BIP Summer 2024

will constantly haunt you. But if you can say ‘who,’ there is somebody that you reach out to, whether it’s your FMO or whoever it is.” Keep up with your professional development. “Agents need to make sure they are on top of their game with education and certifications,” Malooley says. “We’re educators first and foremost.” Refine your processes. “Make sure you have a good CRM so some processes can be automatic,” Malooley says. She also suggests that agents consider promoting self-enrollment for more self-sufficient and tech savvy clients. “If there is a way to guide some clients through self-enrollment, do it,” she says. “As an agent, I can certainly be there, but some clients like to do it for themselves.” Start enrollment season early. “Say to clients, ‘Hey, Medicare season is upon us; be on the lookout for your annual notice of changes to your plans because this year it’s going to be tumultuous,’” Malooley says. “Medicare is pulling in the reigns, and more clients are going to want to consider alternative plans.”

AGENT IMPACT: PLAN FOR WHAT’S NEXT

Agents Michele Malooley, in Boynton Beach, Florida, and Elka Soussana, owner of Simpler Horizons Insurance Solutions in Los Angeles, California, say agents need to assess what the new Medicare rule means for their business Commit to adapt — or cut bait. Soussana says if you’re not going to disrupt your business, somebody else will do it for you. She notes many agents exited the Medicare space once call recordings were required or even when and make operational changes accordingly.

enrollment moved from in person to the phone. “Are we annoyed with [the changes]? Should we fight and advocate for ourselves? Absolutely,” she says. “We don’t have to just sit and accept it. But once a ruling is final, you have to decide to work with it or say, ‘You know what, I’m exiting.’” Consider the “who” and not just the “how.” “Who can guide me in the new rule? Who will help me create the compliant systems I need?” Soussana says. “Because if you continuously say ‘how,’ you’re creating a list of to-dos that

TIP: ”Agents need to make sure

they are on top of their game with

education and certifications. We’re educators first and foremost.”

- agent Michele Malooley

She says agents must be ready to educate clients.

38 bip magazine Summer 2024