Know Your Prospect
ADL
What is Activity of Daily Living?
The law that protects private health care information.
What is HIPAA?
Progressing the conversation incrementally.
What is closing?
Process of determining eligiility.
What is screening & qualification?
Three key qualification requirements
What are clinical eligibility, financial eligibility, & heart and mind?
Social Determinants of Health
What are access resources such as healthcare, housing & transportation, as well as feeling safe, breathing clean air, and having enough to eat.
True or False: It is OK to email patient healthcare information with their verbal permission.
What is true? This is allowed as long as safeguards are taken.
Consultative sales process
What is guiding a prospect through options to determine best fit?
Age 65
What is the minimum age for medicare eligibility?
Prospect is a co-owner of a property out of state
What is the potential to be over asset unless property is transferred or moved out of prospect's name?
Caregiver Support
What are resources that lift the caregiver burden such as transportation help, access to ADH, med management and more.
True or False: It is fine to post pictures of participants enjoying an event on your Facebook page as long as you don't identify them by name.
What is false? This is prohibited without a signed release and exposure should be limited to FH channels with guidance from the communications department.
Best practice for following up on a sales call.
What is a thank you note?
Dual Eligibity
What is coverage or eligibility for both Medicare and Medicaid?
Prospect resides outside of a service area
What is ineligibility for our program until prospect resides inside service area?
Cultural Competency Examples
What are culturally familiar foods, speaking the language, understanding cultural customs and celebrations, being appropriate in addressing or greeting someone
Settings where marketing materials are prohibited by CMS.
What are (1) Exam rooms (2) Hospital patient rooms and (3) Treatment areas where patients interact with a provider and clinical team (including treatment areas in dialysis treatment facilities).
Best practice for handling any objection or resistance.
What is alignment and asking clarifying questions?
5 years of residency in US
What is eligibility for non-citizen?
Being threatened by a prospect
What is cause for immediate suspension of conversation and exit from situation?
Cognitive Decline Indicators
What are memory loss, confusion, repetitiveness, anxiety, about being in unfamiliar places, among others.
Offering a gift with a value of $15.
What is the non-cash limit for a gift per person by a medicare agent?
Documented consent to speak about the program.
What is permission to contact?
Disability coverage
What is required coverage for someone aged 55 to 64?
Prospect discloses they live in DMH funded group home
What is disclosure that enrolling in SE could jeopardize housing and ending discussion about next steps?