You will see a blue chat button at the bottom right of your screen. Clicking it will open the public chat, as well as presenter and private chats. There is also a section for questions and answers, polls, and handouts. We do not have polls today, but there are handouts available, so please be sure to download them so you can reference them after the presentation. This is going to be a special and informative session that dives into an area many of us wish we knew more about, so thank you to Amy and Ray for putting this together. Without further ado, I will turn it over to Ray.

Thank you very much, and good morning, everyone. My name is Ray Olson, and I am with Advanced Diabetes Supply. Today I am going to give you an overview of what we do as a company, how diabetes affects your clients, and the different products we work with. I will also explain how to refer a client to us and what happens after that referral.

We are a diabetic supply company that focuses heavily on personalized retention service. We can work with roughly one-third of your book of business, and I will explain where that number comes from. There is no additional fee to use our services. If a plan covers 80 percent of an item, the remaining 20 percent would be the client’s out-of-pocket responsibility, but there are no added costs for using us. We also go above and beyond by covering shipping and handling, which helps ensure your clients are satisfied.

We have been around for quite some time and work extensively with doctor’s offices, which make up a large part of our business. However, we are the only diabetic supplier with a dedicated team specifically for insurance agents. Someone realized years ago that agents and brokers face the same challenges doctors do, such as figuring out where to send clients for supplies or addressing situations where clients are told they do not have coverage or do not qualify. While that can sometimes be true, many times it is due to errors or misunderstandings.

Pharmacies primarily process Part D coverage, but many diabetic supplies fall under Part B. We review all parts of a client’s insurance to ensure they receive the best coverage available. Our goal is to support both sales and retention by providing an exceptional experience for your clients. When clients are happy, retention improves, and that strengthens your book of business.

I personally work across four states. I live in Arizona and originally come from New Jersey and Pennsylvania. My focus is working directly with agents to support sales and retention. We aim to take full responsibility for the process so your clients do not have to manage it themselves.

One out of every three people aged 65 and older has diabetes. Some agents say nearly half of their clients have diabetes, while others say they rarely encounter it. Much of this discrepancy comes down to how diabetes is defined. Many people believe you must inject insulin to be diabetic, but if someone is taking metformin, they are diabetic. That medication alters blood sugar levels, and it would be a liability not to monitor those levels. While we do not handle medications, we do provide the supplies needed to monitor and manage diabetes.

If a client is taking metformin, they need supplies to test their blood sugar. If they are injecting insulin, they may be testing with finger sticks or using a continuous glucose monitor like a Libre or Dexcom. No matter where a client is in their diabetes management, we can help them obtain the supplies they need.

Although we do not handle medications, it is helpful to recognize common diabetes medications. Metformin indicates diabetes, NovoLog is injectable insulin, and Ozempic is sometimes used for weight loss, so it is not always a definitive indicator of diabetes. I can provide a detailed medication list that includes brand names, generics, alternatives, and identifies which medications are injectable insulin.

Our services cost you nothing, and you can think of us as an extension of your team. We handle diabetes supplies so you do not have to.

We work with a wide range of supplies, including blood glucose meters, test strips, and lancets. Most plans cover a new meter every one to two years, but test strips and lancets are used constantly and require frequent reorders. We ship supplies in 90-day increments. When we first contact a referred client, we ask how they are doing with their supplies. If they are running low or have run out, we will provide a complimentary meter, strips, and lancets while we gather documentation from their doctor and verify insurance coverage. This ensures the client is taken care of immediately.

Many clients are still using finger sticks and are unaware they qualify for a Libre or Dexcom. Anyone who injects insulin qualifies for a continuous glucose monitor. We ask clients how often they test and whether they inject insulin. If they do, we offer a CGM, especially if they are on a plan like Aetna that provides 100 percent coverage. Many clients have been told incorrectly that they do not qualify or lack coverage because pharmacies processed the claim under Part D instead of Part B, or because qualification rules were more restrictive in the past. Since COVID, requirements have been significantly relaxed, and anyone injecting insulin even once per day now qualifies.

Continuous glucose monitors are life-changing devices. Diabetes can be extremely dangerous without proper monitoring. Low blood sugar can lead to severe complications, including coma or death, while high blood sugar causes long-term damage such as amputations, organ failure, and vision problems. CGMs monitor glucose levels continuously and alert users when levels become dangerous, even during sleep.

Libre sensors last 14 days, which creates billing challenges since insurance typically covers 30-day cycles. To address this, we provide a complimentary sensor every six months so clients never experience gaps in coverage. Dexcom sensors last 10 days, which aligns well with monthly billing cycles. Both devices provide exceptional benefits.

Insulin pumps are another option for clients who inject insulin multiple times per day. While qualification requirements are more stringent, pumps can significantly improve quality of life and adherence. Newer devices, such as the Tandem Mobi pump, are smaller and more discreet, making them appealing for both adults and children.

The Omnipod is billed under Part D because Medicare does not classify it as a pump. While it is easier to qualify for, it can push clients into the coverage gap quickly and may not be ideal for those with limited financial resources unless they have additional assistance.

We also provide insulin syringes, pen needles, and alcohol wipes when covered. If not covered, clients are usually better off purchasing those items at a retail store.

We do not work with medications or CPAP equipment. Everything we offer was covered in the presentation.

Referring a client is simple. With the client’s permission, you can submit a referral using our link or QR code. Once submitted, our team contacts the client within two days. Letting clients know they will receive a call from a 760 area code significantly increases the likelihood they answer. We attempt contact several times but do not harass clients. If they decline services, we archive their file unless you or the client asks us to reopen it later.

During the initial call, we gather demographic and insurance information, contact the doctor for prescriptions, handle prior authorizations if needed, and confirm costs with the client. Supplies are shipped every 90 days, and we call before each shipment to comply with Medicare regulations.

Throughout the year, we mention your name when communicating with your clients, providing light, consistent touchpoints that support your marketing and retention efforts. We also offer client-facing marketing materials for both CGMs and traditional testing supplies.

Please use me as a resource. Diabetes coverage and guidelines are constantly changing, and it is not your primary job to know all of this. Call, text, or email me anytime. Text me your name and contact information, and I will follow up with you next week after my brief vacation. I am happy to answer questions, review cases, or provide additional materials.

Thank you again for the opportunity to present. I look forward to working with all of you.

Amy then thanked Ray for the informative webinar and emphasized how valuable this information is for agents. She encouraged everyone to utilize Ray and his team as a trusted resource and reminded attendees to download the handouts and reach out with questions.

Ray closed by reiterating his availability and encouraging participants to contact him with any follow-up questions.