The SOA is an SOB

Yes, the 48-hour rule for the scope of appointment (SOA) form is returning for 2024 Medicare plans.

Yes, it will take more time and energy to meet with prospects and clients.

Yes, your attitude on this can spill over and turn off prospects from working with you.

Wait, what?

Yes, having a bad attitude, and without the intent of having a bad attitude about the SOA, can resonate with your prospects and clients.

Negative Energy = Negative Results

"If you cannot change the circumstances, change your perspective." - About every motivational speaker

Chessy saying to some, but it is accurate. The SOA is here to stay for now. Everyone has to complete one. If you make it a standard part of the appointment and educate your client and prospects on why it is there they will most likely not make a big deal of it.

"This form needs to be completed prior to our appointment. It outlines the options that we will discuss to accompany your Medicare coverage. There may be other options available, but per Medicare guidelines, these are the only ones we may cover when we meet."

Simple, to the point, and keeps the client or prospect informed.

As opposed to:

"The government is forcing you to complete this form. Just sign it and we can go about our business."

Sounds aggressive, does not say what the form is for, and is almost pushy.

"But Mike, I don't sound like that!"

You may not to yourself, but be aware of how you are presenting the form. The more professional and informative you are, the more people will want to work with you. After all, if you are forceful with a simple form, how are you going to be when you present insurance coverage?