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 in a bit more depth here.

Why is that?

Well before you begin an individual sales appointment, regardless of whether it is virtual or in-person, you’ll need to collect a Scope of Appointment or SOA.

While you can do this earlier if you’d like, all agents must collect an SOA before discussing any plan specific details, like costs, star ratings, and benefits, as well as before reviewing individual needs like health care needs or commonly used medications.

As a reminder, the Scope of Appointment is a document that allows the client to establish the different products they would like the agent to review with them — thus protecting the client from being marketed a product they are not interested in.

There are many ways for an agent to collect a Scope of Appointment, including paper, telephonic, and electronic methods. In fact, Ritter offers a simple way to collect electronic Scopes with our Shop & Enroll sales platform.

Keep in mind, carriers may have specific rules about what types of SOAs can be used, so always make sure you check with carrier requirements if you are intending to market their products.

No matter how the scope is collected, it must be signed by the client and the agent prior to the sales appointment.

Agents should also make sure that you only cover products that are consented to in the Scope of Appointment.

You are not allowed to market or cross-sell non-health related products, like life insurance and annuities, at a Medicare sales appointment.

As we mentioned in the intro, rules around the SOAs and permission to contact may change over time.

To keep up to date on the latest compliance updates — check our compliance resource page linked at the end of this module.

With permission to contact and a signed Scope of Appointment, you’re ready to start your Medicare sales appointment!

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