Why do some clients ignore your advice and end up in bad Medicare plans-what makes them resistant?
Answered by 27 licensed agents
Great question.. It happens occasionally.. I represent all the major plans and focus on their doctors and prescriptions not the shiny objects that some plans offer. So I don't run into it very often.. When I do it usually has to do with an added benefit.. Example: I recommend a plan that fully covers all their docs and prescriptions. Say it has a $1500 dental benifits.. They see a plan with a $3000 benifits and they decide to go with that.. However that plan doesn't have the same coverage for doctors rxs. It's not that they got bad plan, they just end up making a decision based on that shiny object that reduced the real important coverages.
Most are focused on what it costs right now. They won’t allow themselves to see the future picture where everything they saved today will lost and then some when major health issues arise. As agents we’ve experienced this many times are left shaking our heads just as you do!
Fear of making the wrong decision; fear of unknown; fear of the system; fear of being victimized by insurance companies.
Fear of bad advice is the common theme here. Agents and Brokers are not a homogenous bunch -- there are people with only a little knowledge of one or two companies in the same category of 'agent' as those with decades of experience, advanced designations in underwriting and financial planning and inside industry knowledge. From the outside looking in, these agents all kind of look the same.
I suggest to consumers to ask these questions to determine if your prospective 'agent' is worth listening to:
What year did you start representing medicare products
How many carriers do you broker for.
Can I check your insurance license number.
What training and industry experience do you have.
What is the most difficult client you have taken on.
What is your website and review information.
Responses to these conversation openers will inform the consumer of the depth, breadth and capacity of the agent to be reliable and accurate.
Once these clarifying background questions are answered, the consumer generally has a greater ease in trusting the advice of the agent.
Some clients hesitate to follow my advice because of a common misconception that Medicare advisors like me drive up their premiums or costs due to commissions, when in reality, our guidance doesn’t change what you pay—plans and pricing are set by insurers and Medicare, not us. There’s also a false narrative that we can push you into specific plans for higher payouts, but the truth is, we earn the same regardless of the provider or product, so my focus is purely on what fits your needs best. Ignoring tailored advice can lead to picking the wrong plan, missing out on key benefits, and facing unexpected costs that hit both your health and wallet hard.
This question is pretty easy to answer. Most people who ignore a broker's advice usually take what their friend said is the best. Although that plan may be best for your friend it absolutely does not mean it is best for you.
Next time your friend say's you should sign up for their plan, ask them if they completed their 24-hour continuing education, or their annual HIIPA training which consists of new regulations etc. Also ask them if their drug needs are exactly your drug needs.
These are just a few examples of why you should not take your friend's or doctor's advice on which plan is best for you.
Most insurance brokers have your best interest at heart. That is why we are appointed with multiple carriers, so we don't bang a square peg in a round hole for all. If you feel the broker you are talking to does not have your best interest then move on to another broker. We are here to help you. I lifelong client is definitely better than a short-term client.
A lot of people just listen to friends or colleagues instead of getting advice based on their situation. What worked for someone else might not work for them — and they often learn that the hard way.
Sometimes people listen to their friends and family when choosing a health plan. The plan you select should reflect your own personal lifestyle, budget, and healthcare needs. A licensed agent who works with many companies can help guide you to the plan that works best for you.
Sometimes clients may think that my advice is based on a motivation to sell them something. This could not be further from the truth. My goal is to educate and translate Medicare into something that makes sense and help people find the plan that best fits their individual needs. There is no single plan that works for everyone.
Sometimes people will listen to friends of theirs not realizing that each person's needs are individual. What may be best for their friend my not necessarily be the best plan for them. It very important to look at all the aspects that can affect their decision.
Due to the Medicare beneficiary answered a phone call from a Call Center speaks to an agent on the line not even from the state or county nor city as they proclaim, Agent proceeds to convince the Senior that they can get them more this and that, never look up providers nor medications do not know the network for the plan they are insisting they go onto. Never having the Senior Medical or Pharmaceutical interests.
The importance of using your LOCAL Trusted Health Advisor that has studied each plan along with networks, list of medications that work to find the coverage that meets YOUR NEEDS!
As an independent Medicare Specialist with over 40 years helping people on Medicare I find that my clients value my advice. If a client decides to enroll in a Medicare Advantage (MAPD) plan instead of using traditional Medicare with a Medigap/Medicare Supplement it is almost always a financially based decision.
Human nature is such that nobody wants to ever admit that they have made a mistake. Their personality is simply resistant to finger-pointing. In other words, they refuse to say that they are just not perfect after all!
Most of the time, if I lose a client, it's because they were approached by a third party (phone calls) who reached out to them and made a certain plan sound good by describing the upside to the plan, but not always the downside.
Usually (not always), those clients call me to come and fix whatever problem they have encountered.
It does happen where clients will ignore my advice and end up on a bad plan. That is usually due to a plan having a few very attractive features like a high dental/vision benefit that the clients feel overshadows procedures/services that have higher than average costs or substandard RX coverage with high deductibles. I sure don’t steer clients to specific plans but rather teach them about their plan choices and highlight pros and cons.
Ignorance. Also, agents who are only interested in selling that person the plan that pays them the most. There are many factors involved in choosing the right plan and an Agent who properly does their job will cover those factors.
Most people who ignore an advisors advice want a plan that has a 0 premium & another agent is NOT completely truthful with them & the Senior really wants to believe them so they buy something that is usually based off of lies, only to find out later plan they bought isn't what they thought it was!
Normally that just comes from listening to a family member or friend saying they have the best plan. Everyone should have the best plan for them! Everyone is different and needs their insurance to work for them.
First, there's no such thing as a "bad" Advantage plan. All Advantage plans, by law, cover what Medicare covers. The difference between Advantage plans are the Dr networks and co-pays, plus ancillary benefits, that's it. My clients trust me and don't ignore my advice! Those who respond to illegal calls from telemarketing agents, or call the TV ads, well, those are not my clients!
The marketing sways most clients, and they also rely on their colleagues, friends, and family. They have brand loyalty because they work in the doctor's office.
They are also not used to a professional agent asking lifestyle questions so that we can make sure that this plan benefits them and their complete lifestyle.
Some clients think they know what's best. Other times clients tend to listen to their friends or take the advice from something they seen on television. There are a lot of variables that make people susceptible to enrolling into bad Medicare plans. This is why it's best to work with a knowledgeable Insurance Agent like myself.
The biggest hurdle I run into as a Medicare Broker is those who hear my advice, but listen to the advice of family or friends. While I appreciate the relationship and the trust that you have with friends and family, their experiences are not the same as your experiences. Medicare is ever-changing, it is specific to your location and your physical and financial health play a part in what will work for you. It is important to realize that as great as your neighbor is, they probably have not had the ongoing training and certification which is required for proper Medicare Plan referrals.
Many beneficiaries feel that changing plans involves too many trade-offs and prefer to stick with what they know rather than risk a potentially worse situation. Also, they are not happy changing their doctors and Part B medication to another plan.
Many seniors are bombarded with telemarketing calls and they chase the " shiny object" that may not always be in their best interest. Just because a plan has a giveback of money or a better dental benefit or a card to use for groceries doesn't make it better by those merits alone. It is in a senior's best interest to seek out a licensed professional agent with more than ten years of experience to guide them.
Some clients are easily persuaded by family/friends advise. Unfortunately, the advise typically is unfounded, and those advising are basing their knowledge of Medicare from Facebook and TV advertisement which does not explain full details to make an educated decision.
We can sometimes be our own worst enemies. In the YouTube era, it seems like you can DIY most things that probably should be done by a professional. Chances are the person in the DIY video is a professional in their field. If you could have the professional services of a career agent at no charge why would you not take their advice? Maybe they didn't seems to grasp your dilemma? Maybe your case is different from all the others? Maybe you just didn't get a good vibe. Or maybe, your second cousin who's been on Medicare 8 months is the family guru now. Could be a lot of reasons. As a broker with 22 years in the field I do my all to make my advice and recommendations tailor made to the new member. If there's still a cloud of doubt I recommend they get a second opinion before using my services. A good broker will show you good reasons as to why they are making the recommendation they are. They should present themselves as your advocate and stand by their commitment to see the plan through. Trust should be earned and not be taken for granted. If you have that trust after your meeting with your new advisor then go with them!
I would think that because some people feel that they can figure it out for themselves or they just don’t trust the agent has their best interest at hand, they decide to go their own route. As a result, sometimes the plan they have chosen, while not knowing information that primarily agents know, they might experience a plan they thought would be the best for them but turns out not to be….there really aren't any “bad plans” — but agents help with selecting plans that accommodate a person’s needs. That said, I make sure that the client knows all their choices and gear towards the least out of pocket costs but also getting what they need in coverage.
