Brokers Assistance, Inc Wants To Make Sure 2013 Will Be Your Best Year Yet!

2. Brokers Assistance, IncWants To Make Sure 2013 Will Be Your Best Year Yet!

3. Brokers Assistance, Inc. 2013 Plan • Launch multiple retail websites • Those in our Career Program Will Also Get Access To Their Own Versions of these sites! • These will be launched between 02-01-2013 and 02-15-2013!! • Fine tune and enhance Direct Mail lead program • We are averaging a 4.35% return • These leads need to be worked correctly, and will return a higher than 50% closing rate if so. • Comprehensively advise and insure our clients • Do not stop with the first sale. • Lower retention rate • Higher rapid disenrollment rates • Do not underinsure or over insure ANYONE • Expanding our career agent teams extensively! • We will be adding more incentives and support to this program • We need those who are serious about serving their clients and making more money doing it! • Staying on the front side of the curve for life with Obama care

4. Did You Make Your Calls? You Needed To: • Call each client you enrolled during AEP, SEP, etc. in the last 90 days and: • Check to make sure they have received their card • Validate the address and spelling of the name and correct PCP Doctor, if applicable • Advise/Ask for permission to call back in January to check-in and also review any other ways you feel they can best be insured completely • Determine which type of product(s) they need in addition to their health coverage to be comprehensively covered • Gather information using 2nd Fact Finding Sheet

5. Most Of Us……. • In the past, you sold one policy to your clients. • A Health Insurance Policy • You sold them what you thought they asked for, “Save Me Money” • They talked to you because they wanted counsel and advice • Did you give them counsel and advice – NO -you shopped for the best price available- They could have done that without you….. • That was the end of the presentation for most agents • Your clients expect and deserve more! • Be their advisor. It is what they NEED • If you have one policy with someone • You “Sold Them Something”, you made a sale. • If you have 2 or more policies with a client • You ARE THEIR AGENT & BROKER • They Want An AGENT & BROKER Don’t Be A Typical, One-Policy Salesman Be A Real AGENT/BROKER Be THEIR INSURANCE Advisor!

6. What Products Are Available To You For 2nd 3rd and 4th Sales? • Dental/Vision/Hearing • Final Expense • Annuities • LTC • Hospital Indemnity • Critical Illness • Life Insurance

7. “Umbrella" Of Protection Part D Prescription Drug Plans Medicare Supplement / Medicare Advantage Critical Illness Coverage Long Term Care Coverage Final Expense / Life Insurance Dental / Vision / Hearing Coverage

8. Serve Your Clients More Than One Course Dental, Vision Hearing Critical Illness / Life Insurance Health Insurance Accidental Medical Expense

9. Dental Vision & Hearing Coverage

10. Dental, Vision, Hearing Coverage “Gaps” • What Coverage Does Original Medicare Provide? • Very Minimal, If Any! • This is an “out-patient” service – AKA Part B Dental Services Not Covered Hearing Services Initial DIAGNOSTIC Visit Only!! Very Minimal & Specific Coverage Limitations

11. Dental / Vision / Hearing CoverageWho/What/Why/Where/When • Who needs Dental/Vision/Hearing? • EVERYONE on Medicare • Med. Supplement, Med. Advantage, Original Medicare • NONE OF THESE INCLUDE SUFFICIENT DENTAL, VISION, OR HEARING COVERAGE • What plan should you offer? • Stand-alone products offer your client a better product and you a better commission • Most plans don’t pay you to “check the box” to add dental vision or hearing coverage options • Not All Plans Are Created Equal • Why is this coverage important? • There is a significant hole in the coverage for these types of services that can be filled sufficiently, affordably. • Everyone over age 65 is going to have their eyes, ears or teeth in need of repair or correction at some point in their life, if not already. • Where is this coverage available? • There are many options and carriers- all having strengths and weaknesses • If possible, finding a carrier that offers all three products in one is a plus! • If possible, connect your client with a plan that does not have as many network, coverage or any other restrictions as possible • When is this coverage “write-able”? • 12 months of the year business!!

12. Dental / Vision / Hearing CoverageWhat Carriers & Plans Are Available? • Anthem BCBS “Extras Packages” • 3 Options • Standard ($20/Mo.) • Premium($41/Mo.) • Premium Plus Dental ($89/Mo.) • All Options ARE Network Based

19. Dental / Vision / Hearing CoverageWhat Carriers & Plans Are Available? • Humana • 4 Options • MyOption Dental- High PPO ($23/Mo.) • MyOption Dental- Low PPO ($15/Mo.) • MyOption Vision ($10/Mo.) • MyOption Plus ($23/Mo.) • Combination of MyOption Dental- LOW PPO and MyOption Vision • All Options ARE Network Based- Must Use Humana PPO

26. Dental / Vision / Hearing CoverageWhat Carriers & Plans Are Available? • UnitedHealthcare / AARP • 1 Option • Dental 260 Rider • $21/ Month • Fee-Schedule Based Product • Example: A Root Canal would have a $228 co-payment • HMO Network • Network Based- Must Use Dental HMO

29. Dental / Vision / Hearing CoverageWhat Carriers & Plans Are Available? • Medico • 1 Plan Option – Two Maximum Benefit Options • Dental/Vision/Hearing • $21.60-37.80 / Month (Depends on age, benefit chosen, and household discount) • $100 Deductible per person per year- can be satisfied with Dental, Vision or Hearing • INDEMNITY PRODUCT – ANY DOCTOR • 60% 1st year, 70% 2nd year, 80% • $1,000 or $1,500 Maximum benefits ($150 vision) • Indemnity Product- NO NETWORKS!

33. Final Expense Insurance

34. Who needs Final Expense Insurance? • EVERYONE who will die someday • What plan/carrier should you offer? • Determining needs, resources and under-writability are key to choosing the right plan and coverage. • Not All Plans Are Created Equal • Check Benefits, Exclusions, Underwriting, Financial Rating • Why is this coverage important? • Always better to pay for final expenses with the correct policy versus liquidating some of the estate, or other monetary source • Where is this coverage available? • There are many options and carriers- all having strengths and weaknesses • When is this coverage “write-able”? • 12 months of the year business!! Final Expense InsuranceWho/What/Why/Where/When

35. How much will be needed and where will the funds come from? Expenses can include not only the cost of the funeral, but also unanticipated charges such as medical costs not covered by your health insurance, other unpaid bills, and even state and federal taxes. Funeral costs alone can be as much as $7,620 or even more, depending on where you live and your personal preferences. Since Social Security only pays a death benefit of $255 to the surviving spouse or dependent children of an insured participant, loved ones could be left far short of the amount they need to cover these basic expenses. Final Expense- How Much Is Needed?

36. Unlike the high face value most regular life insurance policies contain, final expense insurance is written with a much lower face value and is intended solely to take care of the cost of a person’s final arrangements and costs of burial, etc.. • A “regular” life insurance policy ranges from $250,000 to $1,000,000 • A final expense policy is typically purchased for $5,000 to $50,000. Who Can Buy Final Expense Insurance Coverage? • Anyone can buy final expense insurance. • Most often, however, it is purchased by those who are near to death and do not already have a regular life insurance policy in place. • Many final expense insurance policies can be underwritten without the designated insured submitting to a medical exam. • These no-exam policies contain higher rates for the insurance, but are still less expensive to buy than regular life insurance because of the low face value of the policy. Final Expense Vs. Life Insurance

37. Annuities

38. Annuities – Fixed-Indexed Choosing the right accumulation vehicle for retirement can be difficult. With so many choices, which product(s) will be right for your client? • On one hand, you want the safety and guarantee of principal and credited interest. • On the other hand, most people prefer the potential of higher interest by being linked to the market—the return potential that a fixed-rate product cannot offer. In the past, the choices were either (1) receive the guarantee of principle and a minimum amount of interest, or (2) link to the market with the potential of higher returns, but also accept the downside risk to your principal. Now your clients can have the best of both worlds: guarantee of principal and the potential of market-linked growth with no risk of loss of principal due to market downturns. Enter the fixed index annuity concept, a concept designed to help your client reach their retirement goals.

39. Annuities – Fixed-Indexed

40. LTC – Long Term Care

41. Who needs Long Term Care Insurance? • EVERYONE over the age of 50, If their budget allows • What plan/carrier should you offer? • Determining needs, resources and “under-writability” are key to choosing the right plan and coverage. • Not All Plans Are Created Equal • Check Benefits, Exclusions, Underwriting, Financial Rating • Why is this coverage important? • A quick way to liquidate even a large estate is with Long Term Care needs without the coverage • Average cost is around $300 per day for the typical facility • 30 Days = $9,000 • 12 Months = $109,500 • Where is this coverage available? • There are many options and carriers- all having strengths and weaknesses • When is this coverage “write-able”? • 12 months of the year business!! LTC- Long Term Care InsuranceWho/What/Why/Where/When

42. Cost and Underwriting are the top two reasons people do not buy LTCi • Short Term Long Term Care Offers Simplified Underwriting • Only the application questions determine eligibility • Answers much match information on file with MIB and Rx History checks • Provide your clients with Long Term Care Options Short Term Long Term CareVs.Long Term Care

43. Hospital Indemnity

44. Hospital Indemnity InsuranceWho/What/Why/Where/When • Who needs Hospital Indemnity Insurance? • EVERYONE who wants to be insulated from their in-patient and some out-patient services deductibles, co-insurance and or copayments, If their budget allows • What plan/carrier should you offer? • Determining needs, resources and “under-writability” are key to choosing the right plan and coverage. • Not All Plans Are Created Equal • Check Benefits, Exclusions, Underwriting, Financial Rating • Why is this coverage important? • Affordable way to protect against cost-sharing – “Gap-Filler” • Where is this coverage available? • There are many options and carriers- all having strengths and weaknesses • We like the combination of coverage, price, compensation, etc of the Standard Life Hospital Indemnity • When is this coverage “write-able”? • 12 months of the year business!!

50. How Does The Hospital Indemnity Work With A Medicare Advantage Type Product? $1,000 Upon Admission + $100 Per Day Of Confinement If In Intensive Care $1,000 Upon Admission +$200 Per Day Of Confinement Same As Daily Confinement Benefit = $100 Towards Copay 50% Of Daily Confinement Benefit = $50 Towards Ambulance Copay