1. How to Sell HSAs HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. Eric Johnson Regional Sales Manager, First Horizon Msaver 817-366-7536 cell | EDJohnson@FirstHorizon.com

2. About Me… HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. HSA AdministratorBased in Overland Park, KansasWere nationwide

3. More About Me… HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. Born in Houston Live in Arlington School in Austin

4. Even More About Me… HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. Past President of FWAHU CDHC Instructor for NAHU

5. Benefits Selling Magazine HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. Column in Benefits Selling www.BenefitsSellingMag.com

6. Housekeeping Please sign in & out and include your license # Please print LEGIBLY and please dont leave early Course Name: How to Sell HSAs Course Number: 26533 Provider: Agent Allies, LLC Provider Number: 33714 HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. 1 Hour CE Credit - Texas

7. Time for a Change

8. HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. Not on the Same Page Obama Insurance Industry

9. Millions of Uninsured HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

10. Why is Health Insurance SO EXPENSIVE? Two Reasons: 1) Health Care is Expensive 2) Compound Interest

11. any reform must reduce the long-term costs of health care HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. A Long Term Solution

12. A Hands Off Approach HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

14. Closed Door Negotiations

15. HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. Scott Brown Wins

16. What Happened? HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

17. If You Want a Job Done Right… HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. and get his hands dirty ***News Flash*** February 25 th Bi-partisan Health Reform talks to be aired live! Time to roll up his sleeves

18. Will they ever agree? HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

19. Compound Interest The most powerful force in the universe is compound interest. -Albert Einstein HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

20. Earn Interest Let it Ride $100 x 1.1 = $110 (interest income $10) $110 x 1.1 = $121 (interest income $11) $121 x 1.1 = $133 (interest income $12) $133 x 1.1 = $146 (interest income $13) $146 x 1.1 = $161 (interest income $15) HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

21. Compound Interest: Good for Investments Bad for Premiums HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

22. Up, Up, and Away At an average rate increase of just 10% per year, heres an 8 year projection of a $350 monthly premium. $350$385$424$466$512$564$620$682$750 HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

23. Wheres Your Breaking Point? Will this years rate increase be the straw that breaks the camels back? HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

24. Our Solution: CONSUMERISM HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

25. Are You Selling HSAs? HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

26. HSAs are Confusing HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

27. Think Differently

28. HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. a)To Pay for low cost, common, predictable expenses Why Do We Buy Insurance? b) To pay for high cost, infrequent, unpredictable, catastrophic expenses

29. HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. Other Types of Insurance: a)To Pay for low cost, common, predictable expenses b) To pay for high cost, infrequent, unpredictable, catastrophic expenses Answer

30. For Example Insurance Budget HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

31. Traditional Health Plans: a)To Pay for low cost, common, predictable expenses b) To pay for high cost, infrequent, unpredictable, catastrophic expenses c) All of the Above Answer

32. FULL Coverage Deductible / Coinsurance Copayments HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

33. The Result High Fixed Premium Ignorance, Apathy, and Overutilization No Refunds for Unused Services HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

34. A New Approach BUY INSURANCE for the Big Stuff BUDGET for the Rest HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

35. The Result Lower Fixed Premium New Variable Cost More Educated, Engaged Consumers HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

36. Health Plan + Savings Account Health Plan Savings Account (Fixed Premium)(Variable Cost) HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

37. High Deductible Health Plan Health Savings Account (Fixed Premium)(Variable Cost) HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. Health Plan + Savings Account

38. High Deductible Health Plan HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

39. High Deductible Health Plan Minimum deductible of $1,200 individual / $2,400 family HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

40. High Deductible Health Plan Minimum deductible of $1,200 individual / $2,400 family Maximum OOP of $5,950 individual / $11,900 family HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

41. High Deductible Health Plan Minimum deductible of $1,200 individual / $2,400 family Maximum OOP of $5,950 individual / $11,900 family No copays before the deductible HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

42. High Deductible Health Plan Minimum deductible of $1,200 individual / $2,400 family Maximum OOP of $5,950 individual / $11,900 family No copays before the deductible Up-front coverage for preventive care is allowed HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

43. Health Savings Account HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

44. Health Savings Account Pre-tax contributions for health care expenses HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

45. Health Savings Account Pre-tax contributions for health care expenses Up to $3,050/yr individual, $6,150/yr family (+$1,000 55+) HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

46. Health Savings Account Pre-tax contributions for health care expenses Up to $3,050/yr individual, $6,150/yr family (+$1,000 55+) Contributions by employer or employee HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

47. Health Savings Account Pre-tax contributions for health care expenses Up to $3,050/yr individual, $6,150/yr family (+$1,000 55+) Contributions by employer or employee Individually owned accounts, no employer responsibility HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

48. Health Savings Account Pre-tax contributions for health care expenses Up to $3,050/yr individual, $6,150/yr family (+$1,000 55+) Contributions by employer or employee Individually owned accounts, no employer responsibility Unused funds roll over year to year HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

49. Consumerism Consumerism Health PlanAccountTransparencyWellness Education & Communication HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

50. Consumerism Consumerism Health PlanAccountTransparencyWellness Education & Communication HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

51. NO Copays! HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

52. Difficult to get off the crack HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. Addicted to Co-pays? Put down the crack pipe, you must!

53. Let it Go! HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

54. Drop the Banana! HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

55. Consumerism Consumerism Health PlanAccountTransparencyWellness Education & Communication HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

56. Part of the Job HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. Good HSA Administrator

57. HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. I just use the local bank

58. -Theyre local -Either you or the client may have a relationship with the local bank -Theyre local -May not specialize in HSAs -May be slow to open/fund accounts and may have difficulty answering ???s

59. HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. An Important Decision Selecting an HSA administrator is just as important as choosing an insurance carrier. If your client doesnt have a good experience, shell blame you. Dont let the HSA administrator you recommend be the weakest link.

60. Consumerism Consumerism Health PlanAccountTransparencyWellness Education & Communication HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

61. Pricing Tools HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

62. When the consumer has a problem, the market delivers a solution. Removing the copays creates a problem for the consumer. HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. SOLVED Problem SOLVED

63. ER Alternatives Extended Hours Online Check-in More convenient and less expensive than an emergency room HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. Urgent Care Centers

64. DR Alternatives HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. 1. Retail Clinics

65. DR Alternatives HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. 1. Retail Clinics 2. Phone-Based Physicians

66. Lab Alternatives HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. 1. Retail Labs

67. Lab Alternatives HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. 1. Retail Labs 2. Diagnostic Testing Websites

68. Rx Alternatives HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. 1. Switch to a Generic Synthroid Retail: $26.09 Discount Card: $20.35 Contracted Price: $18.24 Generic: $11.98 Levothyroxine Sodium

69. Rx Alternatives HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. 1. Switch to a Generic 2. Discount Generic Programs ($4-5)

70. Rx Alternatives HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. 1. Switch to a Generic 2. Discount Generic Programs ($4-5) Synthroid Generic: $11.98 Levothyroxine is on Wal-Mart and Sams Clubs $4 Generic List

71. Rx Alternatives HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. 1. Switch to a Generic 2. Discount Generic Programs ($4-5) 3. Ask for Samples

72. Consumerism Consumerism Health PlanAccountTransparencyWellness Education & Communication HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

73. You Are What You Eat HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

74. Clean Your Plate HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

75. Clean Your Plate Platter HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

76. How Do We Change Behavior? HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

77. The Portion Plate www.ThePortionPlate.com HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

79. Wellness Programs HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. www.VirginHealthMiles.com GoZone Pedometer

80. Strategic Contributions to HSA HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

81. Consumerism Consumerism Health PlanAccountTransparencyWellness Education & Communication HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

82. Benefits Communication HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. Source: Watson Wyatt Worldwide Employee Survey

83. Stay Smart Stay Healthy www.StaySmartStayHealthy.com HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

84. Family Health Budget www.FamilyHealthBudget.com HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

85. Health Literacy www.HealthLiteracyMonth.org HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. Free Health Literacy e-Newsletter

86. What if I Have Questions? HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

87. Department of Treasury www.treas.gov/offices/public-affairs/hsa/ All About HSAs booklet HSA Basics Tri-Fold Frequently Asked Questions HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

88. Internal Revenue Service www.irs.gov Publication 502 Form 8889 HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc.

89. Your HSA Administrator HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. Get the accounts set up Get the accounts funded Answer questions Provide assistance

90. HSA Communication Strategies | Copyright 2009 First Horizon Msaver, Inc. www.TheBenefitsBlog.com Eric Johnsons Contact Info: 817-366-7536 cell EDJohnson@FirstHorizon.com (my blog) Connect with me on http://www.linkedin.com/in/ericjohnson262 Erics Contact Info