What Do You NeeD to Sell?

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The news and ideas magazine for The independenT agenTs of UniTed american and firsT UniTed american Life insUrance companies

INSIDE THIS ISSUE

PERSPECTIVEDUCKS QUACK … EAGLES SOAR!!- PAGE 3

MED-SUPP SALES CONTESTEvERyOnE CAn win!- PAGE 4

CHATS WITH CHUCKAn inTERviEw wiTH RAy STEvEnS OF STEvEnS & ASSOCiATES inSURAnCE AGEnCy- PAGES 6 & 7

MEDICARE 101DEFiniTiOnS TO HELP yOU MAnEUvER THE MEDiCARE MAZE- PAGE 9

EDITION II - 2010

AnnuAl Convention July 7-10, 2011 CAesArs PAlACe

PagE 8

grab The medicare chaLLenge!

grab The medicare chaLLenge!

2 | THE SUMMIT | EDITION II - 2010

EDITOR ROBERTA BOYD KING | STAFF WRITER CHRISTIE GIBSON | GRAPHIC DESIGNER CAL SLAYTON

E-MAIL EDITOR@TORCHMARKCORP.COM | HOME OFFICE 972-529-5085 | AGENT SERVICE CENTER 800-925-7355SUPPLY ORDER FAX 469-525-4290 ATTN: AGENCY SUPPLY | SUPPLY ORDER E-MAIL AGENTSUPPLY@TORCHMARKCORP.COM

WEBSITES WWW.UNITEDAMERICAN.COM | WWW.UNITEDAMERICAN.COM/LOGON | WWW.FIRSTUNITEDAMERICAN.COM | WWW.FIRSTUNITEDAMERICAN.COM/OFFICE

EDITOR’S NOTES

PUBLISHED MONTHLY BY UNITED AMERICAN AND FIRST UNITED AMERICAN LIFE INSURANCE COMPANIES 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.

RATE APPROVALS A special mailing regarding rate approvals for ProCare Medicare Supplements are being sent to General Agents in Alabama, Alaska, California, Connecticut, Delaware, Georgia, Idaho, Illinois, Kansas, Kentucky, Maryland, Oregon, South Carolina, and Texas.

The new business effective dates are:

Oregon – March 1.

Kentucky – March 15.

Alaska, California, Connecticut – April 1.

Alabama, Delaware, Georgia, Kansas, Maryland, South Carolina – May 1.

Idaho, Illinois, Texas – May 15.

Go to UAOnline at www.unitedamerican.com/logon to download new rate cards.

These rates apply to policies with effective dates prior to June 1, 2010.

AVOID MEDICARE SUPPLEMENT POLICY DUPLICATION! According to the states’ Departments of Insurance, it is the responsibility of insurers and their Agents to make sure Medicare Supplement applicants know and understand they need only one Medicare Supplement policy. This is printed on the policy application.

When you sell a Medicare Supplement policy to an applicant who already has a Medicare Supplement policy, make sure they understand that the new policy is replacing the old policy, and that they should retain the old policy only long enough to examine the new policy and decide if they wish to keep it.

Have the applicant read the ‘Notice to Applicant’ on the Replacement Form. Have the applicant sign and date the Replacement Form, and submit it with the application. You also must leave a copy with the applicant.

2009 SERVICE PERFORMANCE RECORDThe Service Performance Record has been updated for 2009:

•Total Claim Transactions – 5,572,496

•Med-Supp Claim Checks Issued – 2,214,181

•Non-Med-Supp Health Transactions – 226,138

•Policies Issued – 47,881

•Customer Telephone Calls Handled – 958,114

•Med-Supp Claims Processed – 2.96 Calendar Days

•All Policies Issued – 8.05 Calendar Days

Go to UAOnline at www.unitedamerican.com/logon to download the new 2009 Service Performance Record.

ATTN: ARKANSAS AGENTSAn Annuity Suitability Review Form (ANNREV) is required with all annuity applications submitted for Arkansas. The Home Office will not accept annuity applications submitted March 1 and after without completed form ANNREV.

Life and annuity applications involving a replacement must include forms CIF(03) and REPNOT/00. The Home Office will not process applications submitted March 1 and after without properly completed forms.

Go to the UA Arkansas Compliance Sheet at www.unitedamerican.com/logon at UAOnline to download ANNREV, CIF(03) and REPNOT/00.

ARE YOU ON OUR E-MAIL LIST? Are you receiving e-mail updates about products, rates, and training? If not, please make sure we have your correct e-mail address. E-mail agencyservice@torchmarkcorp.com or call the Agent Service Center at 800-925-7355 to provide us with your correct e-mail address. Regular communication between you and the Home Office is important to your success and ours!

ATTN: SOUTH CAROLINA AGENTS The Supplement to Accident and Health Insurance Application, U1312 (39), has been revised. It must be submitted with non-Medicare Supplement applications for persons qualified for Medicare by reason of age for the following accident and health coverage: HIXC, HMXC (64+), MMXC, and SE2. If duplicating coverage, complete the lower part of the form, U1337 (39), and submit with the application as well.

Medicaid recipients are not eligible for United American policies affected by this South Carolina regulation.

The Home Office will not process applications submitted March 1 and after without properly completed forms.

Go to the UA South Carolina Compliance Sheet at www.unitedamerican.com/logon at UAOnline to download U1312 (39).

ATTN: ALL AGENTS UA PARTNERS® REMINDERSome Agents have submitted obsolete UA Partners enrollment forms to the New Business Department, and the department cannot process them.

Are you using the right enrollment forms? To be sure, follow these steps:

•Go to UAOnline at www.unitedamerican.com/logon

•Click on ‘UA General Agency Office’

•Click on ‘Discount Programs’ on right side of page

• Select the program your customer wants and click ‘Product Page’. Standard and state-special enrollment forms for both individual and worksite sales are available here for download.

INTEREST RATES SET The Lifestyle Annuity rate for April is 3.00 percent. Rates are reviewed and adjusted accordingly.

The Deposit Fund Rider new business interest rate for 2010 is 3.00 percent.

CHARLES MANkAMyERSenior Vice President / Agency Sales

Ducks Quack, Eagles Soar ...

Great customer service can put a company in a class by itself. United American and First UA are proud of their outstanding reputations for superior customer service, especially in the area of Medicare Supplement sales. But, the desire to provide great customer service is not something with which we are born. It’s a choice we make. The following story is one that you may have heard before, but it bears repeating.

Harvey Mackay, a well-known author and motivational speaker, tells a wonderful story about a cab driver, who proved this point. Harvey was waiting in line for a ride at the airport. When a cab pulled up, the first thing Harvey noticed was that the taxi was polished to a bright shine. Smartly dressed in a white shirt, black tie, and freshly pressed black slacks, the cab driver jumped out and rounded the car to open the back passenger door for Harvey. He handed Harvey a laminated card and said, “I’m Wally, your driver. While I’m loading your bags in the trunk I’d like you to read my mission statement.” Taken aback, Harvey read the card. It read: Wally’s Mission Statement: ‘To get my customers to their destination in the quickest, safest, and cheapest way possible in a friendly environment,’

This blew Harvey away … especially when he noticed that the inside of the cab matched the outside. Spotlessly clean!

As he slid behind the wheel, Wally said, “Would you like a cup of coffee? I have a thermos of regular and one of decaf.” Harvey said jokingly, “No, I’d prefer a soft drink.” Wally smiled and said, “No problem. I have a cooler up front with regular and diet Coke, water and orange juice.”

Caught by surprise, Harvey said, “I’ll take a diet Coke.”

Handing him his drink, Wally said, “If you’d like something to read, I have The Wall Street Journal, Time, Sports Illustrated and USA Today.”

As they were pulling away, Wally handed Harvey another laminated card. “These are the stations I get and the music they play, if you’d like to listen to the radio.” And, as if that weren’t enough, Wally told Harvey that he had the air conditioning on and asked if the temperature was comfortable for him. Then he advised Harvey of the best route to his destination for that time of day. He also let him know that he’d be happy to chat and tell him about some of the sights or, if Harvey preferred, to leave him with his own thoughts.

“Tell me, Wally,” Harvey asked the driver, “Have you always served customers like this?”

Wally smiled into the rear-view mirror. “No, not always. In fact, it’s only been in the last two years. My first five years driving, I spent most of my time complaining like all the rest of the cabbies do. Then I heard on the radio one day that if you get up in the morning expecting to have a bad day, you’ll rarely disappoint yourself. He said, ‘Stop complaining! Differentiate yourself from your competition. Don’t be a duck. Be an eagle. Ducks quack and complain. Eagles soar above the crowd.’

“That hit me right between the eyes,” said Wally. “That was really talking about me. I was always quacking and complaining, so I decided to change my attitude and become an eagle. I looked around at the other cabs and their drivers. The cabs were dirty;

the drivers were unfriendly; and the customers were unhappy. So I decided to make some changes. I put in a few at a time. When my customers responded well, I did more.”

“I take it that has paid off for you,” Harvey said.

“It sure has,” Wally replied. “My first year as an eagle, I doubled my income from the previous year. This year I’ll probably quadruple it. You were lucky to get me today. I don’t sit at cabstands anymore. My customers call me for appointments on my cell phone or leave a message on my answering machine. If I can’t pick them up myself, I get a reliable cabbie friend to do it, and I take a piece of the action.”

Wally was phenomenal. He was running a limo service out of a Yellow Cab.

Harvey probably told that story to more than 50 cab drivers over the years, and only two took the idea and ran with it. Whenever he goes to their cities, he gives them a call. The rest of the drivers quacked like ducks and told him all the reasons they couldn’t do any of what he suggested. Wally the cab driver made a different choice. He decided to stop quacking like a duck and started soaring like an eagle.

How about us? We need to differentiate United American and First United American from other Medicare Supplement insurers, just the way Wally differentiated his cab ride from others.

How do we do it? Just the way Wally did … by going the extra mile:

•alwaysputyourbestfootforward: Be neat, clean, and well groomed. Have breath that smells fresher than home-made cookies. Show a great smile and exude personal warmth.

•taketimetogetacquainted: Show your customer by word and attitude that you appreciate them opening their home to you. Be friendly, but not familiar. Don’t rush them. Take as long as they need to get comfortable with you before you move to your sales presentation.

•beknowledgeable:Know the Company. Know the products, and always make sure the product you offer is the best fit for the prospect. Never sell a policy just to make a sale.

•beavailablewhenyourcustomerhasaclaim: Take a personal interest. Make sure the claim is handled quickly and smoothly and give any assistance needed. Treat them like your own mom and dad.

•keepintouch: Send birthday cards, holiday cards, etc., to customers so they know throughout the year that you appreciate them. Acknowledge weddings, new babies, graduations, funerals, and other family events. Let them know their families are important to you too. Make them feel special at every opportunity.

We can all take a lesson from Wally! Remember, ducks quack, but eagles soar.

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perspecTiVe

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medicare sUppLemenT saLes conTesTs

eVerYone can win!!You could win a relaxing weekend getaway to beautiful Branson, Missouri, and be eligible to win the Mustang of your dreams because everyone can win!

Who is Eligible? All General Agents and all Company Direct Contracted Personal Producing General Agents.

Announcing MedicAre SuppleMent SAleS conteStS!

MuStAng conteStHow Do You Qualify? Have a Medicare Supplement policy sold and issued between April 1st and June 30th, 2010.

Contest Dates April 1, 2010, through June 30, 2010.

Who Wins? Everyone selling Medicare Supplement policies has a chance to win. The more policies you have issued, the more raffle tickets you get.

Prize: One raffle ticket for each policy issued. Each ticket is worth a chance to win a fully-restored 1967 Mustang Shelby GT500 and a matching 2010 Patriot Edition Mustang Shelby GT500!*

www.WinTheMustangs.com

BrAnSon conteStHow Do You Qualify? Increase your 2nd quarter Medicare Supplement application count by a minimum of 40% OVER your 1st quarter Medicare Supplement application count.

Contest Dates April 1, 2010, through June 30, 2010. Applications must be submitted to the UA/First UA Home Office no later than July 10, 2010, and a policy must be issued by July 31, 2010.

Who Wins? Top 3 General Agents with the largest increase OVER 40% and the Top 2 PPGA’s.

Prize: A weekend getaway Thursday, September 16th through Sunday, September 19th to the Chateau on the Lake in Branson, Missouri. Bring your guest and spend a long weekend enjoying boating, fishing, golf, great food, and much more! *Void where prohibited.

DiD you know?? Special lead Assistance program: As long as the General Agent has $500 or more per month in renewals, we will pay for an initial lead order and deduct 20% per month interest-free for 5 months from renewals up to the General Agent’s average monthly renewal check. Agents must sign an Advance Loan Agreement.

Contact Chuck Mankamyer at crmankamyer@torchmarkcorp.com for more details.

ediTion ii - 2010 | THE SUMMIT | 5

web Training UpdaTe

Go to www.unitedamerican.com/logon to log on to UAOnline. If already registered at UAOnline, log in using your e-mail address and password and click on ‘Submit’. If not already registered, click on ‘Register Now’ and follow instructions.

The UAOnline landing page is your portal to Agent Services and an abundance of information and training. From the landing page, click on ‘UA General Agency Office’ under ‘Agent Web Sites’, to get to the ‘Agent Tools’ page.

Click ‘How to Use this Website’ in the upper left corner of the ‘Agent Tools’ page to take the new Brainshark training course.

Remember, if you are not already logged into Brainshark, log in by providing the requested information. Then click ‘Submit’ and the Brainshark training course should begin automatically.

Back on the landing page, the left column contains quick links to several important applications:

•Agent Statements On-Link

•Submitted / Inforce Business

•Recruit/Lead Management System

•RMS Tutorial

•LMS Tutorial

The right column contains quick links to commonly accessed areas of the site such as:

•New appointment state requirements

•State ‘Do Not Call’ lists and procedures

•HIPAA Guidelines

•UA Partners® Provider Locator

•UA Ad Catalog

Your logon credentials determine what you see when you click links that provide Agent and policyholder information.

You also can access links to:

•Determine product availability

•Download sales materials

•Place an order for printed materials and other supplies

•Access online training

•Access Summit magazine

•Find Convention information

E-mail the Agent Service Center at agencyservice@torchmarkcorp.com or call 800-925-7355 with questions.

websiTe UpdaTe!Have you visited UAOnline lately? If not, you are missing out on an exciting new Brainshark training course, ‘UA Agent Services Website – UAOnline’. The course highlights in detail how to maneuver through UAOnline and highlights the vast amount of information you can access on UAOnline to help make you a more well-informed and productive Agent.

chuck: Ray, you have been a very successful General Agent with United American for a number of years. How long have you been in the business?

ray:Chuck, I’ve been an Agent for 27 years and have had my own Agency for 26 of those years.

chuck: That’s a long time, Ray, but based on your past and current production, we hope to have you contracted with UA for another 27. In what area do you concentrate your activity?

ray:Geographically, we concentrate our activity in three counties, but will cover the whole state if needed.

chuck:What is your take on the healthcare reforms being instituted by the federal government?

ray:It will send some people scrambling until we know how it will all pan out. People will have a lot of questions during the next few months. But, I see opportunity behind the change. We really are in a perfect position. And as far as the Medicare Supplement market – I love it and will continue to work it … whatever happens in Washington or with Medicare.

charles“chuck”mankamyerSenior Vice President

phone:(469) 525-4764fax:(972) 569-3680

email:crmankamyer@torchmarkcorp.com

Education: The knowledge or skill obtained by a learning process*.

Chats with ChuckChats with Chuck

Our goal is to bring you useful information that will help you grow

Gerald ‘Ray’ Stevenswife:Sandychildren:2numberofcareeragents:6numberofbrokers:4agency:Stevens & Associates Insurance Agency

chuck:As you know, United American pays level renewals for the life of our Medicare Supplement policies. How important are commissions for the life of the policy?

ray:Commissions are very important – absolutely essential. We look to write business and keep it there, and commissions need to be there for Agents to have the incentive to service the customer. A level commission structure gives Agents a great reason to continue to provide outstanding service throughout the life of the policy. People who are serious about making insurance sales a career sell quality products like UA’s that will stay on the books.

“I can always count on United American.”

chuck:Ray, how important is great customer service?

ray:As you know, Chuck, it is the service behind policies that keep them in force. Providing outstanding customer service is a big part of our Agency’s structure and United American helps us to maintain it. We want to take care of everything for the customer, and by working together with UA, we are able to service our customers well. If anything is wrong, we can call UA and get it fixed. It’s not that way with other companies.

*Source: http://www.thefreedictionary.com/education

PROFILE

Charles R. “Chuck” Mankamyer had a long and prestigious career as a UA General Agent in Florida before joining the Home Office team in September 2009 as Senior Vice President/Agency Sales. His extensive sales background and familiarity with United American make him the ideal person to provide support and guidance to Agents in the field.

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chaTs wiTh chUcK

ediTion ii - 2010 | THE SUMMIT | 7

chaTs wiTh chUcK

Many Agents today sell based on premium – but they don’t offer service. Customers not only want quality coverage, they want someone to take care of things for them. When we write something – if there’s a problem – we take care of it. I sell quality every time. Premiums don’t mean much to me.

chuck:Tell us about how you prospect for Medicare Supplement customers.

ray:Medicare Supplement sales are not difficult. There are things you can do to generate leads such as holding Senior Seminars … especially at Senior centers, churches, etc, which will cost you little or nothing.

We make it a point to keep close tabs on the local business community. We look at businesses that are cancelling retiree coverage, because we are always looking for avenues to reach people. If economic reasons force a company to cancel its retiree coverage, it still wants to make sure those retirees are cared for. After all, they have been loyal employees for many years, and they deserve it. We send helpful information about what we can offer, and we push quality coverage and outstanding service.

You should contact the Human Resources department initially, and it may take months and many packets of information to get your foot in the door. But, it is worth the effort. These companies listen to us and respond to what we offer when we assure them that we will provide quality service and take care of their retirees. It must be service that is way above average, though. And UA’s six-decade history and stellar financial strength ratings serve us well too.

But you also need to look for bigger deals beyond the local business environment. In this economic climate, I see great opportunity coming – especially if employers are federally mandated to provide insurance coverage to active employees. That may force even more employers to drop retiree coverage. We network with Agencies that do only large Groups sales. If they bring us in and partner with us, we can all share in the bounty. They provide us with a more powerful position when we go

into that company. The insurance premiums go down on the group plan for the active employees, and we get the Medicare Supplement business.

It’s a winning situation all around for the company and its employees, both active and retired.

chuck:Any final thoughts, Ray?

ray:I can always count on United American. If it’s a Senior issue, I can talk to someone who can answer the question or solve the problem. I appreciate UA and have been loyal to UA for many years. We make a great team!

“If anything is wrong, we can call UA and get it fixed. It’s not that way with other

companies.”

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medicare

No matter what the product, price is one of the biggest challenges to making a sale. Whether it’s buying a new car at your local dealership or a pound of green beans at the corner grocery store, PRICE MATTERS! But, cost is even more important …

When your customer says, “I can’t afford this,” or “I can get another plan for less,” how do you respond? You could say, “You can’t afford not to purchase a traditional Medicare Supplement from United American or First United American, and here’s why.” Then, explain the difference between price and cost. Price is what the customer pays each month for their policy, but the ultimate cost of a policy goes far beyond the price of the premium. Cost includes what the customer gets – or doesn’t get – for that premium. Price is short term, but cost is long term.

What does Medicare Advantage really cost in the long term versus a traditional UA or First UA Medicare Supplement? A lot more than the monthly premium!

Stability:

•Ask any of the 636,000 recently disenrolled Medicare Advantage members about stability. A Medicare Advantage (MA) plan may have a lower monthly premium than a traditional United American or First UA Medicare Supplement, but the policyholder can only purchase that MA plan for one year at a time. There is no Guaranteed Renewability, whether they pay their premium on time or not! Medicare Advantage members also can be disenrolled through absolutely no fault of their own if the insurer decides to terminate its contract with Medicare. Our policies are guaranteed renewable as long as premiums are paid on time.

•United American and First UA are stable Companies. UA has been rated A+(Superior) for Financial Strength for more than 30 consecutive years by A.M. Best Company and First UA has had the same rating for almost 20 consecutive years (ratings as of 6/09). UA has been selling Medicare Supplements since Medicare began in 1966, and we are among the nation’s top individual Medicare Supplement providers*.

cost:

•From 2009 to 2010 some Medicare Advantage plans substantially increased copayments for members.** Daily hospital copayments went from a maximum of $175 to a maximum of $225. That’s almost a 30 percent increase.

Annual out-of-pocket expenses soared from a maximum of $3,000 to a whopping $7,500. That’s an amazing 250 percent increase!

•Whether Medicare deductibles and copayments increase or not, it doesn’t affect the way a traditional Medicare Supplement works. They always supplement what Medicare doesn’t pay.

continuityofcare:

•Because Medicare Advantage plans generally have specific, limited networks of providers, continuity of care for an individual Senior can be disrupted or broken if the plan drops a certain doctor or provider from its network.

•With a traditional Medicare Supplement, Seniors don’t worry about losing continuity of care. There are no networks from which a doctor can be dropped.

choice:

•Members of Medicare Advantage plans may be restricted in their choice of doctors, hospitals, and providers by the network. When Seniors join, they may have to give up a favorite family doctor if he or she is not in the network of providers. Convenience may be an issue too. Are network doctors close to home, or will a Senior need to travel a long distance to see a network provider?

•With a traditional Medicare Supplement, Seniors – not the plan – choose the doctors, hospitals, and providers they use. There are no restrictions, and UA and First UA Medicare Supplement plans are accepted anywhere in the country.

claims:

•Does the Medicare Advantage plan offer quality, timely claims processing?

•United American offers “Automatic” Claims Filing® (ACF), a process that United American pioneered. Offered with UA Partners®, United American’s optional, noninsurance discount health services program, ACF saves Seniors time and the inconvenience and trouble of filing claims with the Company. Claims come electronically from providers to UA and hassle-free for the customer.

Company and policy stability, continuity of care, and freedom to choose doctors and hospitals are important considerations in the long-term cost of any Medicare Supplement coverage. Help your prospects and customers understand the difference between short-term price and long-term cost. Sell them a traditional Medicare Supplement from UA or First UA. They’ll get the most value for their dollar, and you’ll get a potential long-term renewal. That’s a win/win for both of you!

grab The medicare chaLLenge!Price and Cost Are Not the Same!Price and Cost Are Not the Same!

* 2008 Medicare Experience Report by Direct Premiums Earned for Total Individual Policies, August 2009** Source: http://www.medicare.gov/MPDPF/Public/Include/DataSection/Questions/SearchOptions.asp 10/09

“Don’t be penny wise and pound foolish.”“you always get what you pay for.”“If it’s too good to be true, it probably is.”

ediTion ii - 2010 | THE SUMMIT | 9

medicare 101

acceptSaSSiGnment: A doctor or supplier agrees to accept the Medicare-approved amount as full payment. Seniors still pay their share of the cost of the doctor’s visit.

benefitperiod:Begins the day Seniors enter a hospital or skilled nursing facility (SNF) and ends when Seniors have not received any hospital care (or skilled care in a SNF) for 60 consecutive days. Seniors must pay the inpatient hospital deductible for each benefit period, and there is no limit to the number of benefit periods within a 12-month period.

coinSurance: The amount Seniors are required to pay for services after they pay any plan deductibles. In Original Medicare, this is a percentage (generally 20 percent) of the Medicare approved amount. Medicare generally pays 80 percent. Seniors generally must pay 20 percent after they pay the deductible for Part A and/or Part B.

copayment: The amount Seniors pay for each medical service, such as a doctor’s visit. A copayment is usually a set amount. Copayments are also used for some hospital outpatient services in Original Medicare.

creditablecoveraGe: Health coverage Seniors had in the past, such as a group health plan (including COBRA continuation coverage), an HMO, an individual health insurance policy, Medicare or Medicaid, and not interrupted by a significant break in coverage. The time period of this prior coverage is applied toward any preexisting condition exclusion imposed by a new health plan. Seniors provide proof of creditable coverage to a new insurer by showing a certificate of creditable coverage or other document like a health insurance ID card.

deductible: The amount Seniors pay for healthcare or prescriptions before Original Medicare, their prescription drug plan, or other insurance pays.

GuaranteediSSue: When insurers are required by law to sell or offer a Medicare Supplement policy. In certain situations, an insurance company can’t deny a policy or place conditions on a policy, such as exclusions for preexisting conditions, and can’t charge more for a policy because of past or present health problems.

Guaranteedrenewable: Requires insurance company to automatically renew or continue Medicare Supplement policy, unless Seniors lie to the insurance company, commit fraud, or don’t pay premiums.

hmo: A type of Medicare Advantage Plan available in some areas. Plans cover all Medicare Part A and Part B healthcare. Some HMOs cover extra benefits, like extra days in the hospital. In most HMOs, Seniors can go only to doctors, specialists, or hospitals on the plan’s list – except in an emergency.

initialenrollmentperiod: When first eligible for hospital insurance (Medicare Part A), Seniors have a seven-month period in which to sign up for medical insurance (Medicare Part B). If they are eligible at age 65, their initial enrollment period begins three months before their 65th birthday, includes the month they turn age 65 and ends three months after that birthday. If eligible for Medicare based on disability or permanent kidney failure, their initial enrollment period depends on the date their disability or treatment began.

openenrollment: A one-time-only, six-month period when Seniors can buy any Medicare Supplement policy they want that is sold in their state. It starts the first month they are covered under Medicare Part B and are age 65 or older. During this period, they can’t be denied coverage or charged more due to past or present health problems. States may extend open enrollment to those enrolled in Medicare due to disability. Disability enrollees in these states get a second open enrollment when they attain age 65.

ppo: A type of Medicare Advantage Plan in which Seniors pay less if they use doctors, hospitals, and providers that belong to the ‘network’. They can use doctors, hospitals, and providers outside the network for an additional cost.

privatefee-for-Service: A type of Medicare Advantage Plan in which Seniors may go to any Medicare-approved doctor or hospital that accepts the plan’s payment. The insurance plan, rather than the Medicare Program, decides how much it will pay and what Seniors pay for the services they get.

Specialelectionperiod(Sep): A set time that a beneficiary enrolled in Medicare Advantage can change health plans or return to Original Medicare, such as: they move outside the service area, their Medicare Advantage organization violates its contract, the organization does not renew its contract with Centers for Medicare and Medicaid Services, or other exceptional conditions as determined by CMS. The Special Election Period is different from the Special Enrollment Period (SEP).

Specialenrollmentperiod(Sep): A set time when Seniors can sign up for Medicare Part B if they didn’t take Medicare Part B during the Initial Enrollment Period due to them or their spouse working and having a group health plan through the employer or union. Seniors can sign up at anytime they are covered under the group plan based on current employment status. The last eight months of the Special Enrollment Period starts the month after the employment ends or the group health coverage ends, whichever comes first.

Medicare 101: maneUVering The maze

Sources: www.medicare.gov/glossary/search.asp; www.ssa.gov/pubs/10043.html#part5; www.cnn.com/2010/HEALTH/03/25/health.care.law.basics/

Which applies? Open Enrollment, Special Enrollment, Special Election Period, Guaranteed Issue, etc., …

Makes you a little crazy, doesn’t it? Successfully maneuvering the Medicare market requires more than knowledge of standard Medicare Supplement plans. It also requires familiarity with a variety of Medicare-related terms. Understanding these can help you successfully navigate your way through the Medicare maze.

a

Q

PRESIDENT’S CLUBThrough March 2010, these producers represent the top Agencies with the highest net combined annualized premium. Agencies can also qualify to attend the annual Sales Convention. Final qualifiers will be based on Company production and retention requirements.

6. JONATHAN AHLBUM

7. PHILIP B. ORTEz, JR.

8. CHARLES W. ROPER

9. LORNA K. DECEGLIA

10. KIMBERLy T. VOGES

11. RICHARD R. zEIS

12. DANI L. CHARD

13. FRED W. LEMAR JR.

14. CASEy V. PALMER

15. CATHERINE E. HATTON

16. MARK HELLER

17. RONNIE L. COCHRAN

18. ROSEMARIE GAGLIARDI

19. RONALD C. HARSHMAN

20. BRUCE D. RICE

21. MURIEL LEVy

22. ROy TUCKER

23. DEVIN BARTA

24. LAURO DIAz

25. MARK VERTICH

26. CHRISTOPHER N. GRAHAM

27. GARy A. SAUNDERS

28. SHIA WEINFELD

29. PAUL A. PANNELL

30. MICHAEL J. WHITE

1.JonathanahlbumThe Ahlbum Group

3.Geraldr.StevenSStevens & Associates

Insurance Agency

4.tonymcdouGleAssurecor, Inc

5.americanlife&healthGroup,inc.

2.Geraldr.StevenS

3.patrickcox

5.matthewbrown

1.timothyJ.ahlbum

4.dexterr.Saylor

6. RON CONCKLINRosenberg-Concklin, Inc.

7. CATHERINE E. HATTONLong Island Insurance Solutions

8. AMERICAN EAGLE CONSULTANTS, INC.

9. FARM & RANCH HEALTHCARE, INC. Mike Stevens, President

10. MICHAEL H. PHILLIPSUnion Benefit Corporation

11. THOMAS G. STATKEWICzSylvan-James Associates, Inc.

12. PHILIP B. ORTEz JR.Phil & Kathy Ortez Insurance Agency, Inc.

13. CHARLES W. ROPERRoper Insurance Agency

14. LORNA K. DECEGLIADeceglia Insurance Company

15. DAVID R. OLIVERAffiliated Health Insurers of America

16. ANTHONy M. ANTINAntin Insurance Agency

17. JIMMy K. WALKER IIAmerica’s Insurance Consultants, LLC

18. RONALD C. HARSHMANHarshman Insurance Agency

19. MARK HELLERHeller Insurance Agency

20. CENTURION AGENCy, LTD.

21. BRUCE D. RICERice Insurance Agency

22. MURIEL T. LEVyLevy Insurance Agency

23. ROy L. TUCKERTucker Insurance Agency

24. DAVID K. DANIELSDavid K. Daniels & Associates

25. SUSAN E. ATWOODAtwood Insurance Agency

26. HANI S. RIHANAmerican Insurance Agency of Florida, Inc.

27. FAHED M. ULAyyETUlayyet Insurance Agency

28. RAy KASTL INSURANCE, INC.

29. WILLIAM T. BREWERBrewer Insurance Agency

30. GEORGE A. HALLHall Insurance Agency

2.michaellemar Sunshine State Agency

PACESETTERS CLUBThrough March 2010, these producers represent the top Agents with the highest net combined annualized premium. Agents can also qualify to attend the annual Sales Convention. Final qualifiers will be based on Company production and retention requirements.

10 | THE SUMMIT | ediTion ii - 2010

Top prodUcers

ediTion ii - 2010 | THE SUMMIT | 11

Top prodUcersThe following list represents the Top General Agents and Writing Agents who have written the highest net annualized life or health premium through the month of March 2010.

Life generaL agenTs heaLTh generaL agenTs1. KENNETH R. BOWLING

The Benefit Exchange16. CHRIS AROUTSIDIS

Aroutsidis Insurance Agency 1. JONATHAN AHLBUM

The Ahlbum Group16. ANTHONy M. ANTIN

Antin Insurance Agency

2. JOHN W. HARRINGTONHarrington Insurance Agency

17. BONNETA HARRISHarris Insurance Agency

2. MICHAEL LEMARSunshine State Agency

17. JIMMy K. WALKER IIAmerica’s Insurance Consultants, LLC

3. FARM & RANCH HEALTHCARE, INC. Mike Stevens, President

18. JESSE E. BROWNBrown Insurance Agency

3. GERALD R. STEVENSStevens & Associates Insurance Agency

18. RONALD C. HARSHMANHarshman Insurance Agency

4. GEORGE A. WALLACEWallace Insurance Agency

19. GEORGE E. MERRILLMerrill Insurance Agency

4. ASSURECOR, INC. 19. MARK HELLERHeller Insurance Agency

5. MICHAEL LEMARSunshine State Agency

20. EDWIN D. WILSONWilson Insurance Agency

5. AMERICAN LIFE & HEALTH GROUP, INC.

20. CENTURION AGENCy, LTD.

6. ALL CARE INSURANCE MARKETING, INC.

21. JOHN L. PATEPate Insurance Agency

6. RON CONCKLINRosenberg-Concklin, Inc.

21. MURIEL T. LEVyLevy Insurance Agency

7. DON H. PIPPIN, SR.Pippin Insurance Agency

22. JIMMy A. FOSTERFoster Insurance Agency

7. CATHERINE E. HATTONLong Island Insurance Solutions

22. ROy L. TUCKERTucker Insurance Agency

8. JAMES E. GREERGreer Insurance Agency

23. CURTIS SCOTTScott Insurance Agency

8. AMERICAN EAGLE CONSULTANTS, INC.

23. DAVID K. DANIELSDavid K. Daniels & Associates

9. ANTHONy G. SMITHSmith Insurance Agency

24. LORNA K. DECEGLIADeceglia Insurance Agency

9. FARM & RANCH HEALTHCARE, INC.Mike Stevens, President

24. SUSAN E. ATWOODAtwood Insurance Agency

10. MICHAEL JOHNSONJohnson Insurance Agency

25. MARION JOHNSONJohnson Insurance Agency

10. MICHAEL H. PHILLIPSUnion Benefit Corporation

25. HANI S. RIHANAmerican Insurance Agency of Florida, Inc.

11. CHARLES A. LOPER, JR.Loper Insurance Agency

26. KENNETH B. JOHNSONJohnson Insurance Agency

11. THOMAS G. STATKEWICzSylvan-James Associates, Inc.

26. FAHED M. ULAyyETUlayyet Insurance Agency

12. CHARLES E. FIELDSFields Insurance Agency

27. CLyMOTH R. MASSEyMassey Insurance Agency

12. PHILIP B. ORTEz JR.Phil & Kathy Ortez Insurance Agency, Inc.

27. RAy KASTL INSURANCE, INC.

13. FRANK C. SMITH IIISmith Insurance Agency

28. MACK M. DANIELSDaniels Insurance Agency

13. CHARLES W. ROPERRoper Insurance Agency

28. WILLIAM T. BREWERBrewer Insurance Agency

14. THOMAS N. HANSONHanson Insurance Agency

29. HARRy L. DAVISDavis Insurance Agency

14. LORNA K. DECEGLIADeceglia Insurance Agency

29. GEORGE A. HALLHall Insurance Agency

15. GARRy L. COLEMANColeman Insurance Agency

30. WILLIAM z. PATRICKPatrick Insurance Agency

15. DAVID R. OLIVERAffiliated Health Insurers of America

30. CHESTER A. IWANSKI, JR.Iwanski Insurance Agency

Life wriTing agenTs heaLTh wriTing agenTs1. KENNETH R. BOWLING 16. THOMAS N. HANSON 1. TIMOTHy J. AHLBUM 16. MARK HELLER

2. GEORGE A. WALLACE 17. GARRy L. COLEMAN 2. GERALD R. STEVENS 17. RONNIE L. COCHRAN

3. JOHN W. CRAVEN, SR. 18. MICHAEL D. WILLIAMS 3. PATRICK COX 18. ROSEMARIE GAGLIARDI

4. VICTOR L. QUIMSON 19. BERNESTINE BLUNT 4. DEXTER R. SAyLOR 19. RONALD C. HARSHMAN

5. DON H. PIPPIN, SR. 20. CHRIS AROUTSIDIS 5. MATTHEW BROWN 20. BRUCE D. RICE

6. JAMES E. GREER 21. BONNETA HARRIS 6. JONATHAN AHLBUM 21. MURIEL LEVy

7. JOHN W. HARRINGTON 22. JESSE E. BROWN 7. PHILIP B. ORTEz JR. 22. ROy TUCKER

8. ANTHONy G. SMITH 23. GEORGE E. MERRILL 8. CHARLES W. ROPER 23. DEVIN BARTA

9. MICHAEL JOHNSON 24. EDWIN D. WILSON 9. LORNA K. DECEGLIA 24. LAURO DIAz

10. LEE A. MCGRIGGS 25. WILBUR E. TUCKER 10. KIMBERLy T. VOGES 25. MARK VERTICH

11. BRANDON R. BOWLING 26. JIMMy A. FOSTER 11. RICHARD R. zEIS 26. CHRISTOPHER N. GRAHAM

12. CHARLES E. FIELDS 27. CURTIS SCOTT 12. DANI L. CHARD 27. GARy A. SAUNDERS

13. MARK A. SIMPKINS 28. LORNA K. DECEGLIA 13. FRED W. LEMAR JR. 28. SHIA WEINFELD

14. FRED W. APPLEGATE III 29. MARION JOHNSON 14. CASEy V. PALMER 29. PAUL A. PANNELL

15. FRANK C. SMITH III 30. DONALD A. SCHACK 15. CATHERINE E. HATTON 30. MICHAEL J. WHITE

What Do You NeeD to Sell?

All 2010 production qualifications for the 2011 Convention at Caesars Palace in Las Vegas, Nevada, are based on Net Annualized Premiums (NAP), which must be 70 percent or more of the Gross Annualized Premiums (GAP). Qualification Period: Dec. 25, 2009 through Dec. 24, 2010. Conference costs (room, airfare, and food) for participant and guest will be included on the qualifier’s taxable income (1099) for the year.

AnnuAl Convention July 7-10, 2011 CAesArs PAlACe

If You’re a GenerAl AGent:

$29,167

58,333

87,500

116,667

145,833

175,000

204,167

233,333

262,500

291,667

320,833

350,000

$29,167

58,333

87,500

116,667

145,833

175,000

204,167

233,333

262,500

291,667

320,833

350,000

JAn.

FeB.

MAr.

APr.

MAY

June

JulY

AuG.

sePt.

oCt.

nov.

DeC.

$15,000

30,000

45,000

60,000

75,000

90,000

105,000

120,000

135,000

150,000

165,000

180,000

Month liFe onlY heAlth onlY CoMBineD$180,000 NaP $350,000 NaP $350,000 NaP

If You’re a WritinG AGent:

JAn.

FeB.

MAr.

APr.

MAY

June

JulY

AuG.

sePt.

oCt.

nov.

DeC.

Month liFe onlY heAlth onlY CoMBineD$100,000 NaP $150,000 NaP $150,000 NaP

$7,500

15,000

22,500

30,000

37,500

45,000

52,500

60,000

67,500

75,000

82,500

100,000

$12,500

25,000

37,500

50,000

62,500

75,000

87,500

100,000

112,500

125,000

137,500

150,000

$12,500

25,000

37,500

50,000

62,500

75,000

87,500

100,000

112,500

125,000

137,500

150,000