Family:

1. Provides quality and efficient group and ancillary sales support to new and existing agents.
2. Accompanies agents on appointments for increased new sales and renewals.
3. Implements and instructs group leaders on carrier technology for enrollment and bill payment.
4. Serves as a resource for agent group sales questions.
5. Consults with agents to keep them up-to-date on compliance requirements and healthcare reform as it relates to group and ancillary sales.

On April 13, the Department of Health and Human Services’ Center of Consumer Information and Insurance Oversight (CCIIO) announced that effective May 1, 2012, the federally operated PCIP program would be discontinuing their practice of paying licensed agents and brokers for client referrals made to the program. This decision will not impact state-operated PCIP plan payments to brokers, nor will it impact referral payments on cases placed with PCIP prior to May 1. In addition, effective May 1, PCIP will no longer accept letters from providers as evidence of an individual having a catastrophic medical condition, which is one of the requirements for PCIP participation.

It was only September 1^st that the PCIP began the $100 referral program.  The rationale provided by HHS for these changes is that the program’s rapid increase in enrollment (400% growth over a year, including a 25% increase in the last few months) makes the need for additional outreach efforts unnecessary at this time. HHS has commented that this will have no impact on the agent/broker role in the Exchanges in 2014.

Even though people are unsure when they would be receiving their MLR rebate or how much, or little, they might be receiving, the Internal Revenue Service has updated their frequently asked questions on PPACA’s MLR rebate requirements. These fourteen FAQ’s provide information on the federal tax consequences to a health insurance issuer that pays a MLR rebate and an individual policyholder that receives the MLR rebate. Information is also provided on the federal tax consequences to employees when a MLR rebate stems from a group health insurance policy.

We don’t expect all carriers to send out rebates, only those that did not meet the 80% or 85% minimum loss requirement.  We anticipate the rebates to be sent out by August 2012 so be sure and review the FAQ’s.

The Gilston Agency Group Sales Department strives to submit your group in a timely manner. Many of the carriers require different items or information, which can sometimes become quite confusing! You can help us help you by using the checklist before submitting your group to your sales representative. This way we can have all of the correct information submitted as quickly as possible! Help us help you boost your group sales numbers!!

• To participate and assist in the both the design and implementation of key strategies necessary in the future development of our company.
• To interview and hire qualified individuals that will bring additional talent to our company.
• To provide leadership and direction to our sales administration teams as well as the overall organization.
• To assist in the development and training of all staff as it relates to our changing business model and the “NEW” health insurance environment.
• To cultivate and enhance agency relationships with key carrier representatives to sustain future carrier support.

How long have you worked for the Gilston Agency:

1. I advise agents on a case-by-case basis what is best for their client.
2. I research medical conditions and prescription drugs as part of the pre-screening process.
3. I review applications before they are submitted and notify agents if additional information is needed before submission.
4. I check status during the underwriting process.
5. I resolve any billing issues.

It is easy to see the changes that social media is having on today’s culture. With hundreds of thousands of websites geared toward social media, the question remains, is the insurance industry ready for these changes? Based on the industry’s slow pace to adapt to these changes, most would say, not just yet. Although the process is slow, with Facebook, Twitter, LinkedIn and YouTube being the leading social media sites at this time, some industry leaders are taking advantage of these sites to answer questions, provide information and connect with their customers in a different way from the past.

The insurance industry has always been based on the relationship between agents and customers. Behind this is the idea that people only buy from agents they trust and a major component of the development of this process is through face-to-face interaction. The usage of social media has changed this method. The relationship between agent and customer is still quite important, but the type of interaction has changed. Customers now have the ability to find the information they are looking for through the Internet, rather than coming to the agent directly. This creates the question, should insurance agents have a larger presence through social media to better connect with customers? Based on the continuous increase in the usage of social media, the answer very well could be yes. If you haven’t already, take some time and look at some of Facebook’s and LinkedIn’s professional pages as selling techniques. Instead of creating these pages to be more personal, put a professional twist to them. Tell the customer what it is you sell, why they need it and how you can help them get what they want. Although the insurance industry is lagging behind in the world of social media, it won’t be too long before we are forced to catch up.

Family:

1. Assist agents/brokers with quoting new and existing groups.  Also assist agents with group sales questions.
2. Prepare, process and submit new and existing cases
3. Communicate and negotiate with agents and carriers to provide best offers for clients
4. Recommend products/ carriers to agents for their group clients
5. Work on renewal quotes and renewal rate relief

As implementation of PPACA progresses, the South Carolina Association of Health Underwriters (SCAHU) is dedicated to ensuring continued access to the crucial services state-licensed health insurance agents and brokers provide.  SCAHU supplies multiple opportunities to obtain professional designations and earn continuing education credits to its members.  One such opportunity for both members and non-members alike is the annual Symposium to be held March 12^th and 13^th in Columbia, SC.  The Symposium offers 3 Ethics hours, 6 LAH hours of CE, and an option to earn your LTC certification.  The courses offer strategies to increase your business and stay up-to-date on our ever-evolving industry.

South Carolina, as many of you know, elected to defer to the federal government for the development and implementation of a Health Insurance Exchange. Essentially, we are now at the mercy of the Federal government on an issue that will directly have an effect on our future ability to make a living in this industry. Without NAHU’s representation, we would have to rely solely on the Federal government making decisions without us having a voice at the table.  The Symposium will offer a legislative update from Washington’s Janet Trautwein.  As Executive Vice President and CEO of NAHU, she has been incremental to the U.S. Senate introducing a bill, which compliments HR 1206, to make agent commissions a pass through. Along with HR 1206, the purpose is to preserve the ability of agents to receive commission by removing commissions from the medical loss ratio (MLR). 

I strongly encourage those of you reading this to think long and hard about actively supporting our association. If you’re not a member, you need to join. If you are a member, we need active supporters and strong leadership in our local chapters to bring more professional development programs and gain greater community recognition. Your engagement is important to your livelihood.  Join SCAHU and join the most recognized and respected group of Health Insurance professionals in the state.

Interested in joining or reinstating your NAHU membership? Click here to JOIN!

Interested in attending the SCAHU Symposium March 12^th or 13^th?  Click here to REGISTER!

Every year, the Gilston Agency recognizes our top-producing agents for their previous year’s production. This year, we had a great turnout with a wonderful lunch provided by the Harbour Club in downtown Charleston. Everyone was very excited as David and Tom awarded the Top Producers of 2011. Congratulations to:

Chuck Campbell from BlueCross BlueShield also attended and awarded John Murphy (Group Health), Cheryl Randol (Senior Health) and Beth Cavanaugh (Individual Health) as BlueCross’ Top Producers at Gilston. Gilston President, Tom Swayne, also handed out awards to Anita Bryan, Sherman Cohn, Dayle Guidera, Ira Berendt, John Murphy, Ike Ryba, and Anthony Fargnoli for their years with the Agency.

The Gilston Agency would also like to thank all agents that worked with us in 2011.  We look forward to having an even better year in 2012!