Welcome to How to Sell
Medico!
Today’s Topics
Who is Medico?
Overview of our Product Suite
◦ Medicare Supplement
◦ Dental, Vision & Hearing
◦ Recovery Care Platinum
◦ First Diagnosis Cancer
• Overview of our Medico Information Center (MIC)
Submitting Business with Medico
Remote Sales Process (RSP)
o Electronic Link
How Can Medico Help Your Sales?
◦ Medico Contacts
◦ Marketing Materials
◦ Brainsharks/Webinars
◦ Cross Selling
Our History
Medico Insurance Company traces its roots all the way
back to 1919. We’ve existed in our current form since
1930. We’re proud to call Omaha, Nebraska our
home for over 90 years. We offer quality life and
health products and friendly services to both our
customers, and our agents.
In 2012, we merged with American Enterprises of Des
Moines, Iowa. With the merger complete, we are
now a combined $950 Million company with over
$450 Million in reserves. Additionally, the merger
elevated Medico’s AM Best rating to B+.
Medico’s Suite of Products
• Medicare Supplement
• Dental, Vision & Hearing
• First Diagnosis Cancer
• Recovery Care Platinum
Medicare Supplement – 27 States
WASHINGTON
MONTANA
MONTANA
NORTH
DAKOTA
MAINE
MINNESOTA
VT
OREGON
NH
WISCONSIN
MASS
SOUTH
DAKOTA
IDAHO
NEW YORK
MICHIGAN
WYOMING
RI
CONN
IOWA
PENN
NEBRASKA
NEVADA
OHIO
UTAH
ILLINOIS
DELAWARE
INDIANA
COLORADO
NEW
JERSEY
MARYLAND
WV
KANSAS
VIRGINIA
MISSOURI
KENTUCKY
CALIFORNIA
NORTH
CAROLINA
TENNESSEE
ARIZONA
OKLAHOMA
ARKANSAS
SOUTH
CAROLINA
NEW MEXICO
MISS
MISS
GEORGIA
ALABAMA
ALABAMA
TEXAS
LOUISIANA
LOUISIANA
ALASKA
FLORIDA
Product Approved in State
Available 10/1/12
HAWAII
Medicare Supplement Competitive Information
•
#1 Rates in several markets across the country!
• Average rate increase over the last 3years is 5.9%!
• The applicant is buying the rate:
They rely on YOU to find them a good rate and a fair
company; one who won’t drastically raise rates.
Remote Sales Process/Online Applications 10-1
Dental, Vision & Hearing – 40 States
WASHINGTON
MONTANA
NORTH
DAKOTA
MAINE
MINNESOTA
VT
OREGON
NH
WISCONSIN
SOUTH
DAKOTA
IDAHO
MASS
NEW YORK
MICHIGAN
WYOMING
RI
CONN
IOWA
PENN
NEBRASKA
NEVADA
OHIO
UTAH
ILLINOIS
DELAWARE
INDIANA
COLORADO
MARYLAND
WV
KANSAS
VIRGINIA
MISSOURI
KENTUCKY
CALIFORNIA
NORTH
CAROLINA
TENNESSEE
ARIZONA
OKLAHOMA
NEW
JERSEY
ARKANSAS
SOUTH
CAROLINA
NEW MEXICO
MISS
GEORGIA
ALABAMA
TEXAS
LOUISIANA
FLORIDA
Old Product Active in State
ALASKA
New Product Active in State
HAWAII
Dental, Vision & Hearing - Highlights
•
•
•
•
•
•
•
•
•
•
•
No Network
Low Rates
Guarantee Issue
High Persistency Rate: over 80%
Covers what Medicare does not cover
High demand for dental coverage
Pays in addition to any other coverage
Online Application available through MIC
$100 Annual Deductible
Benefit Options: $1000 and $1500
Pays 60% 1st year, 70% 2nd year, 80% 3rd year
Who is Eligible?
• Coverage is available for anyone 18-89
• Coverage not available for under 18
• Perfect for college students
o Eligible for the household discount even if they are
away at school!
What is Covered Day 1?
Cleanings
X-rays
Examinations
Fillings
Extractions
Recovery Care Platinum – 32 States
WASHINGTON
MONTANA
NORTH
DAKOTA
MAINE
MINNESOTA
VT
OREGON
NH
WISCONSIN
SOUTH
DAKOTA
IDAHO
MASS
NEW YORK
MICHIGAN
WYOMING
RI
CONN
IOWA
PENN
NEBRASKA
NEVADA
OHIO
UTAH
ILLINOIS
COLORADO
NEW
JERSEY
DELAWARE
INDIANA
MARYLAND
WV
KANSAS
VIRGINIA
MISSOURI
KENTUCKY
CALIFORNIA
NORTH
CAROLINA
TENNESSEE
ARIZONA
OKLAHOMA
ARKANSAS
SOUTH
CAROLINA
NEW MEXICO
MISS
GEORGIA
ALABAMA
TEXAS
LOUISIANA
FLORIDA
Product Approved in State
ALASKA
HAWAII
May, 2011
Recovery Care Platinum - Highlights
• Similar to LTC, but SHORT-term.
o NOT a LTC product
o No training class or certifications required to sell
• Who buys it?
o Those who have LTC & want to fill elimination gaps
o Those who cannot afford (or cannot qualify for)
LTC
• Underwriting approval from the Application (12
questions) and a phone call.
• Simplified Application - 88% Approval Rate
• Survivorship and Inflation Benefit Riders Available
Recovery Care Platinum – Customize
Benefits
•
Amount
o Between $100 and $300, in $10 increments.
•
Coverage
o Nursing Facility Confinement
o Assisted Living Facility Confinement
o Home Health Care
o Adult Day Care
o Hospice Care
•
Elimination Period
o 0 Days
o 15 Days
o 30 Days
•
Duration
o 120 Days
o 240 Days
o 360 Days
First Diagnosis Cancer – 31 States
WASHINGTON
MONTANA
NORTH
DAKOTA
MAINE
MINNESOTA
VT
OREGON
NH
WISCONSIN
SOUTH
DAKOTA
IDAHO
MASS
NEW YORK
MICHIGAN
WYOMING
RI
CONN
IOWA
PENN
NEBRASKA
NEVADA
OHIO
UTAH
ILLINOIS
COLORADO
NEW
JERSEY
DELAWARE
INDIANA
MARYLAND
WV
KANSAS
VIRGINIA
MISSOURI
KENTUCKY
CALIFORNIA
NORTH
CAROLINA
TENNESSEE
ARIZONA
OKLAHOMA
ARKANSAS
SOUTH
CAROLINA
NEW MEXICO
MISS
GEORGIA
ALABAMA
TEXAS
LOUISIANA
FLORIDA
Product Approved in State
ALASKA
HAWAII
May, 2011
What Can This Policy Help With?
• To pay for non-covered expenses
o Part D Coverage Gap
o Part B Outpatient coinsurance
o Non-covered Prescriptions/Treatment plans
• To cover personal expenses
o Travel costs
o Child care
o Lost Wages
• Fulfill a “bucket list”
First Diagnosis Cancer-Highlights
•
•
•
•
•
•
•
•
•
•
•
No Deductible
No Policy Fee
Pays Cash Directly To Policyholder
Benefits Paid In One Lump Sum
Multiple Benefit Options - $10,000 to $25,000
Competitive Rates
Pays In Addition To Any Other Coverage
Optional Inflation Benefit
Issue Ages 18-79
Available in 31 States
Simplified Application – Just 3 Health Questions!
(M)e
(M)
edico (I)
(I)nformation
nformation (C)enter
• What is Available
• Walk Through
The Medico Information Center (MIC)
• Our Agent website has all the resources an agent
needs in one place
o Upload New Business
o Check Application Status
o Get a Rate Quote
o View Training Videos
o Download Fillable Med Supp PDF’s
o Check Commission Statements
o View Approved Products and Forms
o View Pre-Approved Advertisements
o Order Supplies
o https://mic.gomedico.com
Getting Started With MIC
•
Login to https://mic.gomedico.com (no www)
•
Login information is mailed to you from
Agent Services
•
If you do not have it, call 1.800.547.2401
Home Page
encyclopedia
Brainsharks/webinars
Brainsharks/webinars
^screenshot
Application Status Reports
• Check the status of your new business
• Generate new business status reports
Commission Statements
SPACE
SPACE
Supply Order Page
• Order brochures, applications and any other forms
you need to sell Medico products.
Rate Quoting Page
• Medico has rate quoting technology for all of our
products.
Medico has rate
quoting technology for
all of our products:
Products Page
Approved Forms
• View all the forms you need to sell this products
Pre
Pre--Approved Advertising
• Customize with your name and contact
information.
Submitting Business with Medico
• Med Supp
o Standard
o Remote Sales Process
o Electronic App
• DVH
o Standard
o Electronic Link
• STRC
• Cancer
Application Upload Page
Medicare Supplement Telesales – (RSP)
• Our (R)emote (S)ales (P)rocess will allow you to sell
underwritten Medicare Supplement Business over the
phone!
o Send the applicant the required forms via e-mail,
fax or standard mail
o Once they’ve had a chance to review them, call
the applicant and fill out the necessary forms.
o Once the forms are completed, upload the
application through MIC, indicate that the
signature was recorded, and we’ll do the rest.
o The Underwriter will make an outbound call within
24-48 hours of receiving the completed application
to conduct the Personal Health Interview and
voice verify the applicant’s signature.
o The PHI Call averages 4-5 minutes.
DVH Electronic Applications
• Selling our DVH online could not be easier.
• Our online application through MIC allows the
applicant to sign up quickly and easily.
• Post the link on your website, or e-mail it to potential
or existing clients. When someone applies for
coverage using your online application, we’ll send
you an e-mail letting you know!
• First, login to MIC using
your user name and
password.
• If you do not have a user
name and password,
contact Agent Services at
1.800.547.2401
• Highlight the “Product Info” tab
and click on “Products”
• Find the state you would
like to work in, and click
“On--line Appl.”
“On
• This box will poppop-up, prompting you to
enter your 5 digit writing number. Once you
enter the number and click “GO”, MIC will
automatically generate your unique DVH
application link.
• Your 5 digit writing number
• Your Unique Writing Link
Your Name
• From here you (or the
applicant) can click on any state
you’re licensed in to begin an
application, or view the
brochure for the product.
Getting A Foot The Door:
Getting A Foot The Door:
Getting A Foot The Door:
Screenshot of STRC App
Screenshot of Cancer App
What Does Medico Do To Help
You Sell?
The Medico Way
• Our Client Services Department is extremely
knowledgeable and willing to assist you or your
customers.
• Our Agent Services Department is available
to answer any questions you may have
Phone Numbers
Client Services
•Phone 800-228-6080
•Fax
515-247-2551
Agent Services
•Phone 800-547-2401
•Fax
515-247-2553
Underwriting Hotline
• Our Underwriting staff is experienced with
over 100 years of combined underwriting service
•Phone 800-626-2068
•Fax
515-247-2552
Claims
Claims Processing averages 7-10 working days
o 95% of all claims are handled electronically.
o 99.9% accuracy on Claims Handling
Phone 800-228-6080
Fax
515-247-2554
Maximize Your Current Block
The best way to build your
business is to make sure is
to make sure your current
block of business has all
their insurance needs met.
If a client has multiple
policies with you, it raises
persistency.
We’ve got marketing tools
like the one to the right
that will help you make
money just by contacting
your current clients!
We Make It Easier To Make Money!
• We have great products that can be easily sold with a
Medicare Supplement, or a Medicare Advantage plan
• We have training videos that go over what to say/ask when
selling our products
• Our Agent Website makes it easy to do business with Medico
• We have the best Claims/Customer Service & Agent Services
Departments
• We hold monthly training webinars on a variety of topics to
make sure you have the latest and greatest information
• The quickest way to lose a client is for them to take a huge
Med Sup rate increase; don’t play the Med Sup shell game and
just sell the company with the lowest rate
Thank You Very Much For Your Time!
• If you have any questions, please contact us
at [email protected].