Senior Healthcare Consultants: How safe are they for agents?

Posted: Sun Feb 28, 2010 05:05 am Post Subject:

I guess the good news is:

I've shared the information I have gathered on SHC with counsel I've previously worked with in Texas. They've given me the "thumbs-up" and are willing to take a closer look at this case.

I haven't yet decided whether to pursure this case on behalf of the agents who claim to have been wronged or the policy holders who may have had the terms and conditions of their policies misrepresented.

If anyone would like to chat about this, feel free to send me an email.

Posted: Wed Mar 03, 2010 05:35 am Post Subject: Case study

Senior Healthcare Consultants claims that entry level consultants work, on average, 12 hour days and make $1600 per week. I took a look at an actual case study to evaluate the validity of this claim.

Senior Healthcare Consultants is a captive agency which provides preset appointments from Tuesday to Friday. Agents are normally charged $18 per preset appointment and are charged $5 for a callback, which is fairly industry-standard. These lead charges are deducted from any money advanced for that week.
In training, recruits are told to expect 12 to 16 presets per week, which when applying industry averages (SHC or elsewhere) would result in 6 to 8 presentations held (50 percent) and 3 to 4 Medicare Supplement sales (50 percent close ratio). Examining the case study, I found that SHC scheduled an actual 8.3 presets per week overall, but after I threw out training weeks, this raised the average to 9.82 presets. For the sake of round numbers, we’ll bump that up to 10 presets for this projection. This number seems to hold up under most other cases sampled.

I then averaged compensation for this agent’s career. The agent received an average of $171.87 per submitted Medicare Supplement application minus a 20 percent or 30 percent holdback to cover declined or cancelled business. According to SHC, this holdback is appropriately adjusted to reflect the quality of the agent’s business. Agents may also receive advances for discount plans and final expense plans which are subject to the holdback percentage, and may receive bonus money based on at least 12000 AV (annualized volume) submitted, which is not.

Interviews with former agents revealed that 6000 AV (3 apps) was considered barely nominal production; 8000 (4 apps, or once per day, i.e. not blanking) was average, and 10000 AV or 5 applications was considered an above average, solid week. Of these five applications - again using industry standards - 4 applications could be reasonably expected to stay on the books.

How well would this agent would do with five applications submitted per week?

Our agent submits 5 apps x ($171.87 minus 20 percent holdback) = $687.48
But, per industry standards, one app in five will decline or cancel. SHC will deduct $171.87, leaving $515.61.
Let’s now deduct lead charges: 10 leads x $18 per lead equals a deduction of $180, leaving $335.61.
An average of two callbacks per week takes this down, but only by ten dollars: $325.61.
SHC encourages agents to stay in a hotel or motel while out in the field. Using an average of $65 per night for three nights gives us a deduction of $195.00, leaving $130.61. I found little difference in actual cost between staying in a hotel and driving three hours home and three hours back, other than wear and tear on the vehicle and the agent.
Gas charges: The agent typically expends at least two tanks of gasoline per week. At current prices, this is a deduction of $80 ($40 per tank), leaving $50.61.
Food charges: A cheap breakfast, lunch and dinner runs about $15 per diem. For four working days, this adds $60. Our agent is now working dawn to dusk and paying $9.39 a week for the privilege, and that’s before we throw in expenses like cell phone charges and tolls.

Remember, this is a good week, where on an average of ten preset appointments per week and five actual presentations, our agent took applications for each presentation – a 100 percent closing rate, or to use SHC’s terminology, a 1000 PPA assuming about 2000 AV per application.

CONCLUSION: In my opinion, Senior Healthcare Consultants’ representations to recruits and trainees regarding their earning potential are seriously flawed and misleading. Even factoring in occasional ancillary discount plan sales, I cannot see how an entry-level agent can reasonably make a living with this company, and will most likely not even break even during his or her brief stay. This is in agreement with most former agents’ experiences as recounted in this site.

What I found most disturbing of all, in this case study, was that the agent’s holdback was increased from 20 percent to 30 percent in Week 12 of his employment by SHC even though the agent’s persistency rate at the time was well above 90 percent. (He ended with 84.9 percent, still very respectable and above the industry average.) If an increase in holdback was not warranted by the numbers, then it is at least possible that SHC was in fact consciously and maliciously pushing this agent out to claim his business. Again, unfortunately, this is in agreement with many complaints made here.

I do not believe this company would survive a thorough investigation of its practices.

Posted: Fri Mar 05, 2010 12:46 am Post Subject: StungbySHC

RUN RUN RUN...THESE PEOPLE TOLD ME ONLY LIES, AND MORE LIES.

Posted: Fri Mar 05, 2010 08:02 pm Post Subject:

I want to thank everyone who has contacted me with information about this company. I have created a rather extensive database with that information and passed it along to lawyers in Texas.

In a letter I received last week, SHC's cousel wrote,

"SHC primarily sells Medicare supplements and has had few, if any, complaints about these products. It takes substantial effort to succeed in this business and prospective agents are fully advised of the effort required to be successful. There are, however, agents who will not succeed and may complain about the effort required."

As you can clearly see, their position seems quite clear; if you don't succeed as an agent with this company, it's your fault. If you fail as an SHC agent, you are obviously not trying hard enough. Maybe you should have paid closer attention to their training guidelines and/or instruction.

I encourage each and every one of you to offer your opinion about this company and hopefully others will take notice. I will ask, however, that you refrain from offering details about the company, their business practices, business history, or the ways in which they treat/support/abuse their agents or policyholders on this website.

Bickering or arguing with people who defend SHC's company policy on this site; or defaming, or slandering the company won't help anyone. Please keep this in mind.

Doing so, I'm afraid, might expose those who manage this website to unnecessary legal action.

If you have information/documents/recordings/pictures you believe might be valuable in an investigation of SHC, please contact me right away. I have absolutely no problem dealing with SHC's lawyers.

Keep up the good work,
Mark

Posted: Wed Mar 10, 2010 05:30 am Post Subject:

A thread has been created in the Insurance Frauds section of this site and is dedicated solely to the discussion of SHC. Please visit it.

Posted: Thu Mar 11, 2010 01:43 am Post Subject:

please refer to the following thread:

http://www.ampminsure.org/fraud/about12145.html

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