Notes

Just some things I've been tweaking in regards to the seminars:

BEFORE THE MEETING:

1) Call those on the response list who left their phone #, tell them to be sure to bring a list of their meds, docs and their R/W/B Medicare card. This give them a chance to tell you they don't carry it, and you'll know they are already on MA.

2) SIGN-UP SHEETS>>> Bring a HIGHLIGHTER to determine who shows up, and make a note of what they are wearing beside their name for reference. Have your greeter say the following: "Feel free to check the sign-in sheet for your name, and make sure your information is correct. Our folks tend to misspell people's name from times to time, and if there is a different area code than ___ you can update that as well."

YOU HAVE NOT ASKED THEM TO SIGN ANYTHING, BUT TO VERIFY THAT THEIR INFO IS CORRECT. IF WE DON'T HAVE THEIR INFO, THEY MIGHT JUST GIVE IT TO US.


SEMINAR POINTS
1) 4.5 stars = more money. Aetna could do one of two things with that $. Either give it to their shareholders, or give it to their members. They decided to give it to their members in the form of a plan that, to me, is the most obvious leader in the MA market here in NC since Evercare hit in 2008.

2) When you go through the formularies, mention all of the statin drugs that were once name-brand and are now generic. I use Crestor to help people understand how the donut hole works, because retail it's $150/month or so. a $45 Copay still meant that $150 goes towards the donut hole. Then ask people if they are on a statin, and have them write this down:

COENZYME Q10

Statin use has been shown to cause muscle problems (ask about it), and the heart is a muscle. COQ10 helps alleviate that issue, and be sure to mention that LONGTERM STATIN USE HAS BEEN SHOW TO INCREASE THE RISK OF DIABETES, ESPECIALLY IN WOMEN!

3) Have one of your clients ask the following questions:

A) What is the difference between an HMO and a PPO? Tell them it's restrictions vs. freedom, and give examples.
B) How is Aetna able to offer better benefits than other plans at no cost? Remember, 4.5 stars. Also tell them about the "voucher" system" and how MA works by getting a set amount from CMS for each member.

THE CLOSE

MAKE SURE you take the application, in your hand, and tell people the following:

Even if you're not ready to sign up today, we need you to mark a couple of places on your application to take with you. For those of you who are ready to enroll, licensed and certified agents will stay around to help. We have formularies to look up your drugs. Meanwhile, _____ is going to pass out the VOUCHERS for the gift cards you were promised, and you will be able to send those in yourself.

Now, on the second page of the application, please look near the top at the boxes. If you will mark the PREMIER PPO PLAN IN THE RIGHT COLUMN, please.

<If someone gets up to leave, tell them that they are WELCOME to fill out a SCOPE form so that we can see them again, but that they aren't required to do so if they enroll today as you smile at them. If they give ANY excuse for not enrolling, just tell them that it's critical that they mark that spot on the app EVEN IF THEY WANT TO MAIL IT IN THEMSELVES, as many folks do.> GO GET 'EM!