Presented by Avid Health
NEW TO MEDICARE INTRO SCRIPT TRAINING
SUMMARY OF CONTENTS
OUR MAIN
TOPICS TODAY
If Choosing Medigap:
5. Part D , Cancer , DVH
6. Med Supp Premium Summary
If Choosing Part C:
7. MA Fact Finding and
8.Additional Points
Avid Health
ICE BREAKER AND INTRO
OUT BOUND DIALING OR APT SETTING
“Hey __________ this is _________ I was reaching out because you inquired online with us regarding needing help with your Medicare, I was calling to make sure we got you all of the info you needed. I see you have a bday coming up in______, is that right?”
Avid Health
*Whether you are dialing out or calling pre-set apts the intro may change a little. Always smile and be energetic
FACT FINDING
Avid Health
o “Now I know I have a couple questions to ask just to see if I can even help but do you have any immediate questions you would like to ask? or are you ok with me starting off?”
o “Great! Can you tell me a little about your situation, “Are you collecting SS, have employer coverage, or do you have an Obamacare plan, VA?” (Find out WHO you are talking to)
TRANSITIONING OVER TO FACT FINDING
o Confirm birth month
o Are you working?
o Are you taking SS yet?
o What is your current coverage? VA/Work/Spouse Plan/ACA?
o Do you have Medicaid?
o Are you single or married? (Pipeline spouse)
o If none, then get ACA Cross Sell
FACT FINDING:
AND THE IMPORTANCE OF IT
EXPLAINING ORIGINAL MEDICARE
Avid Health
o Explain Part A hospital and medical Part
o Explain premiums- Part A is $0 (40 qtr) and Part B is $202.90.
o Tell them when their coverage starts-based on birth
(don’t explain what doesn’t apply to them)
o Give a time frame in which they need to apply for Medicare.
(give time frame of when we will help)
o “The holes in Medicare”
-Hospital Ded- $1736 and Medical Part B 80/20 Rule
(no ceiling)
“MEDICARE IS MADE UP OF 2 PARTS”
“So as you can see Medicare can be great but there are some pitfalls that could be expensive, wouldn’t you agree?”
“Great. So now that you understand Medicare. We need to determine what’s going to be the best supplemental plan for you. “
HAVE THEM GET A PEN AND PIECE OF PAPER
Medigap/Med Supp | Part C / Medicare Advantage |
No Network | Typically $0 Per month |
$90-$150 Premium - Fixed yr cost | Has a Network – HMO vs PPO |
Covers your 20 % & $1736 Hospital Ded | Has MAX OOP (made up of copayments) |
Need Part D (Avg $30) | Includes Part D |
Need Dental, Vision, & Hearing | Includes D,V,H |
COMPARING
MEDIGAP TO PART C:
“NOW I WANT YOU TO DRAW A LINE RIGHT DOWN THE MIDDLE OF YOUR PAPER.
WE WILL COMPARE THE 2 DIFFERENT SUPPLEMENTAL OPTIONS.
ON THE LEFT HAND SIDE WRITE MEDIGAP AND ON THE RIGHT HAND SIDE WRITE PART C.”
“PAY IN ADVANCE”
“PAY AS YOU GO”
COMPARING
MEDIGAP TO PART C CONTINUED:
“NOW JUST LOOKING AT THE 2 OPTIONS.
WHICH DO YOU FIND YOURSELF LEANING MORE TOWARDS?”
*** YOU NEED TO GET COMMITMENT HERE!
“AT THE END OF THE YEAR WHEN YOU LOOK BACK ON THE TOTAL COST.
WOULD YOU CONSIDER THAT A COST OF LIVING
OR WOULD YOU CONSIDER IT A BURDEN?”
IF THEY WANT MED SUPP. DO THE MATH FOR THEM.
MED SUPP PREM. + PART D + PART B MED DED+ DVH (OPTIONAL) = TOTAL YR COST
*** GET THEM OFF OF THE FENCE
IF GOING MEDIGAP
REVIEW PART D:
CROSS SELL ON MEDIGAP:
Cancer:
D,V,H:
While it is optional it is better to get it now rather than wait due to the 1 yrs waiting period for major service across all plans but if you have current dental then you can transition to a plan that will cover major services day 1, so for about $35 a month you can make sure this isn’t an issue for you at all”
MED SUPP PREMIUM SUMMARY
PART C FACT FINDING!
ALWAYS BAMFAM!
Book A Meeting From A Meeting
PART C CROSS SELL
Hospital Indemnity: “The Hospitalization cost is $_____ per day for the first _ days, and then it's covered after that. Now I know this is a scary potential cost for anyone, so ALL of the families I work with, we do an add on policy to cover this, so for less than $1 per day you will never have to deal with this cost. Is that something you would like to add to as well like everyone else”
Cancer: “I’m sure you know someone who has cancer and experienced high unexpected cost. From our experience this ranges from medication cost, travel expenses, and potential alternative treatments. So we suggest a 5,000 cancer policy to everyone to help with these if something does occur?”
“THESE PLANS MAY BE $0 PER MONTH BUT THAT DOESN’T MEAN IT DOES
HAVE SOME GAPS. THE 2 AREAS WHERE YOU NEED TO PROTECT
YOURSELF THE MOST IS HOSPITALIZATION AND CANCER”
Bronze - HIP
Silver - HIP & Cancer
Gold - HIP, Cancer, and Heart Attack and Stroke
Bronze —is your basic protection. It strictly covers you for hospital admissions — meaning you have
to be admitted for care to kick in. It’s your minimum defense against expensive hospital bills that
could otherwise empty your savings in a heartbeat. Bronze is $30 per month.
Silver — It protects you for hospital stays and in the event you get diagnosed with cancer you’ll get a lump sum benefit of $10K— one of the most common and costly reasons people find themselves drained financially. If something happens to you, you’ll have the money you need to focus on recovery, not bills. Silver is $55 per month — jot that down too.
Gold —is your full armor. It protects you from the three biggest financial threats we face as we get
older: hospital stays, cancer, and heart attack or stroke. If any of these hit, you’re not just covered —you’re walking away with money in your pocket when you need it the most. This will provide you everything in the previous plans but also will provide you $10K in the event of a heart attack or
stroke. It’s complete protection — and it’s $80 per month. Write that down.
Mrs. Jones, this isn’t a matter of if something happens — it’s when. and when something does happen, you’ll either be protected or exposed. Which level of protection makes the most sense for you today — Gold, Silver, or Bronze?”
Three Tier Cross Sell Approach
FOR EVERYONE! CREATE A TIMELINE
& LOCK DOWN THE CLIENT!
TIPS
1.IF YOU OPEN A DOOR, THEN CLOSE IT.
2.KEEP MOVING FORWARD THROUGHOUT CONVO.
3.ALLOW THEM TO PARTICIPATE IN THE DISCUSSION TO HAVE OWNERSHIP.
4.EDUCATE THEM AND HELP SOLVE PROBLEMS
5.ALWAYS CAST THE VISION OF WHAT YOU ARE GOING TO DO FOR THEM NEXT.
6.EVERY CALL SHOULD END WITH AN APP TAKEN, FOLLOW-UP APT MADE, OR MOVED TO LOST!