Sales Appointment Basics
Learning to Sell | Lesson 4

Verifying Eligibility

Now that your client knows a bit more about the different Medicare products, you need to find out more about your client to verify eligibility for certain products.

You may recall from some of our Modules in Path 2, that different Medicare products have different eligibility requirements.

Some require your client to have both Part A and B to sign up. Others require them to be in a specific enrollment period to sign up.

Because of these nuances, you want to review what your client is eligible for so that you can move forward accordingly.

The best way to do that is just by asking some questions. We call this fact-finding.

First, you probably want to ask when they turn 65. This can give you insight if they qualify for Medicare based on their age.

Depending on when they turn 65, this can also help reveal if they are in their initial election period for a Medicare Advantage or Part D Plan.

Second, ask if they have Medicare Part A.

What about Part B?

This is helpful to know which products they are eligible for based on their enrollment in these programs.

A Part D plan, for example, only requires that the client has Part A or Part B to be eligible.

While Medicare Advantage and Medicare Supplements require the client have Part A and Part B to be eligible.

Third, and last for this list, ask when their Medicare coverage became effective.

Depending on their Medicare coverage effective date, they may still be in their six-month Medicare Supplement open enrollment period or in an initial election period for a Medicare Advantage or prescription drug plan.

If they are eligible, you’re ready to start diving into their individual needs in a plan.

However, before you do that one more piece of compliance to cover — the Scope of Appointment.

We’ll cover this in our next lesson!

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