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Medicare agents often face a crucial decision: whether to focus on their Medicare rolling book v. new business. Each path comes with its unique challenges and rewards. We are discussing the key differences between these two approaches and why a healthy mix of both is essential.

Medicare Rolling Book v. New Business

Medicare Book of Business: Stability and Predictability

We understand that rolling your book provides you with a consistent stream of business. It also comes naturally to those agents who are experts at cultivating and maintaining relationships with their clients. Medicare, a government-sponsored health insurance program for individuals 65 and older, offers a stable and predictable market.

Medicare clients often seek long-term relationships with their agents, and agents seek the same with their clients. Navigating the complexities of healthcare options requires trust and understanding. By focusing on rolling your book, you can deepen connections with clients, becoming a trusted advisor for their evolving healthcare needs. Agents who specialize in Medicare develop a deep understanding of the program, positioning themselves as experts in a niche market. This expertise can lead to client referrals and a solid reputation within the community.

The Thrill of Growing Your Medicare Business with New Clients

Growing your book with new clients opens doors to untapped markets. This allows you to focus on T65 and low-income or even acquire clients beyond the Medicare demographic, allowing for diversification and the potential to expand your business into different areas of insurance. The insurance landscape is ever-evolving. Acquiring new clients requires staying ahead of industry trends and adapting to changing consumer needs. This approach can fuel innovation within your agency, keeping you competitive in a dynamic marketplace.

Growing your book with new clients provides an opportunity to build a strong brand presence. Effective marketing strategies and outreach efforts can establish your agency as a go-to resource for various insurance needs, attracting clients across multiple demographics.

Medicare Rolling Book v. New Business

Finding the Right Balance: Medicare Rolling Book v. New Business

Ultimately, deciding to roll your Medicare book of business or focus on acquiring new clients depends on your business goals, strengths, and preferences. Those agents who find success in striking a balance between the two, leveraging the stability of Medicare while pursuing growth opportunities, end up with a large book of committed clients. As you navigate this decision, consider your agency’s strengths, the local market dynamics, and the evolving needs of your clients. Remember that success often lies in finding the right balance that aligns with your long-term vision for your insurance business.

No matter what space you find yourself in currently, keep in mind that your Sales Development Managers are pros and help you navigate and adjust your path. We have seen it all: once you’ve got a more significant book, you can get stuck, and looking for new business takes lots of time and resources. Your current book is another agent’s lead. So, when creating new strategies for book expansion, developing your retention strategy is imperative. That can look like:

  • Email marketing
  • Community events
  • Thank you cards
  • Quarterly check-ins (don’t forget to ask for referrals here)
  • Coverage/drug reviews

Having a solid retention strategy lets you feel comfortable focusing on new business and knowing your current clients are taken care of. In the ever-changing Medicare insurance landscape, the key is to stay adaptable, continue learning, and embrace the opportunities that align with your unique strengths and goals. It’s time to focus on growing your business while retaining current business to grow. Success awaits those who navigate the waters with strategic intent and a customer-centric mindset.

Ask the Medicare Experts

If NCC can assist you in striking the right balance between managing your existing Medicare book of business and prioritizing acquiring new clients, feel free to reach out and let us know how we can best serve your needs.

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Aetna

 

Aetna is an American managed health care company that provides traditional and consumer-directed health care insurance and related services, such as medical, pharmaceutical, dental, behavioral health, long-term care, and disability plans, primarily through employer-paid insurance and benefit programs1. Aetna is a proud CVS Health company and shares a common purpose with CVS Health: bringing their heart to every moment of your health. Aetna believes that everyone should have a fair and just opportunity to achieve their best health, which is known as health equity. Aetna is committed to improving the environment, addressing health inequalities, investing in people’s health, acting with integrity and protecting against health care fraud and abuse.

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Clover Health Certification Requirements for 2024

  • Details refer to certification for Clover Health. AHIP certification must be completed separately.

Clover Health Certification Links, Guides, Phone Numbers, Emails

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This comprehensive 64-page guide covers senior insurance sales from all angles, from licensing to sales.

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  • Details refer to certification for WellCare. AHIP certification must be completed separately.
  • Passing score is 85%.
  • 3 attempts.

WellCare Certification Links, Guides, Phone Numbers, Emails

WellCare Producer Certification Requirements for 2024

  • Details refer to certification for WellCare. AHIP certification must be completed separately.
  • Passing score is 85%.
  • 3 attempts.

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  • Details refer to certification for Shared Health of MS. AHIP certification must be completed separately.
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Devoted Health Certification Links, Guides, Contact Info

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  • Details refer to certification for Humana. AHIP certification must be completed separately.
  • English Cert/Recert is now open.
  • To access this training you will login at www.Humana.com, then click on the “Get Certified/Recertify” button from the Humana Vantage home page.

  • If you have completed the Humana PY23 Certification and are currently certified to sell Humana Medicare products, the deadline will be 5:00 pm Eastern on Thursday, November 30, 2023, to complete the PY24 Recertification.

  • Spanish Cert/Recert will be launching later in the summer. More information coming soon.

Certification Links, Guides, Phone Numbers, Emails

Humana Producer Certification Requirements for 2024

  • Details refer to certification for Humana. AHIP certification must be completed separately.
  • English Cert/Recert is now open.
  • To access this training you will login at www.Humana.com, then click on the “Get Certified/Recertify” button from the Humana Vantage home page.

  • If you have completed the Humana PY23 Certification and are currently certified to sell Humana Medicare products, the deadline will be 5:00 pm Eastern on Thursday, November 30, 2023, to complete the PY24 Recertification.

  • Spanish Cert/Recert will be launching later in the summer. More information coming soon.

Certification Links, Guides, Phone Numbers, Emails

Cigna Medicare Producer Certification Requirements for 2024

  • Details refer to certification for Cigna Medicare. AHIP certification must be completed separately.
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Cigna Medicare Certification Links, Guides, Phone Numbers, Emails

Cigna Medicare Producer Certification Requirements for 2024

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Cigna Medicare Certification Links, Guides, Phone Numbers, Emails

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  • Details refer to certification for Aetna. AHIP certification must be completed separately.
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          Aetna Medicare will offer two certification options:

  • Aetna Medicare Compliance Training: Certifies producers to sell Aetna only (AHIP alternative)
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Aetna Certification Links, Guides, Phone Numbers, Emails

Aetna Producer Certification Requirements for 2024

  • Details refer to certification for Aetna. AHIP certification must be completed separately.
  • The 2024 Individual Medicare Producer Certification for MA, MAPD, PDP and SNP launches on Wednesday, June 28, 2023

          Aetna Medicare will offer two certification options:

  • Aetna Medicare Compliance Training: Certifies producers to sell Aetna only (AHIP alternative)
  • AHIP Medicare Training: Certifies producers to sell for mulitiple carriers, including Aetna. 

Aetna Certification Links, Guides, Phone Numbers, Emails