SPINNAKER August 2016 Splice the Mainbrace

Transcription

1 SPINNAKERAugust 2016 Splice the Mainbrace

2 THE CROW S NEST EDITOR Gay Falkowski COPYWRITER Lauren Suarez JR. COPYWRITER Whitney Hodgkins SR. GRAPHIC DESIGNER Cal Slayton AGENT SERVICES CENTER (800) esdagents@torchmarkcorp.com NEW BUSINESS SUBMISSIONS esdnb@torchmarkcorp.com Fax (888) WEBSITES esdglobe.com esdglobe.com/agents Published regularly by the Employee Services Division of Globe Life And Accident Insurance Company for the dissemination of information to their Agents. Prior permission must be obtained from the Home Office for reproduction or other use of material herein. CODE OF CONDUCT Torchmark and its affiliates are committed to maintaining a business atmosphere and working environment based on honesty, fair dealing, and sound business ethics. As an Agent of ESD, periodically review the Company Code of Conduct and Ethics found on the left side of the home page on the Agent Resources website. SUCCESSFUL FEW NATIONAL TRAINING PROGRAM This July, the ESD Home Office team attended the Federally Employed Women s (FEW) 47th National Training Program in Dallas, TX. The National Training Program focused on providing ample amounts of training, and allowing people to network. Globe Life ESD set up a booth to network with the FEW members to get our Company name in front of as many members as possible. Be sure to reach out to the FEW chapter in your local area and talk about how we want to build a stronger relationship with each chapter. Remember, the more you connect with these organizations, the better your chances of getting into more government buildings. REMINDER: NEW BUSINESS SUBMISSIONS Health cut off is Tuesday at 11:00 am CST and Life cut off is Tuesday at 3:00 pm CST (This is subject to change during holidays). Applications must be complete (not missing any forms or other information) to be processed. Please note any business that is submitted late or incomplete will be subject to the next weeks processing cycle. When sending in requested requirements please show on your fax cover sheet or subject line that it is an Underwriting requirement, this will ensure that it is submitted to the proper department for timely processing. Applications can be submitted by either fax or Fax number: (toll free) ESDNB@torchmarkcorp.com Mail: Globe Life And Accident Ins. Co., ATTN: ESD New Business 3700 S. Stonebridge Dr., McKinney, TX HOME OFFICE CLOSED In observance of Labor Day, the Home Office will be closed Monday, September 5th. CLOSER TO THE HEART We would like to share a letter we received from Casa Hogar s Executive Director, Jayson Stirrup. On behalf of the Casa Hogar family, I extend to you a huge thanks for your contributions to the Closer to the Heart program. For those who provided cash or checks while in Cabo please expect to receive your US tax-deductible receipt by August For those who were unable to make a donation this can be done online at the Friends of Casa Hogar website, For additional information about the work of Casa Hogar, videos and photos please visit us at I hope you enjoyed Cabo. Should your travel plans bring you back to Los Cabos, please consider visiting our home. Wishing you continued success with your careers! Sincerely, Jayson Stirrup Beacon of Light Without continual growth and progress, such words as improvement, achievement, and success have no meaning. Benjamin Franklin 2 SPINNAKER August 2016 Splice the Mainbrace

3 perspective Where Vision, Dedication, and Opportunity Meet by Chuck Mankamyer We travel to some pretty spectacular places to celebrate our success, but Los Cabos is one of my favorite destinations. The natural beauty is incredible, and for someone who enjoys sport fishing as much as I do, it s always fun to spend time in nearby Cabos San Lucas, The Marlin Capital of the World. Whether we celebrate in a coastal town such as Los Cabos or a big city (we ll be heading to Chicago in 2017), our goal is the same: to reward qualifiers with a first class convention experience because we truly appreciate your commitment to Globe Life ESD and understand the hard work it takes to get there. For many of you who were in Los Cabos, the road to convention began with a vision, as most great achievements do. Vision As a Company, we want to give Agents more opportunities to increase their income so we can see more people qualify for Chicago in This month we ve taken a giant stride. ESD Agents can now enter the Medicare Supplement insurance market by offering United American Insurance Company s ProCare Medicare Supplement insurance plans. Our vision is to start providing ProCare documents on Globe Life ESD paper. But, the fastest way we were able to start having ESD Agents offer this product is by using United American paper for now a temporary solution. This is an exciting opportunity to expand your portfolio and sell outside the government market. If your vision is to grow your business, then having a larger portfolio can aid in your recruiting efforts. When you offer more products, it diversifies your knowledge and casts a wider net for potential new Agents. It gives new recruits the opportunity to learn about the different insurance options they can one day offer to their prospects. Dedication Having vision creates an inner dedication to the tasks that can help you reach your end objective. We re dedicated to making sure ESD Agents are prepared when selling this new product. In order to get you ready to sell, we are opening UA s training webinars to all ESD Agents who appoint with UA to sell Medicare Supplement insurance. This will require a new appointment number even if you already have a UA Agent number to sell the Cancer product. With your new number, you ll not only have access to all UA training webinars, but you ll also have access to the igo e-app once you take the certification webinar. As an Agent, dedicate a specific amount of time to attending these webinars and learning about the market. Understanding the Medicare market is important when meeting with prospects. It will show your expertise and can help validate your suggestions. Opportunity There are two main opportunities in selling Medicare Supplement insurance. One is the lead opportunity you already have. Because of the rapport you have with your clients who may have Paid Up at 65 coverage, they are a great place to start. Moreover, asking them for referrals opens the door to their spouses, friends, and family members. It is another great opportunity to expand your book of business. It s important to take steps now to get appointed and start learning the product before we enter one of the biggest selling seasons of the year, the Annual Election Period (AEP). In this issue, you will find more information about the Medicare Supplement insurance market, the steps you need to take to start selling, and additional information about the ProCare product. This is a huge opportunity for Agents and ESD as a whole to continue to grow and increase earning potential throughout the rest of Keep the lines tight and your vision strong! Charles Mankamyer President of General Agents Splice the Mainbrace August 2016 SPINNAKER 3

4 TO ALL THE QUALIFIERS ay es who made their w ifi al qu n tio en nv co as we n to all the 2016 you had as much fun pe Congratulations agai ho e W! er m m su ention. exico this from this year s conv down to Los Cabos, M ed ct lle co e w es ur ct the pi did. Here are some of 4 SPINNAKER August 2016 Splice the Mainbrace

5 S AND AWARD WINNERS Jim Kragh Rookie Agent of the Year Brendan Begley Area Manager Award Jeremy Nicolls, Stephen Jack son, and Robe Nicolls, GITW, In rt c. Not pictured : Jeremy NIcolls Persistency Award Garrett Johnson, Federal Employee Services, Inc. Lifetime Flagship Member Stephen Jackson r 2015 Gene Calame Agent of the Yea Derek Talley Lifetime Flagship Member Robert Nicolls er Lifetime Flagship Memb y Jordan Mowr Charles O. Scott M GA of the Year Nick Nicolls and Da vid Walker Splice the Mainbrace August 2016 SPINNAKER 5

6 THE 5 W S AND AN H OF MEDICARE SUPPLEMENTS Beginning this month, ESD Agents will have the opportunity to sell United American Insurance Company s Medicare Supplement insurance plans. This opportunity can open more doors and help offer clients more products. The transition into selling Medicare Supplement insurance should be easy, and we are doing everything we can to help you get a quick start. We ll go through the Who, What, When, Where, Why, and How of selling Medicare Supplement insurance. WHO IS ELIGIBLE FOR A POLICY? An individual is eligible for a Medicare Supplement insurance policy starting six months before their 65th birthday until six months after their birthday. During this time, individuals will need to decide whether they would like to enroll in Original Medicare (Part A and Part B) with supplemental insurance, or would like to enroll in Medicare Advantage. As an Agent who has built a rapport with government employees and different organizations, you are ahead of the game. All of your current clients whose insurance is Paid Up at 65 will need to think about their insurance needs going into retirement. These are free leads you can follow up with at any time. WHAT IS A MEDICARE SUPPLEMENT? Medicare Supplement insurance plans are offered by private insurance companies and are regulated by the Federal and State Department of Insurance. Every year they publish standardized copay and deductible amounts every company has to adhere too. That means the only differences from one Company to another are the initial premium amounts, Company financial strength, customer service, market experience, Company reliability, and you the Agent! There are 11 total plan options, and they are separate from Medicare Part A and Part B. Medicare Part A is required coverage and Part B is optional. Medicare Supplement insurance is purchased to provide extra insurance coverage in addition to Medicare Part A and Part B. WHEN CAN I SELL IT? As long as the prospect has Original Medicare, you can sell them a Medicare Supplement plan any time of the year. However, there are two main selling seasons: Annual Election Period (AEP) and the Medicare Annual Disenrollment Period (MADP). The AEP spans from October 15 December 7, while the MADP spans from January 1 February 14. The reason these are the two main selling seasons is because unsatisfied Medicare Advantage enrollees have the option to switch back to Original Medicare. Medicare wasn t designed to cover all expenses that s why Medicare Supplement insurance was designed. WHERE IS THE BEST PLACE TO SELL? The tried and true place to sell is in the client s home, at the kitchen table. The kitchen is the heart of the home, and sitting at the table will be the easiest place to present. Again, you already have a relationship with your current clients so selling in their home instead of a government building should be more comfortable. Since you would not be meeting in a government building, you do not have to worry about internet jammers. You will have the opportunity to sell using the igo e-app. The e-app will begin the underwriting process right when you submit their application, meaning they get covered sooner, and you get paid quicker. WHY SELL MEDICARE SUPPLEMENT INSURANCE? It can be sold year-round and adds tremendous value to your product portfolio. Original Medicare enrollees need help covering the extra medical costs that tend to grow as they age, and a Medicare Supplement insurance plan can do just that. Each person has different financial limits and different coverage needs, so being able to offer 10 out of the 11 different options is a huge bonus. HOW DO I GET STARTED? There s not much time to get set up before the beginning of the AEP, so let s discuss the quickest way for you to get informed about the product, get the supplies you need, and get started selling. 6 SPINNAKER August 2016 Splice the Mainbrace

7 4 STEPS TO GETTING STARTED 1 STEP 1: CONTRACT AND GET A NEW AGENT NUMBER. You will receive the United American Agent contract in the mail from the ESD Sales Department. Fill out the contract and return it to the Home Office, then you will be issued a new UA Agent number. With this new number the first thing you will need to do is register on UAOnline. We have included a How to Register for UAOnline flyer to walk you through the specific steps. If you already have a UA number to sell the Cancer plan, you will still need to register for a new Agent number to sell Medicare Supplement insurance. 2 STEP 2: ATTEND THE MEDICARE TRAINING WEBINAR AND THE IGO E-APP CERTIFICATION WEBINAR. Once you register and receive your new Agent number, you will have access to the full UAOnline website. The first thing you ll need to do in order to sell Medicare Supplement insurance is attend the Selling UA/First UA Procare Medicare Supplements webinar, and Dave Oliver s Med-Supp igo e-app Certification webinar. There is a link on the ESD Agent Resources site with a list of the webinar schedule. You can click the link associated with the particular webinar to register for training. The Selling UA/First UA Procare Medicare Supplements webinar will cover Medicare basics, how Medicare Supplements work, and understanding the differences between Medicare Advantage and Medicare Supplement insurance. The Med-Supp igo e-app Certification webinar will teach you how to use the e-app, and get you certified to sell using the e-app. The webinars are mandatory in order to be eligible to sell the Medicare Supplement insurance plan and use the e-app. 3 STEP 3: ORDER MEDICARE SUPPLEMENT SUPPLIES. We have added additional Medicare Supplement insurance items to the Supply Order Form that you can use to explain the product. It can help you organize your thoughts going into a sale if you have several brochures and flyers to hand them while you discuss the product options. The Supply Order Form is still located on the Agent Resources website, with the Medicare Supplement insurance section added at the bottom. 4 STEP 4: STUDY PRODUCT SPECIFIC INFORMATION. It s important to go into a sale knowledgeable about the product. Research the Medicare market to become a wealth of knowledge for your clients. There are plenty of websites online where you can find information such as, and Another great external source of information is the Medicare & You booklet published by the government every year. With your new UA number you ll have full access to all the training webinars offered weekly to UA Agents. Because the Medicare Supplement insurance and e-app webinars are the most important, we have provided their schedule on the ESD Agent Resources site for your convenience. Take advantage of this opportunity to boost your sales through the end of 2016 by expanding your portfolio into the Medicare Supplement insurance market! Splice the Mainbrace August 2016 SPINNAKER 7

8 FLAGSHIP CLUB 2015 FLAGSHIP Based on 2015 production, these Agents make up this year s Flagship Club. MGA s qualify by writing $285,000 or more, while Agents qualify by writing $115,000 or more in NAP FLAGSHIP Through July 2016, these top producing Master General Agents and Agents have the highest Net Annualized Premium. MGAs producing $285,000 or more in NAP and Agents producing $115,000 or more in NAP will qualify for club membership and receive an award at convention. 1. Nick Nicolls and David Walker, MGAs 2. Garrett Johnson, MGA 3. Charles Scott, MGA 4. Derek Talley 5. Beverly Shea 6. Mark Fesler 7. Chad Seymour 8. Randle Karli 9. Shane Lewis 10. Christopher Nicolls 11. Jordan Mowry 12. Ross Johnson 13. Robert Nicolls 14. Damonn Catchings 15. Augusteen Cowan 16. Malcolm Poe 17. Joseph DeAngelo 18. Parker Johnson 19. Richard Peoples 20. Brendan Begley 21. Rick Shirley 22. Stephen Jackson 23. Dave Walker 24. Steven Gardner 25. Shaun Newman 26. Walter L. Jones, Jr. ALREADY QUALIFIED MGA: GITW FCPC Agent: Beverly Shea Damonn Catchings Derek Talley Mark Fesler ON TRACK Agent: Rick Shirley Augusteen Cowan Jordan Mowry Christopher L. Nicolls Joseph DeAngelo 8 SPINNAKER August 2016 Splice the Mainbrace

9 MGA STANDINGS NAP - YTD 2. CHARLES SCOTT - FCPC $478, RICHARD HARKER $124, NICK NICOLLS & DAVID WALKER - GITW INC. $876, JOHN NELSON - JOHN L. NELSON AND ASSOCIATES INC. $94,012 AGENT STANDINGS NAP - YTD 5. GRIP INC.- GARRY MCGINNIS $62, DAMONN CATCHINGS - NEW FINANCIAL WORKSITE SOLUTIONS $165, DEREK TALLEY $147, MARK FESLER $143, BEVERLY J. SHEA $222, RICK SHIRLEY $90, AUGUSTEEN COWAN $86, JORDAN MOWRY $82, CHRISTOPHER NICOLLS $81, JOSEPH DEANGELO $68, RANDLE KARLI $64,628 Splice the Mainbrace August 2016 SPINNAKER 9

10 Plan Code See PCRC Rate Sheets eligible for Medicare due to disability) All Things ProCare (MEDICARE SUPPLEMENT) MARKETPLACE BULLETIN PRODUCT INFORMATION APPROVED FOR POLICY TYPE MSA10 MSF10 MSK06 MSB10 MSHDF10 MSL06 MSC10 MSG10 MSN10 MSD10 Ages 65 and above (or under age 65 and (vary by state) 5 Individual (Bank Draft or Direct Bill) UAatWork (Payroll Deduction) UAatWork Section125 (Pretax Savings) 5 Accident and Health Term Life Whole Life DESCRIPTION Understanding Medicare Medicare does not cover all healthcare costs. Medicare recipients are responsible for certain deductibles, copayments, and out of pocket expenses under both Medicare Part A and Medicare Part B. Medicare is health insurance for people age 65 or older, under age 65 with certain disabilities, and any age with End Stage Renal Disease (ESRD) (permanent kidney failure requiring dialysis or a kidney transplant). Medicare covers certain medical services and supplies in hospitals, doctors offices, and other healthcare settings. Services are either covered under Medicare Part A (Hospital Insurance) or Medicare Part B (Medical Insurance). Medicare Part A enrollment is automatic through Social Security, and it is premium free for most people. Part A covers expenses related to hospital room and board, other costs associated with confinement, care in a skilled nursing facility, some home health, and hospice and respite care. If an individual does not meet Medicare Part A eligibility requirements the individual or spouse having at least 40 or more quarters of Medicare covered employment the individual may be able to enroll in Medicare Part A hospital insurance by paying a monthly premium. Enrollment in Medicare Part B is optional. The federal government requires a monthly premium that is subtracted You can find everything you need to start selling the ProCare Medicare Supplement insurance product on the home page of the ESD Agent Resources site. We wanted to give you the opportunity to start selling the product as soon as possible, so the material is currently branded as UA. There is a plethora of new materials located below the Advertising section. A couple pieces that would be extremely helpful to start are the ProCare Marketplace Bulletin, the Comparison Medicare Advantage vs Medicare Supplements, and the Med-Supp Side by Side Guide ProCare Marketplace Bulletin Features: - All product specific information - Short descriptions for Medicare, the 2016 standardized copay and deductible amounts, and Medicare Supplements - Agent guidelines - How to submit an application - Completed sample application - Breakdown of other supplies that go along with this product Comparison Medicare Advantage and Medicare Supplements Features: - Easy-to-follow comparison, showing the differences between Medicare Advantage and Medicare Supplement insurance Med-Supp Side by Side Guide 2016 Features: - Plan benefit summary chart with plans side-by-side - Hypothetical example of how the coverage works - Explanation of Part B expenses from an individual s Social Security check. Medicare Part B covers doctor and surgeon fees, most lab tests and X rays performed outside the hospital, and outpatient treatment. CENTERS FOR MEDICARE & MEDICAID SERVICES (CMS) COPAYS & DEDUCTIBLE AMOUNTS MARKETPLACE BULLETIN: ProCare Medicare Supplement 1 MS MPB United American Insurance Company. All rights reserved. UAI COMPARISON OF MEDICARE ADVANTAGE AND MEDICARE SUPPLEMENTS AGENT TRAINING 2016 (Updated Annually) Day per day Copayments $1,288 Day per day Copayments $322 Day Skilled Nursing Confinement per day Copayments $644 Part B Annual Deductible $161 HDF Annual Deductible $166 $2,180 The Centers For Medicare & Medicaid Services publishes a guide to Medicare, Medicare & You, also referred to as a Medicare Buyer s Guide. Medicare & You is updated annually. United American has printed copies available at no cost to Agents. The Agent is required to provide every Medicare Supplement applicant a copy at the time of application. Agents should use Medicare & You as a training/reference tool to understand the benefits of the Medicare Program. MEDICARE ADVANTAGE (MA) BENEFIT PLANS Benefits can change annually Premiums can change annually MA out-of-pocket (OOP) expenses have climbed steadily (20% to 30% copays for some MA companies) Insurers, doctors, and hospitals can opt out... any time! Some cancer treatment centers do NOT accept MA plans. Example: in Texas, MD Anderson Cancer Center in Houston, TX says Not all MA plans work with MD Anderson. More than 4.5 million Seniors in the last six years have been NONRENEWED/CANCELED The ACA signed by President Obama on March 23, 2010, REDUCES MA FUNDING Plan members must use a doctor in their MA plan network MA Plans are generally MORE RESTRICTIVE! MEDICARE SUPPLEMENT POLICIES Guaranteed Renewable for life as long as premiums are paid on time Can choose any provider who takes Medicare: ANY DOCTOR, ANY SPECIALIST, ANY HOSPITAL, ANY TIME United American also offers Medicare Supplement plans with a Foreign Travel Emergency benefit to cover policyholders who travel overseas UA is an A+ (Superior)* Rated carrier for more than 35 consecutive years; in business since 1947; selling Medicare Supplement policies since Medicare was signed into law in 1965, which means UA is a carrier with proven experience Outstanding Customer Service Policyholders do not have to decide on another company every AEP and worry about cancellations. They can always keep their policies as long as premiums are paid on time UA also offers a Reserve Fund Annuity, which allows policyholders to save money and get a 3% guaranteed return. There are no penalties, no surrender charges, and no lock-in periods! *A.M. Best rating for Financial Strength as of 6/15 NOT APPROVED FOR ADVERTISING USE. FOR TRAINING PURPOSES ONLY United American Insurance Company. All rights reserved. A SIDE BYSIDE Guide 2016 Agent Training Guide to ProCare Medicare Supplement Policies Presented by UAI United American Insurance Company. All rights reserved. UAI F SPINNAKER August 2016 Splice the Mainbrace

11 Medicare Supplement Sales: A SEA of Opportunity Thomas Hall National Director of Recruiting and Sales Every day, approximately 10,000 people in this country turn 65, a trend projected to continue until What an exciting time to be in the Medicare Supplement insurance sales market! As one of our appointed Agents, you now have the opportunity to add Medicare Supplement insurance to your sales portfolio, opening a tremendous number of doors that could lead to additional sales and a significant boost in income. As we explained in this issue of Spinnaker, you will eventually be able to offer Medicare Supplement insurance as part of the Globe Life ESD portfolio on our own paper. While we continue working towards this goal, we ve made it possible for you to start selling this exciting product now when you take advantage of marketing the United American version of Medicare Supplement plans, known as ProCare Medicare Supplement insurance. Once you ve completed a new contract and are assigned a UA writing number for Medicare Supplement insurance, you re qualified to attend the necessary web-based training to learn about the product and how to submit e-apps. We re working on an ESD version of the training, which should be available in a few weeks, but in the meantime, you can get started with one of the fantastic UA versions available now. Where to Start? Who do you know personally that is about to turn 65? Who do you know that is 65 or older? How many of your clients have turned 65 and their life policy is paid up? How many of your clients have a spouse 65 or older? These are the people to reach out to. It s easy to approach people you know, so start with family and friends who have Medicare. Giving them a presentation allows you to practice and perfect your sales talk while giving them the opportunity to purchase great coverage from an industry-leading carrier. Tried and True Tips At the workplace when you are talking with governmental employees that are turning 65 soon and will have retirement benefits, be sure to inquire about their spouse. With clients in their 40 s, ask if their parents are in the area and what are their ages. When visiting neighbors who are satisfied with their coverage, ask if they know anyone who is 65 or older who might want to receive a Medicare coverage review. Most of all, remember that Medicare Supplement insurance sales opportunities are exciting! People on Medicare usually buy supplemental coverage from someone... I want them to buy it from you. When they change their existing policy with another carrier to a ProCare plan, you may be able to provide them with the following benefits: More comprehensive coverage, a carrier with a stronger financial strength record, and premium savings compared to their current plan. Splice the Mainbrace August 2016 SPINNAKER 11

12 #ESDCONVENTION2017 JUNE 25-28, 2O17 ARE YOU ON PACE TO JOIN US? WHAT YOU NEED TO QUALIFY IF YOU ARE AN AGENT MONTH $70,000 NAP JAN. $5,833 FEB. $11,667 MAR. $17,500 APR. $23,333 MAY $29,167 JUNE $35,000 JULY $40,833 AUG. $46,667 SEPT. $52,500 OCT. $58,333 NOV. $64,167 DEC. $70,000 WHAT YOU NEED TO QUALIFY IF YOU ARE A MASTER GENERAL AGENT MONTH $175,000 NAP JAN. $14,583 FEB. $29,167 MAR. $43,750 APR. $58,333 MAY $72,917 JUNE $87,500 JULY $102,083 AUG. $116,667 SEPT. $131,250 OCT. $145,833 NOV. $160,417 DEC. $175,000 INTERCONTINENTAL CHICAGO MAGNIFICENT MILE