Dental, Vision & Hearing: A Plan with Choices for You and Your Clients!

1. Dental, Vision & Hearing A Plan with Choices for You and Your Clients!

2. Why Offer DVH Plans • According to LIMRA, Dental Insurance is the #1 product clients ask about. • DVH plans are Guarantee Issue – No Health Questions! • Medicare does NOT cover dental, vision or hearing expenses except for • VERY limited situations • Just 12 percent of Americans over 65 have dental insurance*. • DVH is just as important under 65 and it is over age 65. • Top producing agents are attaching DVH to 1/3 of their health insurance sales, • both over & under age 65. • Great way to make money during the Med Adv Enrollment Season while waiting for Med Adv commission to be paid months later. Same goes for ACA sales. • DVH Sales increase your overall client persistency - The more policies a • client has with you the less likely they’ll work with any one else. • *http://content.healthaffairs.org/content/35/12/2241.abstract

3. What Separates Manhattan Life’s DVH Plans from the Competition • CUL offers the best combination of premiums, benefits • and commissions on any DVH plan on the market! • No Networks! Any Dentist. • The client can use their full $1,000 or $1,500 annual maximum on Dental, Vision or Hearing! There are no lower caps on Vision and Hearing. Think of the benefit amount as a “Pool of Money” that can be used however they wish. • 80% coinsurance on “Major” Dental, Vision & Hearing claims starting in year 3. Other plans cap Majors at 50 or 60 percent. • National Premiums, Benefits & Commissions. • Industry leading electronic enrollment platform that uses the client’s “Mother’s • Maiden Name” as their signature. It’s that easy! • Dental Cleanings and fillings are covered immediately and there’s no • annual limit on fillings. • There’s no limit on tooth extractions so long as all teeth are not removed. • Family Plans are Available

4. Product Highlights Anyone age 18-85 • $1,000 - $1,500 policy year benefit option available • Guaranteed Issue • Guaranteed Renewable FOR LIFE • Choose your Dentist – NO NETWORKS • Family Rates (Includes maximum of 3 children) • Individual 18 – 85

5. Check Out These Rates!

6. The Ease of Enrollment & Claims Filing • Enrollment Options: • Electronic Application with security questions as clients e-signature. • Best eApp in the business. • Paper Applications: Mail or Fax • Payment Options: • Annual, Semi-Annual, Quarterly or Monthly Bank Draft (EFT) • Check or EFT Options • Policies can be effective any day of the month • Available bank drafts dates are the 1st-28th of the month • How DVH Claims are Paid • Claims are paid based on “Usual & Customary” Charges • Comprehensive Exam - $71.73* • Prophylaxis (Teeth cleaning) - $79.60* • Bitewing X-Rays (4) - $57.57* • Crown - $1,018.37* • Claims Filing Process • If the provider will file with CUL they will be paid direct from CUL • If the provider will not file, the client will need to pay the provider • directly and be reimbursed by CUL. • *Central United Life DVH claim example

8. State Availability

9. “Spouse in the House” • Med Sup agents are asking “is there a spouse in the house?” • It’s necessary to determine if they are eligible for a HHD with carriers that offer a HHD if they have a Roommate/Spouse under 65 • ACA plans do not cover adult dental, hearing aids or glasses/contact lenses • A DVH plan helps “fill the gaps” in an ACA plan just like with Med Sup/MA. • DVH benefits are the same over/under 65 • Great way to increase income and drop the cost per acquisition (CPA). • Odds of writing the under 65 spouse/roommate a Med Sup/MA Plan when they turn 65 is much better if you sell them a DVH Plan FOR AGENT USE ONLY

10. How to Cross Sell DVH • It’s up to you to “start the conversation” and help your client understand their exposure when it comes to DVH. • When was the last time you had your teeth cleaned? • “How many agents sold their first insurance presentation?” Talk about DVH with every client. Your presentation will get better with practice! • Few Med Adv plans still cover Dental, Vision or Hearing • Turning 65 is the perfect time to discuss DVH. Show how Medicare offers almost ZERO DVH benefits. • Don’t forget “The Spouse in the House” • Pivot to offering DVH if you have an uninsurable Med Sup client or an Med Adv client during the “Lock-in” period • Sell something

11. How to Cross Sell DVH Continued • If replacing a Med Sup with a lower cost Med Sup, combine the new Med Sup price with a DVH plan. It’s harder to cross sell another policy after you quote the premium savings before asking for the DVH sale. They’ve already spent the savings. Timing is key. • Contact your current Med Sup, Med Adv & ACA clients. They want to hear from you! Show them why spending a dollar a day for a DVH plan is a great use of their money.

12. Common DVH Objections & How to Overcome Them • I’ve never seen the value in a DVH plan. • Avg Social Security Check is $1,372 per month • My dentist doesn’t take insurance • Does he take cash?!? • I don’t have any teeth • Do you have dentures, wear glasses or have hearing aids? • I need coverage for Major Dental Work NOW! • Extractions and cleanings are covered immediately. Start your coverage today and receive 70% coverage on Majors in year 2 and 80% in year 3!

13. DVH Questions to Ask Prospective Clients • “Who do you have for Dental Insurance?” • “When was the last time you had your teeth cleaned?” • “Are you aware that Medicare offers ZERO coverage for routine Dental, Glasses, Contacts or Hearing Aids?” • The good news is $1,000 of DVH coverage costs about $1 per day! Ask one of these questions to EVERY person you talk to!

14. What’s In It for Me?!? • Average annual premium is $425 • Maximum 6 month advance • 40% 1st Year Commission in All States • 5% Renewal Comp (Years 2+) • $425 x 40% = $170 in 1st year commissions • 1 sale per week = $8,840 in new DVH commission on top of your Med Sup, Medicare Advantage or Individual Health commission from the same client! For Agent Use Only

15. Agent Incentives • Chairman’s Club - 7 day trip to Portugal! • New agents contracted after September 1, 2017 qualify with 95,000 credits before April 30, 2018 • Presidents Club – 5 day trip Laguna Beach, CA! • New agents contracted after September 1, 2017 qualify with 75,000 credits before April 30, 2018

16. We Want Your Business! We have the best catalog in the industry! • Hospital Indemnity Plans! • Dental, Vision & Hearing • Out of Pocket Protection Plan • Cancer Insurance