CARRIER CONTESTS & BONUSES

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1 BLACK, GOULD & ASSOCIATES, INC. FEBRUARY 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 BLUE CROSS BLUE SHIELD OF AZ Page 2 END OF YEAR BONUS BlueCross BlueShield of AZ (BCBSAZ) announces their End-of-Year Bonus Program for small group brokers. This year, when brokers sell new group contracts with 10/1/2017 1/15/2018 effective dates, bonuses will be paid out on a per group sold basis as shown on the table below. Group Size Enrolled Bonus Per Group Sold Add Dental Operational Efficiency Additional Incentive Incentive 5-9 $250 $50 $10 BCBS Of Arizona $500 $100 $ $1,000 $125 $ $2,000 $150 $25 Group must have at least 5 enrolled employees to be eligible for this bonus program. To qualify for Dental Incentive, a broker must sell BCBSAZ Dental in conjunction with a Medical plan. To qualify for the Operational Efficiency Incentive, a broker must submit the employee application data using BCBSAZ s new Excel Template. Bonus payments will be issued in March, Bonus payments will be rescinded for any new groups that do not stay in effect for at least 6 months.

3 CIGNA Page 3 MEDICARE ADVANTAGE AZ LOCK-IN CONTEST Cigna is starting 2018 off with a BIG BANG and wants you to get in on the action! Their Lock-In Contest is easily attainable and will reward you with marketing $$$ to put back in your business and continue your growth. Right now in the communities you work, there are thousands of Medicare eligible individuals who are lowincome, diabetic or have another eligible SEP. Cigna's Medicare Advantage Plans are a GREAT option to attract those new clients! Cigna If you are looking to market to Medicare eligible individuals who have diabetes then the Cigna-Healthspring Achieve Plus (Diabetic SNP-Maricopa Only) Plan is for you! Competitively positioned to attract customers with Diabetes Type 1 or Type 2, this plan will help you grow your client base! If you focus instead on Medicare eligible individuals with other SEPs then the Cigna-HealthSpring Preferred Plan is for you! Competitively positioned to attract customers who are low income, aging into Medicare, moving into the service area, coming off group coverage and other SEPs! This plan will help you grow your client base! The contest is simple! Sell 5 applications for 2/1/18 effective dates and earn $500 in marketing support! Sell 10 applications for 2/1/18 effective dates and earn $1,000 in marketing support! Sell 15 applications for 2/1/18 effective dates and earn $1,500 in marketing support! 1. Sales must be made into Cigna Healthspring Preferred or Cigna-HealthSpring Achieve Plus (Diabetic SNP) Plans in Arizona to qualify. 2. Qualifiers will be notified in February pending reconciliation of the enrollments in their eligibility systems. 3. Cigna will work directly with the qualifiers to formulate the opportunity. 4. Agents must be in good compliance standing and actively contracted with Cigna Medicare.

4 DELTA DENTAL OF AZ Page BROKER BONUS When you recommend Delta Dental, you are rewarded with a strong business partner. They are committed to providing industry-leading services and value, creating a satisfied client and providing competitive compensation when you sell, retain and grow Delta Dental of Arizona. You and your agency are rewarded in two ways: 1. Sell new groups (a minimum of 100 new subscribers in total for the year) and receive a bonus on your year-end book or your estimated annual ASO revenue³ with no existing book. 2. Retain business and receive an additional bonus on your year-end book* Take a few moments to learn more about participation levels in the program. Then, get started toward a successful year working with Delta Dental of Arizona! Delta Dental Of Arizona LEVELS COPPER PEWTER You Qualify with $10k < $100k Existing Book** $100k < $500k Existing Book** BONUS RATES New Group Sales¹ Growth/Bonus % Growth/Bonus % Bonus % x Year-end Book* 25% - 25% = 0.125% 20% - 25% = 0.125% 35% - 50% = 0.25% 25% - 30% = 0.25% >50% = 0.5% >30% = 0.5% Retention² Retention/Bonus % Retention/Bonus % Bonus % x Year-end Book* 95% - 98% = 0.5% 95% - 98% = 0.5%.98% = 0.75% >98% = 0.75% * Year-end book is premium and ASO revenue received, excluding ASO claims paid, for DDAZ groups at 1/31/18. ** Existing book is premium and ASO revenue received, excluding ASO claims paid, for DDAZ groups at 1/31/17. 1 With an existing book, sales bonus is based on new groups and their subscribers, with a minimum of 100 new group subscribers to qualify at each level. 2 Retention is based upon subscribers retained in all groups that were existing on 1/31/17. 3 With no existing book, sales bonus is based upon estimated annual premium or ASO fee revenue (next 12 months), excluding ASO claims. DELTAVISION CROSS-SELL BONUS New DeltaVision product sold with a new or existing dental product will be eligible for a cross-sale bonus. Program Qualification Criteria: 1 Sale of a DeltaVision product between 2/1/17 and 1/31/18 to a new or existing Delta Dental of AZ client; and 2 Sale of the new DeltaVision product must result in a total enrollment of 100 subscribers, when including all clients sold. New DeltaVision Subs Bonus Amount $ $500 1,000+ $1,000 Delta Dental Producer Rewards Program Specifics on following page

5 DELTA DENTAL OF AZ Page BROKER BONUS Delta Dental Producer Rewards Program rules and guidelines are set forth below: The Delta Dental Producer Rewards program is effective from 2/1/17 through and including 1/31/18 unless terminated or otherwise modified by Delta Dental of Arizona (DDAZ). Groups and subscribers are new in 2017 with group effective dates between 2/1/17 and 1/31/18. Groups and subscribers are existing in 2017 with group effective dates before 2/1/17. Book is premium and ASO revenue received, excluding ASO claims processed, for DDAZ groups. When a group is net of commission, the group must grant permission to DDAZ to include the premium or ASO fee in the computation of bonus revenue as well as permission to pay a bonus attributable to the revenue received from the group. Such permission from the group s decision maker must be in writing and specify the period of time for which the permission is extended, including confirmation that the group understands that bonuses paid based on the group s revenue will be included as commission in group reports. Qualification for participation is determined by the existing book at 1/31/17. To qualify for participation, the producing agency must also have an agent of record document on file. Delta Dental Of Arizona Bonus $ amounts are based upon your sales and/or retention bonus percent earned multiplied by your year-end book at 1/31/18. The bonus percent earned will be based upon the participation level qualified for at the beginning of the program year: 2/1/17. Minimum qualifications for new group sales bonus eligibility are 100 new group subscribers. The sales bonus percent is based on new group sales growth, calculated as 2017 subscribers from new groups divided by existing subscribers at 1/31/17. The sales bonus $ amount = the sales bonus percent earned multiplied by the year-end book at 1/31/18. The sales bonus option, without an existing book: Producing firms selling new risk or ASO business, without an existing book, may request in writing that a sales bonus be calculated on estimated annual premium or ASO fee revenue (next 12 months), excluding ASO claims paid. The sales $ amount = sales bonus percent earned multiplied by the estimated premium or annual ASO revenue (excluding ASO claims paid). The retention bonus percent is based on the subscriber retention percentage, calculated as subscribers in existing book on 1/31/18 divided by subscribers in existing book on 1/31/17. The retention bonus $ amount = the retention bonus percent multiplied by the yearend book at 1/31/18. A producing agency may earn a retention bonus without earning a sales bonus. The Delta Dental Producer Rewards program is offered at the sole discretion of DDAZ and can be terminated or modified by DDAZ at any time without notice. Any subsequent bonus program is at the discretion of DDAZ. The bonus payout is annual by April 15, The maximum number of subscribers counted for each new group is 5,000. The maximum total payout per agency location is $50,000. Each agency, or agency location, participates independently. Producers who work for a producing agency will be included at the agency level for qualification and paid at the agency level. If groups make an agent of record change during the reward period, each agency will receive credit for the period of time the agent of record was valid for each agency. No disputes regarding any bonus payment under the Program will be considered unless communicated in writing to your DDAZ Sales or Account representative within 90 days of payment receipt. Revisions will not be considered after 90 days post-payment receipt. DDAZ will exclude any client that the producing agent or client has requested in writing be excluded from consideration for purposes of calculation or payment of bonus.

6 HUMANA Page 6 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. Group short-term and/or long-term disability are considered one Specialty Line of coverage for purposes of this promotion. Two or more workplace voluntary benefits products sold to the same group are considered one Specialty Line of coverage for purposes of this promotion. 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 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.

8 UNITEDHEALTHCARE Page 8 ARIZONA BROKER BONUS For Fully Insured and Self-Funded cases with 100 to 3,000 eligible employees. UnitedHealthcare is offering a bonus to agents in Arizona who enroll in UnitedHealthcare s Digital Onboarding system to enroll their employees with new or renewing medical groups with 100 to 3,000 eligible employees with effective dates from July 1, 2017 through January 31, Eligible customers are fully insured and self-funded medical groups with 100 to 3,000 eligible employees with effective dates or renewal dates from July 1, 2017 through January 31, 2018 that add UnitedHealthcare s Digital Onboarding process to enroll their employees for coverage. In order to qualify for the bonus, the eligible customer must accept and utilize the personalized UnitedHealthcare Digital Onboarding website created for them by January 31, Not all UnitedHealthcare medical products are eligible for UnitedHealthcare s Digital Onboarding. United Healthcare Agents will receive a bonus of $500 for every eligible case that adds UnitedHealthcare s Digital Onboarding to a new or renewing group during the bonus period. Bonus Example: An eligible agent sells one eligible medical case that uses UnitedHealthcare s Digital Onboarding to enroll their employees for coverage, and adds Digital Onboarding to two eligible existing cases upon renewal. The agent receives a bonus of $500 for each case for a total bonus of $1,500.

9 Page 9 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.