SELLING MEDICARE VIRTUALLY

SELLING MEDICARE VIRTUALLY. (PANTS OPTIONAL)

Your Cigna Medicare Virtual Toolkit

VIRTUAL SALES PACKET FOR BROKERS 2

THE REALITY OF GOING VIRTUALThis year, while much of the world started working from home for the very first time, we started creating a new sales environment for you to leverage—a virtual one. Virtual sales can be extremely efficient and exciting, and it presents many positive opportunities.

By interacting with your customers through email, social media, virtual calls and more, you are preparing them for the same types of interactions they will have with Cigna going forward. From telehealth to working with Cigna case managers, much of today’s medical services are increasingly accessed remotely, or through virtual means. You are the first introduction they will have to this new way of staying healthy.

Keep in mind: This is for agent use only, not to be sent or left with a customer


Your virtual toolboxPut down your briefcase and pick up your tablet—these are your virtual sales tools. Some may be familiar, while others may be completely new, but they’re all valuable in making virtual sales a success.

Tools to help you educate and nurture leads

Basics of Medicare presentation ................... 4

Cigna Medicare Learning Series .................... 5

Social media ....................................................... 6

Infographic ...........................................................7

Podcasts .............................................................. 8

Scope of Appointments .................................. 9

Connecture DRx ...............................................10

PURL .....................................................................11

Broker Assisted Enrollment Line .................. 12

Digital and Virtual BRC ................................... 13

To assist you in your sales efforts throughout this year and beyond, we will continue to add new/updated tools and materials.

Where do I start?With so many useful tools, it

can be hard to know where

to begin! This packet does a

good job of explaining your

new toolkit in detail—but

the best advice is to just

get started with the tools

and methods you feel most

comfortable with.


Basics of Medicare PresentationIt’s their first rodeo. Not all of your customers will be Medicare pros—many will actually be enrolling for the first or second time (and they’ll have questions, lots of them!). But that’s OK, because our Basics of Medicare presentation is fully voiced over—in both English and Spanish—covering all the information they’ll need to know.

What’s inside:The Basics of Medicare

presentation is a great aid

for Medicare beginners and

those who need a refresher.

It covers:

› What is Medicare?

› The difference between

Medicare and Medicaid

› How Medicare is funded

› Parts of Medicare

› Medicare options

› When to enroll

› And more

You can access these presentations through Producers’ University.


Cigna Medicare Learning SeriesWhy read when you can watch?The Cigna Medicare Learning Series is a collection of videos, designed to help customers learn the ins and outs of Medicare. It does a fantastic job of breaking everything down into eight, easy-to-understand segments, and will help support the shopping experience and complement your expert knowledge.

Each video in the Medicare Learning Series covers a different Medicare topic and is sorted into one of three levels of complexity—101, 201, 301. Here’s a full list of the videos available (in both English and Spanish):

101

› Medicare Parts A–D explained

› Medicare plan types

› When can I enroll?

201

› Why Cigna?

› What plan is right for me?

› Financial assistance

301

› The benefits of a Cigna Medicare Advantage plan

› How Cigna helps you get the most out of Medicare

How to useThe Cigna Medicare

Learning Series videos make

understanding Medicare a

breeze!

Feel free to use any (or all)

of these videos in your sales

approach. Your prospects

will appreciate the simple

way they visually explain

some of Medicare’s more

complex topics. You can

find these videos here.

You can access these videos on Producers’ University.

http://communications.cigna.com/LearningSeries


Social MediaMore and more Medicare-aged individuals are actively engaged in social media. Be sure to watch for Cigna Medicare social media training opportunities, followed by new content on a regular basis, including content that promotes you and Cigna for lead generation.

How to useAgents that have been

trained on social media—

and have successfully set

up their new accounts—will

have access to a variety of

approved content.

Content will include a library

of approved posts that you

can customize to promote

yourself as an agent,

encourage prospects to

watch the Cigna Medicare

Learning Series and more.

Available to agents who have successfully completed Cigna social media training.


InfographicIt’s worth a thousand words.Sometimes it’s easier to visualize the process with, well, visuals! This simple infographic doubles as a quick checklist to help your customers determine if they’re ready to enroll in Medicare Advantage. Use it to nurture your leads and create an opportunity for additional conversation.

You can access this material through Producers’ University.


PodcastsHave a listen. Like the Cigna Medicare Learning Series, our podcast series is a great way for prospects to learn more about Cigna Medicare Advantage when it’s most convenient.

You can suggest that prospects listen to certain episodes on their own time, or you can listen to the podcast before a sales presentation and highlight clips or useful sound bites

Our podcast series features interviews with:

› Customers

› Physicians

› Product specialists

› Cigna medical directors

› Cigna nurses

› Supplemental vendors

› And more

Get excited—it’s coming soon!


Scope of AppointmentsVirtual or in person—we have a solution that meets your need.

We have four ways to complete a scope of appointment (SOA):

TeleScope

› Performed by calling 866.398.6055 with your customer or have your customer call themselves

DRX

› Our online scope of appointment

eScope

› A website where you can submit a Scope of Appointment for eEnrollment or a paper application anytime before the appointment begins.

Paper Scope of Appointment Form

› Can always be submitted via fax with signature


Connecture DRxA digital one-stop-shopping and enrollment tool.

Share information

› Share information on one or more plans that a customer can review and compare on their own time, day or night.

Provide Quotes

› Offer a purely digital way to provide a quote for the plan that best meets your customer’s needs.

Digital Enrollment

› Easy digital enrollment, including text to enroll, that keeps you assigned as the agent of record on the sale.

Brokers can find a job aid in the Producers’ University resource center by clicking here.

https://cignahealthspring2.destinationrx.com/PC/2021


Personalized URLPURLs are the ultimate and purely digital way to share plan information and pricing, while making it easy to enroll. This personalized URL, or shopping link, is a unique web address that connects customers to your Medicare shopping site, thereby allowing them to view all available plans.

The benefits of using a PURL:

› Supports telework as both you and your customers can do everything through email and online.

› DIsplays only those plans on the site you are licensed to sell.

› Encourages self-service enrollments when your customers compare plans personalized to them.

› Ensures you receive credit on all enrollments as you are automatically tagged to each link.

How to useYou can access your

Personal URL (PURL) from

your DRx portal.

Once you sign in, you’ll be

able to copy your PURL link

and share it through email,

social media, and more.

This will help ensure you

get credit for every sale

that results from prospects

interacting with your PURL.

For more information,

please take a look at the

Connecture DRx 2021 PDF

in Producers’ University.

Cigna’s virtual tools made this selling season possible.

The PURL allowed me to find clients in a new way—in

a time when being out in public just wasn’t possible.

The ability to sell using Cigna’s virtual tools wasn’t

even something I had considered. Thank you, Cigna

for thinking of ways to help agents like me pivot and

find success in new ways! You can teach an old dog

new tricks after all.”

– Cigna broker


Broker-Assisted Enrollment LineYour sale today is just a call away. The phone is still one of your greatest assets in this virtual world. Cigna has a way to help you enroll your customers over the phone with the assistance of a Cigna Medicare Broker Assistance Specialist.

This team of Specialists is permitted to facilitate the enrollment process. So after you have explained the benefits and your customer has decided on a plan, let us help you with the enrollment process. And, better yet, you remain agent of record on the sale.

Brokers can call one of the following toll free phone numbers (dependent on market), with the customer on the line:

› Arizona: 866-619-8825

› All other Cigna Markets: 866-619-9293


Digital Business Reply Card (BRC)Be everywhere at once through the power of digital!Personalized online BRC links allow brokers to generate compliant leads virtually. All you have to do is add your personal online BRC link or URL to approved electronic/online communications with potential customers.

There are many forms of electronic or online communication where you can use your personal online BRC including: social media sites, virtual sales events, e-Newsletters, email signatures, etc.

How it works:

› SHARE: Your online BRC can be shared with

prospective customers through your website,

email signature line, Facebook page, or LinkedIn

site.

› CLICK: Your prospect clicks on your URL and

completes the form to provide consent.

› SUBMIT: Once your prospect submits the form,

you automatically receive an email notification

and the lead is assigned to you in Salesforce.

› CONTACT: You now have the opportunity to

contact them (in either English or Spanish)

compliantly.

Personalized online BRCs were rolled out to a select group of Cigna Medicare Advantage brokers as part of a pilot program. If you are interested in participating, please reach out to your Cigna Broker Sales Representative.

We won’t let you get “caught with your pants down.”

To make sure your virtual sales are a success, we will continue to create and update your sales tools and materials. We want you to have every advantage as

you explore this new way to sell Medicare Advantage, and we will inform you of any and all developments.

Thank you for being a part of the Cigna team!

Documents

SELLING MEDICARE VIRTUALLY