Medicare Advantage & Lawyers: How To Perfect This New Line Of Revenue

Watch a Recording of the Webcast

When your focus is practicing Social Security Disability law, you might be hesitant to get into the Medicare Advantage insurance business. Joe Houle certainly was.

“I didn’t hold out a lot of hope for it,” said Houle, managing partner of the Levine Benjamin Law Firm in Detroit. “It sounded promising, but frankly I think, as practitioners, we’re always hearing these pitches.”

How does it work? How does it help my disability clients? How does my disability law firm benefit?

But once he really looked at the idea, Houle said, his doubts immediately vanished.

That was five years ago. Since then, Levine Benjamin has helped nearly 1,000 of its former Social Security Disability Insurance (SSDI) legal clients choose Medicare Advantage plans. Clients get the health coverage they need for a better price—and the attorneys get a new stream of revenue.

Houle and fellow Levine Benjamin Managing Partner Gary Bimberg have just about perfected the practice of running an insurance agency as an additional line of business alongside their firm.

And they shared how they did it with other Social Security Disability attorneys in a recent webcast hosted by Firmidable.


Or, keep reading for major highlights of their talk:

Why Your SSDI Clients Need Your Help with Medicare Advantage

As a Social Security Disability lawyer, you know that disability claimants become eligible for Medicare 24 months after their date of eligibility for disability benefits.

But your clients don’t always know that. They may think they can’t qualify for Medicare until they’re 65.

“Ninety-eight percent of them have no idea what to do,” said Maurice Jones, Levine Benjamin Medicare Advantage agent. “If they’re under 65, almost 100 percent of them believe that Medicare is for people 65 and older. Of the 2 percent that think they know what to do, they’re not confident to do anything.”

So your firm can help your former disability clients in important ways:

People receiving disability benefits and dealing with financial hardships are truly grateful for free guidance that helps them save money on health insurance.

If you ever wanted to be in a business where people thank you every day, Jones said, helping people get Medicare is that business.

How Starting an Insurance Agency Makes Your Disability Law Firm Stronger

Levine Benjamin started with the partners looking for ways to make their firm more resilient against the challenges that disability law firms face.

“In a time of shrinking SSD fees and political pressure,” said Bimberg, “we wanted to look around and see how we can expand our practice.”

Medicare Advantage became their answer, not just because it diversifies their revenue sources, but also because it helps build their original disability practice.

This is what your firm can achieve:

What You Need to Make a Medicare Advantage Practice Work for Your Law Firm

The No. 1 requirement for success with a Medicare Advantage insurance agency adjacent to your legal practice? Hire a good insurance agent.

Levine Benjamin discovered this through trial and error. The partners went through agents who didn’t work out well in the role before finally finding the right people to build the Medicare practice and reach full stride.

“If you don’t have a good agent, you will absolutely flounder,” Houle said. “You will absolutely fail. You’ll be frustrated. And you’re going to question the value of this program.”

In addition to getting a good agent in place, these are the other keys to Levine Benjamin’s success with Medicare Advantage:

“It’s basically completing the circle of service,” said Snihurowych. “You help them get their SSDI. And what many firms do is once their client gets the SSDI, that’s the end of the relationship.”

“Really what we’re trying to do is help you change the expectations,” so clients remain connected to you and come back for health care help, he said.

If you’re interested in adding Medicare Advantage insurance advising to your disability law practice, the Firmidable legal marketing agency can get you in touch with people who can help.

Contact us today.

Firmidable has been a national expert in legal marketing for almost 30 years. It brings law firms customized, data-driven marketing strategies and services, including online and traditional media for a wide range of legal practices. From Maine to Hawaii, it has transformed the lives of attorneys—and their clients.

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About the Author: Mark Waller

Mark WallerMark Waller is Writer/Editor at Firmidable.

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