Do You Have to Stick to Your First SOA?

Infographic about the Medicare Marketing Guidelines for Scope of Appointment Marketing

What is the one document that must accompany every Medicare appointment? A Scope of Appointment (SOA) form. Documenting an SOA is one thing, but continue reading to learn what the Medicare Marketing Guidelines (Section 50.3) have to say about SOAs and appointment discussions.

Stick to the SOA

When marketing Medicare or other insurance products (in person or over the phone), brokers are prohibited from marketing products not previously agreed to by a beneficiary. The products a beneficiary agrees to discuss must be documented with a Scope of Appointment (SOA) form before the appointment. Distinct products for discussion (which should be listed on the SOA and marked by a beneficiary) include Medicare Advantage, Prescription Drug Plans, and Cost Plans. Other insurance-related products a broker would like to market, such as supplemental products, must also be agreed to by a beneficiary before the appointment.

When to Fill Out a New SOA

It isn’t unheard of for a Medicare beneficiary to ask their broker about other available products during an appointment. If the beneficiary’s product of interest is not marked on the existing SOA, you will need to fill out a second form. After the second SOA is filled out, you may continue the appointment and discuss the newly introduced product type.

And Don’t Miss Out

Are you missing out on the exclusive leads, support, or cross-selling training that Excelsior has to offer? Learn more about the Excelsior team and how we can help you by contacting us today.

Note: For the most current information, see the CMS Medicare Marketing Guidelines.



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