Local business are a GOLDMINE for people turning 65. Contacting medium to large companies that are based in your area is really easy. I focused in on companies with at least 500 or more employees locally, or within the state that I'm licensed in.
Call in and ask to speak to Human Resources. If asked by the receptionist what the call is regarding, simply say "Medicare Insurance for one of your employees," this should get you connected with HR.
Once on the phone with HR, let them know what you do, and that you'd be happy to send them information about your free service. Tell them you can handle all inbound Medicare-aged employees and can handle all the paperwork and help reduce health care costs, all at no cost to the company or the employees.
This is what I say:
"Hi Jennifer, my name is Peter Palmiotto and I work with HR departments here in San Diego. I offer a free Medicare Transition service at no cost to your company and at no cost to your employees. Medicare seems to be one of those HR issues that is underserved and takes up more of your time than it should. If you want to learn more, I'd be happy to mail you my information or set up a time we can briefly meet."
Most HR managers suck at dealing with Medicare (and know nothing about it), and most companies simply push T65 employees out into the great unknown of Medicare without any support or information, even if the T65 remains employed there. Offer the HR manager to take over their T65 or retirees' transition into Medicare (like a 68 year old finally retiring) - tell them you're happy to help the employee get into Medicare without any cost to the company or the employee. Stress the fact that all your services are free and that you offer virtually all the plans in the local area.
Some companies will continue to pay for employees to stay on their work place insurance, even after the employee turns 65. One of your goals is to present to the HR department and/or the CFO with an analysis of how cost effective it would be to push all the T65 employees out into Medicare and into a Supplement with a PDP. Besides, a Plan F (or G) with a Drug Plan is typically more flexible and less costly for the employee as well (no co-payments or deductibles).
Explain that the company could issue a Medical Insurance monthly stipend for less than it's costing them to keep a 65 on the group insurance plan (if they still wanted to give the employee a medical insurance off-set or benefit or incentive to do this).
You'll first need to speak with a Group Health Insurance broker in your area and get some general costs of what a 65 year old costs per month in a Group Health setting. $600? $800? $1,000? Create a simple "A/B" comparison for costs and benefits to show the HR department what Medicare costs vs. keeping the employee on their group plan.
Once the HR department "gets it", you can tell the HR department that this could be a financial "win" for the company and that they should move this up the chain of command so the CFO or CEO can review the cost savings (and mention the HR person will look like a hero for saving the company so much money!).
And remember, HR folks run in the same circles. It's fairly likely that once you're in at one company, the HR department will start talking with other company's HR departments and word will spread about what you did for their company.
Here are a few simple ways to locate businesses in your area:
- Trolling LinkedIn is a very easy way to hunt HR departments down.
- Google "[your city] chamber of commerce" - there are usually reports you can run or someone you can call to find out how to find this information
- In Southern California, we have a Business Journal that sells local company data. View Here>> Check your city for business journals and call to see if they have lists for sale (pretty inexpensive - $25 to $100).
- Stay away from HUGE Fortune 1,000 companies - they typically are too large to be willing to hand this type of business over to you (unless you know someone in HR at one of these companies).
- Check out American Business Journals as well here>>>
- Sometimes your Secretary of State, City or County entities have a free search function on their websites
Yes, mail still works. This is the piece I mailed out and received 5 responses to out of 50 and signed up 2 different companies. I paper-clipped a brand new, crisp $1 bill to the letter to grab their attention. You can also use this as a basis for an email as well. Please edit anything in RED
You can reduce your costs by following up with a postcards, emails or a phone call.
This is what I presented at the meetings:
Costs V Employer (pdf) Please adjust your numbers to reflect current rates.
Why SDMO (pdf)