How to Pitch Medicare Supplements

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How to Pitch Medicare Supplements
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Why Should TAG agents sell Medicare Supplements?

• 78 Million Baby Boomers currently in our country
  (about 28 of the US population)
• Portfolio diversification
• Easy transition to and from Final Expense
• No Scope of Appointment for Medicare Supplement
  sales
• Six year level compensation

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How Medicare Supplements Work

• Only works with Original Medicare
• Don't need Medicare Supplement policy in
• Medicare Advantage Plan
• Other Medicare plans
• Can go to any doctor, hospital, or provider that
  accepts Medicare

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How Medicare Supplements Work

• People can buy a Medicare Supplement policy
• Within 6 months of enrolling in Part B
• Must be age 65 or older
• If they lose certain kinds of health coverage
• Through no fault of their own
• If they leave MA Plan under certain circumstances
• Whenever the company will sell them one

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These plans are Standardized

• The only difference is rates and service
• United of Omahas (A Mutual of Omaha Company)
  Plan F offers the same benefits as everyone else
  in the market
• United Healthcare allows the insured to move from
  plan to plan without underwriting
• If you your client is on a lower benefit plan and
  they get sick, they can change to higher benefit
  plan with no underwriting!!!

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Unique Features of our carriers

• United Healthcare
• Allows insured to move from plan to plan without
  underwriting
• If you your client is on a lower benefit plan and
  they get sick, they can change to higher benefit
  plan with no underwriting!!!
• United of Omaha (A Mutual of Omaha Company)
• Offers a Guaranteed Issue Plan N
• What does this mean to you? This is unique in the
  marketplace (Nobody does this!! This is the
  Advantage KILLER!)

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Enrollment Rules

• Your client is able to buy a policy at any time
• Best time is during open enrollment period
• Lasts for 6 months
• Starts on first day of the month you are
• Age 65 or older AND
• Enrolled in Medicare Part B
• Once 6-month open enrollment period starts, it
  can't be changed

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Talking Points

• Have you reviewed your current plan?
• Have reviewed your options that come available on
  June 1st?
• You just turned 65 have you looked at your
  options?

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Qualifying a client for United of Omaha

• Yes / No Application
• If the client has had a major health problem in
  the past two years such as a heart attack, stroke
  or caner there are still plans that might accept
  them
• Remember, NO underwriting on their Plan N!!

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Qualifying a client with United Healthcare

• Yes / No Application
• 4 questions
• Do you have ENRD?
• Has surgery been advised but not performed?
• Have you been hospitalized in the past 90 days?

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Talking Points for Medicare Supplement Sales

• Does your client want to ensure that their fixed
  income does not get consumed by medical bills?
• Plan F Offers the most comprehensive coverage
  available for a Medicare Recipient

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Face to Face Sales

• In many cases you can replace your clients
  Medicare Supplement coverage and save them money
• With the money they save you can add additional
  products

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Phone Sales

• Many Medicare Supplement carriers allow phone
  sales
• Quote the Rate
• Qualify the Client
• Take the application over the phone
• Get Paid

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Phone Sale Sample Script

• Hello, may I speak to Mr./Mrs. _______________?
• Mr./Mrs.____________, my name is ______________
  and I work with The Assurance Group. How are you
  doing today? (Wait for response)
• Great!
•  
• As you know, there has been a lot of news about
  the June 1st changes in Medicare and Medicare
  Supplements in the past few months. I am a
  licensed insurance agent in your state and I am
  calling today to see if you have any questions
  about your insurance options, especially the new
  Medicare Supplement plans M and N? (Wait for
  response and if they have a question refer to FAQ
  sheet for proper responses)
•  

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Phone Sale Sample Script (Continued)

• Do you currently have Medicare parts A B?
•  
• (If they have a Medicare Supplement)
• Now Mr./Mrs. _____________ how much are you
  paying each month for that supplement?
• If I could save you money every month on your
  Medicare Supplement and give you the same
  benefits would that be of interest to you? (Wait
  for response)
• Well to see if you qualify, have you had any
  major health problems in the past two years such
  as a heart attack, stroke, cancer or are you a
  diabetic on insulin?
•  
• Has anything else major happened to you?
• Okay Great, well let me see what we can save you
  today (Continue with quote and overview of plan)
•  
• If yes, disqualified
• Unfortunately you dont qualify for a Medicare
  Supplement at this time. However there may be
  some other options available to you. Now Mr./Mrs.
  ______________have you got your life insurance
  needs taken care of as well?

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Application Submission United Healthcare

• Paper Application
• Applications can be found at www.unitedhealthprodu
  cers.com
• Mailing Address
• United Healthcare Insurance Company
• P.O. Box 105331
• Atlanta, GA 30348-9534
• Original must be mailed to United Healthcare

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United Healthcares Website
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Application Submission United of Omaha

• Paper Application
• Address
• United of Omaha
• PO Box 3608
• Omaha, NE 68103
• Applications can be found at
• www.mutualofomaha.com/sales_professionals/
• Fax Application Process
• Fax Number 1-866-799-9076

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United of Omahas Website
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United of Omaha E-App

• Electronic Application Process
• Located in the Sales Tools Section of the
  website

E-App Training video is available on the United
of Omaha Website
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Questions?

• Call Brian Smith
• Director of Medicare Supplement Sales
• 866-224-8450 Ext. 1412