Medicare Educational Events, Sales Events And Appointments

What Is A Sales Event Or Appointment

Sales events and appointments are defined as gatherings where a person or groups of people will be swayed towards a specific plan or plans.

Plan specific information and collection of applications is the difference between sales events and appointments from educational events.

During sales events and appointments, clients may still be educated as well, however, there are regulations in place from CMS that must be followed.

What To Do Before A Sales Event Or Appointment

Before sales events or appointments, agents must get approval from CMS. They must get the event and any materials used during the event approved.

The insurance company the agent works for will take charge of submitting the correct forms to CMS for their approval.

Sales Events Dos and Don’ts

Sales events are made to sway clients towards a certain set of plans. If you plan to hold a sales event, there are a set of regulations that you must abide by. Keep in mind that you may be visited by a CMS secret shopper so pay close attention to these dos and don’ts.

Sales Event Dos

• The event must be reported to CMS before it takes place
• Follow cancellation procedure rules
• Use materials that are approved only
• You may distribute and collect applications
• You may contact attendees if they have filled out a business reply card

Sales Event Don’ts

• Meals cannot be offered at this event, only snacks and beverages such as juice, soda, and water are allowed
• Avoid absolute statements
• Do not pressure people to sign up
• Health-based products must be the only thing presented
• A sign-in sheet is required but no one is required to sign

Educational Events

Medicare educational events are meant to inform prospective clients about medicare and its programs. During these events, all information must be generic. Otherwise, the event will be considered a marketing or sales event.

Advertising for educational events is more open than advertising for a sales event. Educational events may be advertised by flyers, newspapers, or even direct mailing.

Depending on the carriers you would like to cover during the event, you may or may not need to report that you are doing so. Contact your FMO or directly speak with the carriers to find out.

Educational Events Dos

• Hand out educational material about medicare
• Give away promotional items. These items may have logos and phone numbers
• Provide meals, snacks, and beverages
• Use business reply cards
• Give out business cards, and scope of appointment forms
• Schedule marketing appointments right after the meeting

Educational Events Don’ts

• Require anyone to provide their contact information
• Hand out or take applications
• Hand out or speak of plan-specific information
• Give away cash prizes
• Discuss carrier-specific information
• Give an educational presentation one on one or in a residence

For a more comprehensive overview of Medicare marketing, check out our Medicare Marketing Dos and Don’ts blog post!

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