Senior Resources

Why Some Medicare Beneficiaries May Pay More With MACRA

The Medicare Access and CHIP Reauthorization Act of 2015 (MACRA) changes the way Medicare calculates payment models and helps streamline systems. These changes affect many aspects of the Medicare system, including the Income Related Monthly Adjustment Amount (IRMAA). Since 2007, IRMAA has established that...
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What You Need to Know About MACRA

The Medicare Access and CHIP Reauthorization Act of 2015, or MACRA, is impacting Medicare beneficiaries, doctors, and hospitals. Although MACRA has several components, the most important is its establishment of new ways to pay physicians who work with Medicare beneficiaries. Now is the time...
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How Insurance Agents Become Valuable to Caretakers

It slowly develops over time, and you don’t notice while it’s unfolding. But one day, you wake up and realize you have become the parent in the relationship with your mother or father. If you have a parent with a significant or chronic health...
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3 Principles for Success in Community-Based Medicare Marketing

Through our work with thousands of insurance agents, we’ve found that the most successful ones deploy a consistent community-based Medicare marketing strategy that fuels their growth and creates a pipeline of continuous prospects and referrals. There are three top principles of success that have...
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What You Should Know About Scope of Appointment

Throughout each Annual Enrollment Period, Scope of Appointment (SOA) forms are a must-have before your meetings with beneficiaries. Below, I’ve broken down a few frequently asked questions about SOA forms. Do I need to have an SOA for sales meetings that discuss plan benefits?...
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Excelsior Adds Michael Blea and Scott McMillan to Management Team

Michael Blea and Scott McMillan to lead National Provider Marketing and California Senior Markets Sales teams NORTH RICHLAND HILLS, Texas – Excelsior Insurance Brokerage, Inc. (“Excelsior” or the “Company”) announced the appointment of Michael Blea as the Vice President of National Provider Marketing and...
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What Is a Plan Sponsor?

The term “plan sponsor” is used heavily in CMS guidelines that brokers must be familiar with. (Think: Medicare Marketing Guidelines.) If you’re not familiar with the term, you might be asking yourself, “Exactly what is a plan sponsor?” Don’t worry (or waste time digging...
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How to Become the Go-To Medicare Expert in Your Community

Reputation matters. When you come across a professional you trust, it’s a natural fit to recommend that person to friends and family. It could be the tax professional who has given effective advice throughout the years. Or maybe it’s the physician you trust without...
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New 2018 Medicare Marketing Guidelines for Brokers

The Centers for Medicare and Medicaid Services (CMS) recently updated the 2018 Medicare Marketing Guidelines. But before you click through the lengthy PDF, let Excelsior give you a breakdown of the main changes that apply to you as a broker or agent. We’ll run...
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When Can I Start Selling for AEP?

Now that all of your marketing materials have been created and approved, you might want to move forward with your next marketing campaign. But don’t jump the gun. You can’t start marketing until this CMS-approved date. When Can I Start Marketing for the Annual...
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Does Marketing Material I Create Need to Be Reviewed?

When you create your own marketing materials, like business cards, do they need to be submitted for review? It depends on what you’re including. In this article, we’ll explain what the Medicare Marketing Guidelines (sections 10, 30.3, 50.2, and 50.3) say about broker-created materials....
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How Do I Compliantly Ask for Medicare Referrals?

Getting referrals from current Medicare enrollees is a great way to grow your client base. But there are CMS guidelines (Medicare Marketing Guidelines section 30.8) you’ll have to follow when asking for referral information and when contacting those referrals. In this article, we’ll detail...
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What Are the Rules for Providing Food at Medicare Events?

Getting ready to host your next Medicare event? Before you call a caterer—or hit the grocery store—you’ll want to make sure you’re following the Medicare Marketing Guidelines (MMG) for providing food and beverages. And don’t worry: You don’t have to start sorting through the...
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Can I Use Superlatives When Marketing for Medicare?

The Medicare Marketing Guidelines (MMG) has strict rules for what you can and cannot say about Medicare products and services. One such rule in the general marketing requirements (section 40.4) details the use of superlatives. In this article, we will define superlatives, break down...
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