Q: What is the agent’s role when clients go on a claim?
A: Unfortunately, I just had a personal experience with a home health-care claim for my mother, a widow aged 90. To complicate the situation, I live 1,000 miles away from my hometown, where my mother still resides.
When my brother, who lives 75 minutes from her, took her to the hospital, she was diagnosed with pneumonia and admitted. Five days later, her doctor told her that she had recovered enough so that Medicare would not pay for the hospital and she had to leave that day. Meanwhile, she was still very weak. The result was total panic on her part: Where would she go? Who would take care of her?
Here are the lessons I learned
1) I reassured her that it was not her decision alone and not to stress. I, my brother and his wife would help. Further, we could hire a care coordinator if needed. Make sure your clients are aware of the value of a care coordinator. They should not be pressured by busy doctors and
hospital personnel to make a snap decision.
2) Since my husband was her LTCI agent, I knew the name of the carrier and the telephone number. However, I didn’t know her daily benefit or policy number. Contact your clients and ask them who should have a copy of their policy’s schedule page (such as children, siblings or attorney). You can also use this opportunity to get referrals and develop prospects and centers of influence.