Coventry Referral Tool KitMake the most out of each contact you have with a benefi ciary
and turn those contacts into additional leads!
2010 Coventry Health Care Medicare Broker/Agent Use Only
Table of Contents
Introduction 3
Contact List for Accessing Materials 5
Catalog of Available Materials 6
IntroductionIt’s a tried and true rule of sales: referrals are a great way to generate leads. Whenever you’re in front of a potential prospect, a qualifi ed prospect or client, you should always ask for referrals. And, we want you to be successful in generating leads from referrals! That’s why we’ve developed this Referral Tool Kit, which can help you make the most out of each contact you have with a benefi ciary and turn those contacts into additional leads.
STEP 1
Arm Yourself with the Tools You Need to Be SuccessfulCoventry provides you with professional, customizable, CMS-approved materials to help you generate leads from referrals including a Lead Letter, Referral Flyer and a Follow-up Referral Postcard. Your local Coventry health plan contact will customize the materials for you with your name and contact information—and on some pieces, even your picture! You’ll get print-ready pdfs you can use anytime. To access these materials, contact your local health plan (contact information is provided in this kit).
STEP 2
Generate LeadsLEAD LETTER• – Bring fi ve (5) copies of this letter and fi ve (5) stamped envelopes with you each time you interact with a Medicare-eligible benefi ciary. Ask the benefi ciary if they can provide you with the names and addresses for fi ve people they know who could be interested in speaking with you. Address the letters with the names/addresses you receive right then and there. Mail the letters as soon as you walk out the door. It’s a good idea to let benefi ciaries know that you are prohibited from calling referrals and that contacting them by mail is the only way you can offer assistance.
REFERRAL FLYER • – Along with the letter, you should also bring fi ve (5) copies of this fl yer with you each time you meet with a benefi ciary. Ideally, you want to collect referrals right on the spot. But, don’t stop there. Always leave this fl yer behind to prompt the benefi ciary to continue to think about people who they could refer to you. In addition, provide extra copies and encourage benefi ciaries to pass this fl yer on to other Medicare-eligible benefi ciaries they know. You should also always leave a stack of business cards behind.
FOLLOW-UP REFERRAL POSTCARD• – Out of sight, out of mind. Not with this postcard. Use the Follow-Up Referral Postcard to remind contacts to send you those referrals! This handy, eye-catching postcard is an easy way to provide contacts with a friendly re-minder that you’re available to help answer questions about Medicare options for other people they may know. Forgot to ask for referrals when you met with someone? We hope not, but if you did, send them this postcard.
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STEP 3
Work LeadsHave you sent the Lead Letter out, but haven’t gotten a response? Send it again! Sending the letter multiple times to a prospect can increase your response rates. In addition to the Lead Letter, you can also use our general marketing materials—self-mailers, postcards and more—to reach out to prospects. All materials can be customized with your information and are a great way to professionally introduce yourself and Coventry’s Medicare Advantage products. Con-tact your local plan broker specialist to access additional marketing materials.
COMPLIANCE REMINDERS
We want to help you pursue referrals, but it’s CRITICAL that you do so in a fully compliant fashion. So be sure that you DO NOT:
Ask for phone numbers from referrals or attempt to contact a referral by phone • Announce that you will offer a gift if your client provides you with a referral• Use cash promotions to entice people to provide you with referrals•
DO make sure that you: Include the statement “This is an advertisement.” on the front of the envelopes • that you use to send the Lead Letter
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Coordinated Care Plan (CCP) Broker Specialists and Sales Leaders
Plan Broker Specialist Phone email Sales Leader Phone email
Altius Erin Henthorne (801) 933-3879 [email protected] Jamie Moser (801) 933-3561 [email protected]
CPA Amy Knight (717) 829-2223 [email protected] Lovell Harmon (717) 541-2547 [email protected]
GA
Vicki Mikels
Melissa McBride
(800) 470-2004 ext.6551
(800) 470-2004 ext.2813
[email protected] Ridley (800) 470-2004
ext.6514 [email protected]
GHP Judi Wayhart (314) 506-1573 [email protected] Gil Reynolds (314) 506-1609 [email protected]
IA Cary Hamilton (800) 470-6352 ext.3263 [email protected] Joe Koppin (800) 470-6352
ext.3204 [email protected]
KCMoe Jackson
Kaila Byrne
(816) 460-4316
(816) 460-4425
[email protected] Fagan (816) 460-4264 [email protected]
NC Chris Temple (866) 935-7284 ext.1889 [email protected]
Frankie Satterfield-Vaughn
(866) 935-7284Ext. 1891 [email protected]
NE Trina Burnette (402) 995-7051 [email protected] Joe Koppin (800) 470-6352 ext.3204 [email protected]
PersonalCare
Karen Bidner
Angela Hauser
(866) 765-7658
(866) 765-7658
[email protected] Brooks (309) 686-3861 [email protected]
Tampa Alex Portal (954) 559-5877 [email protected] William “Mike” Freeman (813) 806-2514 [email protected]
TX Rose Fennie (972) 807-4358 [email protected] Kasey Petz (301) 581-5692 [email protected]
Summit Alex Portal (954) 559-5877 [email protected] Silvia Morales (954) 986-6241 [email protected] Alex Portal (954) 559-5877 [email protected] Silvia Morales (954) 986-6241 [email protected] Alex Portal (954) 559-5877 [email protected] Silvia Morales (954) 986-6241 [email protected] Amy Knight (717) 829-2223 [email protected] Denise King (412) 577-4390 [email protected]
Referral MaterialsBroker Referral Lead Letter
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Referral MaterialsBroker Referral Flyer & Follow Up Postcard
General Marketing Materials
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Broker Product One-Sheets
General Marketing MaterialsBroker Prospecting Postcard
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General Marketing MaterialsBroker Postcard
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General Marketing MaterialsBroker Self-Mailer
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General Marketing MaterialsBroker Tabloid Posters
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