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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!!

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brokers assistance inc 2013 plan
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 ANYONE
  • Expanding 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
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
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 Salesman

Be A Real AGENT/BROKER

Be THEIR INSURANCE Advisor!

what products are available to you for 2 nd 3 rd and 4 th sales
What Products Are Available To You For 2nd 3rd and 4th Sales?
  • Dental/Vision/Hearing
  • Final Expense
  • Annuities
  • LTC
  • Hospital Indemnity
  • Critical Illness
  • Life Insurance
slide7

“Umbrella" Of Protection

Part D Prescription Drug Plans

Medicare Supplement / Medicare Advantage

Critical Illness Coverage

Long Term Care Coverage

Final Expense /

Life Insurance

Dental / Vision / Hearing Coverage

slide8

Serve Your Clients

More Than One

Course

Dental, Vision

Hearing

Critical Illness /

Life Insurance

Health

Insurance

Accidental

Medical

Expense

dental vision hearing coverage gaps
Dental, Vision, Hearing Coverage “Gaps”
  • What Coverage Does Original Medicare Provide?
    • Very Minimal, If Any!
    • This is an “out-patient” service – AKA Part B

Dental Services

Not Covered

Hearing Services

Initial DIAGNOSTIC Visit Only!!

Very Minimal & Specific Coverage Limitations

dental vision hearing coverage who what why where when
Dental / Vision / Hearing CoverageWho/What/Why/Where/When
  • 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 coverage what carriers plans are available
Dental / Vision / Hearing CoverageWhat Carriers & Plans Are Available?
  • 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 coverage what carriers plans are available1
Dental / Vision / Hearing CoverageWhat Carriers & Plans Are Available?
  • Humana
    • 4 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 coverage what carriers plans are available2
Dental / Vision / Hearing CoverageWhat Carriers & Plans Are Available?
  • UnitedHealthcare / AARP
    • 1 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 coverage what carriers plans are available3
Dental / Vision / Hearing CoverageWhat Carriers & Plans Are Available?
  • Medico
    • 1 Plan Option – Two Maximum Benefit Options
      • Dental/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!
final expense insurance who 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 InsuranceWho/What/Why/Where/When
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- How Much Is Needed?
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.
Final Expense Vs. Life Insurance
annuities fixed indexed
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.

ltc long term care insurance who what why where when

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
short term long term care vs long term care

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 insurance who what why where when
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!!
slide50

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

$1,000 Upon Admission

+ $100 Per Day Of Confinement

If In Intensive Care

$1,000 Upon Admission

+$200 Per Day Of Confinement

Same As Daily Confinement Benefit

= $100 Towards Copay

50% Of Daily Confinement Benefit

= $50 Towards Ambulance Copay

critical illness insurance who what why where when
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!!
slide56

100% Return of Premium rider

  • 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
what coverage would you pick
What Coverage Would You Pick?

$149.80

$108.52

$143.22

meet jack b nimble
Meet Jack B. Nimble

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

Hi, I’m Jack, I am 65 next month, and live in Denver!

Agent Commission 1st Year = $150.00

properly packaged products
Properly Packaged Products

Jack B. Nimble

Zip: -80207 Age: 65 Next Month

Health Conditions: None

Senior Health Advisor Proposed Coverage:

Health: Medicare Supplement Innovative High F

Med Supp. Premium: $34.70 / Month

Hospital Indemnity: Standard Life

Hospital Indemnity Premium: $76.12/ Month

Critical Illness: Washington National

Premium: $32.40 / Month

Face Amount: $10,000

TOTAL PREMIUM: $ 143.22

Hi, I’m Jack, I am 65 next month, and I feel as though I have much better coverage for the same price!..

Agent Commission 1st Year = $524.27

properly packaged products1
Properly Packaged Products

Jack B. Nimble

Zip: -80538 Age: 65 Next Month

Health Conditions: None

Current Coverage:

Health: Humana HMO (Including Drug Card)

Premium: $0.00 / Month

Hospital Indemnity: Standard Life

Premium: $76.12 / Month

Critical Illness: Washington National

Premium: $32.40 / Month

Face Amount: $10,000

TOTAL PREMIUM: $108.52 / Month

Hi, I’m Jack, I am 65 next month, and I feel as though I have much better coverage for the same price!..

Agent Commission 1st Year = $792.67

when is the best time for 2 nd 3 rd 4 th beyond sales
When Is The Best Time For 2nd 3rd 4th & Beyond Sales?
  • This varies depending on the type of product
  • There 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 success
    • Service your clients correctly on the 1st sale
    • Provide counsel and advice
    • Ask the right questions during the pre-sale, and post-sale processes
    • ACCURATELY Diagnose their needs, concerns and budgetary constraints
    • Make the right phone calls at the right time
    • Don’t Pre-Judge ANYONE!
slide70

Senior Health Advisors, Inc. Fact Finding Needs Analysis

Initial Contact Date_________________________ Call Back Date___________________________

Client Data

First 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 Information

Advantage 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 N

Rx Part D: Company: ____________________________________________ Premium: $_________

Budget for complete coverage: __________________________________________________________

Medicaid: Y N Date: ____________Medicaid #: ___________________ LIS Qualified: Y N Maybe

Current 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 1 st sale
4-6 Weeks After Your 1st Sale:

You Need To:

  • Call each client you enrolled during AEP, SEP, etc. in the last 90 days
    • 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 ______ 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
slide72

LTC Proposal Request

Brokers Assistance

Agent Information

Name____________________________________________________

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, Chew

Occupation: _____________________________________________

Height / Weight ___________________

Is there any other coverage in force? _____Yes _____No

____ Group ____Individual Amount: $______________

Details:_________________________________________________

Income: $____________________________

Medical History, Dates & Diagnosis, Rx:

Quote Information

_______________________________________

Spouse

Name:__________________________________________________

Birthdate:______________________Age__________________

State of Residence______________________________________

Gender: _____Male _____Female ____ Married ___Single

Male____ Female_____ Married______ Single_______

Tobacco ____ None for 2 years or more

____ Cigar Only- Number per year____

____ Cigarettes, Pipe, Chew

Occupation: _____________________________________________

Height / Weight ___________________

Is there any other coverage in force? _____Yes _____No

____ Group ____Individual Amount: $______________

Details:_________________________________________________

Income: $____________________________

Medical History, Dates & Diagnosis, Rx:

Benefit Amount: ___________________________ ____Daily ____Monthly

Benefit Period ____6monthsr ____1 yr ____2 yr ____3 yr ____5 yr ____Lifetime

Elimination Period: ____0 Day ____30 Day ____60 Day ____90 Day ____180 Day ____365 Day

Home Health Care: ____50% ____75% ____100% ____150%

Inflation Protection: ____None ____3% comp ____4% comp ____5% comp ____5% simple ____Guar Purchase Option

Premium Payment Option: ____Lifetime ____10 Pay ____20 Pay ____to 65 ­­_____Single Pay

Mode of Payment: ____ Annual ____Semi-Annual ____Quarterly ____Monthly

Employer/Endorsed Group Discount ____Yes ____No

Riders: ____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

this will go against everything your client is used to experiencing in the insurance market
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!
what coverage would you pick1
What Coverage Would You Pick?

$149.80

$108.52

$143.22

january in person trainings
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