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AEP Leadership Challenge – Business Simulation
Regardless of the positive outlook of the Calisota region, the retirement dollars of seniors on a low and fixed income have been stretched by inflation and it is expected that many will be looking to shop around and switch during AEP. With only 17% of seniors strongly trusting their health insurer and 9% strongly trusting their agent, the industry faces a trust challenge that those who differentiate themselves could potentially turn into a great opportunity. In this competitive industry, every MA Organization and their sales channels are under increasing pressure not only to produce but to also generate leads and increase conversion rates.
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Simulation Directions
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Description of the Market and Region
00:00
Challenges & Opportunities
00:00
BUSINESS NEWS AND DECISIONS – PART 1
00:00
Desicions – Part 1 (Entry Form)
00:00
BUSINESS NEWS AND DECISIONS – PART 2
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Desicions – Part 2 (Entry Form)
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AEP Leadership Challenge – 2022 Sales Conference

Description of the Market and Region
The Calisota region represents an area of three states (Calisota Region) somewhere west with a population of 10 million and approximately 1 million Medicare eligible individuals in the market.
The Organization
A fictional organization that has a footprint in the equivalent of approximatively 6 states.

• Participating teams have to make strategic and operational decisions to run their organization
• There are 3 sales channels in the simulation:
» Internal Telesales
» Internal Field
» Brokers

State of the Calisota Region

Economic growth is finally picking up again in the U.S. and even the
CDC has finally suspended pandemic restrictions such as face masks, social distancing and quarantining after a COVID infection. While inflation has tempered any excitements about the low unemployment numbers and encouraging job reports, the fact that the national average for gas prices is finally easing up is giving consumers renewed excitement about the economy.

Although some commentators are still projecting a recession, few are
complaining about the impact of the increased government spending
to boost the economy. There is still a lot of uncertainty because of the
unpredictable developments due to the fact that the crisis has changed trends in lifestyle and general consumer behavior over the last couple of years.

However, Calisota region is still better off than most regions in neighboring states, effectively resulting in people from neighboring states trickling into Calisota region because of better job outlooks and quality of life. The housing market in Calisota region is fairly stable, and doing better than the national average. The ongoing construction of a mega hospital is also contributing to the buzz about Calisota.

The biggest draw for retirees is that the state has recently become one of the most tax friendly in the country with the repeal of state taxes on Social Security benefits, pensions, IRAs, 401(k)s and other retirement income. It also no longer has an inheritance tax or estate tax. This has made the region a huge and attractive proposition for Baby Boomers reaching retirement age and resulted in a relatively strong MA penetration growth during the first half of the year.

According to industry experts, the Medicare Advantage sector is
expected to grow by 10% over the next several years. Disability and other insurance sales is expected to grow at a slightly lower rate of 5% annually, for the next two years.

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