etahu review · 2019-06-24 · page 14 etahu review: june 2017 more bad deals are signed and more...

A Monthly Publication of the Award Winning East Texas Association of Health Underwriters

June 2017

In This Issue 2 Presidentrsquos Report

3 Calendar of Events

4 June SpeakermdashMatt Tibbets

5 Allstate BenefitsmdashWebsite Sponsor

6-7 Certified Self Funding Specialist

8 Health amp Fitness

9 Potpourri

10 Communications

11 Marketing

12 Tax amp Legal

13 Management

14 Negotiating

15 Selling

16 LPRT Qualifiers

17 Triple Crown

18 Employee Health Care Costs

19 Soaring Eagle

20 Save The DatemdashEducation Day

21 Development

22 New Board for 2017-2018

23 Installation of New Officers

24-25 Sponsorships

26 ETAHU Board for 2016-2017

DONT LOSE HEART

LAUGHTER IS THE BEST MEDICINE

A Cheerful Heart doeth Good like a Medicine

Keep the good thoughts

ETAHU Review

Julyrsquos Meeting

July 21 2017 At

Hollytree Country Club Speaker DrsquoAnn Miller

Topic The What amp Why of Transparency

Course 107369 Provider 32408

1 Hour

DONT LOSE HEART


A Cheerful Heart doeth Good like a Medicine 2016-2017 ETAHU

Protecting the Consumerrsquos Future ndash Americarsquos Benefit Specialist

June 2017 Presidentrsquos Message

Our Bylaws have been reviewed and the updates have been sent out to our ETAHU

membership by Cynthia Swanson for approval during the June membership meeting

additionally Cynthia updated our PampPrsquos

Last month we collected for the Canton Tornado Victims Unfortunately the Habitat

for Humanity project scheduled for June was been delayed per Megan Biscomb our

Public Service Chair

Rusty Rice NAHU VP presented our ETHICS class and also swore in our upcoming

officers for 2017-2018 on May 19th his induction is very meaningful and I did not

want Mary Ann Blair our new President to miss the ldquoRusty Effectrdquo

Although our June 16th meeting will not be a CE Class we will have Matt Tibbetts

with Express Employment Professionals present ldquoMillennials in the Workplacerdquo I

believe you will find the information he shares very helpful

Thank you for allowing me to serve as your President

Respectfully submitted

DrsquoAnn

Derella Ann Miller AAI SGS CLTC LPRT

Page 2 ETAHU Review June 2017

ETAHU CALENDAR OF EVENTS 2017

June 2017

June 16 2017 ETAHU Board Meetingmdash1030mdash1130

ETAHUmdash 1130mdash100

LocationmdashHollytree Country Club

Speaker Matt Tibbetts

No CE

June 25-28 2017 NAHU ConventionmdashOrlando FL

July 2017

July 13 2017 Strategic Planning Meetingmdash(Anyone may attend)

530 at Coyote Samrsquos

July 21 2017 ETAHU Board Meetingmdash1030mdash1130



Speaker DrsquoAnn Miller

Course The What and Why of Transparency

Course 107369 Course time 1 hour

Provider 32408

August 2017

August 10-11 2017 Region VImdashLeadership Training

Scottsdale AZ

August 18 2017 ETAHU Board MeetingmdashTBD

Education Day

LocationmdashTBD

Speakers TBD

Courses TBD




i) Page 6 ETAHU Review June 2017


Simple Steps to eating more mindfully

Minimize distractions People who eat while watching TV reading or working lose track and routinely

eat more

Make healthy food visible in the fridge and keep unhealthy food out of sight

Keep a tidy kitchen In a study people ate 44 more snacks in a cluttered kitchen than they did in a

clean one

Healthy snacking (an apple) before shopping leads to healthier purchases

Put food on a plate (even snacks) It increases awareness of portion size

Utilize smaller dishes and glasses One study found people eating 45 more when using larger

plates Experience Life


Around the globe getting behind the wheel is easy impossible or in between

Number of tests a new driver in Mexico City has to pass (until recently) 0

Levels of driversrsquo licenses in North Korea (no private car ownership) 4

Number of days you need to have a learnerrsquos permit in India before taking a rudi-

mentary driving test 30

Age at which a teen can drive unsupervised in South Dakota 14 (WHAT)

Number of questions applicants in China must answer in 45 minutes with 90 cor-

rect and no sample test 100

Number of years a license can be good for in Finland 15

Automobile


Yoursquove made a presentation and yoursquore taking questions A good

strategy for answering questions especially from executives is to

pretend you have 2 or 3 floors 15 seconds or less to answer You

can do it if you concentrate think summary think bottom line get

to the point right now Sometimes of course yoursquoll need a longer

answer But donrsquot confuse thoroughness with wordiness donrsquot

make the mistake of giving a 10-minture answer to a five-second

question unless yoursquore absolutely sure your audience wants it Give

short clear answers and watch your audiencersquos reactions You

may be pleased to see that they appreciate your crisp highly effi-

cient lsquoelevatorrdquo answers One-Minute Tips for Better Communications

0 ETAHU Review June 2017

People see what they want to see experience what they believe theyrsquoll ex-

perience This means that anything and everything a service can do to convey

quality expertise and the ability to perform well will likely enhance client

satisfaction Conveying quality can be critical to satisfaction

The issue for a service provider is not whether their service is so good that

the client should feel satisfied The issue is does your client feel satisfied

and does that feeling persist When it comes to satisfaction the clientrsquos per-

ception is always right And your job is not to deliver a service it is to create satisfaction Make your clients believe theyrsquoll be satisfied and they will be

especially if you do it with passion The Invisible Touch


How are Social Security Benefits calculated They are based on the number of years yoursquove worked the amount you earned each year and your age when you start taking benefits You generally need to work 10 years to qualify The size of your benefit is based on your 25 highest paying years The governmentrsquos Quick Calculator at wwwsocialsecuritygov will give you a rough benefits estimate The Retirement Estimator tool which uses your earnings record offers a more precise figure The maximum benefit for someone retiring at full retirement age in 2017 is $2 687 per month Kiplingerrsquos Personal Finance


A few flaws in interpersonal behavior (often leadership behavior) that we fre-

quently try to rationalize as strengths

Winning too much The need to win at all costs and in all situationsmdashwhen it

matters and when it totally doesnrsquot

Adding too much value The overwhelming desire to add our two cents worth

to every discussion

Passing judgement The need to rate others and impose our standards on

them

Making destructive comments The needless sarcasmscutting remarks that we

think make us sound sharp amp witty

Starting with No But or However The overuse of these negative qualifiers

which secretly say to everyone ldquoIrsquom right Yoursquore wrongrdquo

What Got You Here



More bad deals are signed and more sales are lost be-cause of neediness than because of any other single fac-tor As a negotiator aspiring to excellence you must avoid showing need you must never feel it You do not need this deal Try substituting the word and the emotion lsquowantrsquo for lsquoneedrsquo and the dynamics will change Sure I want the al-liance but I donrsquot need it I want the car but I donrsquot need it It will be their loss not mine if the deal falls through Trained negotiators never show need only want Believe me this different attitude will be instantly perceived by the folks on the other side of the table Confidence and trust go up across the board Control and discipline go up for you

Start With No


There is a difference between a sales objection and a lsquoput-offrsquo itrsquos

important to recognize the difference between the two and employ the

right tactics for each As a rule an objection is honest That is why itrsquos

easier to handle Examples your price may be too high or the product

specs do not fit

The put-off is much more difficult resistance to handle This is be-

cause it is used by the prospect who is either uninterested or distract-

edmdashor does not understand When you are told lsquoLet me think about itrsquo

or lsquoCall me laterrsquo yoursquore being put off You have not gained the atten-

tion you need and you havenrsquot created the desire to hear more Then

you know that therersquos something wrong with your presentation

Sales Tips for Sure-Fire Success


Please give your congratulations to the following LPRT

Qualifiers

DrsquoAnn MillermdashSoaring Eagle

Scott Wardmdashsoaring Eagle

Judith RobinsonmdashEagle

Joe PhifermdashLeading ProducermdashCarrier Rep

Keep up the great work and we would like to see more

of you on this list

See page 19 for information on how you can join this

club





Save The Date

Date Friday August 18 2017

Location To Be Determined

Time To Be Determined

Speakers At this time

Carolyn McNairymdashERISA Compliance amp DOL Enforcement Overview

2 hours CE

Rachel HubermdashTBD

More to Come


When Irsquom afraid to do something that I need to do and I go ahead and

do it anyway it almost always turns out okay We are stronger than our

fears and more competent than our worries The next time you find

yourself worrying step back for a moment and reflect on past worries

Is the worry going to help Arenrsquot you going to do whatever yoursquore wor-

ried about anyway Whatrsquos the point of the worry If you take the time

to reflect on these questions you will probably agree that if you ldquofeel

the fear and do it anywayrdquo all will be well And once you get the hang of

it the worries begin to go away

Donrsquot Worry Make Money


East Texas Association of Health Underwriters Board of Directors

2017 ndash 2018

President Mary Ann Blair 903-939-6403 mblairhbinscom

President Elect Chad Panepinto 469-406-9474 chadpanepintoallstatecom

Treasurer Jeff Sherrod 903-759-2471 jeff_sherroduhccom

Secretary Newsletter

Awards Cynthia Swanson 903-561-8484 Cynthiaswansonhibbshallmarkcom

Professional Development Jennifer Henry 903-581-2400 jhenrysellerspattersoncom

Website Kim Braly 903-581-0077 kbralythrelkeldcom

Public Service Megan Biscomb 903-570-4535 meganfriesen-straincom

TVRadio Relations Craig Smith 903-509-2292 csmitharkassurancecom

Jana McJunkins 903-509-2292 jmcjunkinsarkassiramcecom

Media Publications Brenda Massey 903-561-8484 BrendaMasseyhibbshallmarkcom

Sponsorships Angie Pascual 903-539-4405 Angela_pascual1uhccom

Hospitality Wendy Bratteli 903-581-0077 wbrattelithrelkeldcom

MembershipRetention Rachel Huber 972-246-3849 rhuber1metlifecom

Trustees Beverly Norman 469-222-6055 NormanB1aetnacom

DrsquoAnn Miller 903-343-6647 DannMillerhibbshallmarkcom

Legislation Toni Melton 903-572-4366 tmeltonhigginbothamnet

Immediate Past President DrsquoAnn Miller 903-343-6647 DannMillerhibbshallmarkcom


Installation of Officers

A full-page ad in our 8 time award winning local newsletter the ETAHU Review circulated electronically each month to all 80+ East Texas members amp archived on our website (etahuorg)

5 minutes at the podium to pitch your company

Table in meeting room to display your marketing materials Distribution of your marketing materials to all

meeting attendees

Verbal Recognition at the meeting in meeting agenda distributed to attendees amp on website

The East Texas Association of Health Underwriters (ETAHU)

Invites you to become a Luncheon Sponsor

Contact Angie Pascual ETAHU Sponsorship Chair to sign up

Email angela_pascual1uhccom


East Texas Association of Health Underwriters

LUNCHEON SPONSOR

Name ______________________________ Company Name ____________________________

Address ______________________________________________________________________

City ____________________________ State _______________ Zip _____________________

E-mail ________________________________________________________________________

Please provide a copy of the information you want on our website and I our newsletter

AMOUNT DUE $12500

Method of Payment _______Check Enclosed (Payable to ETAHU)

_______ Credit Card Charge my credit card in the amount of $________

(Circle one) MasterCard Visa American Express Discover

Cardholder Name _________________________________________________________

Card number __________________________________________________________

VAL Code (3-4 digit code on card) ______________ Exp Date _______________________

I authorize ETAHU to charge my credit card in the above amount I understand that my

Billing statement will read ldquoEast Texas Health Underwriterrsquosrdquo

Signature _________________________________________________________________

YOU MAY REQUEST A CHANGE WITHIN 30 DAYS OF THE MEETING

NO REFUNDS WILL BE ISSUED YOU MAY RESCHEDULE

Please mail this form with payment to

ETAHU

PO Box 133214

Tyler TX 75713-3214

Or e-mail to Jeff Sherrod ETAHU Treasurer at jeff_sherroduhccom

If you have any questions please contact

Angie Pascual ETAHUrsquos Sponsorship Chair at angela_pascual1uhccom

Or call 936-637-3444


East Texas Association

of Health Underwriters 2016-2017

President DrsquoAnn Miller 903-343-6647 DannMillerhibbshallmarkcom

President Elect Mary Ann Blair 903-939-6403 mblairhbinscom

Treasurer Past President Jeff Sherrod 903-759-2471 jeff_sherroduhccom

Secretary Newsletter Past President Cynthia Swanson 903-561-8484 Cynthiaswansonhibbshallmarkcom

Professional Development Jennifer Henry 903-581-2400 Jhenrysellerspattersoncom

Website Trustee Past President Kim Braly 903-581-0077 kbralythrelkeldcom

Public Service Megan Biscomb 903570-4535 meganriesen-straincom

TV Radio Relations Craig Smith 903-509-2292 csmitharkassurancecom

Jana McJunkins 903-509-2292 jmcjunkinsarkassurancecom



Hospitality

Membership Retention Chad Panepinto 469-406-9474 chadpanepintoallstatecom

Andy Schoppert 469-525-0865 AndySalwayscarebenefitscom

Trustee Beverly Norman 469-222-6055 NormanB1aetnacom


Immediate Past President Judith Robinson 903-710-2791 jrobinsoncfgtexascom


DONT LOSE HEART


A Cheerful Heart doeth Good like a Medicine 2016-2017 ETAHU

Protecting the Consumerrsquos Future ndash Americarsquos Benefit Specialist

June 2017 Presidentrsquos Message

Our Bylaws have been reviewed and the updates have been sent out to our ETAHU

membership by Cynthia Swanson for approval during the June membership meeting

additionally Cynthia updated our PampPrsquos

Last month we collected for the Canton Tornado Victims Unfortunately the Habitat

for Humanity project scheduled for June was been delayed per Megan Biscomb our

Public Service Chair

Rusty Rice NAHU VP presented our ETHICS class and also swore in our upcoming

officers for 2017-2018 on May 19th his induction is very meaningful and I did not

want Mary Ann Blair our new President to miss the ldquoRusty Effectrdquo

Although our June 16th meeting will not be a CE Class we will have Matt Tibbetts

with Express Employment Professionals present ldquoMillennials in the Workplacerdquo I

believe you will find the information he shares very helpful

Thank you for allowing me to serve as your President

Respectfully submitted

DrsquoAnn

Derella Ann Miller AAI SGS CLTC LPRT

ETAHU Review June 2017


June 2017





No CE


July 2017









Provider 32408

August 2017


Scottsdale AZ


Education Day

LocationmdashTBD

Speakers TBD

Courses TBD








eat more



clean one















Automobile































to every discussion


them





What Got You Here




Start With No






specs do not fit










Qualifiers






of you on this list


club





Save The Date






2 hours CE


More to Come














2017 ndash 2018
























meeting attendees








LUNCHEON SPONSOR


Address ______________________________________________________________________

City ____________________________ State _______________ Zip _____________________

E-mail ________________________________________________________________________


AMOUNT DUE $12500




Cardholder Name _________________________________________________________

Card number __________________________________________________________




Signature _________________________________________________________________




ETAHU

PO Box 133214

Tyler TX 75713-3214




Or call 936-637-3444















Hospitality








June 2017





No CE


July 2017









Provider 32408

August 2017


Scottsdale AZ


Education Day

LocationmdashTBD

Speakers TBD

Courses TBD








eat more



clean one















Automobile































to every discussion


them





What Got You Here




Start With No






specs do not fit










Qualifiers






of you on this list


club





Save The Date






2 hours CE


More to Come














2017 ndash 2018
























meeting attendees








LUNCHEON SPONSOR


Address ______________________________________________________________________

City ____________________________ State _______________ Zip _____________________

E-mail ________________________________________________________________________


AMOUNT DUE $12500




Cardholder Name _________________________________________________________

Card number __________________________________________________________




Signature _________________________________________________________________




ETAHU

PO Box 133214

Tyler TX 75713-3214




Or call 936-637-3444















Hospitality













eat more



clean one















Automobile































to every discussion


them





What Got You Here




Start With No






specs do not fit










Qualifiers






of you on this list


club





Save The Date






2 hours CE


More to Come














2017 ndash 2018
























meeting attendees








LUNCHEON SPONSOR


Address ______________________________________________________________________

City ____________________________ State _______________ Zip _____________________

E-mail ________________________________________________________________________


AMOUNT DUE $12500




Cardholder Name _________________________________________________________

Card number __________________________________________________________




Signature _________________________________________________________________




ETAHU

PO Box 133214

Tyler TX 75713-3214




Or call 936-637-3444















Hospitality







i) ETAHU Review June 2017




eat more



clean one















Automobile































to every discussion


them





What Got You Here




Start With No






specs do not fit










Qualifiers






of you on this list


club





Save The Date






2 hours CE


More to Come














2017 ndash 2018
























meeting attendees








LUNCHEON SPONSOR


Address ______________________________________________________________________

City ____________________________ State _______________ Zip _____________________

E-mail ________________________________________________________________________


AMOUNT DUE $12500




Cardholder Name _________________________________________________________

Card number __________________________________________________________




Signature _________________________________________________________________




ETAHU

PO Box 133214

Tyler TX 75713-3214




Or call 936-637-3444















Hospitality










eat more



clean one















Automobile































to every discussion


them





What Got You Here




Start With No






specs do not fit










Qualifiers






of you on this list


club





Save The Date






2 hours CE


More to Come














2017 ndash 2018
























meeting attendees








LUNCHEON SPONSOR


Address ______________________________________________________________________

City ____________________________ State _______________ Zip _____________________

E-mail ________________________________________________________________________


AMOUNT DUE $12500




Cardholder Name _________________________________________________________

Card number __________________________________________________________




Signature _________________________________________________________________




ETAHU

PO Box 133214

Tyler TX 75713-3214




Or call 936-637-3444















Hospitality
















Automobile































to every discussion


them





What Got You Here




Start With No






specs do not fit










Qualifiers






of you on this list


club





Save The Date






2 hours CE


More to Come














2017 ndash 2018
























meeting attendees








LUNCHEON SPONSOR


Address ______________________________________________________________________

City ____________________________ State _______________ Zip _____________________

E-mail ________________________________________________________________________


AMOUNT DUE $12500




Cardholder Name _________________________________________________________

Card number __________________________________________________________




Signature _________________________________________________________________




ETAHU

PO Box 133214

Tyler TX 75713-3214




Or call 936-637-3444















Hospitality




































to every discussion


them





What Got You Here




Start With No






specs do not fit










Qualifiers






of you on this list


club





Save The Date






2 hours CE


More to Come














2017 ndash 2018
























meeting attendees








LUNCHEON SPONSOR


Address ______________________________________________________________________

City ____________________________ State _______________ Zip _____________________

E-mail ________________________________________________________________________


AMOUNT DUE $12500




Cardholder Name _________________________________________________________

Card number __________________________________________________________




Signature _________________________________________________________________




ETAHU

PO Box 133214

Tyler TX 75713-3214




Or call 936-637-3444















Hospitality









Start With No






specs do not fit










Qualifiers






of you on this list


club





Save The Date






2 hours CE


More to Come














2017 ndash 2018
























meeting attendees








LUNCHEON SPONSOR


Address ______________________________________________________________________

City ____________________________ State _______________ Zip _____________________

E-mail ________________________________________________________________________


AMOUNT DUE $12500




Cardholder Name _________________________________________________________

Card number __________________________________________________________




Signature _________________________________________________________________




ETAHU

PO Box 133214

Tyler TX 75713-3214




Or call 936-637-3444















Hospitality












specs do not fit










Qualifiers






of you on this list


club





Save The Date






2 hours CE


More to Come














2017 ndash 2018
























meeting attendees








LUNCHEON SPONSOR


Address ______________________________________________________________________

City ____________________________ State _______________ Zip _____________________

E-mail ________________________________________________________________________


AMOUNT DUE $12500




Cardholder Name _________________________________________________________

Card number __________________________________________________________




Signature _________________________________________________________________




ETAHU

PO Box 133214

Tyler TX 75713-3214




Or call 936-637-3444















Hospitality









Qualifiers






of you on this list


club





Save The Date






2 hours CE


More to Come














2017 ndash 2018
























meeting attendees








LUNCHEON SPONSOR


Address ______________________________________________________________________

City ____________________________ State _______________ Zip _____________________

E-mail ________________________________________________________________________


AMOUNT DUE $12500




Cardholder Name _________________________________________________________

Card number __________________________________________________________




Signature _________________________________________________________________




ETAHU

PO Box 133214

Tyler TX 75713-3214




Or call 936-637-3444















Hospitality











Save The Date






2 hours CE


More to Come














2017 ndash 2018
























meeting attendees








LUNCHEON SPONSOR


Address ______________________________________________________________________

City ____________________________ State _______________ Zip _____________________

E-mail ________________________________________________________________________


AMOUNT DUE $12500




Cardholder Name _________________________________________________________

Card number __________________________________________________________




Signature _________________________________________________________________




ETAHU

PO Box 133214

Tyler TX 75713-3214




Or call 936-637-3444















Hospitality




















2017 ndash 2018
























meeting attendees








LUNCHEON SPONSOR


Address ______________________________________________________________________

City ____________________________ State _______________ Zip _____________________

E-mail ________________________________________________________________________


AMOUNT DUE $12500




Cardholder Name _________________________________________________________

Card number __________________________________________________________




Signature _________________________________________________________________




ETAHU

PO Box 133214

Tyler TX 75713-3214




Or call 936-637-3444















Hospitality












meeting attendees








LUNCHEON SPONSOR


Address ______________________________________________________________________

City ____________________________ State _______________ Zip _____________________

E-mail ________________________________________________________________________


AMOUNT DUE $12500




Cardholder Name _________________________________________________________

Card number __________________________________________________________




Signature _________________________________________________________________




ETAHU

PO Box 133214

Tyler TX 75713-3214




Or call 936-637-3444















Hospitality








LUNCHEON SPONSOR


Address ______________________________________________________________________

City ____________________________ State _______________ Zip _____________________

E-mail ________________________________________________________________________


AMOUNT DUE $12500




Cardholder Name _________________________________________________________

Card number __________________________________________________________




Signature _________________________________________________________________




ETAHU

PO Box 133214

Tyler TX 75713-3214




Or call 936-637-3444















Hospitality




















Hospitality







etahu review · 2019-06-24 · page 14 etahu review: june 2017 more bad deals are signed and more...

Documents