Aetna Senior Supplemental Insurance

Quality health plans & benefits
Healthier living
Financial well-being
Intelligent solutions
Aetna Senior
Supplemental Insurance
Includes all products underwritten by:
• American Continental Insurance Company (ACI)
• Continental Life Insurance Company of Brentwood, Tennessee (CLI)
Medicare Supplement insurance underwritten by:
• Aetna Health and Life Insurance Company (AHLIC)

Aetna Inc. 2For Agent Use Only. Not To Be Used As A Sales Tool.

Top Financial Ratings – as of June 19, 2014
• Aetna Health and Life Insurance Company (AHLIC)
• American Continental Insurance Company (ACI)
• Continental Life Insurance Company of Brentwood, Tennessee (CLI)

Aetna Inc.
Aetna Senior Supplemental Insurance*
• Over 30 years specializing in the senior market
• Focused on being a distributor preferred company, supporting long
term success for our valued producers
• A small company personality with big company capability
• Proven “personalized” customer service
• Products to cross sell that will help grow your business
• Attractive commissions
• Diverse product portfolio that meet the unique needs of your clients
• Qualify for sales incentives (all products count - state compensation
rules vary)
• Consumer Lead Referral Program
4
* Includes all products underwritten by American Continental Insurance Company (ACI) and Continental Insurance Company of Brentwood, Tennessee (CLI),
Aetna companies; and Medicare Supplement products underwritten by Aetna Health and Life Insurance Company (AHLIC),
For Agent Use Only. Not To Be Used As A Sales Tool.

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Medicare Supplement
A product consumers know and
trust
Final Expense (whole life)
Valued protection from a trusted
company
Underwritten by Aetna Health and Life Insurance Company, American
Continental Insurance Company, Continental Life Insurance Company of
Brentwood, Tennessee, all Aetna Companies.
Underwritten by American Continental Insurance Company, Continental
Life Insurance Company of Brentwood, Tennessee..

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Applications must be based on
the applicant’s state of residence
Launch updates available on
aetnaseniorproducts.com

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Offering Plans A, B, F, High Deductible F,
G, and N
• Plan availability varies by state
5% - 7% Household Discount
• Discount not available in all states
No pre-existing condition limitations
12-month rate guarantee
Guaranteed renewable
Competitive commissions
• Vary by state
• Full commission on plans issued to ages
65+
Underwritten by Aetna Health and Life Insurance Company (AHLIC) , American Continental Insurance Company (ACI) , Continental Life Insurance Company of
Brentwood, Tennessee (CLI)

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Plan G… the best kept secret
Ask yourself, do I want to….
 educate rather than dictate?
 take the easy route selling Plan F because that’s what
everyone else does?
Or, do you want to market a plan that ….
 has the potential to save your clients thousands of dollars
in premiums over their lifetime?
 is more difficult for another agent to replace, when
explained properly?
 Generally has greater rate stability over time?

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You know what Plan F covers, but did you know that with Plan G ….

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Both Plan F and Plan G offer:
 Freedom to choose any doctor or hospital that accepts Medicare.
 Benefits that start immediately with no waiting period for pre-existing
conditions.
 No provider networks or referrals required.
 No cancellation for age, health or the number of claims you file.
 Covers 100% of all Medicare allowable excess charges.
 Coverage that expands automatically as original Medicare’s co-
payments and deductibles change.
 Virtually no paperwork to get benefits -- claims are filed automatically.
 A no risk, 30-day free look period guarantees your client’s satisfaction.

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Plan F or Plan G – it’s as easy as 1, 2, 3!
 First: Understand the coverage. Under federal law, the ONLY difference is coverage for
the Medicare Part B calendar-year deductible ($147 in 2015). Plan F pays the Part B
deductible while Plan G does not.
 Second: Consider the price. Do the easy math and compare the difference between
Plan F and Plan G premiums. Depending on your client’s age and gender, they could
save $300, $600 or even $1,000 per year by self-insuring the Medicare Part B deductible.
 Third: Consider the future. Our experience has shown that Plan G has greater rate
stability over time than Plan F. A major factor that contributes to the rate stability is the
business mix. Plan F is exposed to certain “guaranteed issue” requirements while Plan G
is not, allowing the Plan G to have a more stable risk pool. This rate stability results in
greater premium savings overtime!

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Premiums Savings Over Time
Example: a 70-year old male, non-tobacco user residing in Texas.*
• Plan F premium $162.52/month
• Plan G premium $121.07/month
$ 41.45/month less in premium!
• An annual savings of $497.40
• Remember the client pays the $147.00 Part B deductible.
Less the Part B deductible, the net savings is $350.00 a year --
making Plan G a great value.
• Now, consider what the savings can be over his lifetime!!
*for the most favorable zip code area with no household discount included. (Rates used are for training purposes only.)
Underwritten by American Continental Insurance Company (ACI).

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Peace of mind
Provides funds when needed most
Affordable coverage
Rates do not increase
Level, graded or modified death benefit plans
Plan options vary by state
Point of sale pre-approval
Telephone based Jet Pre-Approval process
• Client applies knowing what coverage level he/she can
qualify for
• Reduces declined applications
• Can expedite issuance of the policy
Pre-Approval does not guarantee an application will be
approved
Coverage through a company with proven financial
strength and commitment to the senior market
Underwritten by American Continental Insurance Company (ACI) and Continental Insurance Company of Brentwood, Tennessee

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Documents Information A Family Member Will
Need To Know When a Loved One Dies
• Record of family history
• Who is to be notified
- Family
- Attorney
• Where important documents are stored
- Will
- Insurance policies
- Financial records
• Final arrangements
- Funeral home and cemetery selection
- Funeral services
Included In Each Final Expense Sales Kit
Sales Tools

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The average funeral costs $10,000+. Have you
considered the health costs associated with end of
life health care?
Are you aware that Social Security currently pays
only $255 as a death benefit?
Have you taken care of your final expenses?
Can your family afford to bear the costs of your
funeral?
Have you considered other expenses that may
occur?
• Out-of-pocket medical expenses including hospice
or skilled care
• Estate Probate
• Funeral costs including grave marker, etc.
• Other debts
Note: This is not a pre-paid funeral plan
Questions to Ask

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Sample Health Questions
• Section 3 of application
• Available coverage levels (and
application form) vary by state
• If applicant can answer “no” to all
questions in Section 3A,” the client
qualifies for some level of coverage
Coverage level Requires a “No” answer for
all questions in
Modified
(where available)
Section 3A
Graded
(where available)
Sections 3A and 3B
Level Sections 3A,
3B and 3C
Modified
Graded
LevelSample shown is an application when all
coverage levels are available

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Death Benefits Issue Ages
Maximum
Benefit*
Level Full Benefit Immediately
45 – 65
66 – 80
81 – 85
86 – 89
$35,000
$25,000
$15,000
$10,000
Graded
Accidental Death
‫‏‬ Full Benefit Immediately
Non-accidental Death
‫‏‬ Policy Year 1: 40% of benefit amount
‫‏‬ Policy Year 2: 75% of benefit amount
‫‏‬ Policy Year 3: Full death benefit
45 – 65
66 – 80
$35,000
$25,000
Modified
Accidental Death
‫‏‬ Full Benefit Immediately
Non-accidental Death
‫‏‬ Policy Years 1 and 2: ROP plus 10%
‫‏‬ Policy Year 3: full death benefit
45 – 65
66 – 75
$35,000
$25,000
Note: $3,000 minimum benefit amount for all ages
All levels not available in all states.

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Time Zone Monday – Friday Hours Saturday Hours
Eastern 8:00 a.m. – 10:00 p.m. 10:00 a.m. – 4:00 p.m.
Central 7:00 a.m. – 9:00 p.m. 9:00 a.m. – 3:00 p.m.
Mountain 6:00 a.m. – 8:00 p.m. 8:00 a.m. – 2:00 p.m.
CALL 877 JET.2759 (877 538-2759)
Select menu option based on the type of Final Expense inquiry
Option 1: Jet Pre-Approval Team
Time Zone Monday – Friday Hours
Eastern 8:30 a.m. – 5:30 p.m.
Central 7:30 a.m. – 4:30 p.m.
Mountain 6:30 a.m. – 3:30 p.m.
Option 2: FE Specialist Team
• New Business
• Underwriting
• Policy status
Pre-Approval is required and conducted by telephone at the point-of-sale
with the client (or by 3-way conference if agent is not face-to-face with the
applicant during normal hours of operation).
Dedicated Toll-Free Number

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Agents should use caution when asking an
applicant the health questions found on the
application form.
• Don’t rush through the health questions
• Make sure the applicant fully
understands each part of the question
and has enough time to carefully
consider his/her response.
• If an applicant is unsure as to how to
answer any of the health questions
based on his/her health history, contact
our underwriting department for
guidance before you complete the
application form.
Be careful. Responding incorrectly to a
health question can result in a policy that is
later rescinded.
Field Underwriting

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• A dedicated Agent Services team with
one number for all administrative
questions
800 264.4000 option 3, 1
• Knowledgeable Regional Vice
Presidents and Regional Sales
Managers
‾ Field staff that cover six geographical
regions
‾ Offer product training and support to help
grow your business
‾ Provide assistance in resolving issues or
concerns
Available to answer your questions
regarding:
• How to become contracted (or
approved to sell new products)
• Product support or training
opportunities
• Order sales materials
• New business
• Underwriting
• Commissions
• Policyholder services
For Agent Use Only. Not to be shared with Medicare beneficiaries. Aetna Inc. Proprietary and Confidential.
Our focus on helping you (the agent) is what sets us apart…

Aetna Inc. 53For Agent Use Only. Not to be shared with Medicare beneficiaries. Aetna Inc. Proprietary and Confidential.

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Contact Agent Services aetnaseniorproducts.com
800 264.4000 Option 3, 1 (Sales)
• Order supplies
• Assistance completing application
• Product availability
• Order supplies
• Track qualification for sales incentives
• Block of business reports
• News bulletins

Get FREE leads from your existing
policyholders with this simple
program:
• Referral cards are sent to existing
policyholders through their policy
(when issued) and with each EOB
• Policyholder provides a referral and
receives a FREE gift.
• Agent works the referral AND receives
his/her normal commission for the sale
PLUS production credit
Registration in the program is required.
For more information contact:
Vicki Chandler, Program Manager
vicki.chandler@aetna.com
615 807.7526
Another Way We Help Agents To Grow Their Business With Us!

Aetna Inc.
Qualification Period: January 1, 2015 – December 31, 2015
Destination: Iceland, Early Summer 2016
For details, contact Agent Services or visit aetnaseniorproducts.com
Qualifying Products:
Medicare Supplement 1:1 production
Final Expense 2:1 production
Complementary 2:1 production
PLUS - between now and April 30, 2015
Cancer and Heart Attack or Stroke counts
as 3:1 production
57

Aetna Inc.
Question And Answer
Press *1 To Ask A Question
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Aetna Senior Supplemental Insurance

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