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Welcome to the 2014Houston Spring Fling!
agenda
• Who is The Brokerage, Inc.?• Connecting with our webpage & quote engines• Medicare portfolio• “Legacy Safeguard”• The Post Season• Cross selling is cross advising • New enrollment periods influence on your business calendar year• Product “quick hits” and sales tips• Lunch
agenda
• Sales ideas:• Using high deductible health plans• High deductible Plan F
• Adding the second part of the HD solution• Wealth Accumulation products• Asset protection products• Our annuity department• Growing your agency and raising your income with TBI
Who is TBI?
• 38 year old insurance marketing organization• Specializing in life, health and accident products• Appointed in all 50 states• Designed to:
• Assist your marketing efforts• Increase your sales• Simplify your administration• Grow your agency and your income
Organizations to which we belong:
Connecting with our webpage
Quote Engines
Medicare Portfolio
Legacy Safeguard
12
Income Projections
Untapped Market–Incredible Potential
Huge potential in this market – the final expense market is NOT saturated!
30% of U.S. households (35 Million households) have no life insurance protection at all.
1
Half of households (58 million households) say they need more life insurance, the highest level ever.
1
70% of women and 60% of men believe life insurance is a necessity and everyone should have it.
2
60% of consumers don’t recall being approached to buy life insurance in the past two years.
2
8 out of 10 households need basic insurance but do not have an Agent.1
A primary reason Americans purchase life insurance is to cover burial and final expenses.
1
Seniors are America’s fastest growing market and they need your help with Final Expense planning! 1. LIMRA Facts about Life 2010
2. Facts from LIMRA – Life Insurance Awareness Month, September 2012
Your Clients Want to Buy From You!
78% of shoppers with a previous relationship with their agent
bought life insurance when their agent presented it to them.1
1. Facts from LIMRA – Life Insurance Awareness Month, September 2012
Have Your Clients Planned a Funeral?
If your clients are currently age 65 and their parents were 30 years old when your clients were born, then their parents would be 95 today.
U.S. Life Expectancy is 78.1
There is almost a 100% chance that your client’s have
planned for at
least one funeral! 1
Legacy Safeguard Membership Benefits
Planning ServicesProvider Software for storage of:
• Historical information (family tree)• Lessons you have learned and want passed on• Family values you hope they keep• Information needed to complete Death Certificate,
Obituary, and your final wishes (songs, scriptures, speakers, and location of your service)
Planning Support• Can create a free living will• Help find Elder Law Attorneys• Discounts on Last Will and Testament, Power of
Attorney, and other documents you may want
Legacy Safeguard Membership Benefits
Guidance and Assistance• 24/7 advisors to help• Guide family through the process• Locate a funeral home• Help plan services• Bereavement Travel Assistance
Life Events• Discounts on flowers – 20%/FTD• RX Card for Walmart drug program• Family Legacy DVD – that combines your
photos and favorite music
Smart Phone Rate Calculator
• Final Expense Industry's first Smart Phone Rate Calculator! Works with any smart phone browser including:
• iPhone• Blackberry• Android• And, many more!
• Two Rate Calculators:• Premium Rate Calculator • Amount of Insurance Calculator
Our Legacy Safeguard Carrier Team
Final Expense Life Insurance Products
Assurity Monumental Life Sentinel Life Standard Life & Accident
United of Omaha
AM Best A- A B++ A A+
Issue Ages 0-80 0-85 0-85 18-85 45-85
Commission 80%
115% 115% 0-75105% 76-80
105% 115% 45-75105% 76-80
Renewal 10% 2-38% 4
6.5% 2-34.5% 6-10
Varies by age and product 10 to 6%
5% 2-10 6.5% 2-54.5% 6-10
Max Face Amounts Age 0-65 -$50k66-80 – $25k $25000
Ages 0-75 - $35k76-80 - $25k81-85 - $15k
Ages 26-49 - $75k50-65 - $45k66-80 - $25k
$40000
Policy Fee $25.00 $42.00 $35.00 $60.00 $36.00
Graded/Modified Benefit Available?
YesGraded
40% 1st year75% 2nd year
Modified110% Return of Premiums
Years 1 & 2
YesModified
110% Return of premium
Years 1 & 2
YesGraded
30% 1 year70% 2nd year
Modified110% Return of Premiums
Years 1 & 2
YesModified
110% Return of Premiums Years 1 &
2
YesGraded
110% return of premium
Final Expense Guarantee Issue Life Insurance Products
NGL Funeral Trust
Kemper Gerber Life
AM Best A- A- A
Issue Ages 0-99 40-80 50-80
Commission Depends on age Insured –20%-4.9%
55% first year 60% first year
Renewal 4.5% 2-10; 1% 11+
Issue Amount $500-$15,000 $5,000-$25,000 ($5,000 increments only)
$5,000-$25,000
Final Expense Quote Engine
The Post Season
Viva Life!
Application
Cross Selling = Cross Advising
• Need leads? Try going back to your existing block of clients!• “The Postseason Game Plan” marketing concept is a great way to
develop new sales using your existing block of clients• Don’t forget: ask for referrals!
• Sales tip: use the Legacy Safeguard marketing program to build your agency!
New enrollment periods influence your business activities during the calendar year• Open Enrollment Period – Medicare
• October 15 – December 7, 2014
• Open Enrollment Period – ACA• November 15, 2013 – February 15, 2015
• Certifications• Gear up and prepare from July – October• AHIP for Medicare available in June 2014
Product “Quick Hits” & Sales Tips
• Legacy Estate Maximizer• Kemper
• Home Health Care• GI Final Expense
• Cigna Supplemental Benefits• Med Sups• Cancer• Heart• Final Expense
The Legacy Estate Maximizer
Kemper Life: Home Health Care Policy
Kemper Guarantee Issue Life Insurance
Cigna Supplemental Benefits
• Med Sup• Cancer• Heart• Final Expense• Technology
Lunch
Using High Deductible Health Plans
• HDHP and Health Savings Accounts• BCBSTX Bronze plan
• PPO version• Bronze HMO is NOT a qualified HDHP!
• For your Health Savings Accounts, we recommend UMB www.umb.com
Health Savings Accounts
Adding the Second Part of the HD Solution• FreshBenies• Active Care• Dental, Vision and Hearing• Accident Plans
And don’t forget to set up the Health Savings Account!
Supplemental Sales Booming for Brokers!
BCBSTX Bronze PPO – Qualified HDHP
Husband and Wife, 75248 zip $6,000 / 100% $6,000 / 100%
Qualified Health Plan Silver Plan Bronze Combo Plan
$1195 (6% commission = $72) $867 (6% commission = $52)
FreshBenies N/A $22 per household (15% = $3.30)
Dental, Vision and Hearing N/A $66 (40% = $26.40)
Active Care (Supplemental Health) N/A $100 (50% = $50)
Total Premium for the Client $1195 $1055 ($140 x 12=$1680 less)
Total Commission to the Agent $72 $129 ($57 x 12=$684 more)
HD Plan F – Combo Sale
Plan F or High Deductible Plan F Combo?Plan F, Male Age 65, 75248 zip HD Plan F
$149 with BCBSTX Standard Life HD Plan F$34.88 (18.5% = $6.45 x 12 =$77.43)
No Supplemental Health Plan Supplemental Health PlanThe Sentinel Plan, Hospital Advantage Plus
$32.80 (55% = 18.04 x 12 = $216.48)
No TeleDoc, no legal, no identity theft FreshBenies22 (15%= $3.30 x 12 = $39.60)
No DVH Dental, Vision and Hearing$35 (40% = $14 x 12 = $168)
Total Annual Premium$149 x 12 = $1788
Total Annual Premium$124.68 x 12 = $1496.16 ($291.84 less)
Total Annual Commission$286.08
Total Annual Commission$77.43+$216.48+$39.60+$168=$501.51 ($215.43 more)
FreshBenies http://www.youtube.com/watch?feature=player_embedded&v=0FUuNwWa-kM
What can FreshBenies do for you?
• Teledoc 24/7• Legal services• Identity protection• Medical bill review• Dental, vision and Rx discounts• Roadside assistance• Medical guidance
Active Care
Active Care
• Benefits are paid directly to you—in cash—so you don’t have to spend your savings, use your retirement fund or go into debt.
• You receive all benefits in addition to other insurance you have.• Benefits can help you with copays, coinsurance and any coverage gaps
that may be left by your major medical insurance.• Benefits are guaranteed renewable as long as you pay premiums
when due.
Dental, Vision and Hearing
DVH+ from Medico Insurance Co.
• Issue ages 18-89• Original Medicare – offers very little DVH benefits• Easy add-on sale• 40% commission
Accident Plans
Asset Protection and Wealth Accumulation• Long Term Care Insurance• Linked Benefits• Permanent Life Insurance• The Annuity Center
Long Term Care
Linked Benefits
• What are “linked benefits”?• Universal Life
• TLC – Total Living Coverage from Genworth
• Whole Life• Lincoln Benefit
• Annuities• Usually offer nursing home only benefits in Texas
Permanent Life Insurance
The Annuity Center
Raising Your Income with TBI
• Lead programs• Marketing support• Continuous agent sales training• Product training webinars• Strong technology skills are necessary for your immediate future
Lead programs
• Contact list• Grassroots marketing
• Community based• Faith based• Health care provider• Retail kiosks
• Carrier generated leads• Direct mail• Internet leads via www.HealthPlanOne.com• Earn “Brokerage Bucks” for your next marketing campaign
TBI is unique
• Vested contracts• Free E&O• TDI Approved Continuing Education Provider• National Marketing Organization – licensed in all 50 states• Strong marketing support year round• Continuous agent sales training• Over 400 years of industry experience amongst our staff
Next steps
• Getting appointed• Using SuranceBay – online appointment and contracting
SuranceBay – online appointments made easy!
Our pitch to you…
• The Brokerage, Inc. is designed to:• Assist your marketing efforts• Increase your income• Simplify your administration• Be your one stop shop for all life, health and accident products
Thank you for your support!
www.TheBrokerageInc.com469-635-6000 or 800-442-4915
