Brokers Assistance, Inc Wants To Make Sure

2013 Will Be Your Best Year Yet!

Brokers Assistance, Inc. 2013 Plan

Launch multiple retail websites Those in our Career Program Will Also Get Access To Their Own

Versions of these sites! These will be launched between 02-01-2013 and 02-15-2013!!

Fine tune and enhance Direct Mail lead program We are averaging a 4.35% return These leads need to be worked correctly, and will return a higher

than 50% closing rate if so.Comprehensively advise and insure our clients

Do not stop with the first sale. Lower retention rate Higher rapid disenrollment rates

Do not underinsure or over insure ANYONEExpanding our career agent teams extensively!

We will be adding more incentives and support to this program We need those who are serious about serving their clients and making more

money doing it!

Staying on the front side of the curve for life with Obama care

Did You Make Your Calls?You Needed To:Call each client you enrolled during AEP, SEP,

etc. in the last 90 days and: Check to make sure they have received their card Validate the address and spelling of the name and

correct PCP Doctor, if applicable Advise/Ask for permission to call back in January

to check-in and also review any other ways you feel they can best be insured completely

Determine which type of product(s) they need in addition to their health coverage to be comprehensively covered

Gather information using 2nd Fact Finding Sheet

Most Of Us……. In the past, you sold one policy to your clients.

A Health Insurance Policy You sold them what you thought they asked for, “Save Me Money” They talked to you because they wanted counsel and advice

Did you give them counsel and advice – NO -you shopped for the best price available- They could have done that without you…..

That was the end of the presentation for most agents Your clients expect and deserve more! Be their advisor. It is what they NEED

If you have one policy with someone You “Sold Them Something”, you made a sale.

If you have 2 or more policies with a client You ARE THEIR AGENT & BROKER

They Want An AGENT & BROKER

Don’t Be A Typical, One-Policy SalesmanBe A Real AGENT/BROKER

Be THEIR INSURANCE Advisor!

What Products Are Available To You For 2nd 3rd and 4th Sales?

Dental/Vision/HearingFinal ExpenseAnnuitiesLTCHospital IndemnityCritical IllnessLife Insurance

Long Term Care Coverage

Medicare Supplement / Medicare Advantage

Part D Prescription Drug Plans

Critical Illness Coverage

Final Expense /Life InsuranceDental /

Vision / Hearing Coverage

Dental Vision & Hearing Coverage

What Coverage Does Original Medicare Provide? Very Minimal, If Any!This is an “out-patient” service – AKA Part B

Dental, Vision, Hearing Coverage “Gaps”

Dental Services Not Covered

Hearing ServicesInitial DIAGNOSTIC

Visit Only!!

Very Minimal & Specific Coverage

Limitations

Who needs Dental/Vision/Hearing? EVERYONE on Medicare

Med. Supplement, Med. Advantage, Original Medicare NONE OF THESE INCLUDE SUFFICIENT DENTAL, VISION, OR HEARING COVERAGE

What plan should you offer? Stand-alone products offer your client a better product and you a better commission

Most plans don’t pay you to “check the box” to add dental vision or hearing coverage options Not All Plans Are Created Equal

Why is this coverage important? There is a significant hole in the coverage for these types of services that can be

filled sufficiently, affordably. Everyone over age 65 is going to have their eyes, ears or teeth in need of repair or

correction at some point in their life, if not already. Where is this coverage available?

There are many options and carriers- all having strengths and weaknesses If possible, finding a carrier that offers all three products in one is a plus!

If possible, connect your client with a plan that does not have as many network, coverage or any other restrictions as possible

When is this coverage “write-able”? 12 months of the year business!!

Dental / Vision / Hearing CoverageWho/What/Why/Where/When

Anthem BCBS “Extras Packages”3 Options

Standard ($20/Mo.)Premium($41/Mo.)Premium Plus Dental ($89/Mo.)

All Options ARE Network Based

Dental / Vision / Hearing CoverageWhat Carriers & Plans Are Available?

Humana4 Options

MyOption Dental- High PPO ($23/Mo.)MyOption Dental- Low PPO ($15/Mo.)MyOption Vision ($10/Mo.)MyOption Plus ($23/Mo.)

Combination of MyOption Dental- LOW PPO and MyOption Vision

All Options ARE Network Based- Must Use Humana PPO

Dental / Vision / Hearing CoverageWhat Carriers & Plans Are Available?

UnitedHealthcare / AARP1 Option

Dental 260 Rider $21/ Month Fee-Schedule Based Product

Example: A Root Canal would have a $228 co-payment HMO Network

Network Based- Must Use Dental HMO

Dental / Vision / Hearing CoverageWhat Carriers & Plans Are Available?

Medico1 Plan Option – Two Maximum Benefit

OptionsDental/Vision/Hearing

$21.60-37.80 / Month (Depends on age, benefit chosen, and household discount)

$100 Deductible per person per year- can be satisfied with Dental, Vision or Hearing

INDEMNITY PRODUCT – ANY DOCTOR 60% 1st year, 70% 2nd year, 80% $1,000 or $1,500 Maximum benefits ($150 vision)

Indemnity Product- NO NETWORKS!

Dental / Vision / Hearing CoverageWhat Carriers & Plans Are Available?

FINAL EXPENSE INSURANCE

Final Expense InsuranceWHO/WHAT/WHY/WHERE/WHEN

Who needs Final Expense Insurance? EVERYONE who will die someday

What plan/carrier should you offer? Determining needs, resources and under-writability are key to

choosing the right plan and coverage. Not All Plans Are Created Equal

Check Benefits, Exclusions, Underwriting, Financial Rating

Why is this coverage important? Always better to pay for final expenses with the correct policy

versus liquidating some of the estate, or other monetary source Where is this coverage available?

There are many options and carriers- all having strengths and weaknesses

When is this coverage “write-able”? 12 months of the year business!!

FINAL EXPENSE- HOW MUCH IS NEEDED?

How much will be needed and where will the funds come from? Expenses can include not only the cost of

the funeral, but also unanticipated charges such as medical costs not covered by your health insurance, other unpaid bills, and even state and federal taxes.

Funeral costs alone can be as much as $7,620 or even more, depending on where you live and your personal preferences.

Since Social Security only pays a death benefit of $255 to the surviving spouse or dependent children of an insured participant, loved ones could be left far short of the amount they need to cover these basic expenses.

FINAL EXPENSE VS. LIFE INSURANCE

Unlike the high face value most regular life insurance policies contain, final expense insurance is written with a much lower face value and is intended solely to take care of the cost of a person’s final arrangements and costs of burial, etc.. A “regular” life insurance policy ranges from $250,000 to $1,000,000 A final expense policy is typically purchased for $5,000 to $50,000.

Who Can Buy Final Expense Insurance Coverage?

Anyone can buy final expense insurance. Most often, however, it is purchased by those who are near to death

and do not already have a regular life insurance policy in place. Many final expense insurance policies can be underwritten without the

designated insured submitting to a medical exam. These no-exam policies contain higher rates for the insurance, but are still less

expensive to buy than regular life insurance because of the low face value of the policy.

Annuities

Annuities – Fixed-Indexed

Choosing the right accumulation vehicle for retirement can be difficult. With so many choices, which product(s) will be right for your client?

On one hand, you want the safety and guarantee of principal and credited interest.

On the other hand, most people prefer the potential of higher interest by being linked to the market—the return potential that a fixed-rate product cannot offer.

In the past, the choices were either (1) receive the guarantee of principle and a minimum amount of interest, or (2) link to the market with the potential of higher returns, but also accept the downside risk to your principal.

Now your clients can have the best of both worlds: guarantee of principal and the potential of market-linked growth with no risk of loss of principal due to market downturns. Enter the fixed index annuity concept, a concept designed to help your client reach their retirement goals.

Annuities – Fixed-Indexed

LTC – Long Term Care

Who needs Long Term Care Insurance? EVERYONE over the age of 50, If their budget allows

What plan/carrier should you offer? Determining needs, resources and “under-writability” are key

to choosing the right plan and coverage. Not All Plans Are Created Equal

Check Benefits, Exclusions, Underwriting, Financial Rating Why is this coverage important?

A quick way to liquidate even a large estate is with Long Term Care needs without the coverage

Average cost is around $300 per day for the typical facility 30 Days = $9,000 12 Months = $109,500

Where is this coverage available? There are many options and carriers- all having strengths and

weaknesses When is this coverage “write-able”?

12 months of the year business!!

LTC- Long Term Care InsuranceWho/What/Why/Where/When

Cost and Underwriting are the top two reasons people do not buy LTCi

Short Term Long Term Care Offers Simplified Underwriting Only the application questions determine eligibility

Answers much match information on file with MIB and Rx History checks

Provide your clients with Long Term Care Options

Short Term Long Term CareVs.Long Term Care

Hospital Indemnity

Hospital Indemnity InsuranceWho/What/Why/Where/When

Who needs Hospital Indemnity Insurance? EVERYONE who wants to be insulated from their in-patient and some

out-patient services deductibles, co-insurance and or copayments, If their budget allows

What plan/carrier should you offer? Determining needs, resources and “under-writability” are key to

choosing the right plan and coverage. Not All Plans Are Created Equal

Check Benefits, Exclusions, Underwriting, Financial Rating

Why is this coverage important? Affordable way to protect against cost-sharing – “Gap-Filler”

Where is this coverage available? There are many options and carriers- all having strengths and

weaknesses We like the combination of coverage, price, compensation, etc of the Standard Life

Hospital Indemnity

When is this coverage “write-able”? 12 months of the year business!!

$1,000 Upon Admission+ $100 Per Day Of ConfinementIf In Intensive Care$1,000 Upon Admission+$200 Per Day Of Confinement

50% Of Daily Confinement Benefit= $50 Towards Ambulance Copay

Same As Daily Confinement Benefit= $100 Towards Copay

How Does The Hospital Indemnity Work With A Medicare Advantage Type Product?

Critical Illness Coverage

Critical Illness InsuranceWho/What/Why/Where/When• Who needs Critical Illness Insurance?• EVERYONE who wants to be insulated from their in-patient and some out-patient services

deductibles, co-insurance and or copayments, If their budget allows• What plan/carrier should you offer?• Determining needs, resources and “under-writability” are key to choosing the right plan

and coverage.• Not All Plans Are Created Equal

• Check Benefits, Exclusions, Underwriting, Financial Rating

• Why is this coverage important?• Affordable way to protect against cost-sharing – “Gap-Filler” – Money to pay for things that

we all forget about• Rent/Mortgage• Car Payments• Travel To Care• Food• Lodging To Care

• Where is this coverage available?• There are many options and carriers- all having strengths and weaknesses

• We like the combination of coverage, price, compensation, etc of the Standard Life Hospital Indemnity (Coming Soon to Colorado) & Washington National

• When is this coverage “write-able”?• 12 months of the year business!!

• This rider can return your premiums to you. • The only requirement to receive the rider’s benefits is to keep your

policy and the rider in force until the policy matures. When your money is returned, you can continue your protection and collect again.

• 100% Return of Premium rider• Form R1022ROP

• With the 100% Return of Premium rider, you can receive a check for all of your paid premiums, minus claims incurred, every 20 years or on the rider anniversary date after your 75th birthday, if that comes sooner.

• If you are 66 or older when you begin a Return of Premium period and you’ve kept your policy and rider in force, you receive one-half of premiums

100% Return of Premium rider

$108.52

What Coverage Would You Pick?Medicare

Supplement Plan F

$143.22

$149.80

Medicare Advantage Plan

Hospital Indemnity

Critical Illness Medicare

Supplement Innovative High

F

Hospital Indemnit

y

Critical Illness

Meet Jack B. Nimble

Hi, I’m Jack, I am 65 next month, and

live in Denver!

Jack B. Nimble

Zip: -80207 Age: 65 Next Month

Health Conditions: None

Current Agent’s Proposal Coverage: Sentinel Security Life Medicare Supplement Plan F

Med Supp. Premium: $149.80 / Month

TOTAL PREMIUM: $149.80

Properly Packaged Products

Hi, I’m Jack, I am 65 next

month, and I feel as though I have much

better coverage for

the same price!..

Jack B. NimbleZip: -80207 Age: 65 Next Month

Health Conditions: None

Senior Health Advisor Proposed Coverage: Health: Medicare Supplement Innovative High F

Med Supp. Premium: $34.70 / MonthHospital Indemnity: Standard LifeHospital Indemnity Premium: $76.12/ Month

Critical Illness: Washington NationalPremium: $32.40 / MonthFace Amount: $10,000

TOTAL PREMIUM: $ 143.22

Properly Packaged Products

Hi, I’m Jack, I am 65 next

month, and I feel as though I have much

better coverage for

the same price!..

Jack B. NimbleZip: -80538 Age: 65 Next Month

Health Conditions: None

Current Coverage: Health: Humana HMO (Including Drug Card)

Premium: $0.00 / MonthHospital Indemnity: Standard Life

Premium: $76.12 / MonthCritical Illness: Washington National

Premium: $32.40 / MonthFace Amount: $10,000

TOTAL PREMIUM: $108.52 / Month

Timing Is EVERYTHING

When Is The Best Time For 2nd 3rd 4th & Beyond Sales?

This varies depending on the type of productThere are products you can present at the same time

as the Medicare Sale (Turning 65 Business outside of the AEP)

All products can be offered, written, and commissioned 12 months of the year

You must set yourself up for successService your clients correctly on the 1st saleProvide counsel and adviceAsk the right questions during the pre-sale, and post-

sale processesACCURATELY Diagnose their needs, concerns and

budgetary constraintsMake the right phone calls at the right timeDon’t Pre-Judge ANYONE!

FACT FINDING : Most Important Step Of The Sales Process

Senior Health Advisors, Inc. Fact Finding Needs AnalysisInitial Contact Date_________________________ Call Back Date___________________________Client DataFirst Name:________________________________ Last Name:______________________________Address:______________________________________________ City: __________________________County: _______________________________ State: ________________ Zip Code:_________________Phone #1:__________________________________ Phone #2:_______________________________Email address:______________________________________ Medicare Number___________________Medicare Effective Date: Part A__________ Part B __________ Part D_____________Gender: M F DOB: ____________________________ Age _______________Marital Status: S M W D Tobacco: Y N S.S Disabled: Y N When________________Spouse Name: ____________________________ DOB: ___________________ Age: ________Medicare: Y N Effective Date: Part A_________ Part B___________ Part D__________Spouse Insurance – Needs Coverage: Y N ___________ When________________________Current Insurance InformationAdvantage Plan: Y N Company: _________________________________ Premium: $__________Medicare Supplement Plan: Y N Company: _________________________ Premium: $__________Medicare Supplement Plan: A B C D E F F* G H I J K M NRx Part D: Company: ____________________________________________ Premium: $_________Budget for complete coverage: __________________________________________________________Medicaid: Y N Date: ____________Medicaid #: ___________________ LIS Qualified: Y N MaybeCurrent Health Conditions, if any: _______________________________________________________Do you have specific providers? ________________________________________________________Is there a family history of Critical Illnesses? Y N What?_____________________________________Do you have Long Term Care Insurance? Y N Should you consider it? Y N When____________Do you travel extensively: Y N Internationally: Y N Are final expenses a concern? _________________________________________________________

4-6 Weeks After Your 1st Sale:You Need To:Call each client you enrolled during AEP, SEP, etc.

in the last 90 daysCheck to make sure they have received their cardValidate the address and spelling of the name and

correct PCP Doctor, if applicableAdvise/Ask for permission to call back in ______

days/weeks to check-in and also review any other ways you feel they can best be insured completely

Determine which type of product(s) they need in addition to their health coverage to be comprehensively covered

Gather information using 2nd Fact Finding Sheet

Benefit Amount: ___________________________ ____Daily ____Monthly Benefit Period ____6monthsr ____1 yr ____2 yr ____3 yr ____5 yr ____LifetimeElimination Period: ____0 Day ____30 Day ____60 Day ____90 Day ____180 Day ____365 DayHome Health Care: ____50% ____75% ____100% ____150%Inflation Protection: ____None ____3% comp ____4% comp ____5% comp ____5% simple ____Guar Purchase OptionPremium Payment Option: ____Lifetime ____10 Pay ____20 Pay ____to 65 _____Single Pay

Mode of Payment: ____ Annual ____Semi-Annual ____Quarterly ____MonthlyEmployer/Endorsed Group Discount ____Yes ____NoRiders: ____Survivorship ____Joint Waiver of Premium

____Restoration of Benefits ____Waiver of HHC Elimination Period____HHC Waiver of Premium ____ROP (Return of Premium____Spousal Shared Benefit ____Nonforfeiture Option

LTC Proposal RequestBrokers AssistanceAgent InformationName____________________________________________________Phone________________________________________________Email or Fax __________________________________________Client Information

Name________________________________________________Birthdate________________________Age___________________State of Residence______________________________________Male____ Female_____ Married______ Single_______Tobacco ____ None for 2 years or more ____ Cigar Only- Number per year____ ____ Cigarettes, Pipe, ChewOccupation: _____________________________________________ Height / Weight ___________________Is there any other coverage in force? _____Yes _____No____ Group ____Individual Amount: $______________Details:_________________________________________________Income: $____________________________Medical History, Dates & Diagnosis, Rx:Quote Information

_______________________________________SpouseName:__________________________________________________Birthdate:______________________Age__________________State of Residence______________________________________Gender: _____Male _____Female ____ Married ___SingleMale____ Female_____ Married______ Single_______Tobacco ____ None for 2 years or more ____ Cigar Only- Number per year____ ____ Cigarettes, Pipe, ChewOccupation: _____________________________________________Height / Weight ___________________Is there any other coverage in force? _____Yes _____No____ Group ____Individual Amount: $______________Details:_________________________________________________Income: $____________________________Medical History, Dates & Diagnosis, Rx:

This will go against everything your client is used to experiencing in the Insurance market….You MUST Think Outside The Box!You MUST prepare your client to think

outside the box!

$108.52

What Coverage Would You Pick?Medicare

Supplement Plan F

$143.22

$149.80

Medicare Advantage Plan

Hospital Indemnity

Critical Illness Medicare

Supplement Innovative High

F

Hospital Indemnit

y

Critical Illness

Questions??

January In-Person Trainings

• Tuesday, January 8th

• Topic: 2nd 3rd 4th Sales- • How to maximize opportunities and your income.

• Thank You Luncheon

• Tuesday, January 15th • Topic: • Modernized High Deductible F + + + Vs. Modernized Plan F

• Tuesday January 22nd • Topic: Leads/Activity – Keeping a full pipeline

COMPLETED