1. Crowe & Associates Marketing with high deductible F plans Topics
United American and First United American changes for the better
How high F plans work
Marketing strategy
Contracting and Comp

2. Crowe & Associates Marketing with high deductible F plans
UA and FUA changes for the better
First United American in NY
United American in other states
Recently purchased Globe Life
Company is A+ Rated with AM Best
In the Medicare supplement business since 1947

3. Crowe & Associates Marketing with high deductible F plans
UA and FUA changes for the better continued
No longer require face to face sales
Can use paper application or E-application
E-application does not need to be face to face
Can write a policy 6 months prior to A & B start date and get paid in a week
Social Security number with an “A” after it
Lifetime renewals

4. Crowe & Associates Marketing with high deductible F plans
UA and FUA changes for the better continued
No certifications required and no CMS marketing rules to prospect
Lowest high F rates in just about every state (very low in NY and CT)

5. Crowe & Associates Marketing with high deductible F plans
Understanding the high F plan
Deductible for 2017 is $2,200
Important- Medicare pays their portion and client only pays what is left over
The client does NOT pay the first $2,200 of services.
Client will pay..
Hospital part A deductible of $1,316 per stay
Part B deductible of $183
Part B co-insurance of 20% (only what Medicare allows)

6. Crowe & Associates Marketing with high deductible F plans
Understanding the high F plan continued
What does Medicare allow?
About $50 for a primary visit and $80 for a specialist
$400 for an MRI
Client only pays 20% of what Medicare allows
Any out of pocket for the client goes toward the $2,200 deductible.
Remember: supplements do not have networks

7. Crowe & Associates Marketing Strategy
Know the math on High F vs. plan F
Connecticut rates are $53.00 a month
Plan F is $239 a month in Ct
$53 x 12 = $636 +$2,200 =$2,836
$239 x 12 =$2,868 (no matter what happens)
Very few clients will actually meet the $2,200 deductible which will save them money
(more later on how many hit the $2,200)

8. Crowe & Associates Marketing Strategy
Know the math on High F vs. plan F continued
NY rates are $64 a month in boroughs, Westchester, Rockland and LI (except Brooklyn)
Plan F is $269.50
$64 x $12 =768 + $2,200 = $2,968
$ x 12 = $3,234.
Save money even if you max the $2,200 deductible
Rates are $53 in all other counties except Brooklyn
Rates are $71 in Brooklyn

9. Crowe & Associates Marketing Strategy Who hits the deductible?
Age 65 to 67= 9 out of 10 people will spend average of $541 for the year
Age 68 to 72= 8 out of 10 people will spend average of $647 for the year
Age 73+ = 7 out of 10 people will spend average of $754 for the year

10. Crowe & Associates Marketing Strategy How to Market the plan
In CT and NY you can change supplements the first of any month
Show them the math of why they should go with high F
If they don’t like the high F, Move them back to the F plan they had before (Guaranteed issue)
Either way, you get paid

11. Crowe & Associates Marketing Strategy How to Market the plan continued
Great way to market to people that already have a plan F or plan N supplement. Show them the math and move them.
You can cold call off a phone list to people of any age 65 and up.
We will provide phone lists at no cost
Call old mail responder and new mail responder leads.

12. Crowe & Associates Marketing Strategy How to Market the plan continued
Talk to senior centers about why their clients should be in the high F plan.
Tell them you will explain everything and process it. If they don’t like it, you will also take the time to move them back to their old plan.
You can approach any senior advocating organization with this strategy

13. Crowe & Associates Marketing Strategy How to Market the plan continued
Tell prospects, a new supplement plan came out with a much lower rate.
If they have a Medicare Advantage and want out of it…
Use the Anthem 5 star plan in CT for an endless special election
Use EPIC in NY to move them.
Bring scope of apt forms (if they decided to talk about advantage or part D) and BOR/AOR letters

14. Crowe & Associates Marketing Strategy How to Market the plan continued
This strategy offers a lot of advantages
No CMS marketing rules
Gives you a chance to get new supplement clients by replacing plan F, N and G.
You do not get paid moving from F to N with the same company. This strategy gets you paid.
If client wants to move back, move them back and get paid for that.
You will not/should not write high F all the time but it will put you in front of more people.

15. Crowe & Associates Marketing Strategy How to Market the plan continued
When you do write the high F
Show them other products..
GTL Hospital and short term stay plan
3,6 and 10 day benefits. Short term stay (observation)included in 3 and 6 benefit
Critical illness plans
Cancer plans

16. Crowe & Associates Marketing Strategy Contracting and compensation
UA and FUA gives out 14% street contracts
We will set up agents at a street of 16% and agencies at 18%
Renewals are lifetime on all policies with a 12 month advance
Obviously the payout is low on a high F plan but the point is to use high F to get in front of more people.
You will make money over time as the average person stays on the high F over 12 years

17. Crowe & Associates Marketing Strategy
Contracting and compensation continued
Contracting is easy.
You will be sent a system generated link from United American (FUA in NY)
Fill everything out and get contracted
We can set up subs under GA’s. (GA needs to give us their contract code once they have it)
Use the blog for access to all the paper forms.

18. Thank You Crowe & Associates Marketing Strategy
Contracting and compensation continued
Those using the E-app will need to take an additional webinar after contracting
My experimental to the senior center
Call or us with any questions, contracting requests or to get an prospecting list
Call Ed if you want to discuss this strategy in detail
Thank You