Choosing the right Medicare plan can be one of the biggest decisions you
make for your retirement. In order to make the right decision, we recommend
enlisting the help of a local Independent Medicare agent.
Why local? Because they know your community and live and work where you
live. They know the plans that work with your providers, and what plans are
best suited for you depending on where you live. They know the local carrier
leadership, should you have an issue with your coverage. And most important
they can get to know you with one-on-one meetings, in your home, at their
office or other meeting place.
Additionally, a high percentage of Independent Medicare agents are not career
insurance agents but have become experts due to a personal
experience. Chances are you are going to be dealing with someone who got
into the Medicare Insurance industry to help people.
Many of our younger agents got into Medicare when they saw their
grandparents or elder parents struggling. We have many middle-aged agents
who went through life-changing experiences with a sick loved one that
motivated them to learn as much as they could so they could help others and
prevent them from going through what they did. And we have agents in their
60’s and 70’s who got into the industry based on their own experience and
desire to help their friends and family.
Finding an Independent Medicare agent is becoming harder due to all the
noise that the big Call Centers are creating. The TV commercials using older
celebrities like Joe Namath or Tom Selleck trying to sell you plans that are
usually only available to a few people in a few small counties. The non-stop
phone calls and advertisements that border on harassment of seniors.
The big Call Centers are steering people away from the local Independent
agents. Why? Because the Independent agent is informed and they’re going to
make sure the customer isn’t placed in a one-size-fits-all plan. Whereas the
Call Center agents are trying to get you signed into their plan, regardless of
whether or not it fits your needs or lifestyle.
Healthcare Advocate
The Independent Medicare agent is usually someone with compassion who
goes the extra mile for their clients. They know that success means repeat
business and referrals. They make the tough calls to the providers and the
carriers on your behalf. If a drug isn’t covered, if a claim isn’t paid, the
Independent agent will help file grievances or appeals and help resolve the
issue. They are truly your personal healthcare advocate.
In comparison, a call center agent is usually a newly licensed agent with little
to no Medicare experience, who needs a reliable income and are incented to
sell different plans based on the Call Center rewards. There are many times
we encounter Medicare beneficiaries that have been enrolled by these Call
Centers in a plan without their knowledge of the enrollment or plan
change. This happens because of high pressure tactics and a one-call close
mentality.
These Call Center agents are employees that take direction from upper
management. They may be captive agents and only able to offer one plan. If
they work for a large national Call Center company like Walmart, they may not
be limited to specific plans, but could be incented through bonuses to sell
various plans at different times. This type of selling technique focuses on
fitting people into plans, not finding a plan that fits the person’s needs.
The other big challenge with Call Center agents is simply the turnover. The
chances of you speaking with the same person twice is almost nonexistent. Your information will be typed up as notes so that the next Call Center agent can pick up where the old one left off. The average tenure of a
call-center agent is around 6 – 8 months, whereas the Independent Medicare
agent tends to stay in the industry for years with many choosing it as a
second career. Our oldest Independent Medicare agent is 94 years old!
Why the Independent Medicare Agent vs Call Center?
• Health plan advocate – help at the carrier level – if a drug is not
covered, if a claim is not paid, who will help explain or resolve?
Who would help file grievances or appeals?
• You will know who you are talking to, personal one-on-one
consulting, established relationships and rapport. You get to talk
to the same person each time. Will you get the same person twice
at a Call Center?
• An Independent Insurance agent will take the time to go over your
options and give you the time you need to make your decision vs
a Call Center conversation where they quickly go over your
options and pressure you to sign up immediately.
• In person meeting, visual aids (enrollment kits, brochures) and
education vs. a phone call with a person you can barely hear or
understand.