- Hi, I- - Hey.
- Hi, I'm Sylvia Gordon, this is my sister:
- Rebecca Gordon.
- And we are
- Oh, The Sisters of Selling!
- You think it, should we say that again?
No let's just go with it,
- Okay. - Let's just go with that,
I like it.
[upbeat music begins]
- Hey.
- We'll get better.
- Belated happy birthday to somebody here,
whose birthday is January 16th.
- 50, 56.
- Fabulous and 56.
- Fabulous and 56, 55 was fun, but 56.
- Oh my God!
- 56.
- It's kind of crazy - 66 will be fun,
I want my hair to go all gray.
- Really?
- Yeah, all right?
I told Denise I wanted it to be really shiny silver.
- At 60?
- I'm warning people, I'm warning it's happening at 60.
- No.
[Sylvia Laughs]
- Want to you talk about HRA, VRB,
whatever the company calls it
where they have you do an assessment of your client,
answer some questions to find out if your client is sicker,
so that the insurance company can take better care of them.
- All right.
- What's really going on?
- So,
so what's really going on is, you know,
initially HRAs came out for the D-SNP population,
because that dual population tends to have
the majority of the claims,
and the insurance companies get paid 19% more on average
for their dual clients.
- So let's say, what does an insurance company get
for a Medicare advantage enrollment,
which is gonna vary by many things,
but in general, for a Medicare advantage
- Anywhere between 700 to 1600
- And a D-SNP would be 1600?
- Top would be - Big difference,
but they only make a profit
they can keep you healthy.
- Yeah.
- They have to spend all that money.
They have to spend 1600 bucks a month.
They're gonna lose money on you, right?
So that's why they are so aggressive.
We'll come to your house, and we'll bring you a flu shot.
- Perfect. - And we'll schedule
your diabetic follow up
and we will get you a smoking cessation-
- Yeah. - plan.
We'll get you the Fitbit and we'll get you, which is good.
I want my
- It's great - health insurance company to,
to want my parents to stay healthy.
- Absolutely.
- Get mom off the cheese.
- I think she's back on.
- She is, her cardiologist said she could eat whatever she
- She did.
I'm going to the grocery store today, and I'm getting her
- Get her- - all types cheese
- a whole bunch of cheese, right?
Get her what she wants.
- I am.
But, you know, agents were getting a $50 admin fee.
- Right.
- Right?
So, was that because the carriers were making more money?
- So, no.
So, when it started off, it was just on the D-SNP, yes.
But they found out that if the client was sicker,
they could get,
the insurance company could get more money faster.
- Yep.
- And so that was a good partnership that helped everybody.
But when they added it to regular MA, it didn't help.
They didn't get more money.
That was, okay, that.
- This means that's a bundle of open secrets
- We're not gonna tell you why they did that,
but it was to benefit you, the agent,
and not to benefit the company.
So, be happy.
- Now. - Yeah.
- Why on some of these platforms?
Don't all the carriers have
the HRA capability to enroll right then and there.
So, like on SunFire, Connecture, they don't have 'em all.
- Right,
and that is because it costs millions of dollars
to build it out so that they,
those that they have that, electronically,
and the insurance companies,
if they're not making more money,
they don't wanna invest in that, right?
- So they're just driving you back to their,
- Right - their platform,
- Right - the carrier platform.
- So, the agents was like,
"What is, wha-, whassa, whassa, wha-"
- But the big picture is, do the HRA?
Do they- - Yeah,
because I don't expect they'll be around
- Yeah.
- that longer. - They're super,
and I think the carriers have made them
incredibly easy to do.
I mean, they have longer time-
- But if you're doing - for this to get done
- all your moments on these platforms,
and they're not on the
- Yes - platform,
then you can't do it.
- Then you can't do it. - You have to do it their way.
And they all have different rules.
Some, you have to be present.
Some, you can't be present,
something you can do it immediately
- 72hours - something
you need to be late, blah, blah.
So a lot of agents just like, "50 bucks, I don't care."
I always care.
I always stepped it.
When I see money, I always pick it up.
- Amen.
- But a lot of people- - And all spends
- didn't understand what was going on.
If you have more questions about that,
ask us in the comments.
Thanks for tuning in.
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(bell chimes)
Good selling.
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