Medicare II

1. Medicare II Notice: This training material, including all handouts, video, written documentation and verbally--provided training, are considered confidential proprietary and trade secret information. No reproduction, video, audio or other recordings or disclosure of this information may occur without the express written consent of the home office of Bankers Life and Casualty Company, Bankers Conseco Life Insurance Company and Colonial Penn Life Insurance Company.

2. Medicare II Objectives At the end of this session, you will be able to: • Identify situations where it is more appropriate to recommend either a Medicare Advantage Program or a Medicare Supplement Program • Describe CMS regulations on when it is appropriate to discuss a Medicare Supplement Program with a person already enrolled in a Medicare Advantage Program

3. MA & PDP Marketing Guidelines • No cold calls promoting MA or PDP plans • No same appointment cross-selling (must wait 48 hours) • No meals “of any sort” at promotional or sales activities • No combination of gifts greater than $15 retail • No request for referrals on MA or PDP appointments

4. Medicare Case Study Review • Break into small groups of 2-3 participants • Review case study individually—2 minutes • Discuss recommendations in small groups—10 minutes • Conduct large group debrief on findings—10 minutes • Repeat with 2nd case study