FAQ: Cross-Selling During Medicare Appointment

The full paragraph is below:

“The scope of appointment must be agreed to by the Medicare beneficiary prior to any face-to-face personal/individual marketing appointment. Agents and brokers can document the scope of appointment in writing via a scope of appointment form. If the scope of appointment is being documented by recording a phone call in advance of the appointment, the call should be placed by the plan sponsor and not the agent/broker. The sales person is bound to only discuss during that appointment those products that have been agreed upon by the beneficiary during that appointment. If other products need to be discussed at the request of the beneficiary, a second scope of appointment form must be completed for the new product type and then the marketing appointment may be continued. Upon CMS request, the plan sponsor must be able to produce documentation.”

Our Medicare expert is Jordon Scott, marketing coordinator for Senior Market Sales. He can be reached at 800-786-5566 ext. 3659 or [email protected].

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