Know Your Prospect
Compliance
Sales Skill
Qualification & Eligibility
Dealbreakers
100

ADL

What is Activity of Daily Living?

100

The law that protects private health care information.

What is HIPAA?

100

Progressing the conversation incrementally.

What is closing?

100

Process of determining eligiility.

What is screening & qualification?

100

Three key qualification requirements

What are clinical eligibility, financial eligibility, & heart and mind?

200

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.

200

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.

200

Consultative sales process

What is guiding a prospect through options to determine best fit?

200

Age 65

What is the minimum age for medicare eligibility?

200

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?

300

Caregiver Support

What are resources that lift the caregiver burden such as transportation help, access to ADH, med management and more.

300

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.

300

Best practice for following up on a sales call.

What is a thank you note?

300

Dual Eligibity

What is coverage or eligibility for both Medicare and Medicaid?

300

Prospect resides outside of a service area

What is ineligibility for our program until prospect resides inside service area?

400

Cultural Competency Examples

What are culturally familiar foods, speaking the language, understanding cultural customs and celebrations, being appropriate in addressing or greeting someone

400

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).

400

Best practice for handling any objection or resistance.

What is alignment and asking clarifying questions?

400

5 years of residency in US

What is eligibility for non-citizen?

400

Being threatened by a prospect

What is cause for immediate suspension of conversation and exit from situation?

500

Cognitive Decline Indicators

What are memory loss, confusion, repetitiveness, anxiety, about being in unfamiliar places, among others.

500

Offering a gift with a value of $15.

What is the non-cash limit for a gift per person by a medicare agent?

500

Documented consent to speak about the program.

What is permission to contact?

500

Disability coverage

What is required coverage for someone aged 55 to 64?

500

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?

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