Medicare Supplement Training

1. Medicare Supplement Training Over the phone/computer

2. Agenda • Learn About Medicare Supplement what it is/rules. Much different market/product than Medicare Advantage • Learn about how we are going to market for Medicare Supplement clients/how you will get leads/sales • Learn about the tools you will be using scripts/quoting/online apps/getting your prospect online to view our presentation and sign their application • Learn about ancillary products you can help your seniors purchase such as annuities, life insurance, part D drug plans, dental, and vision coverage.

3. Why Medicare Supplement??? • For higher income seniors this is a much better fit than a Medicare Advantage plan • Why? Choices= No networks/NO HMO. Go to any doctor/hospital who accepts Medicare. No waiting for referrals etc… • Why a Medicare Supplement plan over A/B/D alone? • Medicare has deductibles/co insurance and NO MOOP! • Helps reduce financial risk /let them know exactly what their insurance /health care will cost each year.

4. Medicare Supplement = All Plans created equal except for Price

5. Be an expert. Know Medicare & You. We will sell most popular plans F, G, N

6. Medicare Supplement Underwriting/When can you sign up -Unless open enrollment or guaranteed issue, there is underwriting. Some conditions like COPD, Recent Cancer, Heart Attach/Disease, Uncontrolled Diabetes may get client declined. Please also check height/weight. I can email you our top plan guidelines. Check the application. Typically answering a question yes=decline. - If going through underwriting can sign up all year long!! Exception = going from Medicare Advantage to Med Supplement as they cannot change their prescription drug plan unless open enrollment.

7. Open Enrollment/Guaranteed Issue • Turning 65= full commission 6 months before/after Usually Reduced Commission Guaranteed Issue • California Birthday Rule=Same plan or lower. Sign up on Birthday or up to 30 days after • Termination of employee sponsored plan • Reduction of Employer sponsored plan • Increased Premium/reduced benefit MA Plan • Moving out of MA plan area • Medicare Plan Fraud • Medicare Trial Period #1 – On MA plan first 12 months after qualifying for Medicare • Medicare Trial Period #2 –Switch from Medigap to MA for 1st time and disenroll w/in 12 months

8. Marketing/Leads/Distribution • Cold Leads- Lists of people turning 65 with income over 50k in the next 6 months. These seniors are an obvious choice to call as they need to make a decision. They can sign up for a plan as soon as 6 months before their 65th birthday and lock in the rate until they turn 66… so signing up sooner /rather than later is a good benefit as a company can have a price increase between now and their 65th b day. • Lists of people 66-70 with income between 50-150k in Southern California. These seniors are typically underserviced and paying too much for their supplement plan. • Please commit to making 50 cold calls per day Warm/Hot Leads Online Marketing-Leads will come in the form of incoming calls, emails requesting an agent follow up. Online Live Chat. Who wants to answer incoming calls/live chats/get emailed leads from people who request to be contacted? Leads will be turning 65 and 66-70 year olds looking to save money on their current plan. Post Cards – We will also be mailing out postcards to those in the categories listed above. The more we sell, the more post cards we can send. Referrals – The single best lead is a referral from a happy customer. Make sure to do what you say you will do . Ask for referrals. Who else do they know that you can help? Have a follow up system in place. Email drip/Anniversary follow up . Send out cards… etc.. The more we follow up with our clients, the easier our job gets and the happier our clients… It is a win win….

9. Scripts/Tools • Cold Calling /Warm Calls Turning 65 • Cold Calling/Warm Calls 65+ Tools- Quoting – https://www.insurancetoolsportal.com/mp/auth/signin Find on mphealthplans.com Under agents sign up for account access -Online Applications-Most online can access from quoting tool /cheat sheet for log ins/how to access online application.

10. Tools continued • Get your senior online on www.join.me.com • Turning 65 Presentation • Credibility Presentation for those over 65 • I can email these to you . Make them your own.

11. Ancillary Products • Medicare Supplement is a great lead in/opportunity to help a senior with other products. Make sure to ask ! • If your client is turning 65 make sure to ask about their Prescription Drug Plan. Remember they can get penalized if they do not have credible coverage right away . Humana is a great start for Medicare Prescription Drug plans. • Vision/Dental Blue Shield, Assurant, More to come quick app right on website -Life insurance- Phoenix term or whole life for healthy seniors. Go to Phoenix link on website and register for a office admin/marketer account using producer #364627 log in quote/e app -Gerber guaranteed issue final expense for unhealthy seniors. Quick underwriting/online apps available for both!

12. Ancillary Products Continued • Annuities- Great Commissions and the ability to help seniors secure their financial future! • Does your client worry about their financial future? Do they need to subsidize the income that they will be getting from social security? Do they have money for retirement in accounts that can lose value such as an 401k or accounts with little gains such as savings account? Does your client worry about outliving his money? An Annuity might be the answer. • Must take 8 hour certification but it counts towards CE Credits. • Easy to use fact finding sheet that we simply go over with a senior and then submit to our annuity person who will come up with great options to present to our client . • Great way to make huge commissions and help your seniors… Just ask… are you looking for a way to secure your retirement income/subsidize social security? If so, you may have a solution! Fill out the fact finder and set up a time to go over things in 2-3 business days so that you have a chance to hear back.