Guiding the needs of health and life insurance agents March 2023
Table of Contents
Medicare
Public Health Emergency to End
Group Benefits
PreferredOne Group Benefits
Insurance Marketing
What is Your Legacy?
Healthapalooza Registration Opens
Individual Benefits
Agent Breakfast Club Re-Introduced
Events
In this edition of the Boost Monthly newsletter – our second volume – we’re once again providing some of the most important information from the Boost Weekly newsletters over the last 30 days or so.
You can look for articles that cover the upcoming end of the public health emergency, the transfer of benefits from PreferredOne to UHC as well as a very informative and emotional story from LeClair President Tom Esselman about succession planning.
Likewise, we have a lot of great training and educational opportunities coming up later this month and throughout summer, culminating in the 10th Healthapalooza near the end of July. Look for articles about Healthapalooza, the re-introduction of our agent breakfast series and a list of LeClair events on the last page of the newsletter.
Finally, you can still access previous Boost Weekly issues in the Agent Portal. Simply click on the Education tab and then ‘Boost Newsletter Archives.’
If you have any questions, please do not hesitate to call us at 651.739.2010!
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Public Health Emergency to End in May
As most of you probably saw on the news recently, the Biden administration announced plans to end the COVID public health emergency in May.
Under the Public Health Service Act of 1944, the secretary of the Department of Health and Human Services (HHS) can declare a disease outbreak – in this instance, COVID-19 – poses a public health crisis.
Public Health Declaration
With a public health emergency declaration, federal funding for free vaccines, testing and treatment, along with relaxed requirements for Medicaid and Medicare coverage continues for basically 90 days at a time, when either the emergency must be extended, or it will end. Since January 2020, the COVID public health emergency was extended 12 times, the most recent of which was January, 2023.
But now, by all indications, effective May 11, the public health emergency will finally be allowed to lapse.
Between February 2020 and September 2022, Medicaid enrollments increased by nearly 20 million people, primarily due to economic conditions, Medicaid expansion under the Affordable Care Act in several states and the continuous enrollment provision in the Families First Coronavirus Response Act (FFCRA). With the potential ending of the public health emergency, the more open rules for Medicaid coverage will cease and it is estimated that between 5 million and 14 million people in the U.S. will lose their Medicaid coverage.
According to the Kaiser Family Foundation (KFF), a nonprofit organization that focuses on national health issues, “While the share of individuals disenrolled across states will vary due to differences in how states prioritize renewals, it is expected that the groups that experienced the most growth due to the continuous enrollment provision — ACA expansion adults, other adults, and children — will experience the largest enrollment declines.”
As the KFF goes on to the say in a very informative article about the end of the public health emergency, “Efforts to conduct outreach, education and provide enrollment assistance can help ensure that those who remain eligible for Medicaid are able to retain coverage and those who are no longer eligible can transition to other sources of coverage.”
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Health Emergency to End (continued)
As we draw closer to the May expiration date of the public health emergency, this is the time to talk to your customers about themselves and anyone they know who may be among those millions of people who will need to find new coverage.
As stated on the CMS website, “Agents and brokers play a crucial role in educating consumers about the Health Insurance Marketplace, both during annual Open Enrollment and throughout the coverage year.”
Federal and State Exchanges
Currently, thirty-three states use the federally funded exchange, healthcare.gov. Minnesota, on the other hand, is one of seventeen states (and the District of Columbia) that runs its own exchange – MNsure.gov.
Over the last few years, the MNsure platform has seen a number of upgrades to make it better and easier than ever, including infrastructure, renewal processes and eligibility determination improvements.
Next Steps
Under the Public Health Emergency, many of the requirements for Medicaid coverage were more relaxed and it allowed people who previously were not eligible to get coverage in the healthcare marketplace. Although countless people will no longer qualify for Medicaid, they may still receive subsidies to help reduce the cost of coverage. Also, it’s important to remember that MNsure is the only place in Minnesota for subsidies.
Relatedly, as employers look for options about plans and coverage, they may take another look at small group coverage as well as an ICHRA. With an ICHRA, the employer funds the account, which the plan participants then use to pay for premiums, along with IRS-approved healthcare products and services.
Local Agent, Local Knowledge
As a member of your community, you bring knowledge and commitment not found in national call centers. This helps you get in front of customers to sit down with them to discuss their goals and needs, ensuring finding the right plan to fit them.
Your customers – and potential customers – rely on you to have the knowledge and understanding to guide their decisions. And, with the number of potential customers that will be looking for coverage in the coming months, now is the time to market yourself and make sure the people in your community know you are there for them.
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Health Emergency to End (continued)
Training
Likewise, now is also the time to make sure you have the knowledge and training to speak with customers. Fortunately, LeClair has a wide range of events coming up later this month and throughout the spring and summer. From our Agent Breakfast Careers to the Driven Roadshows to Healthapalooza, you have a lot of opportunities to learn how to grow your business.
Insurance Marketing
When you think of insurance, there’s a pretty good chance you don’t immediately think of marketing. But, when you’re thinking of your business and how you can attract new customers, marketing is exactly what you should think about. And, since you’re in the insurance business, you need to think about “Insurance Marketing.”
You’re not selling cars or beer or skin care products. But what you are selling is even more dynamic. You are selling you – your personality… your knowledge… your ability to be there for people as the hometown local agent – and it takes marketing to get you in front of the people that want and need your services.
Nobody gets you like we do. LeClair has been in the insurance business for a long time, since 1931 to be exact. And, thanks to our direct relationship with Redlbl, a cutting-edge design firm that understands insurance agents like no other marketing firm, you have easy access to someone who can market you.
When it comes to marketing, you need to have “brand awareness.” It is the art of telling your story – who you are, what you know and what you can provide. Just as Wal-Mart brands itself as having everything you need in one store or the Mercedes-Benz logo symbolizes luxury, you need to present your brand. You may not have a logo that most of the world recognizes, but what you do have is knowledge about insurance plans that benefit those in your community. Redlbl knows how to brand you and tell your story. As they boldly and respectively state, “At every stage of the journey we make sure you have the goods to nudge otherwise ambivalent people from awareness to interest, desire and action.”
Your communities need you. And they need the knowledge you have. Maybe it’s time for you to get your brand in front of your communities with “Insurance Marketing.”
If you have questions on how Redlbl can help boost your business and get you in front of people who are looking for health insurance, email chris.birt@redlbl.com or call or text Chris at 612.220.3800.
Finally, if you have questions about the end of the public health emergency and how you can use it to your advantage, call us at 651.739.2010.
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PreferredOne Group Benefits Transferred
Effective October 1, 2022, PreferredOne group benefits transferred to United HealthCare.
We know there are still questions as this process continues with group renewals and LeClair is happy to be your partner of choice to help. All group benefit packages that would have renewed with PreferredOne since October 1, 2022 have, or will, receive a United Healthcare Renewal quote.
• The UHC renewal quotes will match the PreferredOne plan designs as best as possible, although SuperTier through PreferredOne is not offered through UHC
• UHC may also send renewal proposals from their partially self (level) funded option, AllSavers
• These quotes are pre-approved with no underwriting
• Current and new members will be accepted to the plan with no health questions asked
• UHC will passively roll over all currently enrolled PreferredOne members to the suggested plan and current enrolled members will not have to complete an enrollment form
Lastly, to maintain your agent of record, you must be appointed with both United Healthcare and AllSavers. If you need help with this process, LeClair is here to help!
To learn more about the carrier transition or request your appointment, please reach out to us at 651.739.2010.
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Healthapalooza Registration Opens
Registration for this year’s Healthapalooza is now open!
The 2023 Healthapalooza – once again held at the Mystic Lake Center will be July 24 and 25. Registration is now open! Sign up today for the conference, including CE sessions and workshops.
Why Healthapalooza
Healthapalooza is the place for everyone in the health and life insurance industry – from agents to carriers and more – to come together. It offers everything from CE sessions to product workshops, with opportunities to reconnect with industry peers and form new, lasting connections.
Learning Opportunities
With breakout sessions on succession planning, marketing, compliance and more; as well as new product information from leading carriers, you’re sure to get information that will help you help your customers and build your business. There is basically something for everyone at Healthapalooza!
Sponsor Programs
You’ll be able to attend marketing huddles from many of the major carriers, including Blue Cross Blue Shield of Minnesota, Humana, UCare and UHC; along with tech breakout seminars from the likes of HealthSherpa, Connecture, Cyberfin, and more. Regardless of where you may want help in building your business, you’ll find programs for you!
Keynote Speaker
All in attendance will be enthralled by the keynote address from John Kriesel. He is an army veteran who lost both legs and suffered numerous other major injuries from a roadside bomb while serving in Iraq, was subsequently elected to the Minnesota House of Representatives in 2010 and now shares his journey as a motivational speaker. We’ll share more about John in the coming months, but you won’t want to miss his amazing story.
Food and Entertainment
And, finally, if the learning and growth opportunities aren’t enough, there is plenty of time for food and fun during Healthapalooza. There is breakfast, lunch, happy hour, live entertainment and a few surprise guest appearances that are sure to thrill you. We want you to come for the knowledge and stay for the fun!
Registration opened February 15!
SIgn up to attend Healthapalooza 2023!!
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What is Your Legacy?
by Tom Esselman, President, LeClair Group
I want to share with you a story of one of the agents I’ve worked with for several years. Mark was a successful agent with great knowledge, a fantastic rapport with his customers and did what he thought was everything possible to take care of these people. He knew their names, understood their needs, and had critical conversations with them to make sure they were finding the products and coverage that best suited their needs. He thought he had covered everything to take care of their longterm needs.
Over the years, we became good friends and had an excellent working relationship. A few years ago, I reached out to him because he hadn’t heard from him for much of the latter half of the Medicare Annual Enrollment Period. After exchanging small pleasantries, I asked him how AEP went. Mark’s hesitation caught me off-guard for a moment before he stated, “Not well and I’m going to level with you, I have stage 2 stomach cancer.” This news hit me hard, but I immediately asked him what I could do for him. Mark simply said, “Say a few prayers for my recovery.”
About a week later, I received another call from Mark. Seeing his name on the caller ID, I was hoping to hear a cheerful voice, but that was not to be. Mark shared the bad news that he had now been diagnosed at the stage 4 level and was instructed to get his affairs in order. Mark asked me to help him get his members in a safe place.
Mark was creating a succession plan for his business. A lot of discussions were held on who he wanted his customers transferred to and how his family could be involved. With forms signed, a proper succession plan was created.
Five weeks after that first discussion, I brought the final papers to Mark’s home. I was greeted by Mark’s brother (Mark wasn’t married) and learned that he had passed away just moments before I arrived. I paid my respects and left knowing that Mark and I, in those five weeks, had done all we could for him and his business. I firmly believe Mark passed away knowing this.
So, are you prepared with your succession plan? What is your legacy? If Mark had practiced what he preached to his customers, he could have eliminated much of what he had to do for his succession plan in those final five weeks of his life. Rather than finalizing a plan, he could have been lived out his last few weeks with the peace of mind that his legacy would continue. We were lucky to complete things before it was too late. The lesson I want you to get from this story is that it is never too early to set up your succession plan.
Succession Planning
A succession plan begins with company culture. An organization must have an environment that promotes growth, commitment to customers, an attitude that makes people want to stay and a plan that states what continued on next page
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What is Your Legacy? (continued)
happens in event of leadership passing away (or leaving). While having cool benefits and perks like free food, beer fridges or games, company culture is really about how employees behave when critical events occur. Great company culture is when employees and management react positively when facing adversity and treat each other and customers with respect. As consultant, educator and author Peter Drucker states, “Culture eats strategy for breakfast.” In other words, no matter how well a strategic plan is designed, if the company culture isn’t good, that strategy will fail.
Steps to Creating a Succession Plan
If you don’t have a succession plan, now is the time to get started.
Fortunately, there are resources readily available to help. In fact, we’ve found several excellent tools we encourage you to utilize, including Julie Keyes’ book Poised to Exit and her excellent course on exit planning.
So don’t waste another minute in establishing your succession plan – your legacy Remember, if you don’t make your choices, others will. Mark had time to plan, but like so many others, he put it off and the succession plan almost didn’t get done in time. Make sure your legacy survives and start your succession plan today.
If you need help or have questions, please contact me, Tom Esselman at tom.esselman@leclairgroup.com or 651.739.2010.
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Agent Breakfast Club Re-Introduced
We’re pleased to let you know that after a short hiatus, our monthly breakfast meetings have been rebranded and re-introduced.
We’re always trying to find the best ways to keep agents informed and, while the previous version of the breakfast was popular, those events just focused on the asset protection side of business.
So, we took a short break from hosting these events to evaluate how we can better serve agents. In the end, we decided it was best to cover all aspects of the health and life insurance industry.
In February, we launched the Agent Breakfast Club – where you can get the ABCs of insurance coverage and sales.
This isn’t John Hughes’ Breakfast Club with Saturday detention of five high school students “with nothing in common, meeting for the first time [but] before the day was over, they broke the rules, bared their souls, and touched each other in a way they never dreamed possible.”
Instead, our Breakfast Club brings together agents who are trying to help their communities by providing indepth knowledge so customers can make educated decisions about health and life insurance products. We’ll share our expertise as well as bring in noted guests from carriers and other organizations to provide as much information as possible to help you grow your business.
Our first session was held on February 8 with subsequent ones scheduled for the first or second Wednesday each month. You can look for messages in the Boost Weekly Newsletter and in separate emails with information on who will be presenting and the topic. And, of course, each workshop will start with a delicious free, hot breakfast.
All Agent Breakfast Clubs begin at 8:30 AM and end by 11:00 AM and are held at the LeClair office in Woodbury. As we mention with each of these events, please feel free to come when you’re able and stay as long as you can.
Hopefully, we’ll see you soon at our new Agent Breakfast Club!
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Events
LeClair is sponsoring the following events in the coming weeks. To see the full list of upcoming events and to register, please visit the Agent Portal.
LeClair Ladies Luncheon | March 15, 2023
11:30 am - 1:30 pm
Como Park Zoo and Conservatory
Driven Roadshows | March 20, Woodbury | March 21, Eau Claire | March 22, La Crosse | March 23, Rochester | March 27, Minnetonka | March 28, Mankato | March 29, Sioux Falls | March 30 Granite Falls | Register
Additional locations in April. Check the Agent Portal for details.
Ethics with Richard | May 25, 2023 | Register
8:30 am - 12:00 pm
Midland Hills Country Club
Healthapalooza | July 24-25, 2023 | Register
Registration Now Open
Mystic Lake Center
Our Mission: To ensure that every person in every community across America has a well-trained, well supported health and life insurance agent to guide their needs.
Our Vision: To be your partner of choice in serving your communities need for health and life insurance.
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