a training tool for producers -...

A Division of Health Care Service Corporation, a Mutual Legal Reserve Company, an Independent Licensee of the Blue Cross and Blue Shield Association

The Do’s and Don’ts of Selling and Marketing Medicare Products

Reminders For Submitting Error-Free Applications

A Training Tool for Producers

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The Do’s For Selling Medicare Products

• Do only use materials available after successful completion of the 2015 Producer Certification Requirements

• Do market only within Blue Cross Medicare Products service areas

• Do complete a Scope of Appointment (SOA) form 48 hours before each face to face appointment and retain a hard copy in your records for 11 years

– Current year plus 10 years

• Do clearly mark “optional” on any sign-in sheets used at sales events


• Do report any suspected violations to the Medicare Compliance Hotline toll-free at 1-877-211-2290

– Anonymous and available 24 hours a day

• Do familiarize yourself with the 2015 Medicare Marketing Guides

• Do be aware of your responsibility to protect beneficiary data and report suspected disclosures to your Sales Account Manager

• Do indicate at all sales and/or educational events that you are a licensed agent of one or more plans including BCBSIL, BCBSMT, BCBSNM, BCBSOK or BCBSTX

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• Do be familiar with producer responsibilities when performing sales and educational events, including understanding all requirements outlined in the Compliance Program

– Found at HISCCompliance.com

• Do clearly describe eligibility requirements, benefits, premiums, network use, enrollment periods, lock-in periods and where to find extra help to every enrollee

• Do offer Blue Cross Medicare Products to any eligible Medicare beneficiary

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• Do file and report all sales events no later than the 15th

of each month for the following month, and follow CMS requirements for cancelling any previously scheduled events

• Do submit your client’s enrollment form within 48 hours of producer receipt and keep all records relating to your client for 11 years

• Current year plus 10 years

The Don’ts of Selling Medicare Products

• Don’t engage in “high pressure” sales tactics, make absolute statements, use superlatives or provide personal opinions when discussing Blue Cross Medicare products

• Don’t offer inducement, monetary or otherwise, to enroll or switch to a Blue Cross Medicare product

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• Don’t create any marketing or enrollment materials on your own– Access marketing materials on YourCMSupplyPortal.com

• Don’t engage in door-to-door marketing or sales

• Don’t engage in outbound telemarketing, email campaigns or calls to those in the process of voluntarily disenrolling for the purpose of retaining membership


• Don’t discuss other health products unless stated in advance on the Scope of Appointment form

• Don’t engage in activities that intentionally mislead or confuse beneficiaries

• Don’t engage in discriminatory activities such as conditional enrollment based on physical or mental illness, claims experience or disability

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• Don’t serve meals at sales events or host them in a health care setting that is not a common area such as a cafeteria or auditorium

• Don’t accept an enrollment form prior to the client’s enrollment period

– Or hold the application until they are eligible

• Don’t pressure attendees at sales events to complete a sign-in sheets

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Submitting ApplicationsReminders For Submitting

Error-Free Applications

Application Processing Reminders

• Process reminders– Producers must submit completed applications within 2 days of completion– Changes to an application must be initialed by the member and the producer

or a new application will need to be submitted– Always include the 9-digit “Writing Agent ID #”. The “Agency” number is

included in a separate box.

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Questions? Contact Producer Service Center Toll-free [email protected]

a training tool for producers -...

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