Now socialized medicine is intriguing and could happen eventually, but it is likely decades away if it ever
happens. Many democrats are backing Medicare for everyone, but that won’t likely happen till they
have the presidency and filibuster proof majorities in both houses. We are pretty confident that is at
least 10 years away.
A compromise is easy to see here if it gets that far. Under Obama, STM plans were limited to 3 months
in duration, and this made using them as a long-term solution a little tougher. However, HIIQ had huge
growth under these regulations as they were able to push Hospital Indemnity plans (very similar to STM
but not quite as good). Democrats could claim victory with totally alienating a large number of voters
and Republicans could accept this as reasonable, meanwhile HIIQ would still prosper. It seems that just
the press of changing healthcare laws may drive sales for HIIQ.
HIIQ is far Better than Perceived Compliance:
Much of the perception of HIIQ’s compliance is derived from the misperception of the product. If you
believe that the product is a total rip-off, how would they sell it without lying? But when speaking to
many call center and industry execs, we found that the product basically sells itself and lying would
probably make it worse. After all, if you tell someone this is an Obamacare plan they would naturally
question why it is 75% cheaper, but if you tell them it has the same coverage as an Obamacare plan and
is cheaper because it does not allow preexisting conditions, they can understand and trust that.
The vision that the bears have of a call center probably looks like the movie Boiler Room with some
young jerk riding off in a Ferrari as he lies to poor people about health insurance. In fact, it is much
different picture--more of a customer service center environment with the average pay of about $40K
and the top employee getting $100K. The calls are scripted, and this not exactly the environment that
attracts a lot of get rich quick schemers. So are there calls that are not compliant, of course there are.
But the cause of this is not greed, it is likely more laziness than anything else. There are innumerable
permutations to people’s healthcare issues and while preexisting conditions are not covered, not all will
make you ineligible. So sometimes a call-center worker doesn’t know and answers incorrectly, and
sometimes they just take a lazy yes instead of investigating or explaining. This is a high turnover
industry, and the bad apples are eventually found. Ineffective salesman often are let go, but mistakes
do happen. We tested the product sales process as a pretend shopper. We asked a very difficult
question while posing as a person who had bipolar disorder and was on medication. The correct answer
is that we would be allowed to get STM but the medication is not covered. About half got it wrong but
erred on the cautious side, saying that we could not get STM. Only one out of seven said it would be
covered. So for the hardest question we could think of one out of seven would have a compliance issue
that would quickly be caught within weeks even if it made it to an actual policy. We did not buy policy
or head down that road and give this person a chance to correct his mistake.
What we have found with HIIQ is that the company in compliance was kind of faking it till they made it,
as they were lax in the early years when compliance was too much of a luxury. However, we have
spoken with multiple former compliance people, company insiders and call center execs and found a
growing culture of compliance that is fairly robust at least in legal terms and has only gotten stronger
since CEO Gavin Southwell took over. We do not believe compliance will be an issue going forward, and