Download - Twice as Simple to Sell
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Twice as Simple to Sell
S2-6047
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Agenda
• MedAmerica Company Review
• The Simplicity Advantage • Product Details
• Value Pricing and Rating software
• Multi Life
• Website
• Administration
• CREDIT for CA$H
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• 20 Years Insurer of LTC
• Not a Financial Services Supermarket
• Integral business of The Lifetime Healthcare Company - $5 billion health insurer with over 65 Years Experience
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• No History of Rate Increases
• 50 Years Combined Actuarial Experience +
• Millimam Consulting from Inception
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Consistent Ratings
• 10 consecutive years MedAmerica has an A.M. Best’s rating of A- “Excellent” and an A- “Strong” rating by S&P
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Innovative Industry Leader
• 1996 First to Introduce Shared Care• 2004 First to Respond to the
NEW Consumer:• True Cash • Simplified Contract Language• Pre-paid Benefits• Relevant Product Now and in the Future• 100% WorldWide Coverage
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Target: Baby Boomers
• The New LTC Market• 79 Million, Educated, Planning for
Retirement• Desire to be Independent• Cash for Lifestyle Assurance should
“Life Change on a Dime”
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Old Designs vs. Cash
• What a 100% Reimbursement policy offers clients:
• Receive the right services, at the right expense, from the right provider for the right number of days, send in the bills, and, if approved, possibly get 100%.
• What Simplicity offers: • If eligible, get 100% of your cash- every month - in
advance..
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Why Cash?
• Provides maximum flexibility for funding care
• “Care Choice” not “Managed Care”• Best option for the future• Pre-paid Monthly Cash Benefit
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Why Cash?
• No proof of service or receipts! • Simply ask for a check!• You are not put in the position to
explain why expenses are not covered
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Why Cash?
• “All Wheel Drive” for the changing terrain of LTC – Guaranteed Benefits
• Covers New Treatments, Technology for Prolonging Independence
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The Claims Process Simplified
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Simplicity Stands Tall Among the Competition
The highest-rated LTCi product on the market 92*
Prudential Cash 76 Allianz Generation Protector 63MetLife Ideal 2 72John Hancock Leading Edge 57Custom Care Two 65
*SellingLTC.com
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INTRODUCING
The Improved Simplicity
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Here Comes Simplicityii
TX
NM
CA*
AZ
NV
IDOR
WA MTND
SD
LA
OK
KS MO
MN
AR
ALGA
FL
SC
NC
VAKY
TN
WV
OH
MD
DENJ
PA
NY
CTRI
MA
ME
VTNH
WI
MI
INIL
WY
UT CO
IANE
MS
AK
HI
*CareDirections Simplicity product available in CA
Simplicityii available
Simplicityii product
pending approval
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Cash Benefit Account
• Cash Benefit Account (face amount)$100,000, $200,000, $300,000,
$500,000 and $1 million• Easy to Explain • Builds with Inflation Option • No Durations, No Complicated Formula!
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Monthly Cash Benefit
• The amount that will be paid in a single month.• Pre-Paid, no proof required• Specific Monthly Cash Benefit options for each
Cash Benefit Account chosen at the time of application.
• Use for HHC or FC• “Rightsized” based on industry experience
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Monthly Cash BenefitCash Benefit Account
(Choose One)Monthly Cash Benefit
$100,0002 Options: a or b
a. 1,500
b. 3,000
$200,0004 Options: a, b, c or d
a. 1,500 c. 4,500
b. 3,000 d. 6,000
$300,0004 Options: a, b, c or d
a. 3,000 c. 6,000
b. 4,500 d. 7,500
$500,0004 Options: a, b, c or d
a. 4,500 c. 7,500
b. 6,000 d. 9,000
$1,000,0004 Options: a, b, c or d
a. 6,000 c. 9,000
b. 7,500 d. 12,000
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Enhanced Facility Benefit
• Option increases Monthly Cash Benefit for Facility Care
• 33% increase in benefit for 10% premium increase
• Available on all Cash Benefit Accounts
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New Rate Classes
• Preferred – 10% Discount
• Standard
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Discounts
Care Partner Discount*
• 20% Savings if One Purchases
• 40% Savings if Both Purchase and are Accepted
* Varies by State
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Discounts
• 10% Preferred Health Discount
• 10% Affiliation or Employer Program Discount
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Inflation Options
• None• 5% Simple• 5% Compound 2X Max• 5% Compound No Max• 3% Compound No Max
(Partnership Ready)
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Elimination Periods
• Calendar Day Vs. Service Day
• 30, 60,90 or 180 Calendar Days
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MedAmerica’s National HHC Cost Data
• Conducted by CareScout exclusively for MedAmerica
• A Major Software Enhancement• Turn the Sale Around and approach
clients with what they desire – REMAIN at HOME
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Simplicityii Rate/Proposal Software Program
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Available in a pdf. to download from our software.
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How to Design Simplicityii
For Maximum Value
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Simplicityii Value Design
No Contest
Client TypeAge 50 Couple interested in ways they can protect 401k savings should one get sick before their retirement plan is complete.
Typical Agent Request
$150 per day, 100% Home Care, 5 yr duration, 5% Compound Inflation Protection, 90 day elimination, Standard rate class, life pay.
New Simplicityii
Translation
$500,000 Initial Cash Benefit Amount (CBA) $4500 Monthly Benefit Amount (MBA), 3% Compound Inflation, 100% Home Care.
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Simplicityii Value Design
No Contest
Simplicityii DesignTraditional
Reimbursement
Value of Benefit at age 50
$500,000 $270,000
BenefitAge 65 - $779,000Age 74 - $1,016,000Age 84 - $1,365,953
Age 65 - $561,000Age 74 - $870,540Age 84 - $1,418,000
Premium $1,636.00 each $1,597.00 each
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Good Things to Know
Shared Care Rider
$200,000 $300,000 $500,000 $1million
+21 +17 % +7 % 4 %
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Good Things to Know
Higher Cash Benefit Accounts
Price point advantage with:– 3% Compound No Max– 5% Compound 2x
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Multi-Life Programs
Easy to sell, easy to use
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Why Multi-Life
• Fastest growing segment of the LTCI Market
• Call on one to sell many vs. many to sell one
• Work during the business day on “your hours”
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Why Multi-Life
• Turn an emotional sale into a logical Business to Business sale
• Utilize tax advantages to your advantage
• Two Multi- Life Opportunities: Affiliation and Employer Program
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What is an Affiliation?
Association• Constitution and/or
By Laws• Member Based vs.
Customer Based• Minimum of 5 members
in Association• Minimum 1 member
purchasing coverage
Employer• Minimum 1 employee
purchasing coverage• Minimum 5 employees
in Group
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Affiliation Program
• Discounts: 10% All Eligibles– Preferred Health -10%– Care Partner Premium Reduction: 40% if both; 20% if one– No Discount cap
• No limits on Plan Design• No defined open enrollment period• Minimum participation: 1
Note: Discounts may vary by state
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Employer Program
• Simplified Underwriting: During open enrollment
• Actively-at-work employees• Actively-at-work spouses (30+hours/week)• Age 71 or younger• Website Enrollment – a MedAmerica 1st
• Increase Commissions
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• Special Care Partner rates, plus 10% discount
• Minimum participation: 10 EE’s pass 4 questions
• Best World-wide Coverage (100%)
Employer Program
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Twice as Simple to Sell
• Everybody Understands & Needs CASH!• New Face Amount Concept• Targeted to Baby Boomers - Relevant Today• Speed App – 4 Questions!• Robust Multi-Life Program - Enhanced
Employer Program
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Welcome to MedAmerica’s Agent Web Site
Everything you need in one, simple source
S2-6048-A
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Contracted Agent LoginClick first button
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Contracted Agent LoginUse your existing Username and Password to login
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First Time Users
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• Simple navigation
• Button link to Credit for Cash
Agent Home Page
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Agent Home PageAgent Home PageNews – Regulatory, Product and MedAmerica news at a
glance
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Streaming Video on the Future of LTC & the Power of Cash
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Order, View or Print Supplies for Your Appointed States
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Narrated Tutorial Learn about MedAmerica’s Marketing Materials
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My Business Application Tracking
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My Business Commissions
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S2-6049-01
Partners In Underwriting
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• The New Worksheet is YOUR tool with all the right questions to ask your clients (do not submit to us).
• Call the Pre-Qualification Hotline with client’s complete medical history - 1-877-233-5435
• Underwriting will provide you with a call ID to list on the application.
• Underwriting will fax you a confirmation MU Hotline report
• Attach MU Hotline report to application and submit.
New Pre-Qualification Process
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New Producer Pre-Qualification Worksheet
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Submit YOUR Clients MU Hotline Report with Application
+
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• Agents that Partner with Underwriting through utilization of our new program, will receive a courtesy call from an underwriter if the applicant is uninsurable and can request to WITHDRAW!
• What this means to YOU?– No denial for YOU
– No denial for YOUR client (can apply with another carrier)
– Increased Placement Rate for YOU
– Increased Confidence
– More Business Submitted
Improved ProcessesWithdraw vs. Deny
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• MU Hotline Number: 1-877-233-5435
• Hours of Operation: – Monday thru Wednesday 8:30am – 7:00pm
EST– Thursday 10:00am – 7:00pm EST– Friday 8:30am – 6:00pm EST
Important Pre-Qualification Information
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IndividualApplication Guide
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State Specific Application
ALL Same State, where:• Agent is Appointed, and• App Matches State of Residence or
Work, and• App Signed, and • Policy Delivered
• ALL In Same State• One App per Person• Complete ALL Suitability forms if
required
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Application Page 1
Section I: Applicant Information
Sample - For Illustration Only, Forms May Vary By State
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Section I: Applicant Information
Age: on Date Signed (NO Save Age)
Sample - For Illustration Only, Forms May Vary By State
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Step 2: Choose One Cash Benefit AccountStep 3: Choose One Monthly Cash Benefit
Section II: Policy Benefit Selection (Complete All 7 Steps)
Sample - For Illustration Only, Forms May Vary By State
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Section II: Policy Benefit Selection (Complete All 7 Steps)
Applicant MUST Initial Here: I understand that by choosing this Rider, I am limiting my coverage......I may not have coverage for all the types of LTC services I might require.
Sample - For Illustration Only, Forms May Vary By State
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Section IV: Premium Payment Information(Complete All 7 Steps)
Sample - For Illustration Only, Forms May Vary By State
If Credit Card, Do NOT Submit Conditional CheckCredit Card charged date policy issued.
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Section V: Insurability Profile
Sample - For Illustration Only, Forms May Vary By State
Underwriting HOTLINE telephone number available on the application.
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SM
Application Page 5 Section V: Insurability Profile
SPEEDApp:• Applicants Age 18-71• $100k or $200k CBA Only
SPEEDApp: • Complete ALL Sections, • Until Eligible to STOP
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Application Page 8 Section VII: Signatures and AuthorizationMust Match: State Specific App and State State of Residence or Work AND State Where App Signed AND Policy Delivered
Sample - For Illustration Only, Forms May Vary By State
Lapse Designee - Not Agent, Unless Agent is also a Relative
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Care Partner Statement
Included in Application Booklet
Must:Satisfy All Requirements
Required for:• Widowed w/Care Partner• Single w/Care Partner• Same or Opposite Sex
Eligible for:• Care Partner Premium• Shared Riders
Sample - For Illustration Only, Forms May Vary By State
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Let YOUR client know what to expect next
MU Process in the back ofthe application booklet
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For Agent Use Only
CREDIT for CA$HAgent Incentive Program
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A great opportunity to communicate with clients & prospects about the importance of planning.
MedAmerica is an Official Supporter of
S2-6040-LTCAM
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MedAmerica Supports LTC Awareness Month With:
• Series of bulletins direct to your e-mail every Tuesday & Wednesday through Oct. & Nov.
• Ads in Agent’s Sales Journal & Kiplinger’s
• Press release to the mass media to raise awareness
• Web pop up linking you to AALTCI’s Web site to download FREE marketing materials
• Double CREDIT for CA$H points for MedAmerica business submitted 11/1/08-11/30/08 and placed.
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For Agent Use Only
Twice as Simple to Sell