An agent from Minneapolis, MN asks…
Q: I read somewhere that there had been some updates to the cross-selling regulations that allowed the sale of health insurance and dental products during the Medicare sales presentation. Is this true? What can you cross-sell during the Medicare sale?
A: After a careful re-read of the 2011 CMS guidelines on selling/marketing multiple lines of business and scope of appointment, it seems that anything not included on the Scope of Appointment form is subject to the 48-hour rule:
“In conducting marketing activities, an MA or Part D plan sponsor may not market any health care related product during a marketing appointment beyond the scope agreed upon by the beneficiary, and documented by the plan, prior to the appointment. Distinct lines of plan business include Medigap, MA, and PDP products.”
I think the key statement is “documented by the plan.” And since no other products are on the SOA form besides Medigap, MA, and PDP products, they are consequently not documented by the plan.
The description of scope of appointment further makes the point, stating, “The sales person is bound to only discuss during that appointment those products that have been agreed upon by the beneficiary during that appointment.”