Compass Xpress Cross Selling Sales Training

Property of Regions Health Group, Inc. and Compass Health Insurance DBA

1. Fact Finding Questions2. ACA to Compass Xpress Transition

Statement & Presentation 3. Optional Coverage's Transition &

Close

Note: Gallup recently conducted a poll to US Consumers asking themwhat their Top 5 healthcare concerns are: 1. Cost of Healthcare 2. Access to Care3. Ebola 4. Obesity 5. Cancer

Compass Xpress Product Review

Compass Xpress Product Review

1. Are you familiar with the new law and how this process works?

2. Is the coverage for you or do you have dependents that need

coverage as well?

3. We need to determine if you qualify for a Tax Credit or not

4. What is your household adjusted gross income?

5. Do you have a maximum budget for what you can afford to spend on

health insurance? (get an idea of what they can afford. Whatever is the amount over

their health premium is the amount you can refer to when you talk about the Xpress Product

“OK – you told me you can afford $100 per month – your premium is only going to be $50 so

this leaves us $50 to work with to save you even more money” )

6. Do you have doctors that you want to make sure are on the

networks?

Fact Finding Questions (Start of Presentation/Appointment)

7. Are you OK with higher deductibles to keep the cost

down or do you want more comprehensive coverage?

8. Are you comfortable with an HMO or would you like to

be able to go out of the network if necessary?(You must get an understanding of their situation, budget, needs, and expectations before

moving forward with plan recommendations)

9. Move into Health Plan subsidy calculation and Plan

selection ………………

Fact Finding… continued

Transition Statement:

Now, you will need to meet your deductible in the event of hospitalization, diagnostic testing, OP Surgery, etc and that can be a substantial amount of money you will have to pay out of pocket – wouldn’t you agree? And, for 2015 there is no coverage for Pediatric Dental or Vision for people receiving a tax credit (On Exchange Plans) Additionally, scheduling an appointment to see a Doctor can be difficult today (and it’s only going to get worse with all the new people enrolling into health plans) and you may also have a copay every time you visit the Doctor

The good news is we now have access to a NEW product that can pay for your deductible and co insurance as well as provide coverage for FREE Telemedicine, Dental, Vision & your Prescriptions – let’s take a look………

Transition Statement to the Compass Xpress after the Client has chosen their ACA Plan

Go to the Compass Health Insurance site www.compasshealthinsurnace.com Scroll to bottom of site and click on the Compass Xpress Information Button

• Tell them you own this product and want to share it with them. Let them know this product has been specifically developed to help our members save money on many of their routine healthcare expenses not covered by their health plan and has optional coverage's that can eliminate 100% of their deductible and co insurance (for pennies on the dollar)

• Walk through the Compass Xpress page with them:

- You can choose to run the Compass Xpress video or simply review the bullet points describing the product located on the left of the video

- Run the TelaDoc video - Click on all Tabs showing examples of the discounts and demonstrate

each network tool (RX, Vision & Dental)

• Go the page top and share the price of just $14.95 for an individual or $24.95 for a family. So you receive all these benefits at this low price

• GO TO application and begin taking their info

Transition from Health to Compass Xpress

Here are Optional Coverage's that have been added as protection against your deductible, co insurance and out of pocket expenses you will incur if you have an accident or serious illness

Here is a fact to know: 90% of people end up in the hospital for one of four reasons?

• Number one is due to and Accident• Number two is due to a cancer diagnosis• Number three is Heart Attack and number four is Stroke.

Chances are that if you end up in the hospital it will be for one of these four reasons. We’ve added protection for you against the BIG 4 with these optional coverage’s

Move to Optional Coverage Benefits Statements……

Transition to Compass Xpress Optional Coverage's:Accident, Cancer Heart & Stroke (CHS) & Dental

We have several options that will take the worry and fear from the occurrence of a catastrophic event:

o If you are injured due to an accident our accident policy will pay you cash benefits over and above your medical plan. This money can be used for anything you want. Out of pocket expenses or any other bills you need to payo If you are diagnosed with Cancer, have a Heart Attack or Stroke, our Critical Illness will provide a lump sum benefit of $10000. Cash paid directly to you that will cover your deductible and other expenses o Do you go to the Dentist? This is the best plan we have found for the money and does not have any waiting periods like other dental plans for preventive and basic care. The benefits provide an annual cash amount of $500 or $1000 PLUS 2 check up visits o $75 or $100 per visit each year o Run through each ancillary product pricing and ask them which one of these benefits are important to them o CLOSE by letting them know how and when they can expect their ID cards, effective dates, policies, etc and how the Customer Service component works

Optional Coverage Benefits Statements

o Xpress Offers ‘Concierge’ Customer Service including scheduling your clients 1st dental appointment and knowing the price for each service before they receive the care by calling the Compass Xpress Customer Service a 877.458.4979 8:30 – 6:00 M – F All calls received after hours are routed to an answering service with return call to client within 1 hour

o For 2015 there is NO Pediatric Dental or Vision coverage for ‘ON’ Exchange Health Plans. The Compass Xpress solves this problem!

o When you add the Assurant Dental Optional Coverage some of the policyholders claims will be covered at 100% by combining the Careington Discount Pricing and the Assurant Indemnity benefit Claim Example: Adult Cleaning: Regular Cost:$122 Compass: $59 Assurant Basic:$75 100% of visit is covered and client receives check for $16!

Compass Xpress Key Selling Points:

• Imagine you’re sitting in the Doctor’s Office and he tells you your biopsy came back and you have cancer

• How would you feel? Would you go back to work that day or even the next day? Can your employer pay you not to work?

• Your Doctor tells you he must start Chemotherapy and Radiation treatments immediately. How would you pay the mortgage or rent? How will you pay the $6600 out of pocket cost your health plan doesn’t cover?

Optional “Disturb” Statements:

Compass Xpress 13 week (Open Enrollment)Producer Compensation Forecast