Sales Appointment Basics
Learning to Sell | Lesson 5

Scope of Appointment

We touched on it earlier, but we want to talk more about the Scope of Appointment a bit more in-depth here.

Before you begin an individual sales appointment, regardless of whether it’s in person or virtual, you’ll need to collect a Scope of Appointment, or SOA. While you could do this earlier if you’d like, all agents must collect an SOA before discussing plan-specific details, such as star ratings, cost, and benefits as well as before reviewing individual needs, like their health care needs, or commonly used medications.

As a reminder, the Scope of Appointment is a document that allows the client to establish different products they would like the agent to review with them, thus protecting the client from being marketed a plan they are not interested in. There are many ways that an agent can collect a Scope of Appointment. This includes paper, telephonic, and electronic methods. In fact, Integrity offers a way for agents to collect an SOA using MedicareCENTER.

Keep in mind, carriers may have specific rules on what types of SOAs can be used. Be sure to check with the carrier requirements if you intend to market their products.

No matter how the Scope was collected, it must be signed by the agent and the client prior to the sales appointment. Agents should also make sure that they only cover the products that are consented to on the Scope of Appointment. You’re not allowed to market or cross-sell non-health-related products, such as life insurance and annuities, at a Medicare sales appointment.

As we mentioned in our intro, rules around SOA and permission to contact may change over time. To stay up to date on the latest compliance updates, be sure to check out our Compliance Resource page linked at the end of this module.

Now that you have your permission to contact and a signed Scope of Appointment, you’re ready to start your Medicare sales appointment.

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