northeastern region

Slide 1

NORTHEASTERN REGION

NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511

NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511NORTHEASTERN REGION INDIANA WORKSHOP20002000MONTHLY LEAD DRAWINGCE credit voucherContractOpportunityJust for attending todays entire Seminar, you will receive:Lead Drawing Entry2,000 piece lead order ($770 value held monthly)Continuing Education (CE) credit voucherWebce.comOpportunity to contract with our Lead Contract or our Traditional Contract

2 Ryan SykesRegional Director Northeast RegionI am located in upstate NY but I travel all over the Northeast running training seminars and helping GAs build solid business plans.In my opinion, the most exciting part about what we offer GAs are the LEADS as well as the Renewals.

[email protected]

3NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Focus of this meetingHelp you transition more of your business into Senior Market. The Senior Market and Medicare Supplements offer the MOST growth opportunity in the most stable market!Understanding the need for Medicare SupplementsSpecial HDF Supplement- The thinking persons policyUnited Americans Competitive advantagesLeads, Leads and more leadsOverview of our Supplemental Health, Life & Annuity ProductsOutstanding opportunity for the Producer and the Agency4NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Introduction to Company HistoryUnited American opened its doors in 1947 to provide life, supplemental health, and accident coverage to individuals.Even before Medicare was signed into law in 1966, the Company made the decision to focus its attention on the individual health market with an emphasis on Seniors. This foresight paid off, and we gained recognition as one of the nation's leading writers of individual Medicare Supplements. **NAIC 2009 Medicare Supplement Insurance Experience Report, May 20105NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511UA Financial Strength RatingsUnited AmericanA+ (Superior) Financial Strength Rating from A.M. Best Company for more than 30 consecutive years (as of 6/10)AA- Very Strong Financial Strength Rating from Standard & Poors (as of 5/10)6NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511UA Financial Strength RatingsStrength and Stability for your clients, you and your family!7NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Company ExpensesAverage of our top 5 Life & Supplement Health Insurance Competitors11.78 %Torchmarks Expenses5.8 %Source: Company ResearchSource: TMK year-end report for year ending 20108NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Service Performance RecordActivityStatisticTotal Claim Transactions5,138,602Non-Med-Supp Health Transactions135,480Customer Calls Serviced916,292Our 2010 Service Performance Record speaks for itselfTurnaround TimesMedicare Supplement Claims Processed2.31 calendar daysAll Policies Issued6.34 calendar days(United American company data)Do other companies supply you with this vital information?9NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Our 2010 Service Performance Record speaks for itself. We have a large number of policies in force and our turnaround times are very quick.

We also make use of Automatic Claims Filing , which is now the standard for the insurance industry.9What UA Offers Our Producers & Policyholders today!

High Commissions and Renewals paid for the life of the policy.Yes/No ApplicationsNot available in: AL, CT, MA, MT, NJ, NY, ND, UT, VT, or WA10NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511HIXC UC-AP

Daily Hospital Room Expense policy with Daily Room Benefit amounts up to $300

Not available in: AL, CT, MA, MT, NJ, NY, ND, UT, VT, or WA

10What UA Offers Our Producers & Policyholders today!

High Commissions and Renewals paid for the life of the policy.Yes/No ApplicationsNot available in: CT, MA, MN, NJ, NY, or SD11NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511F4341 Cancer

One Time Lump Sum Benefit up to $50,000

Not available in CT, MA, MN, NJ, NY, SD

Cancer policies that pay a daily room benefit are also available.11

What UA Offers Our Producers & Policyholders today!

High Commissions and Renewals paid for the life of the policy.Yes/No ApplicationsNot available in: CT, KY, MA, MN, MT, NH, NJ, NY, or SD12NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511F4341 Cancer

One Time Lump Sum benefit up to $50,000Covered illness includes heart attack, stroke, end stage renal failure, major organ transplant & Loss of hearing.

Not available in: CT, KY, MA, MN, MT, NH, NJ, NY, or SD

12

What UA Offers Our Producers & Policyholders today!

Not available in: NJ or NY13NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511F4099

Life InsuranceFundamental Life Series ILife insurance policies from $1,000 - $20,00010 Year Renewable Term (ages 18-80), Whole Life (ages 0-80) and 21 Pay Increasing Benefit (ages 0-72)Fundamental Life Series IILife insurance policies from $25,000 - $500,00010 Year Renewable Term (ages 0-60), 10 Year Term To Annual Renewable Term (ages 20-70), 20 Year Term to Annual Renewable Term (ages 20-60) and Whole Life (ages 0-80)Not available in: NJ or NY

13Life InsuranceFundamental Life Series ILife insurance policies from $1,000 - $20,00010-Year Renewable Term (ages 18-80)Whole Life (ages 0-80)21-Pay Increasing Benefit (ages 0-72)Fundamental Life Series IILife insurance policies from $25,000 - $500,00010-Year Renewable Term (ages 0-60)10-Year Term To Annual Renewable Term (ages 20-70)20-Year Term to Annual Renewable Term (ages 20-60)Whole Life (ages 0-80)14NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511What UA Offers Our Producers & Policyholders today!

Not available in: CO or NY15NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511USPDA02

Lifestyle Single PremiumMinimum 3% InterestMinimum Deposit $5,000, $2,000 in NYMaximum Deposit $20,000Issue Ages 0-80, to age 85 in NYWithdrawal Charges Eliminated after Year 6Hospitalization and Nursing Home Waiver of Withdrawal available in most states

Not available in: CO or NY

15AnnuitiesLifestyle Single PremiumIssue Ages 0-80Minimum 3% InterestMinimum Deposit $5,000Maximum Deposit $20,000Withdrawal Charges Eliminated after Year 6Hospitalization and Nursing Home Waiver on Withdrawal available in most states16NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Medicare FactsYear# of Americans becoming eligible for MedicareTotal # of Americans over age 6520113 Million43 Million20122 Million45 Million20132.5 Million47.5 Million20142 Million49.5 MillionTraditional Medicare SupplementsSource: www.AgingStats.gov as of 2008Opportunity Number of Senior Americans aging into MedicareIn the next 4 years, 9.5 million Americans will enter the Medicare Supplement Marketplace17NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 051120112016202121.518.515.512.59.5Medicare FactsIn the next 10 years, 21.5 million American Seniors will enter the Medicare Supplement Marketplace

What portion of this outstanding business opportunity will you convert into your personal financial security?18NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Medicare A/B Chart

19NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Source: F3095 A/B Chart19Overview of 2011 Medicare SupplementsMEDICARE PLANS / BENEFITSABCDFHDFGKLN Basic BenefitsHospitalization (Part A Coinsurance)Medicare Expenses (Part B Coinsurance)100%100%100%100%100%100%100%50%75%CopayBlood50%75%Hospice50%75%Skilled Nursing Facility Coinsurance50%75%Part A Deductible50%75%Part B DeductibleExcess Doctor ChargesForeign Travel EmergencyCalendar Year Deductible, orOut-of-Pocket Annual Limit$2,000$4,640 $2,320 UA & First UA Markets 10 of the 11 Standardized Plans(A, B, C, D, F, HDF, G, K, L, and N)20High Deductible Plan F benefits begin after out-of-pocket expenses exceed calendar year deductible ($2,000 in 2011)Copay = $20/office visit; up to $50/ER visit Once annual limit is reached the plan pays 100% of the Medicare copayments, coinsurance, and deductibles for the rest of the calendar year.NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Source: F2566 Side by Side Guide

20UA Policies Issued in 201082.8 percent of our Medicare Supplement policies sold in 2010 were Plan F or Plan HDFPlanPercentage of Total SalesA1.6 %B4.8 %C3.0 %D2.5 %F55.4 %HDF27.4 %G3.8 %K0.1 %L0.2 %N1.2 %Source: Company Statistics, as of 12/201021NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Overview of 2011 Plan BenefitsSuitability for prospect most important factor in saleTake time to determine which policy best fits their lifestyle and budgetWhen customer purchases the right policy for their needs, they keep itAs a result, your persistency climbs and residual income just keeps comingSuitability and persistency go hand in hand22NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Economical ChoiceHDF may be most economical choice for Seniors, even if they have to meet the annual deductible an unexpected number of timesDo the math; do what is best for your client! Additional sales and referrals will follow!

23NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Marketing the HDF PlanWhat is the difference between HDF and Plan F?Cost of premium and annual deductible customer must pay before policy benefits take effectWhy sell HDF?Chance to NOT pay for coverage thats not neededUnder a traditional Medicare Supplement plan, customer generally pays higher premium that covers most of their Medicare-eligible expensesUnder HDF, customer pays for expenses incurred up to annual deductible, then coverage beginsTurning 65 prospects already familiar with higher deductible plans through exposure to employer-sponsored coverage24NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511HDF Claim ExampleLisa has an HDF policyWhat happens when she has a Part B claim?25NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Cost-Sharing ConceptTotal approved Part B Doctor Claim$100Medicares 80% of Approved Charge$80Customers 20% of Approved Charge(after deductible reached, we pay 20%)$20Total Senior owes$0 ** Policyholder must meet HDF calendar-year deductible ($2,000 in 2011) before benefits begin, and pay their HDF premiums.26NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511History of HDFDesigned to address Seniors concerns about higher premiumsGreat choice for Seniors who are relatively healthy and can afford to pay out-of-pocket deductiblePer the Centers for Medicare & Medicaid Services (CMS), the annual HDF deductible may or may not increase. Adjustments in the HDF annual deductible amount is subject to the release of the Consumer Price Index (CPI), which generally occurs in mid-to-late September of each year.2011 deductible ($2,000) did not change from 2009 and 201027NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Premium SavingsQ:How do people save money on any kind of insurance (health, car, homeowners)?A:They raise their deductible

AndSAVE

$$$$$$$$$$$$

28NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Premium Savings ExampleAgents can help Seniors understand how HDF may be suitable coverage for their health needs AND budgetNational Average Premium$172 *Plan F Monthly Premium- $ 41 *Plan HDF Monthly Premium$131Monthly Premium Savings 12 months$1,572Annual Premium Saved ** 10 years$15,72010 Year Premium Saved*National Average, Age 65, Female, Nonsmoker**Example assumes no rate increases on either plan; policyholder must meet HDF calendar-year deductible ($2,000 in 2011) before benefits begin

For illustrative purposes only 29NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Premium Savings ExampleAgents can help Seniors understand how HDF may be suitable coverage for their health needs AND budgetIndiana$162 *Plan F Monthly Premium- $ 51 *Plan HDF Monthly Premium$ 111Monthly Premium Savings 12 months$ 1,332Annual Premium Saved ** 10 years$ 13,32010 Year Premium Saved*UA ProCare, Indiana, Age 65, Female, Nonsmoker Effective 09-01-10**Example assumes no rate increases on either plan; policyholder must meet HDF calendar-year deductible ($2,000 in 2011) before benefits begin

For illustrative purposes only

30NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511PCRC-13_IN10_090110 ProCare Rate CardAge 65, female, nonsmoker/preferred rates30Premium Savings ExampleIn the previous slide, the example assumed HDF premium savings of $13,320 in Indiana over a 10-year period.Example assumes no rate increases on either plan; however, based on Company experience, Plan F rate increases occur more frequently than on HDF, which averaged only one increase nationwide over the last 5 years.31NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Plan ComparisonPlan FHigher Premiums vs. Plan HDFNo Calendar-Year Deductible before benefits take effectPlan HDFLower Premiums vs. Plan FCalendar-Year Deductible before benefits take effect ($2,000 in 2011)32NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Claims Data80% of United Americans Medicare Supplement population up to age 68 has annual claims above Original Medicare of $534 on average78% of our Companys Medicare Supplement population up to age 72, has annual claims above Original Medicare of $621 or less on average71% of our Companys Medicare Supplement population age 73 or older, has annual claims above Original Medicare of $707 or less on averageSource: United American 2009 Claims data33Under Age 68Age 68 72 Age 73+Percent of PopulationAverage Annual Claims CostPercent of PopulationAverage Annual Claims CostPercent of PopulationAverage Annual Claims Cost80 %$ 53478 %$ 62171 %$ 70720 %$ 5,43522 %$ 4,73429 %$ 4,875100 %$ 1,493100 %$ 1,511100 %$ 1,921NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Source: F2566 Side by Side Guide

33Average Claim Cost77.2% of the time, this is what a client will pay over a 10-year periodPolicyholder Age% of Total PolicyholdersAverage Annual Claims Cost6580 %$ 5346680 %$ 5346780 %$ 5346878 %$ 6216978 %$ 6217078 %$ 6217178 %$ 6217278 %$ 6217371 %$ 7077471 %$ 707Total$6,121$13,320Savings over 10 years$6,121Spent on claims$7,199Net Saving over 10 years 77.2% of the time$720Per year Average SavingsSource: United American 2009 Claims data34NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Savings over 10 years from prior slideSubtract 6121 for net savingsDivide by 10 for per year

Table data is from Claim Data Slide for Under $1,900 (2 prior)34Saving Premium Over TimeYear10 Year premium savings with Plan HDF instead of Plan FCalendar-year HDF deductible paidRemaining Premium Savings1$ 13,320- $ 2,000$ 11,3202$ 13,320- $ 2,000$ 9,3203$ 13,320- $ 2,000$ 7,3204$ 13,320- $ 2,000$ 5,3205$ 13,320- $ 2,000$ 3,3206$ 13,320- $ 2,000$ 1,3207$ 13,320- $ 2,000- $ 680Example assumes no rate increase and no increase in the HDF calendar-year deductible35NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 051135Its up to youto show Seniors the premium savings potential with HDF36NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Four Great Options for Annual Premium SavingsCancer InsuranceHospital Indemnity InsuranceLife InsuranceLifestyle Annuity37$162Plan F Monthly PremiumHigh Deductible Plan F-$51 Monthly Premium $111Monthly Premium Savingswith High Deductible Plan FNORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511PCRC-13_IN10_090110 ProCare Rate CardAge 65, female, nonsmoker/preferred rates37HDF and Reserve Fund Annuity (RFA)UA offers a unique product Reserve Fund Annuity - that assists Med-Supp policyholders with paying HDF calendar-year deductible or copaymentRFAs interest rate is guaranteed at 3% - higher than some current savings accounts at many banksNo charge to open, no lock-in time for deposits, no surrender charges, and no commission loadsHDF frees unspent premium so customers can buy additional coverage - this generates more commissions for you!38NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Three Interest Rate ExamplesRFACheckingSavings(Through Passbook Savings)$2,000 premium saved and deposited each year x 10 years

@ 3% guaranteed interest *$2,000 premium saved and deposited each year x 10 years

@ .15% interest *$2,000 premium saved and deposited each year x 10 years

@ .25% interest *$23,615.59 fund accumulation -$20,000 HDF premium savings$20,165.74 fund accumulation -$20,000 HDF premium savings$20,277.07 fund accumulation -$20,000 HDF premium savings$3,615.59 Interest Earned(Tax Deferred)$ 165.74 Interest Earned(Taxed)$ 277.07 Interest Earned(Taxed)* Accumulating monthly (compounded annual yield)39NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 051139Life Expectancy/Renewals - Total IncomeOther companies dramatically reduce or eliminate long-term renewals to Agents after first five renewal years, touting short average life of their business as the reason. We base our decision to continue paying long-term renewals on solid research.Average 65-year-old man can expect to live to age 84Average 65-year-old woman can expect to live to age 87Some couples will have at least one partner live to age 90 or 9540Source: American Academy of ActuariesNORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Life Expectancy/Renewals - Total IncomeThats potentially 25-30 years of renewal commissions!!41If the business remains in force. Limited to 6th policy year on Guaranteed Issue Medicare Advantage replacements; not applicable in WA.NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511UA/First UA Level RenewalsUA RenewalsBrand X Renewals$500 25 Years$500 5 Years$ 12,500$ 2,500The key to Producers long-term financial security!!!42For illustrative purposes only.NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 051142UA/First UA Level RenewalsIT IS TIME TO ADD YOU AND YOUR FAMILY INTO YOUR BUSINESS DECISIONS43NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Level Renewals Example$ 50,000in 1st year commissions earned that are LEVEL RENEWALS 10Years in a row earning the same$ 500,000In Annual Renewals$ 41,666In Monthly Renewals- % persistency (death & lapses)Vested from first dollarPaid for the life of the policyWillable44NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Generic Example. Amounts are Illustrations44Think of your Client Sold Medicare Supplement at Age 65 client in good healthAge 75 client no longer in good health and needs Agents personal service Service After the Sale!UABrand XAgent continues to get paid to provide extra service to client as long as client has our policy!Will you help the client?This is now 10 years after the sale and more than four years since you have received any compensation to service this client. ($0) for your services!Will you help this client?How fast will you help?45NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 051145Think of your Client We appreciate our Agents and clients. We pay renewals to service the client as long as they are our policyholders!!!46NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Commission Loan AdvanceUA Medicare Supplement Issued on Monthly Bank DraftAt Issue6 Months Advanced CommissionAt 2nd Premium Payment3 Months Advanced CommissionAt 3rd Premium Payment1.2 Months Advanced CommissionAt 4th to 12th Premium Payment0.2 Months Advanced Commission47DRAFTNORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Medicare Advantage Plans=Additional Opportunity48NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Medicare Advantage PlansIn 2010, more than 636,000 Seniors were canceled by their Medicare Advantage providerToday there are almost 700,000 Seniors canceled from MA plans for 2011!All UA Medicare Supplements are Guaranteed Renewable for Life, UA cannot cancel the Senior!Medicare Advantage Plans can change the Seniors benefits49NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Medicare Advantage PlansChanges in 2011Government starts DefundingMore MA CancellationsHigher Deductibles / CopaysFewer Doctors/HospitalsHigher Cost to the SeniorIf the Senior is NOT CANCELED50NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Source:Roberta King031411 Medicare Advantage Changes in 2011 docx50Medicare Advantage PlansMore Individuals Moving to Medicare Supplements51NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Medicare Advantage PlansMore changes for 2011 UP TO $10,000 Out-of-Pocket Costs to Seniors!Fewer Doctors/HospitalsHigher cost to the Senior!2009 vs. 2010 Benefit Reduction20092010$150-$175 daily hospital copay with maximum of 5-15 days$175-$225 daily hospital copay with no maximum number of days$2,000-$3,000 healthcare annual out-of-pocket maximums$3,400-$7,500 healthcare annual out-of-pocket maximums52Source: Medicare.govNORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 051152Medicare Advantage PlansUp to 60% Increase!More changes for 2011!Medicare Advantage Good Health vs. Health ConditionsTotal Estimated CostsTypical PersonWith Good HealthWith DiabetesWith Congestive Heart FailureWho has a Heart AttackMonthly$ 270.40$ 301to $ 350$ 351to $ 400$ 401to $ 450Annual$ 3,250.00$ 3,612to $ 4,200$ 4,212to $ 4,800$ 4,812to $ 5,40053Source: Medicare.govNORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511535 Keys to Selling MA Disenrollees

54NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511UAI1923 Keys to Selling MA54Learn at CMS About Medicare Advantage

http://www.cms.gov/MCRAdvPartDEnrolDataThis site is an excellent overall source of information about Medicare Advantage enrollmentsThe more you know, the more you can help your customers make the right choice!55NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Never Run Out of Leads Again!56NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511YOU & UAThe Best Team in the Senior Market57NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Health Insurance Premiums15% of NAP placed into Agents Personal Lead AccountHospital Indemnity, Cancer, Critical Illness, Accident & Medicare Supplement58NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Health Insurance PremiumsSell two plans (husband & wife) Plan F and High Deductible Plan Four most popular Medicare Supplement plansHusband$2,232Plan F NAP ($186 monthly premium)Wife+$612Plan HDF NAP ($51 monthly premium)Total$2,844Total NAP.15 Lead Account Allotment$426.60Placed in Agents Lead Account59NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511HusbandNAP =Plan F monthly rate x 12WifeNAP =Plan HDF monthly rate x 12Total

.15 Lead account allotment in standard

Multiply Total NAP by 0.15 for $$ amount placed in Agents lead account

Premium source: PCRC-13_IN10_090110 ProCare Rate Card

59Life Insurance Premiums10% of NAP placed into Agents Personal Lead AccountAll Life Products60NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Life Insurance PremiumsSell husband & wife each a $50 monthly premium Final Expense Plan in any state where availableHusband$600NAP ($50 monthly premium)Wife+$600 NAP ($50 monthly premium)Total$1,200Total NAP.10 Lead Account Allotment$120Placed in Agents Lead Account61NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511HusbandNAP =$50 monthly rate x 12WifeNAP =$50 monthly rate x 12Total

.10 Life Lead account allotment in standard

Multiply Total NAP by 0.10 for $$ amount placed in Agents lead account

Generic Example61Optional Lead ContractHow will our Lead Contract generate more compensation for you?Lead Account; using the examples shown$426.60From Medicare Supplement Sale+$120.00 From Life Sale$546.60Total in Agents Lead AccountPLUS YOUR COMMISSIONS/ADVANCE COMMISSIONS!

62NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511$ From Medicare Supplement Sale is Total from Example Health NAP Slide$ from Life Sale is Total from Example Life NAP Slide62Vendor List - ExampleCOMPANYLEAD TYPE PHONECONTACTSWEBSITE /E-MAILLOCATIONProspect ProsDirect Mail & Internet1.866.444.5323Dave [email protected], TXKramer DirectDirect Mail/ GA's only!!1.972.231.3335Allyn [email protected], TXLead Concepts, Inc.Direct Mail1.800.283.0187 (ext 114)Steve [email protected] Grapevine TXNo GimmicksNo SurveyNo Bogus ListNo Multiple MailingsJust Great Response Leads Sent Only to You!63NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 051163Optional Lead ContractOrder Medicare Supplement direct lead mailers to the zip codes of your choice and the criteria of your choice38.5 cents per lead mailer (UA/First UA discount applied)Minimum Order 1,000 leads$546.60Total in Lead Account-$546.31 Ordered 1,419 Direct Mail Leads$0.29Balance in Agents Lead Account64NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 051138.5 cents and 1000 minimum lead order is standard

Divide the Total NAP by 0.385 and round down to determine total # leads ordered. Multiply total numbered ordered by 0.385 (round off) to determine cost of order.Subtract Cost from Total NAP to determine balance in lead account.64Optional Lead ContractHow do UA Agents profit from Lead Contract?Nationwide average returns of 3% - 5%(Recent returns in Florida: 7.9%; and in New York: 11.9%)1,419Leads Mailed4% Returns Average56HOT LEADS!65NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Leads mailed = Leads ordered on prior slideMultiply by 0.4 (4% is standard) and round down to determine Hot Leads.65Optional Lead Contract56 Leads = 18 Sales (1/3rd) You could sell more!50% Plan F, 50% High Deductible Plan F(2,232 NAP + 612 NAP) = $2,844 Total NAP 2 =$1,422 Average Premium per Sale$1,422Average Premium18 Sales$25,596NAP!66NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511# Leads is the same number as Hot LeadsDivide # Sales by 3 (1/3 is standard)

$ NAP is the same as slide Example (Plan HDF area 2 & Plan F area 2 monthly rate)

Divide by 2 for Average saleMultiply sum by # sales for NAP

66Optional Lead Contract$3,839 ADDED TO YOUR LEAD ACCOUNTJust from Medicare Supplement Sales!PLUS YOUR COMMISSIONS/ADVANCE COMMISSIONS!9,971Leads Mailed (38.5 cents per lead mailer)4% Returns average398HOT LEADS!67NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Added to lead account is total NAP from prior slide x 0.15

# Leads Mailed = $$ Added above 0.3854% is standardMultiply Leads Mailed by 4% for Hot Leads!67Optional Lead ContractYOU KEEP SELLING AND YOU COULD RECEIVE LEADS FOREVER!!!68NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Commitment to ProducersWe supply you with a list of individuals turning age 65 in the ZIP codes of your choice approximately 6 months before their birthday! Some with phone numbers.The BEST time to Sell Medicare Supplements!69NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Turning 65 List Example FirstMILastAddressCitySTZipAgentBirthdayPhoneKARENATUNE161 W BAYARD STSENECA FALLNY131488800619451001JUSTINAHURRY9005 ACE RDHEMLOCKNY144668800619451001MARYSSAINT13 BROWN ST APT F17NORWICHNY1381588006194510016073334567FLORENCEHNIGHTENGALE100 LONGVIEW DRFISHKILLNY125248800619451001ROBERTJCAMPER4127-A KNOB RDROCHESTERNY1462688006194510015852226543RITAACANTALOPE39 WIDWOMAKER RDWAPPINGERSNY1259088006194510018455551212SANDYLBEACH1 SOUTHWICK DRWEBSTERNY145808800619451001WILLIAMWALLACE7159 N FITZHUGH STSODUS POINTNY145558800619451001DIANAMAJORS33 HOLIDAY LNCANANDAIGUANY1442488006194510015855559805BONITACCERADELEON1737 US ROUTE 9W LOT ASELKIRKNY121588800619451001BONNIESCLYDE333 HARTFORD AVEBUFFALONY1422388006194510017165558352TERRYACLOTH1440 LONG POINT RDBREWERTONNY130298800619451001WANDALMAXIMUS99 OLD HOWARD RDMOOERSNY1295888006194510015185555591JAMESAHIGGENBOTHAM19735 CALLAGHAN BLVDBALLSTON LANY120198800619451001BARBARACHANNA1040 E MAIN ST APT 191HANCOCKNY1378388006194510016075553393CHRISTOPHERJROBINS1001 HIDDEN RIDGE CMNBUFFALONY142218800619451001EDWARDVSISSORS1915 LAMBERT DRALDENNY1400488006194510017165553897GEORGEITAKEI916 BLEECKER TERALBANYNY1220688006194510013015550020PHYLLISLLEE2140 N SPRUCE STBATAVIANY1402088006194510015855554568THOMASJFEATHERSTONE1405 WHITMAN RDROCHESTERNY14616880061945100170NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Turnin 65 list.xlsx70Commitment to ProducersWe supply you with a list of individuals turning age 65 in the ZIP codes of your choice approximately 6 months before their birthday! Some with phone numbers.Be the first to explain the new changes these Seniors will face and explain why UA is their best choice!They do NOT already have a Medicare Supplement / Medicare Advantage Plan start these individuals off with a UA Medicare Supplement and keep them as clients for life!We supply you with an approved and proven preapproach letter to individuals turning age 65.The BEST time to Sell Medicare Supplements!71NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Preapproach Letter

72NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511UA Ad Catalog72Commitment to ProducersNO COST, MEDICARE SUPPLEMENT LEADS!PRODUCTION REQUIRED TO KEEP THIS FREE SERVICE.73NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Part D

www.UAMedicarePartD.com1-866-524-416974NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Part D is not authorized for sale by Agents. Please direct your clients to the United American Part D website or give the our phone number.

74Add up the Facts UA is clearly the Best Policy:Best for the Client!Service for lifeBest for the Producer!Long-term compensation streamBest for the Agency!Build an Agency by offering the best Agent opportunitiesThe Company that truly supports our Producers and Customers!United American Insurance Company75NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511IMPORTANT!This presentation is not to be used in sales presentations. It is merely an example to assist Agents in understanding the fundamental concepts of how HDF can benefit prospects. Refer to previously supplied presentation brochures that have been approved for field presentations to customers.Not Approved for Advertising Use76NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 051176FAST START FLYER

77NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511The New Agent Lead Incentive Program was designed to help newly appointed UA Agents earn more money faster during your first 60 days! When you achieve a certain production level during your first 60 days, well give you up to 2,000 Direct Lead Mailers FREE!!!New Agent Lead Incentive Program78NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 051178How does the New Agent Lead Incentive Program work?New Agents who produce net annualized production (NAP) during their first 60 days (after appointment) are awarded direct lead mailers!79NAPDirect Lead Mailers$10,000$1,000$15,000$1,500$20,000$2,000NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 051179United American has implemented an Existing Agent Lead Incentive Program for those with the Company for more than 60 days

Existing Agent Lead Incentive Program80NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 051180Existing Agent Lead Incentive ProgramUA is committed to helping you earn more money faster81NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511How does the New Agent Lead Incentive Program work?Existing Personal Producers with a NAP increase over their previous month or the highest month starting February 1, 2011, are awarded direct lead mailers!82NAP IncreaseDirect Lead Mailers$10,000 +$1,000$20,000 +$2,000NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 051182Existing Agent Lead Incentive ProgramExisting Agents can KEEP earning FREE Direct Lead Mailers by continuing to increase their NAP by 10,000+ more than the previous months NAP83NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Annual Convention 2012Dominican RepublicAgency only $350,000 NAP *Agent only $150,000 NAP *You and Your Guest EnjoyHard Rock Hotel & CasinoPunta CanaJune 28 July 1, 2012Join us!!!84* Pro-rated if contracted after February 1, 2011NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Charles R. MankamyerSenior Vice President United American General AgentsRepresenting UA in the field as one of UAs largest producers from 1979 to 2009 The opportunities available today with UA and the Senior Market are outstanding, may be the best opportunity since Medicare began in 1966!

For those Agents who recognize this opportunity and work it to its fullest potential it will change their lives and their families lives!Good Luck & Good Selling,

85NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511The faster you complete our contracting paperwork the faster you become appointed and can start earning commission, vested renewals, and start generating the leads from your lead contractContracting Now 86NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 051186Contracting Now FREE TURNING AGE 65 LEADScan be ordered as soon as you are appointedCONTRACT ASAP!87NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Contract today & UA will help you build your businessIt is time to Build Your Career Agency88NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511Contacts Building Your AgencyRyan Sykes Regional Director Northeast(518) 764-2286 | [email protected] Agent Services(800) 925-7355 | [email protected]/logon NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511FAST START KIT

90NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511FAST START KIT

















107NORTHEASTREG-INFor Agent Training use only; not approved for use in sales presentations.UAI1778 0511THINKACTSUCCEED

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