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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 ehhenthorne@cvty.com Jamie Moser (801) 933-3561 jxmoser@cvty.com

CPA Amy Knight (717) 829-2223 aeknight@cvty.com Lovell Harmon (717) 541-2547 ltharmon@cvty.com

GA

Vicki Mikels

Melissa McBride

(800) 470-2004 ext.6551

(800) 470-2004 ext.2813

vmmikels@cvty.com

mamcbride@cvty.comKeith Ridley (800) 470-2004

ext.6514 karidley@cvty.com

GHP Judi Wayhart (314) 506-1573 jawayhart@cvty.com Gil Reynolds (314) 506-1609 gbreynolds@cvty.com

IA Cary Hamilton (800) 470-6352 ext.3263 cwhamilton@cvty.com Joe Koppin (800) 470-6352

ext.3204 jpkoppin@cvty.com

KCMoe Jackson

Kaila Byrne

(816) 460-4316

(816) 460-4425

mrjackson@cvty.com

ksbyrne@cvty.comJames Fagan (816) 460-4264 jefagan@cvty.com

NC Chris Temple (866) 935-7284 ext.1889 cstemple@cvty.com

Frankie Satterfield-Vaughn

(866) 935-7284Ext. 1891 flvaughn@cvty.com

NE Trina Burnette (402) 995-7051 tiburnette@cvty.com Joe Koppin (800) 470-6352 ext.3204 jpkoppin@cvty.com

PersonalCare

Karen Bidner

Angela Hauser

(866) 765-7658

(866) 765-7658

kmbidner@cvty.com

ashauser@cvty.comTodd Brooks (309) 686-3861 twbrooks@cvty.com

Tampa Alex Portal (954) 559-5877 aaportal@cvty.com William “Mike” Freeman (813) 806-2514 wmfreeman@cvty.com

TX Rose Fennie (972) 807-4358 rafennie@cvty.com Kasey Petz (301) 581-5692 kjpetz@cvty.com

Summit Alex Portal (954) 559-5877 aaportal@cvty.com Silvia Morales (954) 986-6241 sxmorales@cvty.comVista Alex Portal (954) 559-5877 aaportal@cvty.com Silvia Morales (954) 986-6241 sxmorales@cvty.comVistaSFL Alex Portal (954) 559-5877 aaportal@cvty.com Silvia Morales (954) 986-6241 sxmorales@cvty.comWPA Amy Knight (717) 829-2223 aeknight@cvty.com Denise King (412) 577-4390 dlking@cvty.com

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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