twice as simple to sell

For Agent Use Only

Twice as Simple to Sell

S2-6047

For Agent Use Only

Agenda

• MedAmerica Company Review

• The Simplicity Advantage • Product Details

• Value Pricing and Rating software

• Multi Life

• Website

• Administration

• CREDIT for CA$H

For Agent Use Only

• 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

For Agent Use Only

• No History of Rate Increases

• 50 Years Combined Actuarial Experience +

• Millimam Consulting from Inception

For Agent Use Only

Consistent Ratings

• 10 consecutive years MedAmerica has an A.M. Best’s rating of A- “Excellent” and an A- “Strong” rating by S&P

For Agent Use Only

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

For Agent Use Only

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”

For Agent Use Only

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..

For Agent Use Only

Why Cash?

• Provides maximum flexibility for funding care

• “Care Choice” not “Managed Care”• Best option for the future• Pre-paid Monthly Cash Benefit

For Agent Use Only

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

For Agent Use Only

Why Cash?

• “All Wheel Drive” for the changing terrain of LTC – Guaranteed Benefits

• Covers New Treatments, Technology for Prolonging Independence

For Agent Use Only

The Claims Process Simplified

For Agent Use Only

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

For Agent Use Only

INTRODUCING

The Improved Simplicity

For Agent Use Only

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

For Agent Use Only

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!

For Agent Use Only

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

For Agent Use Only

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


a. 3,000 c. 6,000

b. 4,500 d. 7,500


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

For Agent Use Only

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

For Agent Use Only

New Rate Classes

• Preferred – 10% Discount

• Standard

For Agent Use Only

Discounts

Care Partner Discount*

• 20% Savings if One Purchases

• 40% Savings if Both Purchase and are Accepted

* Varies by State

For Agent Use Only

Discounts

• 10% Preferred Health Discount

• 10% Affiliation or Employer Program Discount

For Agent Use Only

Inflation Options

• None• 5% Simple• 5% Compound 2X Max• 5% Compound No Max• 3% Compound No Max

(Partnership Ready)

For Agent Use Only

Elimination Periods

• Calendar Day Vs. Service Day

• 30, 60,90 or 180 Calendar Days

For Agent Use Only

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

For Agent Use Only

Simplicityii Rate/Proposal Software Program

For Agent Use Only

For Agent Use Only

Available in a pdf. to download from our software.

For Agent Use Only

How to Design Simplicityii

For Maximum Value

For Agent Use Only

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.

For Agent Use Only

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

For Agent Use Only

Good Things to Know

Shared Care Rider

$200,000 $300,000 $500,000 $1million

+21 +17 % +7 % 4 %

For Agent Use Only

Good Things to Know

Higher Cash Benefit Accounts

Price point advantage with:– 3% Compound No Max– 5% Compound 2x

For Agent Use Only

Multi-Life Programs

Easy to sell, easy to use

For Agent Use Only

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”

For Agent Use Only

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

For Agent Use Only

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

For Agent Use Only

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

For Agent Use Only

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

For Agent Use Only

• Special Care Partner rates, plus 10% discount

• Minimum participation: 10 EE’s pass 4 questions

• Best World-wide Coverage (100%)

Employer Program

For Agent Use Only


• 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

For Agent Use Only

Welcome to MedAmerica’s Agent Web Site

Everything you need in one, simple source

S2-6048-A

For Agent Use Only

Contracted Agent LoginClick first button

For Agent Use Only

Contracted Agent LoginUse your existing Username and Password to login

For Agent Use Only

First Time Users

For Agent Use Only

• Simple navigation

• Button link to Credit for Cash

Agent Home Page

For Agent Use Only

Agent Home PageAgent Home PageNews – Regulatory, Product and MedAmerica news at a

glance

For Agent Use Only

Streaming Video on the Future of LTC & the Power of Cash

For Agent Use Only

Order, View or Print Supplies for Your Appointed States

For Agent Use Only

Narrated Tutorial Learn about MedAmerica’s Marketing Materials

For Agent Use Only

My Business Application Tracking

For Agent Use Only

My Business Commissions

For Agent Use OnlyFor Agent Use Only

S2-6049-01

Partners In Underwriting

For Agent Use Only

• 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

For Agent Use Only

New Producer Pre-Qualification Worksheet

For Agent Use Only

Submit YOUR Clients MU Hotline Report with Application

+

For Agent Use Only

• 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

For Agent Use Only

• 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

For Agent Use Only

IndividualApplication Guide

For Agent Use Only

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

For Agent Use Only

Application Page 1

Section I: Applicant Information

Sample - For Illustration Only, Forms May Vary By State

For Agent Use Only

Section I: Applicant Information

Age: on Date Signed (NO Save Age)


For Agent Use Only

Step 2: Choose One Cash Benefit AccountStep 3: Choose One Monthly Cash Benefit

Section II: Policy Benefit Selection (Complete All 7 Steps)


For Agent Use Only

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.


For Agent Use Only

Section IV: Premium Payment Information(Complete All 7 Steps)


If Credit Card, Do NOT Submit Conditional CheckCredit Card charged date policy issued.

For Agent Use Only

Section V: Insurability Profile


Underwriting HOTLINE telephone number available on the application.

For Agent Use Only Sample - For Illustration Only, Forms May Vary By State

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

For Agent Use Only

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


Lapse Designee - Not Agent, Unless Agent is also a Relative

For Agent Use Only

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


For Agent Use Only

Let YOUR client know what to expect next

MU Process in the back ofthe application booklet

For Agent Use Only

CREDIT for CA$HAgent Incentive Program

For Agent Use Only

A great opportunity to communicate with clients & prospects about the importance of planning.

MedAmerica is an Official Supporter of

S2-6040-LTCAM

For Agent Use Only

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.

For Agent Use Only


twice as simple to sell

Documents