Medicare I Notice: This training material, including all handouts, video, written documentation and verbally--provided training, are considered confidential proprietary and trade secret information. No reproduction, video, audio or other recordings or disclosure of this information may occur without the express written consent of the home office of Bankers Life and Casualty Company, Bankers Conseco Life Insurance Company and Colonial Penn Life Insurance Company.

Medicare I Objectives At the end of this session, you will be able to:  Effectively complete a role play using the Bankers Medicare flipchart  Transition to a product specific solution and utilize a closing technique  Explain how to tie information obtained during Fact Finding to the product presentation

Medicare Presentation Assume the following was uncovered during Fact Finding:  Financially comfortable—not wealthy, but comfortable  $75,000 in savings  Decent pension  Social Security income  Low monthly expenses  Has a Medicare Advantage HMO plan  Stated:  “I wish I could go back to my old doctor; I don’t trust the doctor I’m seeing now in this network.”  “I am concerned about the quality of care I will get in the future.”  No major health issues—insurable for a Medicare Supplement

Role Play Setup 1. Break up into groups of Among your groupings, decide who will play the agent in scenario #1 and who will play the agent in scenario #2. 1) Scenario #1: Henry and Sue Williams  Descriptions—page 5 in Participant Guide 2) Scenario #2: Joe and Janet Jones  Descriptions—page 6 in Participant Guide 3. Take 1 minute to read the prospect profile for scenario #1. 4. You will have 15 minutes to conduct the first role play and 2 minutes to debrief after. 5. Read scenario #2 and conduct role play with the same timeframes.