Supplement market: Central States Indemnity, Aflac, United HealthCare, Continental/Aetna, and Mutual of Omaha, we at Senior Marketing Specialists are seeing this old way of thinking becoming less of an issue. Here’s why:

AHIP commissioned American Viewpoint, Inc., to conduct a national survey of Medicare supplement (Medigap) policyholders. As in past years, the survey asked enrollees about their satisfaction and experience with their coverage.

Here’s what CMS and Medicare tell the client:

Your Medicare health or prescription drug plan can change how much it costs and what it covers each year. Even if your plan’s cost and coverage stay the same, your health or finances may change. Review your plan each year to make sure it will still meet your needs. If you’re satisfied with your current coverage, you don’t need to change plans. www.medicare.gov/publications/pubs/pdf/10050

So???

• Should you see your client every year? Absolutely
• Should they switch their Medicare Supplemental Coverage? Depends on their circumstances
• Do they need other coverage’s: Hospital Indemnity Plans, Home Health Care Plan, Final Expense? Quite possibly!!!

At Senior Marketing Specialists we have a unique tool to help you find out what your clients TRULY need this year, our  “Medicare Supplement Prospect Warm Up”.  This was designed after 30+ years of field experience from our sister career agency The Barnes Group.

As we approach 2013 let’s take a look at how we are working with our clients and find new and better ways to serve our clients.

(This article was written by Philip Warren of Senior Marketing Specialists.)

Just Another AEP… I THINK NOT!!!

Aetna has purchased Coventry. United Health Care bought Care Improvement Plus (the most innovative program for Medicare Advantage to date).

CSG Actuarial reported last week:

CMS released 2013 Medicare Advantage (MA) plan data last Wednesday, September 19th revealing almost 5,976 new plan combinations and the non-renewal of more than 6,056 plans for 2013. In many cases non-renewing plans are being replaced by a new plan from the same carrier in that area.

Due to non-renewed plans, approximately 1.7 million seniors are being dis-enrolled from their current plan. Most non-renewed insureds (1.3 million) will be offered a replacement by their current carrier; however, according to CMS data, 393,819 will actively be looking for coverage—a 36% increase over the number of seniors this time last year. The top four states for non-renewed insureds are Washington, Virginia, California, and Texas.

The 36% increase in non-renewals year over year provides opportunity for agents and carriers to fill in the coverage gaps.

So, what does this mean to you, the agent serving the senior market? An opportunity to enroll more people in programs that supplement Medicare in the last quarter of 2012 than most agents will all year long.

Also, 60% of the Medicare Supplements are sold in the last quarter of the year as well.

At Senior Marketing Specialists we’re ready… ARE YOU???

(This article was written by Philip Warren of Senior Marketing Specialists.)

*http://www.csgactuarial.com/news/cms-data-show-non-renewed-plans-for-2013/?utm_source=Campaigner&utm_campaign=CMS_Data_Show_Non-Renewed_Plans_for_2013&campaigner=1&utm_medium=HTMLEmail

Medicare Advantage | Changing the Way Health Care is Provided to, and Paid for by Seniors

Last week I had the privilege of attending the United Health Care kickoff meeting for Annual Enrollment Period for Medicare Advantage and Part D Prescription Drug Programs. This was a high level meeting held for the National Marketing Alliance’s,  and I felt fortunate to be able to attend. Much of the information looked like the following press release:

UHC Maintains Lead in Medicare MarketsMedicare Supplement market leader UnitedHealthcare (UHC) reported today it added 35,000 more lives in the 2nd quarter.

The UHC financial report features Standardized and Modernized policy in-force counts of 3,075,000 as of 2nd quarter 2012, a 35,000 increase over 1st quarter 2012 and a 215,000 increase over 2nd quarter 2011. The 215,000 policy count growth over the last 12 months is a 7.5% increase over the policy counts at 2nd quarter 2011.

As indicated in the following Exhibits–compiled by CSG Actuarial analysis using historical UnitedHealthcare financial reports–UnitedHealthcare’s Medicare Supplement policy in-force counts continue to grow at a faster rate than previous years.

UnitedHealthcare also remained in 1st place in the Medicare Advantage and Medicare PDP markets, reporting 2.6 million and 4.2 million lives respectively.

But with the acquisition of Care Improvement Plus and XL Health by UHC some things are starting to change. We’re all used to our companies providing the services and support that insurance has promised both us, the producers, and our clients. BUT WHAT IF THE COMPANY PROVIDED THIS TO ALL NEW MEMBERS???

• House Calls- In home visit with physician or nurse practitioner
• PharmAssit- Specialist Pharmacist provide personalized private counseling, Reviews medications, communicates with the members  provider where appropriate, and provides member follow up.
• Social Service Coordinators—Helps determine if member may be eligible for community programs that can assist with medical cost, prescription drugs, energy bills, heating cost, meals and more…
• Nurse Care Management-  24/7 Hot line, patient advocacy, Health care related coaching calls, and care coordination.

Would our clients receive better care? YES

Would our clients take more responsibility in managing their health and chronic conditions? YES

Would we and our clients feel better about the future of health care knowing that FINALLY the health care providers and the insurance companies paying the claims were all working together for a common goal, helping people live better, fuller, healthier lives? YES

Well, that is exactly what is happening as I write this. United Health Care, with the acquisition of care Improvement Plus,  is integrating this system and taking the leading role in; “Changing the Way Health Care is Provided to, and Paid for by Seniors”.

U.S. Medicare Chief Donald Berwick said in 2010;

“Those who wish to preserve status quo are not going to be contributors to our nation’s future. They can’t be effective partners. All of us will have to change the way we do business.”

I wonder… what should we do next???

(This article was written by Philip Warren of Senior Marketing Specialists.)

Info for Insurance Agents about the 2012 Medicare Annual Enrollment Period (AEP)

At Senior Marketing Specialists we are committed to helping independent insurance agents in the Senior Market stay up-to-date with the latest industry information. One thing that agents should be aware of as fall approaches is that the Medicare Annual Enrollment Period (AEP) has changed for the 2012 selling season. This year AEP will begin earlier.

The official dates for the 2012 AEP: October 15 - December 7.

Please feel free to contact us at 1-800-689-2800 with any questions!