Lunch Is On Us! Grab Your Humana Medicare Kits On Friday!

End the first week of AEP with your friends at Cornerstone Senior Marketing and Humana and grab some Tommy’s Pizza and Medicare kits on us!

Humana representatives Sandy Bartels and Cyndi Ellis will be at our Columbus office on Friday, October 19 to meet with you, provide plan kits, and serve lunch to our valued brokers.

WHEN: Friday, October 19

TIME: 11:00 am–1:00 pm

WHERE: Cornerstone Columbus Office

9482 Wedgewood Boulevard, Suite 130 | Powell, OH 43065

RSVP here.

*Please register by Thursday, October 18 so we can be sure to provide enough food. Please indicate the specific plan kit numbers you need when registering.

Your Cornerstone Senior Marketing Team Has New Email Addresses!

With Cornerstone Senior Marketing’s recent partnership with Integrity Marketing Group, all Senior Marketing representatives now have new primary email addresses.

Please take a minute to update your contact information with our new email addresses, shown below. You can start emailing us at the new address immediately but not to worry, we’ll still receive emails at our previous addresses for the foreseeable future.

Tim Shook |

Ryan Carroll |

Paul McMillen |

Jaime Lebròn |

Matt Fry |

Jim Meyer |

Kelley Myers |

Lila Sohnly |

Lisa VanSuch |

Michelle Kapp |

Danielle Flesch |

Karen Brannon |

Martha Klomparens |

Patrick Wiley |


If you have any questions, please contact your Cornerstone representatives (maybe give those new email addresses a spin!).

Check Out These Tips for a Successful 2019 AEP!

Once again AEP is upon us and Cornerstone Senior Marketing would like to provide you with some helpful tips on how you can make this AEP your most successful!

Check out our Broker Centric repository for the latest carrier information and how tos.

Submitting Applications:

  • Electronic submission is preferred
  • Submitting Direct to the Carrier
    • When you fax your applications to the carriers you must submit 1 application at a time and keep your fax confirmation for each app. If an application becomes lost or is not received, you may need your backup documentation to prove the initial submission date.

Carrier Fax Numbers:

Aetna Coventry

Medicare Advantage – MA App Number
Medicare Advantage Email
Prescription Drug Plans – RX App Number

*See attached Info on App Numbers

Medicare Supplement (AHIC, ACI, CLI)


888-665-6296 or 866-441-2341





Medicare Advantage




Medicare Advantage & PDP

Medicare Supplement




Cigna 877-704-8186
CSI 855-304-2855
GPM Health and Life 866-422-9139
Humana MarketPoint 877-889-9936
Lumico 833-522-4001
Medical Mutual

Medicare Supplement

Medicare Advantage


Medico – OH ONLY

Medicare Supplement

All Other Products

*Please contact senior service rep for out of state numbers




Mutual of Omaha

Medicare Supplement

Medicare Advantage




Online Submission Required


Medigold   614-234-8622
The Healthplan 740-699-6164
Transamerica (Medicare Supplements) 866-834-0437
Union Security Insurance Company 859-425-5249

Medicare Advantage & PDP

Medicare Supplements




Wellcare 866-473-9124

Medicare Supplements WITH CHECKS only:


101 Yorkshire Blvd

Lexington, KY  40509


2432 Fortune Dr

Lexington, KY  40509



13550 Triton Park Blvd

Louisville, KY  40223


Administrative Services

PO Box 10482

Des Moines, IA 50306


11200 Lakeline Blvd Ste 100

Austin, TX 78717


Records/Mailing Processing Center

9330 State Hwy 133

Blair, NE  68008


17757 US HWY 19 N Suite 660

Clearwater, FL  33764


Enrollment Division

4868 GA Hwy 85 Ste 100

Forest Park, GA  30297


Blair Facility

9330 State Hwy 133

Blair, NE  68008


New Business Dept MS1220

4333 Edgewood Rd NE

Cedar Rapids, IA  52499

P.O. Box 14399Lexington, KY 40512-9700
Medicare Supplement Underwriting
P.O. Box 10874Clearwater, FL 33757-8874

Top Reasons an Application Will Pend:

    • It’s always best that you request to see a copy of the beneficiaries Medicare card to ensure the claim number you are putting on the application is correct.
    • While most elections will be marked AEP this time of year, it’s still important to make sure you are using the correct election period for age-ins or other special circumstances.
    • Always make sure you and the applicant sign and date the application. Remember, you should not sign and date the application until it is in your possession.
    • Double check that all signatures are complete and the dates are correct (we see a date of birth or effective date listed as a signature date frequently).


Other Helpful Tips:

    • Please remember, CMS states that you have 48 hours from the time YOU sign the application to get it submitted to the carrier. Some carriers now require receipt in 24 hours!  Electronic submission is safest.
    • Don’t forget that you have to enter Gateway, Meridian, Mutual of Omaha Med Advantage and SilverScript enrollments online through their agent portals to receive commissions!
    • This is very important as this is how you are paid! In cases when the incorrect writing number is listed on the application the carrier will drop the policy as a house account until a correction is processed.

CSG Medicare Quoting Tool MS Rate Update

Please note that Medicare Supplement rates are currently being loaded into our Medicare quoting system, CSG Actuarial, for January 1, 2019, and will be available in the next few days.

If you are trying to quote Medicare Supplements for a January 1, 2019, effective date, please know you may be getting incorrect rates.

If you have any questions please contact your Cornerstone Senior Marketing representative.

How to Boost Engagement With Employer Health Benefit Programs


Due to the expense and complexity of today’s health care market within employer groups, the health care industry has seen a strong decline of employee engagement in benefits programs. Increasing employee engagement in these programs can lead to business growth. Studies show that organizations with high enrollment tend to have healthier employees, which keeps health care premiums lower over time.

To increase engagement and enrollment, education is key. Present the employees benefits package in a simplified way to avoid overwhelm. The education should present why the employees would want the plan, how it works, and how they would experience it.

Click here to read the original post from BenefitsPro.

Medicare Center is Now LIVE!

Medicare Center is now LIVE!

Login Credentials Format Listed Below:

UN: Your National Producer Number

PW*: NPN(Last four digits of your NPN)

*You will be prompted to change your password on 1st login


UN: 16762668

PW: NPN2668

Join us every Tuesday and Thursday for a live webinar demonstration of this online enrollment tool! If you have any questions or would like to set up a one-on-one training please contact your Cornerstone Senior Marketing sales representative.

Click here to register.

You can also join via:

iPhone one-tap (US Toll): +1(773)2319226, 1484664738#

Or Telephone: +1 (773) 231 9226 (US Toll)

Have You Completed Your 2019 Medicare Certifications?

If you haven’t, all the information that you need is available on the Cornerstone website and AEP Prep Guide web page. Some carrier deadlines for 2019 certification are quickly approaching!

Please remember that you must complete the annual certification process with each carrier not only to sell new business, but to receive renewal commissions as well.

Click here for certification sites and instructions.

Click here for our AEP Prep Guide for more certification information and tips!

If you have any questions or are experiencing any difficulties with the certification process, please contact your Service Representative listed below.

Senior Service Team Alpha Split (by BROKER’S last name):

A – F: Jim Meyer | 513.629.2395

G – K: Lila Sohnly | 614.763.2263

L – Q: Michelle Kapp | 614.763.2257

R – Z: Lisa VanSuch | 614.763.2258

Strategic Partners:

Kelley Myers | 614.763.2248

Employer Action Required! Distribute Medicare Part D Notices by October 15, 2018

Group health plan sponsors must provide Medicare Part D “creditable coverage” notices prior to October 15th, the start date of the Medicare annual enrollment period for Part D, Prescription Drug coverage. (The enrollment period is October 15-December 7.) Most plan sponsors use the Model Medicare Part D Notices provided by the Centers for Medicare and Medicaid Services (CMS) to notify affected plan participants. Links to all the model letters (in English and Spanish) are available here.  These notices are in .pdf format.  Cornerstone has provided versions of the notice in Word Document format for your convenience.

The October 15th deadline applies for all group health plan sponsors, regardless of plan year, plan size, employer size, grandfather status, or whether the plan is insured or self-funded.

Employers who send out Open Enrollment packets prior to October 15th often include the Medicare Part D notices in the Open Enrollment packets, to avoid the extra cost and administrative burden of sending them separately.

Employers are also required to notify CMS online annually that they have sent out these Part D notices. The notice to CMS is due within 60 days after the start of the plan year. See the last paragraph of this article for details.



The Medicare Modernization Act requires group health plan sponsors that offer prescription drug coverage to notify Medicare-eligible plan participants (employees and dependents) as to whether their prescription drug coverage is “creditable coverage” – which means the coverage is expected to pay on average at least as much as the standard Medicare Part D prescription drug coverage. The most current Model notices on the CMS website say “For use on or after April 1, 2011” in the heading, because in 2011 the Medicare Part D annual enrollment period changed from November 15th to October 15th.


When Is the Medicare Part D Notice Required?

Medicare Part D notices must be provided at least once annually, prior to October 15th, which is the beginning of the Part D annual enrollment period. Additional notices must be provided if the employer-provided coverage changes (from creditable to non-creditable, or vice-versa), if the individual requests a copy of the notice, and when an individual first enrolls in the employer plan.

Employers who provided these notices earlier this year are not required to provide them again, since these notices have not changed since last year. The notices are dated for use on or after April 2011. The CMS website page was last updated 4/5/2013. There are separate Model Notices for Creditable Coverage Non-Creditable Coverage.


Why is the Part D Notice Required?

The reason plan sponsors are required to provide Part D Notices is because a penalty will be imposed on an individual if he/she, after becoming eligible for Medicare Part D coverage, has a lapse of “creditable” prescription drug coverage for a period of at least 63 days. Additionally, such individuals may have to wait until the following October to join. An individual can elect either Medicare prescription drug coverage or other “creditable coverage” to avoid having a lapse in coverage. Thus, Medicare-eligible participants in employer group health plans must know whether or not the employer group coverage is “creditable” so they do not unwittingly incur a late enrollment penalty.


Additional Details on the Disclosure Requirements

  • Group health plan sponsors to whom this disclosure requirement applies include employers and Unions; multiple employer welfare arrangements (MEWAs); federal, state and local government employers; and churches.
  • The Part D Notice must be provided not only to Medicare-eligible active working employees and their dependents, but also to participants who are retired, on COBRA, or disabled and covered under the employer’s prescription drug plan.
  • Although the requirement is only that “Medicare-eligible” individuals be provided this notice, employers often provide it to all plan participants and dependents, because of the practical difficulty of knowing who is Medicare-eligible.


Annual Notice to CMS Also required, though not by October 15th

Additionally, plan sponsors are required to notify CMS annually, via the CMS website (Online Disclosure to CMS form). This notice must be made within 60 days after the beginning of the plan year (or contract renewal date, for small plans that do not file Form 5500s so do not specify a plan year), and it pertains to the creditable coverage status for the priorplan year. For calendar year plans, this notice must be provided to CMS no later than March 1.  Sponsors of non-calendar year plans should mark their calendars to make sure the disclosure to CMS is made within 60 days after the beginning of the plan year. (E.g., for an April 1 plan year, the CMS online disclosure should be made no later than May 30.)

Additionally, if applicable, plan sponsors must complete the Online Disclosure to CMS Form within 30 days after termination of a prescription drug plan or within 30 days after any change in creditable coverage status.


For additional information, click here for the main CMS webpage that provides guidance on “creditable coverage.” Or you can visit the webpage  at


Model Creditable Coverage Notice (Word Doc)

Model Non-Creditable Coverage Notice (Word Doc)

Spanish Model Coverage Notice (zip file)

Click here for all 2019 Carrier Creditable Coverage Guides

Cornerstone’s Lima Office is Moving!

The Cornerstone office in Lima is moving on Thursday, September 27. It will be closed on that day for the move and getting settled in. Phone numbers and emails will remain the same.

The new location is right around the corner from the old office at this address:

1662 West Breese Road, Suite G

Lima, OH 45806

If you need assistance during the move, please feel free to reach out to our team in Toledo:

Colleen Baird | | 800-968-8563 ×724

Latonya | 800-968-8563 ×171

The Holy Grail of Advertising: The Importance of Referrals From Your Clients

Geoff Beglen

Geoff Beglen | Account Advisor, Individual

It can’t be said enough: Referrals are one of the most important components of a successful inbound sales strategy. Nothing opens a door to a new prospect like a strong recommendation from a friend or relative. When a client thinks their broker is making a meaningful effort to serve their insurance needs, there is a strong likelihood they will share that experience with others.

Here are three ways you can generate referrals from a loyal client base:

Correspondence. Birthday cards, gifts, holiday cards, reminder emails, and other forms of intermittent correspondence with your clients can go a long way. Handwritten notes or well-written emails project a positive identity and foster goodwill. You can also add in a quick line at the end of your communications that says, “Do you know anyone who may benefit from my services? Here is my contact information…”

Private Events/Invitation Only. Ask prominent prospects and clients to a high-end venue like a country cub or the luxury box at a sporting event. By inviting both clients and prospects, you’ll even see your best clients begin to do your selling for you.

Take it one more step and use a little teamwork. These events are a great chance to ask everyone in your network for introductions to people who might get value out of your event. You’ll quickly find that people love the opportunity to get invitations for their friends and colleagues to an exclusive event.

The Point Of Sale. Every sales person has the objective of closing a sale when they enter a meeting. They should also make it a goal of obtaining at least one referral.

If you are hesitant about the process of asking for a referral, here are some opening lines to get you over that hurdle:

  1. “If you like what I’m doing, don’t keep it a secret!” Thought this sounds like throwaway line, it really works! The client may know a friend or relative that would benefit from your services. More often than not, they will be happy to provide you with a name.
  2. “On the back of this card, can you provide the name of one person that you feel may benefit from my services?” This tactic is even better. After your client has given you a name, they may feel compelled to give them a heads up that you will be contacting them.
  3. Or try the inductive approach. Begin by saying, “I was wondering if I could get your help with something…” When you do that, you’ll set yourself up for a productive chat and leave the other person feeling good about helping you.

Asking for a referral need not be an arduous and uncomfortable task. With the right approach, you can take advantage of your best sales ally: the referral.

At Cornerstone, we are advocates for your success. Contact us for additional guidance about the art of asking for a referral. Also, if you are not already using our Agency Services Program, learn more about how you never have to say no to a client!