PMA5391-0121 For Agent Training Use Only

Sales Presentation The Physicians Mutual Way

Items to use along with this document:

• Sales Presenter - Electronic or Flipchart (PMA5072) • Client Assessment (PMA2334) • Buyer’s Guide - Choosing a Medigap Policy (ALL606) • Medicare Supplement Brochure (PMA3255) • Retirement Protection Summary (PMA5326)

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Sales Presentation Overview

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This content was directly taken from the video,

Physicians Mutual Sales Presentation, “The Physicians Mutual Way.” https://vimeo.com/agencytraining/thephysiciansmutualwaypresentation

Password: sales

Sales Presentation Overview • Warm up and rapport building • #1-Sales Presenter

o Open and introduce what you do for a living with Health, Life and Retirement planning slide (page 2)

o Transition to #2-Client Assessment (Retirement Checklist) • Sales Presenter (pages 3-15)

o Option 1 to use #3-Client Assessment (Health Care Pie) when talking about Medicare Parts A & B in the Sales Presenter After describing Part A pull out and fill-in the appropriate Part A services After describing Part B pull out and fill-in the appropriate Part B services Then fill-in with a different color what their Medicare Supplement plan will cover At policy delivery walk them through what they chose

o Option 2 is to do the Health Care Pie at Policy Delivery Fill-in appropriate Part A and B services Then fill-in with a different color what their Medicare Supplement plan will cover Fill-in additional gaps with their other products they chose

• If other products were not chosen, create opportunities to follow-up at another time (annual review, servicing Part D, etc.)

• After pulling out and speaking to the Buyer’s Guide (Choosing a Medigap Policy) and o Going through our Medicare Supplement brochure/plans and the client selecting a plan, o Bring up our additional products that are important to them.

• Once they are aware of all products, pull out #4-Retirement Protection Summary and begin to write the premiums down for each product on the page.

o Ask the client questions to help them choose what protection they want. • Make sure to not leave the initial appointment without scheduling a follow-up or delivery

appointment. All marketing materials are samples and may vary by state. The materials should be used in the manner in which they have been approved. Some of the marketing materials shown must be used at all times with the approved outlines of coverage, brochures, and quoting software. Please see S3 for information on how to use each item.

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Sales Presenter (PMA5072) and Health Life Retirement (slide 2 of Sales Presenter)

Why is this important?

• This will set you apart from your competition. • Allows you to let your clients know what you do for a living. It also will help you stay

consistent with all your appointments. • Help your clients understand Medicare and they are able to visually follow along.

Flow

• Intro Example: Before I tell you about how Medicare works, do you mind if I take a couple minutes of your time to tell you a little bit about what I do so we know the areas that I could help you?

• Educate on Medicare. We will go through what it covers, what it doesn't cover. • Educate on the different Medicare Supplements that are available to you. • Disclaimer: If you do not discuss or help your clients with Part D skip this. We'll also

talk about the Part D, which are the prescription drug plans. I'll take a list of your meds and I'll put them in Medicare.gov and this formulary will sort all of your meds based on the pharmacy that you go to and show us what the best plan is for you.

o This can be found in the Client Assessment, Medication Worksheet • Dental Protection during their working years and they want to continue with that in

their retirement years. • Educate on Cancer and how Medicare is going to do a really good job of what it

covers, but there's a lot of non-medical expenses that we don't really realize are out there when it comes to cancer.

• Review of your Life Insurance portfolio for you. We have term and whole life, juvenile and our final expense products that are available to you.

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• On the Retirement side, we teamed up with an industry leading financial services

company to provide attractive alternatives to stocks, bonds, and mutual funds. We also assist with 401(k) and 403(b) rollovers, and offer alternatives to CDs.

(Start transition into Retirement Checklist from the Client Assessment)

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Client Assessment (PMA2334) Using the Retirement Checklist

Why is this important?

• This will set you apart from your competition. • Shows a comparison to your clients current coverage (working years) vs. them

transitioning into their retirement years. • Will help you increase cross sales and show gaps in coverage to clients.

Flow • Intro Example: Before we educate you on Medicare, I’m just going to ask a couple of

questions about your current health insurance that way we can compare it to what it would look like if you decided to go into Medicare.

• Health Insurance o We know that you currently have group health insurance, correct? o Do you know approximately what you pay for that? o Do you happen to know what your deductible is on that plan? o Some people have co-pays if they go to the doctor or a specialist. Do you have

a co-pay on your plan? o Then there is usually a max out-of-pocket. Do you know what that max out-of-

pocket would be? Have you ever met that max out-of-pocket? • Dental Protection

o When it comes to the dental protection, does your employer provide that for you?

o Do you know if you have any sort of deductible with that plan? o There is usually a max benefit per year, do you know what that is? Have you

ever reached that?

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• Cancer Protection o Now your current group health insurance will cover you in the event that you’re

diagnosed with cancer, but some people choose to add extended cancer protection. Do you have any sort of cancer policy currently?

o Have you or someone in your family had any sort of cancer diagnosis? • Life Insurance

o When it comes to life insurance, some group coverage, or some employers, will provide some sort of life insurance for their employees whether it’s one-time income, or two-times income, do you get any sort of life insurance through your group?

o We can certainly show you some options to make sure that you still have final expense protection.

• Retirement Accounts o Disclaimer: When asking these questions, some customers will not give you this

information yet. You have to earn their trust and might take future appointments to build that trust.

o How is your retirement going to look for you? o Are you working a part time job? Are you going to draw off of social security? o Are you pulling funds from your retirement accounts? Regardless of answer:

How long do you think those funds will last into your retirement?” o That helps me when I show you how you’re going to pay for your Part-B

premiums.

(Start transition into Sales Presenter, slides 3-15)

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Sales Presenter (PMA5072, slides 3-15)

What are the different Parts of Medicare? (Slide 3) • Read slide and let them know each part of Medicare

Part A— Hospital Inpatient Benefits (Slide 4)

• Read the slide and describe the benefit period deductible • Remember benefit periods are every 60 days and could be multiple times per year

(Point to the call out on the slide) Part A— Skilled Nursing Facility Care (Slide 5)

• Read the slide and help them understand Skilled Nursing Facility Care o Give examples of needing Skilled Nursing Care (knee replacement, broken

bones, etc.) • They must meet Medicare requirements

o Hospital stay (admitted) for at least 3 days o Enter a skilled nursing facility within 30 days of their hospital stay o Then meet the skilled nursing care of 7 days a week, or the skilled therapy

services at least 5 days a week.

Part A— Additional Benefits (Slide 6) • Read the slide to help them with additional Part A benefits

o Give examples of Home Health Care (physical therapy, speech therapy, etc.) o Ask your customers if they know what hospice means. It is a diagnosis they

receive as being terminal. (6 months or less)

Part B— Medical Benefits (Slide 7) • Read the slide about Part B medical benefits

o Give examples of diagnostic tests and durable medical equipment Part B— Preventive services (Slide 8)

• Read the slide about Preventive services • Preventive approved states: This is the time you can bring up our Preventive Brochure

and Preventive Checklist to help them understand how we are different than other companies.

• Non preventive approved states: Show them the Preventive Checklist.

Part B— Details (Slide 9) • Read the slide about Part B details • Part B is Annual deductible vs Part A benefit period deductible

o Also a good time to bring up a comparison to their group coverage • Preventive covered at all, some or none. • An excess charge is like an out-of-network charge. If a doctor doesn’t accept

Medicare’s negotiated rate or what we call Medicare assignment, Medicare is not going to cover that.

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Part B— Premiums (Slide 10)

• Show the customer the chart and have them narrow in on their Part B premium • Understand the customer situation on how Part B premiums will be paid. Social

security check, quarterly statement, etc.

Part C— Medicare Advantage (MA) Plans (Slide 11) • Read the slide about Part C and help them understand the differences

o They are no longer on Original Medicare. Use Buyers Guide (page 7) as a visual to help them understand.

o Private insurance company o Freedom to travel anywhere in the US without restrictions o Network restrictions vs. freedom to choose any doctor o Plans can change every year, optionally renewable (MA companies opt to renew

their customers) o Out-of-pocket costs can change (Co-pays, annual max out-of-pocket, etc.) o You cannot purchase a Medicare Supplement

Part D— Prescription Drug Plans Explained (Slide 12)

• Read the slide about Part D. • Also make sure you talk about how you will be servicing their plan every year starting

in October with the Physicians Life Part D letter and Medication worksheet. (Only allowed if you are not being compensated for running drug plans)

Medicare alone may not be enough (Slide 13, TN this slide is not available) • Read slide on how Medicare may not be enough

o Customer Example: If you were at the doctor, or at the hospital, and you incurred $200,000 worth of doctor’s visits, that means $40,000 would potentially come out of your pocket. That 20% is the real reason people need to help protect themselves with a Medicare supplement.

Your options to help pay….. (Slide 14, TN this is Slide 13)

• Read the slide and hopefully you have given them enough information to keep Physicians Life on the table and other competitors off.

Strength you can count on (Slide 15, TN this is Slide 14) • Read the slide and talk about our company strength

Note: After you have completed the Sales Presenter, you can transition into the rest of the Buyer’s Guide then into the Medicare Supplement brochure to walk through our current Medicare Supplement plans offered in your state.

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Client Assessment (PMA2334) Using the Healthcare Pie

Why is this important?

• This will set you apart from your competition. • Allows your client to see a visual of what Part A covers (one color) and what Part B

covers (a different color). • Helps identify potential gaps in retirement. Any gaps should not be filled in without

protection/insurance. • Helps engage and add value to your clients and you will find many want to keep it after

showing them. Flow

• Part A— If we look at everything that’s covered under Part A; o Hospital Benefits with a benefit period deductible of [$1,448] potentially every 60

days. o Home healthcare benefits o Hospice benefits o Nursing home. It does have to be skilled, which means you’re showing signs of

improvement. And remember for your first 20 days, Medicare will pay that at [100%]

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• Part B—Let’s look at everything that’s covered under Part B; o Now with Part B remember there’s that one-time annual deductible is [$203]. o Doctor office services o Lab and diagnostic testing o Outpatient services o Durable medical equipment o Examples might include: canes, walkers, wheelchairs, CPAP’s, etc.

• Now with Part B remember there’s that one-time annual deductible is [$203].

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Retirement Protection Summary (PMA5326)

Why is this important?

• This will set you apart from your competition. • It will reinforce and summarize your client’s conversation. • It gives the agent the ability to discuss our product offerings to clients without feeling

like a “product peddler.” • It ensures every client has the opportunity to make a decision on what risks they’ll

insure. • This will help increase your cross sales and have a fail-safe approach.

o “Not on your watch” accountability • Used after the client has chosen a Medicare Supplement and before filling out any

applications. Flow

o Taking the information the client has given you throughout the presentation you can start to fill in the premiums.

o Options for closing; Option One: “When we take a look at your retirement protection summary,

go ahead and cross off the areas where you don’t feel you need to protect yourself.”

Option Two: “This is your retirement protection summary. You get to build it yourself. Which of these areas do you want to include in your summary?”

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Option Three: “When we take a look at your retirement protection summary, cross-off what you don’t think you need and we can always discuss those options later if you change your mind.”

PMA5326 must be used with approved outline of coverage, brochures, and quoting software. The Retirement Protection Summary is not to be left with the consumer.

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