New Medicare Restrictions Target “High Pressure” Sales Tactics

By Alice Carver
14:57, September 16th 2008
31 votes
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New Medicare Restrictions Target “High Pressure” Sales Tactics

The Centers for Medicare & Medicaid Services have imposed new rules on private insurance companies and their agents, which would bar a number of practices considered “deceptive” or “high-pressure” by CMS. The new restrictions prohibit providing free meals during promotional events for Medicare plans and conducting sales activities in doctors’ offices or educational events in doctors office waiting rooms or other places where health-care is delivered.

The insurers also must modify commissions to stop salespeople from switching patients to a new plan each year to earn the highest possible fee, the Centers for Medicare & Medicaid Services (CMS) said, according to Reuters.

Insurance companies that violate the restrictions could face penalties of up to $25,000 for each person that was harmed or might have been harmed by the practices, Medicare officials said, Reuters notes. Private insurers benefiting from the Medicare Advantage program include Humana Inc. (HUM), UnitedHealth Group (UNH) and Aetna Inc. (AET).

The rules “are now clear, bright guidelines on what’s permissible and what isn’t,” said CMS acting administrator Kerry Weems. The new restrictions take effect Oct. 1 when insurance companies begin marketing plans to Medicare enrollees for next year.

The changes are designed to protect Medicare beneficiaries from deceptive or high-pressure sales tactics, Weems said.

The new rules prohibit:

-providing meals to beneficiaries as part of marketing activities;

-telemarketing, door-to-door solicitation and other sales contacts, such as visiting their homes or calling them made without a beneficiary’s express invitation;

-conducting sales presentations in provider offices or other places where health care is delivered;

-conducting sales presentations, distributing or collecting applications at education events.



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