Becoming a Cigna sales agent 2016 Producer guide for Medicare Advantage products - National Edition
2016 CIGNA Producer Guide 2 CONTENTS 2 About Cigna 3 Selling points 4 Becoming a Cigna agent 5 Producer compensation 6 Resources and support About Cigna Cigna is proud to be one of the leading US health plans focused on caring for the senior population, mainly through Medicare Advantage and other Medicare and Medicaid products. Through our deep understanding of the needs and challenges facing both patients and physicians, we developed a collaborative model that provides more access to high quality preventive care for our members, while supplying physicians what they need to deliver that care. Specifically, Cigna recognizes and rewards physicians for quality over quantity of care. We provide extra nurse and technology resources so physicians can devote more time and attention to their patients. The result? Healthier members with lower medical costs. It s a commonsense model, but an uncommon practice. To date, Cigna, operates Medicare Advantage plans in Alabama, Arizona, Arkansas, Delaware, Florida, Georgia, Illinois, Indiana, Kansas, Maryland, Mississippi, Missouri, North Carolina, Pennsylvania, South Carolina, Tennessee, Texas, and Washington, D.C. In addition, we sell our Prescription Drug Plan (PDP) in every state. All in all, we touch over one million lives throughout the nation. Before you join our team, it s important for you to know that in everything we do, the following core beliefs dictate our actions. It s your job to convey these beliefs to every customer before you utter even one benefit. WE BELIEVE that seniors deserve to live healthier lives. WE BELIEVE in delivering health care, not sick care. WE BELIEVE if we help seniors to stay healthier, they can ultimately get more out of life.
2016 CIGNA Producer Guide 3 2016 CIGNA Producer Guide 4 Becoming a Cigna agent Licensing You must be licensed in the applicant s primary state of residence and pass Cigna s background check to sell any of our products. Licensing rules vary by state. Contact your FMO or your Local Market Manager for further details. Contracting and Certification 1 Choose to contract directly with Cigna or through one of our contracted agencies. Contact your Local Market Manager for additional details. 2 Go to CignaHealthSpringProducers.com to become certified. You ll need to complete all certification requirements and pass your Universally Accepted Training exam (AHIP, Pinpoint, or Gorman) with a score of 90% or better. You ll also need to complete the Cigna certification courses with a passing score of 85% or better. And new agents must attend a day of Face-to-Face training.t Selling Points Because Cigna focuses on designing and operating Medicare Advantage Health Plans, we truly understand the complexities of the Medicare program. Our MAPD membership totals approximately 490,000 customers.* Cigna offers a broad portfolio of products that can be sold year-round to eligible clients in selected markets. Our training programs give you the tools you need to be successful. Cigna pays commissions weekly. We also pay a lifetime renewal stream as long as the customer remains enrolled in the plan. A dedicated Cigna Agent Assistance Line (HAAL) is provided as a resource to each contracted agent in all markets. Cigna will furnish customizable marketing tools to help you build your business. Every month, you ll receive a newsletter which equips you with updated industry information and valuable communications from Cigna. We employ Local Market Managers in each market to service our contracted agents. Cigna continues to build Provider commitment by creating collaborative and mutually beneficial partnerships. Each market s Network Operations Department is dedicated to recruiting new physicians and providing service to our existing physicians. *At year-end 2014 Cigna currently has over 88 million customer relationships worldwide.* Universally Accepted Training Our Expectations Cigna requires that you agree to the following: You will adhere to all CMS and MIPPA regulations and Cigna s Policies and Procedures. You will carry a valid health insurance license and Errors & Omissions insurance in the amount of $250,000/$250,000 for brokers and $1,000,000/$1,000,000 for all agency levels. This coverage must remain in effect with no breaks in coverage and is subject to annual audit and verification by our compliance/integrity team. You will use approved Cigna presentation materials. The CMS approved enrollment kit should be presented in its entirety during each appointment. All Scope of Appointment requirements must be met. You won t solicit any non-healthcare products or services during the appointment in which Cigna Medicare Advantage products are being discussed with prospective policyholders. Please contact your FMO or your Local Market Manager for further details. Appointment Cigna Modules FTF Training (New agents only) Begin Selling Once you are fully contracted and successfully certified, you ll receive a welcome email containing your agent writing number. Now you can begin selling!
2016 CIGNA Producer Guide 5 2016 CIGNA Producer Guide 6 Resources and Support Cigna Agent Assistance Line (HAAL) Local Staff THANK YOU We value our relationship with you. Producer Compensation Your compensation CMS has developed a compensation plan to reflect your hard work and Cigna follows that compensation plan. Please contact your FMO or your Local Market Manager for detailed compensation information. Tracking your business To confirm receipt of your applications, you can use the password-protected eagent system. Cigna commission payments At Cigna, we understand that time is money. That s why we work hard to get you paid in a timely and accurate fashion. The Cigna compensation year runs from January to December. In order to receive any compensation, agents are required to remain contracted, certified, licensed and appointed (if necessary). Cigna currently pays on new business on a weekly basis and generally pays on an application within two weeks of submission. Upon CMS confirmation of beneficiary s enrollment, Cigna pays a portion of the renewal compensation rate (half of the initial compensation rate) based on the effective date of the customer. Monthly, Cigna will pay a true-up payment for those customers who are indicated (through CMS reporting) as New-to-Medicare, so that the total compensation paid is equal to the initial compensation rate earned. Cigna will pay the full initial compensation rate, regardless of effective date, if the customer is enrolling in a Medicare Advantage plan for the first time. Payments will additionally be made in subsequent renewal years to agents whose customers remain actively enrolled in a Cigna plan with no break in coverage. Per CMS Guidelines, Cigna is required to recover compensation payments made in instances where a customer disenrolls. The terms of these recoveries will vary due to reason for disenrollment, effective and termination dates, and compensation amounts paid. Commission support After submitting your first application with Cigna, you will have access to a commission support team that can assist in answering any of your paymentrelated inquiries. The Cigna commission department has a dedicated mailbox and hotline designed as a one-stop shop to support your business. Additionally, there is a monthly feature in the agent newsletter that shares pertinent commission information and your monthly payment schedule. 1-866-442-7516 HAAL@HealthSpring.com Open 8 a.m. 7 p.m. EST, Monday Friday Extended hours during AEP Bilingual reps on staff Types of Inquiries include: Eligibility Benefits Enrollment Application submission Licensing and Appointment Certification training Local market contacts User names & passwords Verify participating physicians Formulary verification Additional Support Tools Online Provider Look-up eagent, your client resource management tool Marketing Support & Supplies Cigna provides first class sales and marketing materials such as: CMS-approved Enrollment Kit Broker Marketing pieces such as BRC s, letters and flyers are available at CignaHealthSpringProducers.com Newspaper or print ads Signs Cigna-branded giveaways Supplies can be obtained through your FMO offices or Local Market Manager. We ll help you with: Selling Obtaining supplies Fielding eligibility questions Training Monitoring compliance Network Questions Cigna has local offices and local staff in each of the areas we serve. Monthly Newsletter An informative monthly newsletter is sent electronically to every Contracted Sales Agent. TeleScope Line 1-866-398-6055 (Operates during the same Lock-In and AEP schedule as HAAL.) For all information regarding Cigna, you may contact us at: www.cigna.com or even better, call your Local Market Manager.
WE BELIEVE THAT SENIORS DESERVE TO LIVE HEALTHIER LIVES. That belief influences everything we do at Cigna. For internal use only. Not for distribution. 2015 Cigna 07.15.15