Medicare Café – Selling Off the Scope
The infamous Scope of Appointment (SOA), for many agents, is a stumbling block in an appointment—requiring a signature from a client or prospect before anything can even be discussed. It can seem like a challenge and, if approached incorrectly, can put that client or prospect on guard.
However, you can use the SOA to your advantage. How? Read on…
Showing the prospect or client that you are reviewing federal documents about the appointment and what will be discussed will establish that you are following the rules, which can help establish trust.
What Medicare Doesn’t Cover
You know Medicare doesn’t cover dental, but this is a common misconception with people aging into or who have been on Medicare and not been to a dentist. By having your prospect or client insert their initials in the box next to dental you have an opportunity to educate your prospect or client on this misconception and start the dental conversation.
One of the most expensive co-payments your prospect or client may have will be in-patient hospitalizations. When your client initial next to this, you can let them know this is a large co-payment and there are options Medicare wants to make sure I (you, the agent) make known so you can minimize their out-of-pocket spending.