Happy
New Year! In addition to ringing in a new decade on January 1,
this year’s
Open Enrollment Period (OEP) for Medicare Advantage plans kicked
off that
day as well. OEP existed prior to 2010, but it was re-introduced
in 2019. OEP gives all Medicare Advantage enrollees an
opportunity to make a one-time change to a different plan, or an
opportunity to go back to original Medicare and select a
standalone PDP Plan. This re-instatement focuses on giving
choices and fostering competition, ultimately benefiting
customers.
However,
there are special
Medicare Marketing Guidelines in place for OEP that have been put into
place by the Centers for Medicare and Medicaid Services (CMS).
CMS prohibits marketing to current MA and Part D enrollees, and
there are two
key terms when understanding this rule: “knowingly” and
“unsolicited marketing.”
Don’t
think you can’t solicit business during OEP – you can and you
should! You
can keep up with business as usual when marketing to those who
are aging-in to Medicare and those eligible for SNPs, and Low
Income Subsidy. But to stay compliant with OEP marketing guidelines while still meeting
client expectations, keep these tips in mind:
· Remember that in many
ways, OEP is simply business as usual. Stay focused on sales and
growth. There
are many newly and SEP- eligible beneficiaries that need your
help in making a decision on a Medicare Advantage plan.
· Stick close with providers
and other influencers during OEP. By maintaining and
nurturing those relationships, they’ll begin to see you as a
subject matter expert when their patients begin telling them
their MA plan isn’t working for them.
· Keep in touch with your
current clients. Sending an email or making a phone call is an easy
way to touch base. Ask them if they have received documents for
their new Cigna Medicare Advantage plan. Remind them to call you
any time with questions about their plan. Don’t forget to thank
them for their business and ask them to tell their friends if
they’ve been pleased with your services. They just may know
someone who qualifies for an SEP or is not happy with the plan
they chose during AEP.
· You shouldn’t send unsolicited
materials that reference OEP.
· Steer clear of targeting
beneficiaries who are in the OEP by purchasing mailing
lists.
· You can’t promote activities
intended to specifically target the OEP for further sales.
· Avoid contacting former
enrollees who
have selected a new plan during the AEP.
Don’t
hesitate to reach out to your Cigna Medicare Broker Sales
Representative or the Cigna Agent Resource Line (CARL) at
866-442-7516 or CARL@Cigna.com
with your questions! They are always happy to assist you.
