Welcome to How to Sell Medico!
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].
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