How to Pitch Medicare Supplements

1. How to Pitch Medicare Supplements

2. 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

3. 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

4. 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

5. These plans are Standardized The only difference is rates and service United of Omaha�s (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!!!

6. 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!�)

7. 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

8. 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?

9. 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!!

10. 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?

11. 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

12. Face to Face Sales In many cases you can replace your client�s Medicare Supplement coverage and save them money With the money they save you can add additional products

13. Phone Sales Many Medicare Supplement carriers allow phone sales Quote the Rate Qualify the Client Take the application over the phone Get Paid

14. 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) �

15. 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 don�t 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?

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

17. United Healthcare�s Website

18. 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

19. United of Omaha�s Website

20. United of Omaha E-App Electronic Application Process Located in the �Sales Tools� Section of the website

21. Questions? Call Brian Smith Director of Medicare Supplement Sales 866-224-8450 Ext. 1412