Welcome to our event guidance page!
This page is designed to assist you with general event guidance.
As a Medicare insurance professional, it can be challenging to know all the rules on how to file and perform in the community and follow every event guideline there is.
As you know, CMS hires secret shopper’s to monitor sales activities in the community.
Always confirm the time frame and process for filing events with your broker manager.
Some carriers may require you to submit your material for plan approval, and/or require you to file your educational events.
If you are not able to attend a scheduled event, you must provide your carrier with at least 48 hours notice when possible.
If you are at a scheduled event, and there are no attendees, you must stay at the venue for a minimum of 15 minutes, and obtain permission from your broker manager to be released.
Below you will find types of events and specific rules to follow for each type of event.
Educational events are designed to inform Medicare beneficiaries about the basics of Medicare.
- Advertise as educational
- Public Venue, not in-home, or one-on-one setting
- No sales or “steering”
- No mandatory sign in sheets
- No scopes
- Business cards can only be provided when asked
- May provide meals
- May respond to questions asked
Informal marketing/sales events are conducted with a less structured presentation or in a less formal environment.
- Must be filed/approved with carrier in advance
- Retail, grocery, food bank type setting
- Table, flyers, benefit Information
- May discuss the merits of carrier’s products
- CMS approved business reply cards (must be optional)
- Can sell to a member at the table / Scope needed in advance
- No Meals / May provide light snacks (under nominal value $15)
- Not allowed in a venue with health screenings / No “cherry picking”
Formal Sales Meetings
Formal marketing/sales events are typically structured in an audience/presenter style with a sales person or plan representative formally providing specific Plan/Part D Sponsor information via a presentation on the products being offered.
- Must be filed and approved with the carrier and CMS
- Must use CMS approved sales presentation
- Strict Plan rules to follow
- Sales allowed
- Secret shopper’s attend and grade
- May obtain signed Scope of Appointment for future appointment
- No requests for referrals
Individual / 1:1 Sales Appointments
All one-on-one appointments with beneficiaries, regardless of the venue (e.g, in home, conference call,library) are considered sales/marketing events.
- Scope of Appointment is required 48 hours in advance when practicable.
- Scope must document the product type(s) that the beneficiary has agreed to discuss during the scheduled appointment.
- May not market non-health care related products ( such as annuities or life insurance)
- May not ask a beneficiary for referrals, may leave additional business cards for beneficiary to distribute to friends, family.
- May not accept an enrollment for January 1 effective prior to AEP, unless the beneficiary is entitled to another enrollment period.