NOTE TO PRESENTER: This presentation is designed to serve as your guide when presenting to agents. Not all initiatives may apply to you, and you may prefer to change the order that you present the topics--Please feel free to customize this presentation to make it work for you and your audience.
Advantage Agent is back and better than before . One year ago, Assurant Health introduced Advantage Agent as the foundation for making it easier for you to do business with us. Building on that foundation, we continue to put Agents first -- Advantage Agent ’07 brings you expanded options for growing your business. Now you can continue to successfully grow your business by taking advantage of advanced sales tools and new supplemental health insurance options from Assurant Health. These enhancements were made with you and your business needs in mind. It’s an exciting time to be an agent selling Assurant Health products. With Assurant Health, you stay ahead of the competition by offering your clients: 24- and 36-Month Rate Guarantees Flexible Individual Medical Plans with New Supplemental Products Express Underwriting – shortest underwriting process in the industry New IM Proposal Software with Express Underwriting And more! Sit back and learn for yourself and learn why Advantage Agent works to your advantage. <NOTE TO PRESENTER> You probably have many personal stories of how past Advantage Agent initiatives created positive results for an agent in your area. By all means, feel free to incorporate such success stories into your opening remarks…they add credibility to the rest of the day! SUGGESTION: Invite an agent to participate in your meeting, telling his/her story in person!
I’d like to close this meeting by focusing on Assurant Health’s relationship with you. At Assurant Health, we recognize that agents . . . YOU . . . are our first customer. Not first and only. Not first and final. But, first . . . as the vital link to the consumer. We have set a new course for Assurant Health . . . a course that is significantly changing our culture and our operation. It’s affecting every system and process of our business operation; and it is impacting every employee’s behavior. I want to emphasize that this is much more than a program or an initiative. Agents First has become part of the company’s governance structure – beginning at the highest level of the organization. . Let me give you some basic tenets of our new course . . .
First, we recognize that, without you, we would not exist. More than 90% of our business comes to Assurant Health through agents like yourself. And, this will not change in the foreseeable future. We value the role you play in turning your clients into Assurant Health policyholders. To your clients you are a knowledgeable, trusted advisor; most often, they select the company and policy you recommend. We know that you represent other insurance carriers. We appreciate the fact that you represent us. And we realize that we have to earn your trust and maintain your confidence.
There are a number of new initiatives we’ll be focusing on today. New Supplemental Products Tools to Help You Sell Individual Medical Product Updates Question and Answers
Supplemental products can be added to an individual medical sale. These products: Create additional revenue opportunities for you, the agent We made it easy for agents and for your clients You just complete One Convenient Application for IM and the supplemental product Your clients enjoys the convenience of Consolidated Billing for IM and the supplemental product We expect them to be highly popular: Why? Because these are products that agents and clients have been asking for. <Note to presenter: Describe that supplemental products are not to be sold as stand-alone products; however if after 30 days, a client chooses to discontinue their IM coverage, they can retain their supplemental policy.>
Life Insurance is a new optional benefit available as an add-on to Individual Medical coverage. When you sell Medical and Life, you get increased commission on both! With affordable premiums, you’ll find it to be a popular add-on to the CoreMed, MaxPlan and OneDeductible plans. Note that this optional benefit is not an “imported product” – The life insurance is an Assurant Health product, fully underwritten by Time Insurance Company.
As you’ll see, this example includes a 5-point increase* in commission for selling both life and IM In this case, that means an additional $238 — an increase in total compensation of 21%! <Note to Presenter> Feel free to customize this slide to show an example that best applies to your intended audience. Note: In a few slides we’ll be talking about Dental and Hospital Indemnity. If an agent sells an IM policy plus the Life, Dental and Hospital Indemnity, the increased commission “bump” applies to the Life and the IM, but not to the Dental and Hospital Indemnity.
Life Insurance is available on new business only and must be sold in conjunction with an individual medical plan. Key client features of Life Insurance include: Coverage for primary insured, spouse and dependents Spouse-only coverage is now available! That’s new! Life insurance comes with a wide variety of face amounts for the Primary insured or the spouse: $50,000, $75,000, $100,000, $150,000 and $200,000.* Dependent face values: Age 2 months to 1 year: $2,000; Age 1-18 years: $10,000 and $25,000* Life Insurance is currently available in AK, AL, AR, AZ, CA, CO, DC, DE, IA, ID, IL, IN, KY, LA, MD, MI, MO, MS, MT, ND, NE, NH, NM, OK, OR, PA, SC, SD, TX, VA, WI, WV and WY. * In ID, KY, MT, NH, OK and OR, the $150,000 and $200,000 face values are not available for primary or spouse. The $25,000 face value is not available for dependents.
Coverage is available for persons up to age 64 The plan includes a “living benefit”—unlike many life plans, it can provide a benefit for the insured’s family AND for the Insured. The accelerated benefit, equal to 50% of the face amount of the policy, is paid if a covered person is diagnosed with a terminal illness and has a life expectancy of 12 months or less
By adding Life Insurance to the health plan, both you and your clients save time with complete coverage from one reliable source! One simple application for both health and life coverage No additional underwriting No paramed exam required—even at the highest face amounts The convenience of consolidated billing
You can now give your clients the added protection of Dental Insurance—and the process is simple for all involved Key agent features EASY quoting and submission –Adding Dental to IM is a breeze using IM Proposal Software or EASE–Just click a box! NO additional underwriting – It couldn’t be easier: When your client’s IM policy is issued, the Dental policy is automatically issued, too. Underwritten by Time Insurance Company – not an “imported” product, Dental insurance is fully underwritten by Time Insurance Company. Added commissions—same as medical – You’ll earn the same commission percentage on the Dental premium that you earn on the Medical plan premium.
You can now give your clients the added protection of Dental Insurance—and the process is simple for all involved Key client features One-stop shopping: Clients prefer the convenience of protecting their family’s dental health at the same time they’re protecting their overall health. Cash benefits paid directly to clients or, if your client prefers the convenience, we can send payments directly to their providers. Quick and Easy Approval – No additional steps are required. Flexible Coverage – Your clients can choose any dentist. Fast Claims – The claim form is just one page. Claims are typically settled within two days of receipt of valid claim. Convenient Billing – Clients can receive a single, convenient bill for both their IM and their Dental coverage. Portable – Dental is designed to be sold as an add-on to an IM sale; however, if clients choose to discontinue their IM coverage in the future, they can retain their Dental coverage. Guaranteed Renewable for Life – It can’t be cancelled because of the amount of claims your clients file or the amount of benefits they receive.
Plan pays immediate benefits (such as Wellness) Certain benefits are pro-rated (for example, Major Dental benefits are limited to 20% of the listed benefit during the 1 st year, 50% of the listed benefit during the 2 nd Year.) As you’ll see, the plan include benefits for Dental Wellness Services (Example: exams and x-rays) Basic Dental Benefits (Example: . anesthesia and fillings) Major Dental Benefits (Example: inlays and crowns) Temporomandibular Joint (TMJ) Services Note: Dental premiums are for each person covered, i.e. plan covers 3 kids = 3 child rates x 3. This is a summary of benefits. A complete list of stated benefits and further details of the coverage, including exclusions and limitations, is included in the policy documents
All new OneDeductible plans in AL, AZ, MI, MT, OK and WY now include dental insurance at no additional cost. Provides coverage including: Wellness Benefits Basic Services Major Services TMJ Services Note to presenter: This is the same Dental coverage available for an additional fee in many other states. The only difference is that in AL, AZ, MI, MT, OK and WY it is included with OneDeductible for NO EXTRA CHARGE.
To control premiums, more and more clients are looking at plans with higher deductibles. Many, however are uncomfortable with a sense of “exposure” they feel until their Individual Medical deductible is met. This Product IS IDEAL for such clients. It’s the “best of both worlds”…the affordability of a high deductible plan with the immediate benefits of hospital indemnity coverage. Key Agent features EASY quoting and submission – Adding Hospital Indemnity to IM is a breeze using IM Proposal Software or EASE–Just click a box! NO additional underwriting – It couldn’t be easier: When your client’s IM policy is issued, the Hospital Indemnity policy is automatically issued, too. Underwritten by Time Insurance Company – not an “imported” product, Hospital Indemnity insurance is an Assurant Health product, fully underwritten by Time Insurance Company. Added commissions—same as medical – You’ll earn the same commission percentage on the Dental premium that you earn on the Medical plan premium. Key client features Cash Benefits- paid quickly and directly to clients. Can be used for Medical or non-medical expenses such as child care while your client is off work. Quick and Easy Approval – No additional steps are required Flexible Coverage – No restrictions on choice of doctors or hospitals Fast Claims – The claim form that the insured submits is just one page. Claims are typically settled within two days of receipt of a valid claim. Convenient Billing – Clients enjoy the convenience of combined billing for their Individual medical and their Hospital Indemnity coverage. Portable – Hospital Indemnity is designed to be sold as an add-on to an IM sale; however, if clients choose to discontinue their IM coverage in the future, they can retain their Hospital Indemnity coverage. Guaranteed Renewable for Life – It can’t be cancelled because of the amount of benefits your clients receive. One-stop Shopping: Clients prefer the convenience of working with a single provider for all their health insurance coverage. Hospital Indemnity is available with the CoreMed, MaxPlan and RightStart plans, but not the OneDeductible Plan (with or without HSA) or SaveRight HSA plans.
To control premiums, more and more clients are looking at plans with higher deductibles. Many, however are uncomfortable with a sense of “exposure” they feel until their Individual Medical deductible is met. This Product IS IDEAL for such clients. It’s the “best of both worlds”…the affordability of a high deductible plan with the immediate benefits of hospital indemnity coverage. Key client features Cash Benefits- paid quickly and directly to clients. Can be used for Medical or non-medical expenses such as child care while your client is off work. Quick and Easy Approval – No additional steps are required Flexible Coverage – No restrictions on choice of doctors or hospitals Fast Claims – The claim form that the insured submits is just one page. Claims are typically settled within two days of receipt of a valid claim. Convenient Billing – Clients enjoy the convenience of combined billing for their Individual medical and their Hospital Indemnity coverage. Portable – Hospital Indemnity is designed to be sold as an add-on to an IM sale; however, if clients choose to discontinue their IM coverage in the future, they can retain their Hospital Indemnity coverage. Guaranteed Renewable for Life – It can’t be cancelled because of the amount of benefits your clients receive. One-stop Shopping: Clients prefer the convenience of working with a single provider for all their health insurance coverage. Hospital Indemnity is available with the CoreMed, MaxPlan and RightStart plans, but not the OneDeductible Plan (with or without HSA) or SaveRight HSA plans.
Assurant Health Hospital Indemnity is a fee-for-service plan that pays stated CASH BENEFITS upon occurrence of a specific event. This slide shows examples of benefits in most states. This is a summary of benefits. Benefits may vary by state. A complete list of stated benefits and further details of the coverage, including exclusions and limitations, is included in the policy documents. Notes: If child coverage is sold, all kids are covered with one fee. Hospital Indemnity is not offered with HSA plans because it is not compliant. Different benefit amounts apply in TN and WI.
Policies are delivered directly to clients. That’s convenient for you. They will arrive separate from the Individual Medical policy.
It’s very easy to promote these products to your prospective clients, because they’ve been added to the materials you already use today: The IM master brochure The IM product brochures
We provide different tools for your individual medical business so you can choose the tools that work best for your business –to help you make more money. Whatever tools you decide to use, you’ll find them at the one place for all your business needs: www.assuranthealthsales.com You can work anytime – we’re always open! Two powerful quote & submit tools are available: EASE , the secure, powerful online system for your individual medical business, simplifies the health insurance sales process. You can get accurate quotes, find all plan and product options, and submit your business – all without filling out paper forms. Or, try our IM Proposal Software . You can count on the software for fast, accurate quotes. And now you can go all the way and complete the entire submission process electronically too.
You provide the facts, and EASE will do the work. Rate and product information for each state are always up-to-date. You don’t have to worry about forgetting important information. EASE keeps track of the information you enter, and let’s you know when you’ve completed all the details. If there’s something needed, you’ll see a reminder so you won’t miss a thing. Note to presenter: My Sales Link and My Web page are located under HELP ME SELL on the sales site.
The Quick Quote button has been replaced with a new feature, Help Me Choose . Help Me Choose directs you to the right plan choices for your clients in just a few clicks of your mouse. Answer 6 or 7 simple questions based on your client’s needs and Help Me Choose responds with the top 3 recommended plans. You’ll save time because Help Me Choose narrows your choices to the plans that best fits your clients’ needs. Note: Help Me Choose is currently not available in CT, MN, NV or UT.
To complete the application process that starts on EASE , your client uses the Internet-based verifyhealth.com . This electronic process is designed to be safe and secure, and has now been updated to display on one screen, significantly reducing the time your client spends completing the process. Here’s what makes it better: All the health history questions along with their responses display on one “page” instead of multiple screens to make it easier and faster for your clients to review. After they provide final confirmation, their attestation is complete.
With the newest Individual Medical Proposal Software you can get a fast, accurate quote, or you can go all the way and complete the entire submission process electronically. New submission options: With the new software, you have submit options . Complete the submission section electronically ( Complete Now ), or have your client call Assurant Health for the Personal Health History Interview ( Client Will Call ). Now our breakthrough Express Underwriting* process is part of the software submission section. You and your client can take the electronic fast lane through the entire application and answer the fewest number of health history and eligibility questions in the industry. *Express Underwriting is available in all states where Assurant Health does business except OR.
We have added an exciting new feature to the IM proposal software. Now choose from three easy methods: Option 1 (NEW!) Agent completes full submission in software Option 2 Agent uploads quote only, then uses whatever they have done in the past Option 3 Agent prints quote and attaches to long-form /Tele-App paper application Note to presenter: You may want to describe how Express Underwriting works in a few common sales scenarios such as: Selling over the phone, Selling face to face out of the office, and selling face to face In the agent’s office.
Express Underwriting is now on IM Proposal Software. Now, with Express Underwriting you can complete the entire process online or offline − No Paperwork “ One ‘n Done”− eliminates the phone call Speed Healthy applicants answer only 17 questions – Other carriers have chosen to put their long paper applications online, with as many as 80 questions. Should a healthy client need to answer that many questions? We don’t think so, so we took a different approach. Fastest process in the industry − Policies issued in 24 - 48 hours Control You choose how involved you want to be We’ll go over your options on the next slide. Increased placement — If all information is complete, 75 % of approved applicants will be issued without talking to an underwriter The Express Underwriting Process is now available in all states where we do business.
To see how Express Underwriting works, we’re going to go over a quick example where an agent is assisting a client apply for coverage. You’ll see that on the “Submit Options” screen you’ve got two choices: either you can click “Complete Now” or “Client Will Call”. If you select “Complete Now”, that means you and your client are going to complete the health questions right here and now. Because this is the fastest, easiest way, we think most agents will want to lock in the sale immediately by choosing “Complete Now”. If however, your client would prefer to answer these questions over the phone, that’s fine, just click “Client will call”. Either way, healthy clients will answer as few as 17 questions. For our example we’re going to select “Complete Now”.
Since we selected “Complete Now”, our next step is to answer the health questions online. Here’s an example of how the screen looks. As I’ve been telling you, Healthy clients only answer 17 health questions. This is so much quicker and easier for both you and your client! Submit Electronically — Health History Questions Your client will be asked 17 questions about his or her medical history. Certain answers may prompt additional follow-up questions. If your client has an extensive medical history, they may receive a call from an underwriter. Even in those situations, the underwriter will only focus on the specific condition…an entire medical interview is NOT required. Healthy clients follow the fastest possible process, but we’ve dramatically improved the entire experience for ALL clients.
Answers to certain health history questions will prompt follow-up questions. Your clients can complete these simple follow-up questions online, too. This includes: WHAT (procedure) WHEN: (diagnosed) WHO: (Physician) WHY: (Cause of condition) This is exactly the type of info you would provide today on a paper app or an underwriter would ask during a health history interview. My point: Healthy clients will take the fastest possible path through the Express Underwriting Process, but even clients with a less-than-perfect medical history will have a faster, improved overall experience.
Submit Electronically – E-mail Online Verification System To have your client finish the online verification process, fill in the contact information requested on the online verification system form. Once you hit “send,” your client will receive an email from you requesting him or her to complete the needed information. Once the client completes online verification, that’s it! Policies can be issued in 24-48 hours, often with the client NEVER speaking to an underwriter. This is truly the fastest approval process in the industry. Now keep in mind: If the client doesn’t complete the online verification, the process grinds to a halt. Check the Online Status in EASE to keep your applications moving.
Offer your clients extra security with the new optional RightStart® Cancer Benefit. Claims for active treatment of a cancer diagnosis will trigger the Outpatient Services Maximum to be increased automatically each year that cancer treatment is ongoing – the insured does not have to do anything Active treatment of cancer is defined to include only chemotherapy, radiation therapy, immunotherapy, transplants and surgery. Existing customers may add the RightStart® Cancer Benefit at any time with supplemental underwriting. The RightStart® Cancer Benefit is currently available in AL, AZ, AK, AR, CA, IA, ID, IL, KS, KY, MI, MT, NE, NV, OH, PA, SC, SD, TX, WI and WY.
The RightStart Cancer Benefit is easy to sell. Here’s why: No additional underwriting or paperwork required Rates are affordable Notes: If Cancer Benefit is selected, all family members of plan are covered. Each will be rated for the benefit, based on age and gender. If coverage is elected, it must be applied to all individuals on the plan.
Not all treatments for cancer are done on an inpatient basis. Here are a few examples of cancer treatments typically provided on an outpatient basis. Chemotherapy Radiation therapy Office visits to an oncologist Follow-up diagnostic and lab tests
For policies with a May 1 or later effective date, OneDeductible plans with coinsurances of 80%, 60% or 50% have been reduced by 6% New and existing HSA Tools customers can add a line of credit to their Health Savings Account. The line of credit provides a convenient new payment option. It is ideal for clients who have established an HSA but haven’t yet funded it with enough to cover a significant medical expense.
Thanks to the new HSA legislation, Health Savings Accounts are more attractive than ever. For 2007, the maximum HSA contribution is $2,850 per individual or $5,650 per family, regardless of the medical plan deductible or when the health plan took effect, as long as clients have coverage under a qualified high deductible health plan (HDHP) and remain eligible for 12 months after the end of the calendar year in which they enrolled in the HDHP.
Your clients can pay their Assurant Health quarterly, semi-annual and annual bills via credit card no matter where they reside Clients in AZ, CT, KS, NC and OH can pay their bills via credit card no matter what billing mode they choose, even monthly Note: Recurring monthly payments are NOT being rolled out in new states. They will remain in existing markets.
Rates Guarantees Choose any plan with a $3,500 (single) or higher deductible, and your clients get an initial 2-year rate guarantee at no additional cost. And, for a modest cost, your clients have the option to extend their 24-month rate guarantee to 3 full years. Check out this buy-up option on EASE or on software. Selling a plan with a 3-year rate guarantee means no renewal increase until 2010 and offers both you and your client with added peace-of-mind. Notes: Current Assurant Health business do not qualify for the rate guarantee offers. The 24- and 36-Month Rate Guarantees are not available in KS, MN, MS, NM, ND and OR.
$0 Deductible Package That’s right—a plan with no deductible—and premium savings to boot! On RightStart, this option can save your clients 23% over a similar plan with a $500 deductible. The $0 Deductible Package offers: • Simplicity — immediate benefits with no medical deductible • Convenience — copay for doctor visits You’ll find the $0 Deductible Package on RightStart PPO, CoreMed, and MaxPlan — it includes a $45 copay, 50% coinsurance, and a $10,000 out-of-pocket maximum. Notes: The $0 Deductible Package is not currently available in CT, DE*, MN, MS, ND, NM, NV, OR, UT and WV. In GA, the coinsurance rate is 60%. *Delaware is pending approval for RightStart, but for CoreMed, and MaxPlan, this option is available.
Improved HealthyDiscount 10% off for as many as 6 renewals! Give your clients greater control over their health care costs now and for years to come. With HealthyDiscount, qualified clients can reduce the amount of their first 6 renewal premiums. • Program extension — Clients with eligible plans can now qualify for the HealthyDiscount at each of their first 6 renewals after the initial rate guarantee. • Relaxed claims criteria — Clients with eligible plans can now incur up to $500 in paid claims per policy for each renewal period and still receive the HealthyDiscount questionnaire for an opportunity to qualify for HealthyDiscount. • A clean slate each renewal period — Those who meet the criteria have the opportunity to qualify for the HealthyDiscount at their next renewal, even those who: — Did not qualify for HealthyDiscount at one or more past renewals — Have already renewed three or more times These changes to the HealthyDiscount program begin with May 2007 renewal dates for Georgia, Illinois, North Carolina and Wisconsin, and April 2007 renewal dates for all other states. Note: HealthyDiscount is available in AL, AK, AZ, AR, CA, CT, DE, GA, ID, IL, IN, IA, KY, MD, MI, MO, MT, NE, NC, OH, OK, PA, SC, TN, TX, UT, WI, and WY as a feature of MaxPlan, CoreMed, OneDeductible, SaveRightHSA and RightStart HSA plans.
Note to Presenter: This grid is provided FOR YOUR REFERENCE as a summary of which initiatives apply to which states. It is up to you whether or not to display this slide for your audience.
Increased commissions on both the Medical and Life sale
Available with CoreMed, MaxPlan and OneDeductible plans
Underwritten by Time Insurance Company
* Point increase varies based on your current commission level. Rates based on the CoreMed plan, MI, ZIP 49201, $2,000 deductible, 80% benefit percentage, $6 million lifetime maximum, $0 facility fee, effective date of 5/1/2007, Male age 42 (primary insured, standard rates), spouse age 42 (preferred rates), two children. $50,000 face value — primary insured only Note: Spouse-only coverage is also available. Life Insurance — Commission Example $1,364 Medical with Life Commission ($3,590 x 38%) $1126 Medical-only commission ($3,413 x 33%) What you’ll earn: $3,590 TOTAL $ 177 Life annualized premium $3,413 Medical coverage annualized premium Premium: Earn an additional $238!
Hospital Indemnity Insurance is available with CoreMed ® , MaxPlan ® and RightStart ® plans
Examples of benefits:
Example: Single Male, Age 41 Premium: $19.88/Month $250/surgery Outpatient Surgery $100/trip $1,000/trip Ambulance Ground Air Up to 2 trips/year per insured individual $50/day Rehabilitation Unit $5,000/person Coma, Stroke or Paralysis $100/day $200/day Hospital Confinement for Accidents Days 1 – 15 Days 16 – 180 $50/day $100/day $50/day Hospital Confinement for Sicknesses Days 1 – 15 Days 16 – 180 Confinement beginning in the first 28 days after birth $200 Initial Hospitalization
Policy Delivery — Dental and Hospital Indemnity
Complete the entire process online or offline − no paperwork
“ One and Done” − no follow-up call required
Healthy applicants answer as few as 17 questions
Policies issued in 24-48 hours
You choose how involved you want to be
Uses 5-year medical history
Increased placement — 75% of applicants are issued without talking to an underwriter!
Five Steps for Express Underwriting Step 1: Run quote and complete the client demographic information. Select “Begin Submission” in Software to enter health history. Step 2: You complete the 17 health questions with client. Step 3: You upload completed application to Assurant Health via EASE. Step 4: Assurant Health sends online confirmation and link to verifyhealth.com — you forward to client for their verification. Step 5: Client attests to information and submits back to Assurant Health for issue. Result: An issued policy in as few as 24-48 hours.
Completing the Health Questions Healthy clients quickly answer only 17 questions! Overall experience is improved for ALL clients – Policies can be issued in as few as 24 hours.
If a Client Answers “Yes”... Answers to certain questions prompt follow-up questions that are completed online Clients with extensive medical history may receive a call from an underwriter The Result: a faster, more efficient experience
Online Verification EASE includes a simple online verification process Clients receive link to verify their information online
Give your clients greater control over their health care costs now and for years to come.
Relaxed claims criteria
A clean slate each renewal period
This presentation provides summary information. For a complete listing of benefits, exclusions and limitations, please refer to the certificate of insurance. For agent use only. Assurant Health is the brand name for products underwritten and issued by Time Insurance Company, Union Security Insurance Company and John Alden Life Insurance Company. Form J-51700 (3/07) Thank You