What MA Renewal Commissions Really Mean

Typically, an Agent has earned a good commission from the initial enrollment with no renewals, and not much of an incentive to keep business on the books past the first year. The new CMS rules about first year and renewal commissions could put you on a solid base "salary" for years to come.

In the new playing field everyone wins. Less incentive for unscrupulous agents to churn business to get new first year commissions, and those that were in it for the quick "hit" commissions will go elsewhere - like bill collecting.

This leaves the dedicated MA agent a more steady base upon which to build. Add Life sales and you can watch an amazing income grow in 6 years.

Let's look at some examples of how YOU can build renewals:

Agent "Optimist Al" sets a modest goal to write 100 MA apps during the AEP/OEP season each year. 70 apps will be written during AEP and 30 during OEP.

Using the assumption that 50% or one half of the enrollments will count as first year commission (a person that has not been in an MA plan before) let's look at the long term commission income also assuming an 80% retention would be.

Let's use the first year commission of $500. 1st year and $250. renewal for 5 years.

SEASON 1

50 apps @ $500. commission = $25,000

50 apps @ $250. commission=  $12,500

Total for 09/10 AEP/OEP = $37,500

SEASON 2 

50 apps @ $500. commission =  $25,000

50 apps @ $250. commission =  $12,500

80 apps @ $250. renewal from 2009 = $20,000

Total commission in 2011 = $57,500

SEASON 3 

50 apps @ $500. commission = $25,000

50 apps @ $250. commission = $12,500

80 apps from season 1 @ $250. = $20,000

80 apps from season 2 @ $250. = $20,000

Total commission in 2012 = $77,500

SEASON 4 

50 apps @ $500. commission = $25,000.

50 apps @ $250. commission = $12,500.

80 apps from season 1 @ $250. = $20,000.

80 apps from season 2 @ $250. = $20,000.

80 apps from season 3 @ $250. = $20,000.

Total commission in 2013 = $97,500

SEASON 5 

50 apps @ $500. commission = $25,000.

50 apps @ $250. commission = $12,500.

80 apps from season 1 @ $250. = $20,000.

80 apps from season 2 @ $250. = $20,000.

80 apps from season 3 @ $250. = $20,000.

80 apps from season 4 @ $250. = $20,000.

Total commission in 2014 = $117,500

SEASON 6 under the same assumptions, your total first year and renewal commissions will be:

$137,500

Medicare Advantage: What YOU Need to Know...

·         Medicare Advantage plans offer coverage with little or no monthly premiums.  

·      When a beneficiary enrolls in a Medicare Advantage plan they are still part of the Medicare Program and retain all of their Medicare rights and protections.

·      When joining a Medicare Advantage plan a beneficiary will continue to receive all their regular Medicare-covered services and will also have access to additional services that neither Medicare Supplements nor Original Medicare can provide. 

·      Medicare Advantage plans can offer prescription drug coverage whereas Medicare Supplements do not. 

·      Medicare Supplement premiums continue to rise while the commissions continue to shrink. 

·      With a Medicare Supplement the client must pay to have health care access whether they use it or not!  With a Medicare Advantage plan the client only makes a small co-pay when they use the services.

·      With a Medicare Advantage plan the client only has to answer ONE health question; Do you have End-Stage Renal Disease (Kidney Failure)?