10 Ways to Avoid Rapid Dis-Enrollment
During the Annual Enrollment Period, clients have the option to make changes to their health care. If you’re not careful, your clients may buy from someone else or make an uninformed decision to disenroll. There are many different reasons a person would choose to disenroll. For example, many people simply misunderstand what their plan covers. Others may find out they qualify for a different plan, then choose to enroll in that one. Some people forget what you discussed and start to doubt their plan.
Preventing disenrollment is much easier than selling to a completely new lead. Happy customers tend to be repeat customers, which will increase your overall business. Plus, satisfied customers are more likely to promote the company, which will then lead to more new customers.
Rapid Disenrollment happens mostly from:
- HMO plans
10 Ways to Avoid Rapid Disenrollment
- Always be prepared. Have all sales materials easily accessible, ask appropriate warm-up questions, and lay the foundation for referrals.
- Conduct a thorough Needs Analysis to help the prospect sign up for the most appropriate plan based on his/her needs.
- Present the Enrollment Kit in its entirety and leave it with the customer.
- Ensure the prospect understands and agrees with the plan’s effective date, premium, and benefits.
- Encourage the prospect to select a PCP instead of having one auto-assigned.
- Ensure the customer understands how to access a provider and explain any network/provider limitations (including referral requirements when applicable).
- Provide the physical address in the residential address portion of the P.O Box. Located in the building address portion of the enrollment application, if applicable.
- Explain that an Authorized Representative must provide documentation to the health plan and/or CMS if requested.
- Review Enrollment Application cancellation process with the customer.
- Review the Outbound Education and Verification (OEV call or letter) process with the customer.
Common Mistakes an Agent Makes:
- Does not conduct a thorough Needs Analysis with the enrolled.
- Uses only the printed directory to verify the provider at the point of sale.
- Has no knowledge of all drugs in the plan.
- Does not review all plan benefits and limitations as listed in summary of benefits.
- Doesn’t provide contact information, therefore, is not accessible to answer follow up questions.
Our marketing team can help make a huge difference in your retention rates. If you’re interested in getting help at little cost to you, give one of our Agent Advisors a call at 1-844-452-5020 or give our new live chat a try!