Sales Appointment Basics
Learning to Sell | Lesson 3

Medicare Education

An important aspect of the Medicare sales appointment is ensuring that your client understands the different Medicare options.

After all, Medicare is a confusing topic, so how can your client make a well-informed decision if they’re not well… informed?

Now you may be thinking Medicare is a broad topic. What should I cover?

While you need to adapt to each situation, you’ll want to make sure that you’re at least covering some basics.

One of the first items you may want to cover is what services are covered in Original Medicare.

Try to keep it simple, noting common items covered under Parts A and B, like primary care physician (PCP) visits, inpatient hospital stays, and various preventive services.

You’ll want to note that many of these services will also have a copay or coinsurance as well.

You may also want to identify services that are not covered like routine dental, vision, and hearing as well as prescription drugs.

In addition to what Medicare covers, you should also review the different insurance options available to Medicare-eligible clients.

There’s Original Medicare, Medicare Advantage, Medicare Part D, and Medicare Supplement.

While going over these options, we recommend reviewing how each one relates to Original Medicare.

For example, when you talk about Medicare Advantage, you’ll want to make sure they know these plans must cover all the same items and services as Original Medicare, but the client may pay different out-of-pocket costs for those services.

In addition to those items, you may also want to review other aspects of Medicare depending on the client’s situation.

Things like the Medicare late enrollment penalty for Parts A, B, and D and the Income Related Monthly Adjustment Amount (IRMAA) for Part B and Part D are important for your clients to be aware of in case they are subject to these extra costs.

Through all of this, you must keep the content educational. You can only discuss plan-specific information if you have a completed Scope of Appointment.

After you’ve covered the Medicare basics, you’ll want to verify what products your client is eligible for.

In our next lesson, we’ll go over a few helpful questions you can use to verify your client’s eligibility for various products.

We’ll see you there!

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