Assessing Needs to Recommend a Plan
Learning to Sell | Lesson 6

Coverage Needs

Now that we’ve looked back at your client’s past coverage, it’s time to return to the present and look at your client’s current needs.

After all, you’re working on finding the right plan for the days ahead.

Let’s start with the prescriptions that your client is currently taking.

Whether you’re selling a stand-alone Part D plan or a Medicare Advantage plan that includes Part D coverage, you’ll want to ensure that your client’s prescriptions are covered in the plan’s formulary at a competitive price.

The first thing you’ll need to gather is the client’s drug list.

You’ll need the drug name, dosage, quantity prescribed, and how frequently they fill that prescription.

You’ll also need to note their preferred pharmacies and ask if they are open to using a mail-order pharmacy.

We’ll link to a PDF download you can use for this step in the resources for this module.

After you’ve compiled the drug list, use a tool like Ritter’s Drug Cost Estimator or Medicare.gov to input your client’s drug list and review coverage from the plans in their service area.

Both of these tools will allow you to review the estimated costs for your client’s prescriptions, allowing you to better recommend a plan to fit their unique prescription needs and potentially, the lowest cost.

As an aside, remember that Ritter’s Drug Cost Estimator is a tool for agent use only and should not be presented to or viewed by the client, but rather used as a tool for your personal sales preparation.

You can use client-facing tools like Medicare.gov or Shop & Enroll to review plan benefits with a client.

Speaking of Shop & Enroll, keep in mind that this Ritter tool has a client account feature that allows your client to create a login on your Shop & Enroll page.

That login will link directly to your Ritter CRM and enables clients to manage their prescriptions, preferred providers, and any conditions they’d like to note.

That segues nicely into our other coverage need — understanding the conditions that your client wants to ensure are covered in their plan.

Take some time to understand their concerns related to that condition.

Do you need to ensure they have access to a specific provider?

Does their condition require more doctor visits? Is there a greater likelihood of an inpatient hospital stay due to that condition?

Then, as you are discussing plan options with your client, you can ensure you are taking the time to explain how the plan you are recommending will cover those needs and provide special attention to your client’s concerns.

Certain concerns, like a family history of cancer or heart problems, may open the door to recommend ancillary products designed specifically to cover those conditions.

You can learn a bit more about those products in the cross-selling module in Path 4.

Now that we’ve discussed coverage needs let’s move on to look at one more factor to consider.

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