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NORTHEASTERN REGION. NORTHEASTREG-OH. For Agent Training use only; not approved for use in sales presentations. UAI1778 0511. NORTHEASTERN REGION. 2000. MONTHLY LEAD DRAWING. OHIO WORKSHOP. 2000. Contract Opportunity. CE credit voucher. NORTHEASTREG-OH.

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slide1

NORTHEASTERN REGION

NORTHEASTREG-OH

For Agent Training use only; not approved for use in sales presentations.

UAI1778 0511

slide2

NORTHEASTERN REGION

2000

MONTHLY LEAD DRAWING

OHIO WORKSHOP

2000

Contract

Opportunity

CE credit voucher

NORTHEASTREG-OH

For Agent Training use only; not approved for use in sales presentations.

UAI1778 0511

ryan sykes
Ryan Sykes

Regional Director  Northeast Region

“I am located in upstate NY but I travel all over the Northeast running training seminars and helping GA’s build solid business plans.”

“In my opinion, the most exciting part about what we offer GA’s are the LEADS as well as the Renewal’s.”

518.764.2286

[email protected]

focus of this meeting
Focus of this meeting
  • Help you transition more of your business into Senior Market. The Senior Market and Medicare Supplements offer the MOST growth opportunity in the most stable market!
  • Understanding the need for Medicare Supplements
  • Special HDF Supplement- The thinking person’s policy
  • United American’s Competitive advantages
  • Leads, Leads and more leads
  • Overview of our Supplemental Health, Life & Annuity Products
  • Outstanding opportunity for the Producer and the Agency
introduction to company history
Introduction to Company History
  • United American opened its doors in 1947 to provide life, supplemental health, and accident coverage to individuals.
  • Even before Medicare was signed into law in 1966, the Company made the decision to focus its attention on the individual health market with an emphasis on Seniors. This foresight paid off, and we gained recognition as one of the nation\'s leading writers of individual Medicare Supplements. *

* NAIC 2009 Medicare Supplement Insurance Experience Report, May 2010

ua financial strength ratings
UA Financial Strength Ratings

United American

AA- “Very Strong” Financial Strength Rating from Standard & Poor’s (as of 5/10)

  • A+ (Superior) Financial Strength Rating from A.M. Best Company for more than 30 consecutive years (as of 6/10)
ua financial strength ratings1
UA Financial Strength Ratings

Strength and Stability for your clients, you and your family!

company expenses
Company Expenses

Average of our top 5 Life & Supplement Health Insurance Competitors

Torchmark’s Expenses

5.8 %

11.78 %

Source: Company Research

Source: TMK year-end report for year ending 2010

service performance record
Service Performance Record

Our 2010 Service Performance Record speaks for itself

Do other companies supply you with this vital information?

(United American company data)

what ua offers our producers policyholders today
What UA Offers Our Producers & Policyholders today!
  • High Commissions and Renewals paid for the life of the policy.
  • Yes/No Applications
  • Not available in: AL, CT, MA, MT, NJ, NY, ND, UT, VT, or WA
what ua offers our producers policyholders today1
What UA Offers Our Producers & Policyholders today!
  • High Commissions and Renewals paid for the life of the policy.
  • Yes/No Applications
  • Not available in: CT, MA, MN, NJ, NY, or SD
what ua offers our producers policyholders today2
What UA Offers Our Producers & Policyholders today!
  • High Commissions and Renewals paid for the life of the policy.
  • Yes/No Applications
  • Not available in: CT, KY, MA, MN, MT, NH, NJ, NY, or SD
what ua offers our producers policyholders today3
What UA Offers Our Producers & Policyholders today!
  • High Commissions and Renewals paid for the life of the policy.
  • Yes/No Applications
  • Not available in: AL, CA, CT, FL, IN, NH, NJ, NY, OR, SD, TN, WA, or WV
life insurance
Life Insurance

Fundamental Life Series I

Life insurance policies from $1,000 - $20,000

10-Year Renewable Term (ages 18-80)

Whole Life (ages 0-80)

21-Pay Increasing Benefit (ages 0-72)

Fundamental Life Series II

Life insurance policies from $25,000 - $500,000

10-Year Renewable Term (ages 0-60)

10-Year Term To Annual Renewable Term (ages 20-70)

20-Year Term to Annual Renewable Term (ages 20-60)

Whole Life (ages 0-80)

annuities
Annuities

Lifestyle Single Premium

Issue Ages 0-80

Minimum 3% Interest

Minimum Deposit $5,000

Maximum Deposit $20,000

Withdrawal Charges Eliminated after Year 6

Hospitalization and Nursing Home Waiver on Withdrawal available in most states

medicare facts
Medicare Facts

Traditional Medicare Supplements

Opportunity – Number of Senior Americans aging into Medicare

In the next 4 years, 9.5 million Americans will enter the Medicare Supplement Marketplace

Source: www.AgingStats.gov as of 2008

medicare facts1
Medicare Facts

In the next 10 years, 21.5 millionAmerican Seniors will enter the Medicare Supplement Marketplace

overview of 2011 medicare supplements
Overview of 2011 Medicare Supplements

UA & First UA Markets 10 of the 11 Standardized Plans

(A, B, C, D, F, HDF, G, K, L, and N)

 High Deductible Plan F benefits begin after out-of-pocket expenses exceed calendar year deductible ($2,000 in 2011)

Copay = $20/office visit; up to $50/ER visit

 Once annual limit is reached the plan pays 100% of the Medicare copayments, coinsurance, and deductibles for the rest of the calendar year.

ua policies issued in 2010
UA Policies Issued in 2010

82.8 percent of our Medicare Supplement policies sold in 2010 were Plan F or Plan HDF

Source: Company Statistics, as of 12/2010

overview of 2011 plan benefits
Overview of 2011 Plan Benefits
  • Suitability for prospect most important factor in sale
  • Take time to determine which policy best fits their lifestyle and budget
  • When customer purchases the right policy for their needs, they keep it
  • As a result, your persistency climbs and residual income just keeps coming
  • Suitability and persistency go hand in hand
economical choice
Economical Choice

HDF may be most economical choice for Seniors, even if they have to meet the annual deductible an unexpected number of times

Do the math; do what is best for your client! Additional sales and referrals will follow!

marketing the hdf plan
Marketing the HDF Plan
  • What is the difference between HDF and Plan F?
    • Cost of premium and annual deductible customer must pay before policy benefits take effect
  • Why sell HDF?
    • Chance to NOT pay for coverage that’s not needed
    • Under a traditional Medicare Supplement plan, customer generally pays higher premium that covers most of their Medicare-eligible expenses
    • Under HDF, customer pays for expenses incurred up to annual deductible, then coverage begins
  • Turning 65 prospects already familiar with higher deductible plans through exposure to employer-sponsored coverage
hdf claim example
HDF Claim Example

Lisa has an HDF policy

What happens when she has a Part B claim?

cost sharing concept
Cost-Sharing Concept

* Policyholder must meet HDF calendar-year deductible ($2,000 in 2011) before benefits begin, and pay their HDF premiums.

history of hdf
History of HDF
  • Designed to address Seniors’ concerns about higher premiums
  • Great choice for Seniors who are relatively healthy and can afford to pay out-of-pocket deductible
  • Per the Centers for Medicare & Medicaid Services (CMS), the annual HDF deductible may or may not increase. Adjustments in the HDF annual deductible amount is subject to the release of the Consumer Price Index (CPI), which generally occurs in mid-to-late September of each year.
  • 2011 deductible ($2,000) did not change from 2009 and 2010
premium savings
Premium Savings

Q:How do people save money on any kind of insurance (health, car, homeowners)?

A:They raise their deductible …

And

SAVE

$$$$$$$$$$$$

premium savings example
Premium Savings Example

Agents can help Seniors understand how HDF may be suitable coverage for their health needs AND budget

* National Average, Age 65, Female, Nonsmoker

** Example assumes no rate increases on either plan; policyholder must meet HDF calendar-year deductible ($2,000 in 2011) before benefits begin

For illustrative purposes only

premium savings example1
Premium Savings Example

Agents can help Seniors understand how HDF may be suitable coverage for their health needs AND budget

Area 1 ZIP Prefix: 440-449

Area 2 ZIP Prefix: 430–439, 450–459

* UA ProCare, Ohio Area 2, Age 65, Female, Nonsmoker – Effective 03-01-11

** Example assumes no rate increases on either plan; policyholder must meet HDF calendar-year deductible ($2,000 in 2011) before benefits begin

For illustrative purposes only

premium savings example2
Premium Savings Example
  • In the previous slide, the example assumed HDF premium savings of $16,560 in Ohio over a 10-year period.
  • Example assumes no rate increases on either plan; however, based on Company experience, Plan F rate increases occur more frequently than on HDF, which averaged only one increase nationwide over the last 5 years.
plan comparison
Plan Comparison

Plan F

Plan HDF

Lower Premiums vs. Plan F

Calendar-Year Deductible before benefits take effect ($2,000 in 2011)

  • Higher Premiums vs. Plan HDF
  • No Calendar-Year Deductible before benefits take effect
claims data
Claims Data

80% of United American’s Medicare Supplement population up to age 68 has annual claims above Original Medicare of $534 on average

78% of our Company’s Medicare Supplement population up to age 72, has annual claims above Original Medicare of $621 or less on average

71% of our Company’s Medicare Supplement population age 73 or older, has annual claims above Original Medicare of $707 or less on average

Source: United American 2009 Claims data

average claim cost
Average Claim Cost

77.2% of the time, this is what a client will pay over a 10-year period

$16,560 Savings over 10 years

$6,121 Spent on claims

$10,439 Net Saving over 10 years 77.2% of the time

$1,044 Per year Average Savings

Source: United American 2009 Claims data

saving premium over time
Saving Premium Over Time

Example assumes no rate increase and no increase in the HDF calendar-year deductible

four great options for annual premium savings
Four Great Options for Annual Premium Savings

$ 177 Plan F Monthly Premium

High Deductible Plan F- $ 39 Monthly Premium

$ 138 Monthly Premium Savings with High Deductible Plan F

  • Cancer Insurance
  • Hospital Indemnity Insurance
  • Life Insurance
  • Lifestyle Annuity
hdf and reserve fund annuity rfa
HDF and Reserve Fund Annuity (RFA)
  • UA offers a unique product – Reserve Fund Annuity - that assists Med-Supp policyholders with paying HDF calendar-year deductible or copayment
  • RFA’s interest rate is guaranteed at 3% - higher than some current savings accounts at many banks
  • No charge to open, no lock-in time for deposits, no surrender charges, and no commission loads
  • HDF frees unspent premium so customers can buy additional coverage - this generates more commissions for you!
three interest rate examples
Three Interest Rate Examples

* Accumulating monthly (compounded annual yield)

life expectancy renewals total income
Life Expectancy/Renewals - Total Income

Other companies dramatically reduce or eliminate long-term renewals to Agents after first five renewal years, touting ‘short average life of their business’ as the reason. We base our decision to continue paying long-term renewals on solid research.

  • Average 65-year-old man can expect to live to age 84
  • Average 65-year-old woman can expect to live to age 87
  • Some couples will have at least one partner live to age 90 or 95

Source: American Academy of Actuaries

life expectancy renewals total income1
Life Expectancy/Renewals - Total Income

That’s potentially 25-30 years of renewal commissions!!

If the business remains in force. Limited to 6th policy year on Guaranteed Issue Medicare Advantage replacements; not applicable in WA.

ua first ua level renewals
UA/First UA Level Renewals

The key to Producers’ long-term financial security!!!

For illustrative purposes only.

ua first ua level renewals1
UA/First UA Level Renewals

IT IS TIME TO ADD YOU AND YOUR FAMILY INTO YOUR BUSINESS DECISIONS

level renewals example
Level Renewals Example
  • Vested from first dollar
  • Paid for the life of the policy
  • Willable
think of your client
Think of your Client …

Service … After the Sale!

  • Sold Medicare Supplement at Age 65 – client in good health
  • Age 75 – client no longer in good health and needs Agent’s personal service …
think of your client1
Think of your Client …

We appreciate our Agents and clients. We pay renewals to service the client as long as they are our policyholders!!!

slide49

Medicare Advantage Plans

=

Additional Opportunity

medicare advantage plans
Medicare Advantage Plans
  • In 2010, more than 636,000 Seniors were canceled by their Medicare Advantage provider
  • Today there are almost 700,000 Seniors canceled from MA plans for 2011!
  • All UA Medicare Supplements are ‘Guaranteed Renewable for Life,’ UA cannot cancel the Senior!
  • Medicare Advantage Plans can change the Senior’s benefits
medicare advantage plans1
Medicare Advantage Plans

If the Senior is NOT CANCELED

Changes in 2011

  • Government starts Defunding
  • More MA Cancellations
  • Higher Deductibles / Copays
  • Fewer Doctors/Hospitals
  • Higher Cost to the Senior
medicare advantage plans2
Medicare Advantage Plans

More Individuals Moving to Medicare Supplements

medicare advantage plans3
Medicare Advantage Plans

2009 vs. 2010 Benefit Reduction

More changes for 2011 … UP TO $10,000 Out-of-Pocket Costs to Seniors!

  • Fewer Doctors/Hospitals
  • Higher cost to the Senior!

Source: Medicare.gov

medicare advantage plans4
Medicare Advantage Plans

Medicare Advantage – Good Health vs. Health Conditions

  • Up to 60% Increase!
  • More changes for 2011!

Source: Medicare.gov

learn at cms about medicare advantage
Learn at CMS About Medicare Advantage

http://www.cms.gov/MCRAdvPartDEnrolData

This site is an excellent overall source of information about Medicare Advantage enrollments

The more you know, the more you can help your customers make the right choice!

health insurance premiums
Health Insurance Premiums

Hospital Indemnity, Cancer, Critical Illness, Accident & Medicare Supplement

15% of NAP placed into Agent’s Personal Lead Account

health insurance premiums1
Health Insurance Premiums

Sell two plans (husband & wife)Plan F and High Deductible Plan Four most popular Medicare Supplement plans

Husband $ 2,436 Plan F NAP ($203 monthly premium)

Wife + $ 468 Plan HDF NAP ($39 monthly premium)

Total $ 2,904 Total NAP

× .15 Lead Account Allotment

$ 435.60 Placed in Agent’s Lead Account 

life insurance premiums
Life Insurance Premiums

All Life Products

10% of NAP placed into Agent’s Personal Lead Account

life insurance premiums1
Life Insurance Premiums

Sell husband & wife each a $50 monthly premium Final Expense Plan in any state where available

Husband $ 600 NAP ($50 monthly premium)

Wife + $ 600 NAP ($50 monthly premium)

Total $ 1,200 Total NAP

× .10 Lead Account Allotment

$ 120 Placed in Agent’s Lead Account 

optional lead contract
Optional Lead Contract

How will our Lead Contract generate more compensation for you?

Lead Account; using the examples shown

$ 435.60 From Medicare Supplement Sale

+ $ 120.00 From Life Sale

$ 555.60 Total in Agent’s Lead Account

PLUS YOUR COMMISSIONS/ADVANCE COMMISSIONS!

vendor list example
Vendor List - Example
  • No Gimmicks
  • No Survey
  • No Bogus List
  • No Multiple Mailings
  • Just Great Response Leads … Sent Only to You!
optional lead contract1
Optional Lead Contract

Order Medicare Supplement direct lead mailers to the zip codes of your choice and the criteria of your choice

38.5 cents per lead mailer (UA/First UA discount applied)Minimum Order 1,000 leads

$ 555.60 Total in Lead Account

- $ 555.55 Ordered 1,443 Direct Mail Leads

$ 0.05 Balance in Agent’s Lead Account 

optional lead contract2
Optional Lead Contract

How do UA Agents profit from Lead Contract?

Nationwide average returns of 3% - 5% (Recent returns in Florida: 7.9%; and in New York: 11.9%)

1,443 Leads Mailed

× 4% Returns Average

57 HOT LEADS!

optional lead contract3
Optional Lead Contract

57 Leads = 19 Sales (1/3rd) … You could sell more!

50% Plan F, 50% High Deductible Plan F

(2,436 NAP + 468 NAP) = $2,904 Total NAP ÷ 2

= $1,452 Average Premium per Sale

$ 1,356 Average Premium

× 19 Sales

$ 27,588 NAP!

optional lead contract4
Optional Lead Contract

$4,138 ADDED TO YOUR LEAD ACCOUNTJust from Medicare Supplement Sales!

PLUS YOUR COMMISSIONS/ADVANCE COMMISSIONS!

10,748 Leads Mailed (38.5 cents per lead mailer)

× 4% Returns average

429 HOT LEADS!

optional lead contract5
Optional Lead Contract

YOU KEEP SELLING AND YOU COULD RECEIVE LEADS FOREVER!!!

commitment to producers
Commitment to Producers

The BEST time to Sell Medicare Supplements!

  • We supply you with a list of individuals turning age 65 in the ZIP codes of your choice approximately 6 months before their birthday! Some with phone numbers.
commitment to producers1
Commitment to Producers

The BEST time to Sell Medicare Supplements!

  • We supply you with a list of individuals turning age 65 in the ZIP codes of your choice approximately 6 months before their birthday! Some with phone numbers.
  • Be the first to explain the new changes these Seniors will face and explain why UA is their best choice!
  • They do NOT already have a Medicare Supplement / Medicare Advantage Plan – start these individuals off with a UA Medicare Supplement and keep them as clients for life!
  • We supply you with an approved and proven preapproach letter to individuals turning age 65.
commitment to producers2
Commitment to Producers

NO COST, MEDICARE SUPPLEMENT LEADS!

PRODUCTION REQUIRED TO KEEP THIS FREE SERVICE.

part d
Part D

www.UAMedicarePartD.com

1-866-524-4169

add up the facts
Add up the Facts …
  • UA is clearly the Best Policy:
    • Best for the Client!
      • Service for life
    • Best for the Producer!
      • Long-term compensation stream
    • Best for the Agency!
      • Build an Agency by offering the best Agent opportunities
  • The Company that truly supports our Producers and Customers!

United American Insurance Company

important
IMPORTANT!
  • This presentation is not to be used in sales presentations. It is merely an example to assist Agents in understanding the fundamental concepts of how HDF can benefit prospects.
  • Refer to previously supplied presentation brochures that have been approved for field presentations to customers.

Not Approved for Advertising Use

new agent lead incentive program
New Agent Lead Incentive Program

The New Agent Lead Incentive Program was designed to help newly appointed UA Agents earn more money faster during your first 60 days! When you achieve a certain production level during your first 60 days, we’ll give you up to 2,000 Direct Lead Mailers — FREE!!!

how does the new agent lead incentive program work
How does the New Agent Lead Incentive Program work?

New Agents who produce net annualized production (NAP) during their first 60 days (after appointment) are awarded direct lead mailers!

$10,000

$1,000

$15,000

$1,500

$20,000

$2,000

existing agent lead incentive program
Existing Agent Lead Incentive Program

United American has implemented an Existing Agent Lead Incentive Program for those with the Company for more than 60 days

existing agent lead incentive program1
Existing Agent Lead Incentive Program

UA is committed to helping you earn more money faster

how does the new agent lead incentive program work1
How does the New Agent Lead Incentive Program work?

Existing Personal Producers with a NAP increase over their previous month or the highest month starting February 1, 2011, are awarded direct lead mailers!

$10,000 +

$1,000

$20,000 +

$2,000

existing agent lead incentive program2
Existing Agent Lead Incentive Program

Existing Agents can KEEP earning FREE Direct Lead Mailers by continuing to increase their NAP by 10,000+ more than the previous month’s NAP

annual convention 2012
Annual Convention 2012

Dominican Republic

  • Agency only $350,000 NAP *
  • Agent only $150,000 NAP *

You and Your Guest Enjoy

  • Hard Rock Hotel & CasinoPunta Cana
  • June 28 – July 1, 2012

Join us!!!

* Pro-rated if contracted after February 1, 2011

charles r mankamyer
Charles R. Mankamyer

Senior Vice President  United American – General Agents

Representing UA in the field as one of UA’s largest producers from 1979 to 2009 …

The opportunities available today with UA and the Senior Market are outstanding, may be the best opportunity since Medicare began in 1966!

For those Agents who recognize this opportunity and work it to its fullest potential …it will change their lives and their families lives!

Good Luck & Good Selling,

contracting now
Contracting Now …

The faster you complete our contracting paperwork the faster you become appointed and can start earning commission, vested renewals, and start generating the leads from your lead contract

contracting now1
Contracting Now …

FREE TURNING AGE 65 LEADScan be ordered as soon as you are appointed

CONTRACT … ASAP!

contacts building your agency
Contacts – Building Your Agency

Ryan Sykes Regional Director– Northeast

(518) 764-2286 | [email protected]

Agent Services

(800) 925-7355 | [email protected]

www.unitedamerican.com/logon

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