CARRIER CONTESTS & BONUSES

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1 BLACK, GOULD & ASSOCIATES, INC. JUNE 2018 CARRIER CONTESTS & BONUSES AETNA AETNA FUNDING ADVANTAGE (AFA) BROKER BONUS When you sell Aetna Funding Advantage (AFA) to small groups up to 50 eligible employees, your clients get the benefits of self-funding with protection and predictability. You also get rewarded with this special bonus. This bonus is for new AFA sales and existing Aetna cases being moved to AFA with up to 50 eligible employee sizes, provided AFA plan is administered by Aetna.* From February 1, 2018 through January effective dates - you'll earn $50 per employee for every AFA small group sold case. Take a look at how the numbers add up: Example: 50 enrolled employees x $50 per employee = $2,500 bonus No cap on bonus potential Bonus amounts paid quarterly *Bonus program not available in Colorado. Please contact your BGA group Account Executive for AFA underwriting guidelines and AFA group size by state. REMEMBER: Black, Gould & Associates, Inc. passes on to you any bonuses or trips that you earn. Information shown is provided by the carriers and is subject to revision as necessary RULES This material is for informational purposes only and contains a partial, general description of program terms and conditions. This material does not constitute a contract. Program applies to self-funded new AFA sales and existing Aetna cases being moved to AFA small group eligible employee sizes in select states with effective dates between February 1, 2018 and January 1, 2019, provided, however that the AFA plan is administered by Aetna. Eligibility is limited to producers selling new groups or moving existing Aetna groups to AFA (cases with small group eligible employees). Must be licensed and appointed (where required) with Aetna and have an in-force producer agreement. All new business cases must be submitted using the same Agent/Agent Social Security or tax identification number. One-time per-case payments will be made within 60 to 90 days after the effective date of the sold case. Agency must be the active broker of record at the time of payment. Cases for which the bonus will be paid must be active at the time of payment. Case must be sold in situs state to be eligible. Company records determine producer's eligibility and final results. Awards will be considered income and fully taxable. Programs outlined above are subject to modification at any time and will be administered at the sole discretion of Aetna. Programs may not be available in all geographic regions. Eligibility for participation in this program is conditioned on the Producer's advance written disclosure to customers of the nature of the compensation the producer may be entitled to receive from Aetna. More details concerning disclosure requirements can be found by accessing Aetna s standard producer agreement at Broker of record losses/gains or segment transfers will not count toward your book of business for membership growth bonus as long as the group remains active with Aetna. Aetna reports will be the only basis used for the contest. Aetna reserves the right to change or discontinue this program at any time. Aetna's Incentive Program is offered at the sole discretion of Aetna and can be terminated or modified by Aetna at any time and without notice. Any subsequent program is at the discretion of Aetna. Programs outlined in this document are not charged to the customer's experience-rated contracts, but will be disclosed in accordance with Aetna's Producer Compensation Disclosure policy. Application of programs and determinations of eligibility and payment amounts, if any, will be made by Aetna at their sole discretion. Decisions made by Aetna will be final. The producer does not need to be compensated under the base compensation program for a case to qualify. For example, the producer may receive a consulting fee, service fee or commission payment. The relationship between the producer and plan sponsor must be documented to Aetna's satisfaction.

2 BANNER/AETNA Page 2 FUNDING ADVANTAGE BROKER BONUS Aetna is giving $50 gift cards for Pima County AFA proposals submitted with 9/1/18 1/1/19 effective dates. Earn a $50 American Express gift card. You are eligible to receive a special bonus on each request for a Banner Aetna Funding Advantage proposal submitted for 9/1/18 through a 1/1/19 effective dates for plan sponsors headquartered in Pima County, Arizona. You will receive a $50 American Express gift card for each new 5-50 Banner Aetna Funding Advantage prospect when you obtain a proposal from Banner Aetna that is not declined. Eligibility rules: Plan sponsor is headquartered in Pima County, Arizona. Must be a new business Banner Aetna Funding Advantage potential that has an effective date of 9/1/2018 1/1/2019. A proposal from Banner Aetna must be obtained and presented to client. Each group must have a minimum of 5 enrolled employees to qualify for incentive. Banner/ Aetna Program rules and details: American Express gift card is paid to writing agent and associated to their personal Social Security number via a Agents may earn more than one gift card, but only receive one gift card per client case that meets criteria. For every five (5) gift cards, one (1) case must be sold. For example, if eight (8) RFP responses are obtained from Banner Aetna and one (1) case is sold this will result in a max of 5 gift cards. However, if eight (8) RFP responses are obtained from Banner Aetna and two (2) cases are sold, 8 gift cards will be awarded. Gift cards will be distributed in bulk at the end of this incentive program and verification of sold cases. Offer is subject to change without notice. If you have any questions, please contact your BGA Group Account Executive.

3 BLUE CROSS BLUE SHIELD OF AZ Page 3 SMALL GROUP BROKER BONUS BlueCross BlueShield of AZ (BCBSAZ) announces their Small Group Broker Bonus Program. Their way of helping you earn a little extra and grow your business. To qualify for a bonus payment, groups must have at least five enrolled employees. This bonus program is for new groups with June 1, 2018 through December 15, 2018 effective dates. If you sell BCBSAZ dental plans in conjunction with their medical plans, you will qualify for the dental incentive. And, if you submit the employee application data using the new BCBSAZ Excel template, you will qualify for the Operational Efficiency Bonus. BCBS Of Arizona Group Size Enrolled Bonus Per Group Sold Add Dental Additional Incentive Operational Efficiency Incentive 5-9 $250 $50 $ $500 $100 $ $2,000 $250 $25 Group size refers to the number of employees enrolled with BCBSAZ. Bonus payments will be issued in February of Bonus payments will be rescinded for any groups that do not stay in effect for six months from their effective date.

4 BLUE CROSS BLUE SHIELD OF AZ Page 4 LAUNCH INCENTIVES (FULLY INSURED GROUPS) Applies to new sales of specialty plans with effective dates between July 1, 2018 and January 1, New sales include the conversion of CSA* contracts to BlueCross BlueShield of Arizona (BCBSAZ). Incentives will be paid the month following the effective date for dental plans and quarterly for life and disability plans. Incentive per Group Group Size New Dental Sales New Life & Disability Sales New Dental, Life & Disability Sales BCBS Of Arizona 2-9 $150 $50 $ $250 $150 $ $350 $250 $ $600 $400 $1, $750 $500 $1, ,000 $1,000 $600 $1,600 1,001-2,000 $1,250 $750 $2,000 2,001+ $2,000 $1,000 $3,000 LAUNCH INCENTIVES (SELF-FUNDED GROUPS) Offered for new sales of specialty plans with effective dates between July 1, 2018, and January 1, Brokers who cannot accept an incentive can choose to offer one month of free dental administrative services to the group. Incentive per Group Group Size New Dental Sales $ $ $ $750 1,000-2,000 $1,000 2,001+ $1,500 * CSA General Insurance Agency (CSA) is a separate company and is solely responsible for the products it provides. Group size refers to the number of employees enrolled with BCBSAZ.

5 DELTA DENTAL OF ARIZONA Page 5 FALL SALES BONUS Due to the success of Delta Dental Summer Sales Bonus Program, they're offering their valued brokers another opportunity to increase their earnings with the launch of the Fall Sales Bonus Program! How It Works 1. Recommend DDAZ dental benefits plans to your clients. 2. Implement a new pooled group dental PPO plan ( enrolled employees) with an effective date of August 1, 2018 to December 1, Earn a $10 one-time bonus override per enrolled employee subscriber. Delta Dental of AZ The Delta Dental Difference When you recommend Delta Dental, you can rest assured knowing your clients will have a positive experience with a benefits plan that exceeds employee expectations. Your clients will love the: State-of-the-art systems and technologies Best-in-class network discounts Fast, accurate claims processing Superior value Exceptional customer service You'll love the: Competitive compensation Hassle-free case installation Locally-based sales and support Benefits and oral health resources Don't Forget You'll still receive a bonus for qualified new group dental plans with an effective date through July 1, 2018 under the Summer Sales Bonus Program. If you need help on a quote or getting a group set up with Delta Dental, don't hesitate to reach out to your BGA Group Account Executive. Fall Sales Bonus Rules: This Fall Sales Bonus Program does not constitute a contract. The Sales Bonus Program applies to new business sold with effective dates between August 1, 2018 and December 1, Eligibility is limited to new dental groups to Delta Dental of Arizona (DDAZ) with enrolled employee subscribers. All participating agents must be licensed and appointed with DDAZ and have an in-force AOR agreement. All new business must be submitted using one agent or Tax Identification number. DDAZ records will determine final Fall Sales Bonus results. All Fall Sales Bonuses will be considered income and fully taxable and subject to applicable withholdings. The Fall Sales Bonus Program is offered at the sole discretion of DDAZ and can be terminated or modified at any time without notice, with any subsequent Sales Bonus Program at the discretion of DDAZ. Any payments made under the Fall Sales Bonus Program are not charged to the customer's experience or pool. Application of programs and determinations of eligibility and payment amounts, if any, will be made by DDAZ at their sole discretion, with decisions made by DDAZ as final. Fall Sales Bonus payments will be included with the regular broker commission statement, which is days after each group's effective date. Participation in the Fall Sales Bonus Program constitutes your agreement to the above Fall Sales Bonus Rules. SHOP plans not applicable.

6 HUMANA Page 6 HEALTH NET BONUS To earn a bonus, move current Health Net groups to a Humana medical plan plus one additional Humana specialty line of coverage with effective dates June 1 through September 30, 2018: Earn $500 per 2-9 enrolled case Earn $1,000 per 10+ enrolled case Bonus Provisions: 1. To qualify for this bonus, cases must be enrolled electronically using an electronic enrollment vendor, or Humana s list enrollment in conjunction with online quoting. 2. Only Agents of Record with a primary business address in Humana s agency management system and sold cases in Arizona are eligible for this bonus. 3. Bonus offerings are subject to current product availability by state. 4. All lines of coverage are subject to availability by case size and underwriting approval. Humana Specialty Lines of coverage are: Workplace voluntary benefits, group term life (including AD&D), group term supplemental life (including AD&D), group disability, group vision (including voluntary vision), group dental (including voluntary dental). Under applicable law, agents may be required to disclose to the insured or applicant their compensation including base commissions, bonuses, incentives, or other forms of remuneration for which the agent is eligible for the sale or renewal of insurance products. The bonus offering(s) in this document are Promotional Bonuses as described in the Appendix to the Producer Partnership Plan (PPP). Please refer to the General Policies for Humana s Promotional Bonuses in the Appendix to the PPP for more information.

7 HUMANA Page 7 BUNDLING BONUS PROGRAM To earn a bonus, place new specialty lines of coverage with the same employer and initial effective dates of coverage between February 1, 2018 and July 31, size groups (at least 5 enrolled and fewer than 51 eligible employees) Place stand-alone Specialty Lines of coverage, OR Add Specialty Lines of coverage to new or existing Humana group medical customers to new or existing Humana group medical customers Dental + Vision = $1,000 bonus Dental + Vision + life = $1,500 bonus Humana 51+ eligible size groups Dental + One Specialty Line of coverage (including stand-alone Go365)* = $1,000 per employer Bonus Provisions: 1. To qualify for this bonus, cases must be enrolled electronically using an electronic enrollment vendor, or Humana s list enrollment in conjunction with online quoting. 2. This bonus will be paid to the Agent of Record within 45 calendar days after the end of the initial effective month of all business. 3. The number of subscribers in the dental line of coverage will be used to determine if the minimum case size requirement has been met. 4. Bonus offerings are subject to current product availability by state. 5. All lines of coverage are subject to availability by case size and underwriting approval. Specialty Lines of coverage are: Workplace voluntary benefits, group term life (including AD&D), group term supplemental life (including AD&D), group disability, group vision (including voluntary vision), group dental (including voluntary dental), and stand-alone Go365. Under applicable law, agents may be required to disclose to the insured or applicant their compensation including base commissions, bonuses, incentives, or other forms of remuneration for which the agent is eligible for the sale or renewal of insurance products. The bonus offering(s) in this document are Promotional Bonuses as described in the Appendix to the Producer Partnership Plan (PPP). Please refer to the General Policies for Humana s Promotional Bonuses in the Appendix to the PPP for more information.

8 HUMANA Page 8 LEVEL FUNDED PREMIUM BONUS PROGRAM Sell NEW Humana group coverage with initial effective dates of coverage from February 1 through July 31, 2018 and you can earn: $250 per Level Funded Premium subscriber $5,000 for 3-4 cases - Level Funded Premium cases sold $10,000 for 5-9 cases- Level Funded Premium cases sold $25,000 for 10+ cases - Level Funded Premium cases sold Humana Level Funded Premium is a self-funded solution with an integrated wellness program that offers the predictable costs of a fully-insured plan and the flexibility of a self-funded option. Bonus Provisions: 1. To qualify for this bonus, cases must be enrolled electronically using an electronic vendor, or Humana s list enrollment in conjunction with online quoting. 2. Bonus offerings are subject to current product availability by state. 3. All lines of coverage are subject to availability by case size and underwriting approval. Under applicable law, agents may be required to disclose to the insured or applicant their compensation including base commissions, bonuses, incentives, or other forms of remuneration for which the agent is eligible for the sale or renewal of insurance products. The bonus offering(s) in this document are Promotional Bonuses as described in the Appendix to the Producer Partnership Plan (PPP). Please refer to the General Policies for Humana s Promotional Bonuses in the Appendix to the PPP for more information. Coverage must be placed with the same group the Humana sales executive presented coverage options. Private Exchange sale must include group medical. Bonus amounts are not cumulative. One-time payment based on cases written during bonus period, and will be paid out at the highest level earned.

9 UNITEDHEALTHCARE Page 9 AZ BROKER BONUS FOR NEW SPECIALTY SALES (51-100) For medical groups that enroll in two or more Specialty Benefits lines of coverage with between 51 to 100 eligible employees. UnitedHealthcare is offering a bonus to agents permanently located in Arizona who sell a minimum of two new Specialty Benefits lines of coverage to new or existing medical groups with effective dates from July 1, 2018 through December 31, Eligible lines of coverage are new employer-sponsored or voluntary, fully insured dental, vision, basic life, supplemental life, short-term disability, long-term disability, critical illness, accident and hospital indemnity coverages sold to groups with 51 to 100 eligible employees that have effective dates from July 1, 2018 through December 31, The Specialty Benefits lines of coverage must be sold to a new or existing medical group. UHC Agents who meet the qualifying criteria of two new lines of coverage will receive a bonus according to the following table: The bonus paid is the amount indicated in the row in the table where the number of eligible lines of coverage are met. The bonus amounts in the bonus payment table are not cumulative. Only the highest amount indicated in the row in the table where each of the total number of eligible lines of coverage are met will be paid to the agent or agency that qualifies for the bonus. Program Details: 1. Only Agents of Record permanently located in Arizona are eligible for this program. 2. Eligible lines of coverage are new groups with 51 to 100 eligible employees that have effective dates from through Eligible Specialty Benefits lines of coverage are employer-sponsored or voluntary, fully insured dental, vision, basic life, supplemental life, short-term disability, long-term disability, critical illness, accident and hospital indemnity groups. The eligible lines of coverage must be sold with medical coverage. Self-funded groups and standalone Specialty coverage are not eligible for this bonus program. 3. Agents must sell at least two eligible lines of coverage to a new or existing medical group to qualify for the bonus. The lines of coverage count will be derived from the specified group as of December 31, UnitedHealthcare s determination of line of coverage is final. 4. All sold business must be active and the selling agent must remain the Agent of Record on December 31, 2018 to be included in the bonus calculations. 5. All bonus payments will be made to the agent or agency to which the commissions are paid. The bonus will be paid after the bonus period is over and when all information required for verification of lines of coverage and calculation of the bonus is available. 6. For dual or multiple broker arrangements, line of coverage credit for determining eligibility for the bonus will be allocated in the same proportion as the commissions are split on the case. Fractional credits will be used in the calculation, and credits will not be rounded to the nearest integer. 7. General Agents are not eligible for the bonus. 8. Groups transferring from a UnitedHealth Group subsidiary, business segment or case size segment will not be considered new business for this bonus program. 9. Special rules apply to payment of bonuses for non-commissionable customers and customers referred to as Governmental Entities in the UnitedHealthcare Agent/Agency Agreement. Non-commissionable governmental entity groups are not eligible for any bonus program. We require written customer acknowledgment and approval before paying bonuses on other non-commissionable customers, and on commissionable governmental entity customers. Any limits on compensation in the RFP, RFI, bid specification or other written instructions for governmental entities cannot be exceeded. Please refer to the Producer Compensation Policies and Practices in the Producer Performance Guide for more information. All terms and conditions of the UnitedHealthcare Agent/Agency Agreement and the Producer Performance Guide apply to all compensation programs. This Bonus Program is offered at the sole discretion of UnitedHealthcare and can be terminated or modified by UnitedHealthcare at any time and without notice.

10 Page 10 BLACK, GOULD & ASSOCIATES, INC. Phoenix Office 3800 N. Central Ave. 9th Floor Phoenix, AZ Phone: Fax: Toll Free: Tucson Office 4516 E. Camp Lowell. Tucson, AZ Phone: Fax: AZ Toll Free: Remember: Black, Gould & Associates, Inc. passes on to you any bonuses or trips that you earn.