Specified Health Event Protection - SHE

2

Introduction

• Designed to increase revenue

• More competitive in the marketplace

• Broadened benefit structure

3

Specified Health Event (SHE)

4

Specified Health Event ProtectionThe Need

• SHE addresses the growing burden of higher– Copayments– Deductibles– Provider expenses

• Risks for – Heart Disease– Stroke– Burns– Organ Transplants

5

Specified Health Event ProtectionThe Need

Heart Disease

700,000

500,00032%

49%

Paralysis:Spinal Cord Injuries

Vehicular50%

Other6%Sports

9%

Violence11%

Falls24%Estimated Women

Reoccurrence Men

6

SHE Age Limits

• Age Banded

• Payroll: 18–70

• Nonpayroll: 18–64

• Dependent Children: Covered up to age 25

7

SHE Eligibility

• Billing

• Plan Options

• Combination Benefits

• Primary Specified Health Events

8

SHE BenefitsPlans 1 and 2

• First-Occurrence Benefit– Primary/Spouse: $5,000– Child: $7,500

• Reoccurrence Benefit: $2,500

• Hospital Confinement Benefit: $300

• Secondary Specified Health Event Benefit: $250

• Continuing Care Benefit: $125

9

SHE BenefitsPlans 1 and 2

• Ambulance Benefit: Ground $250, Air $2,000

• Transportation Benefit: $0.50/mile– Limited to $1,500/occurrence

• Lodging Benefit: $75/day

• Waiver of Premium Benefit

• Continuation of Coverage Benefit

10

SHE BenefitsPlan 2

• Major Human Organ Transplant Benefit: $25,000

• HIC Benefits– Hospital Intensive Care Unit Benefit

Sickness Injury Days$700/day $800/day 1–7$1,200/day $1,300/day 8–15

– Confinement in a Step-Down Intensive Care Unit:Sickness Injury Days$350 per day $350 per day 1–15 or $350 per day $350 per day 16–30 (ICU)

11

SHE BenefitsPlan 2

• Progressive Benefit: $2 indemnity

• First-Occurrence Building Benefit Rider: $500

• Primary Specified Health Event Recovery Benefit Rider: $500/month

SHE BenefitsRiders

12

Personal Recovery PlusA-70000 Series

New SHE Protection A71000 Series

Policy Provisions

Age Availability 18–70 (Payroll)18–64 (Direct/Nonpayroll)

18–70 (Payroll)18–64 (Direct/Nonpayroll)

Bill Form Availability All All

SNG Payroll and Direct No Yes

Policy Benefits

First-Occurrence Benefit Primary/Spouse/Dependent

Level 1: $2,000Level 2: $5,000

Primary/Spouse$5,000

Dependent$7,500

Reoccurrence Benefit Level 1: $1,000Level 2: $2,500 $2,500

Daily Hospitalization Level 1: $200/dayLevel 2: $300/day $300/day

Continuing Care Benefit $100 $125

Transportation Benefit Up to $1,500100-mile radius

Up to $1,50050-mile radius

SHE Product Comparison Chart

13

Personal Recovery PlusA-70000 Series

New SHE Protection A71000 Series

Policy Benefits

Lodging $60/day100-mile radius

$75/day50-miles radius

Ambulance Benefit $100 – Ground$1,000 – Air

$250 – Ground$2,000 – Air

Secondary Specified Events No $250 per procedure

HIC Benefit No

Sickness$700/day (Days 1–7)

$1,200/day (Days 8–15)Injury

$800/day (Days 1–7)$1,300/day (Days 8–15)

Step-Down ICU$350/day (Days 1–15) or

$350/day ICU extended (Days 16–30)

Progressive Benefit No Plan 2 Only: $2/month

Major Human Organ Transplant Benefit No Plan 2 Only: $25,000

Waiver of Premium Benefit Yes Yes

Building Benefit Rider No Yes

Recovery Benefit Rider No Yes

14

SHE Policy Sample

• Plan 1: A71100

• Plan 2: A71200

15

SHE Applications

• Payroll: A71001 and A71001A

• Nonpayroll: A71002 and A71002A

16

SHE Forms

• Payroll Account/Insurance Acknowledgment: M0138B

• Change/Reinstatement: A71003 and H-L0046

• Claims: S-3087, A-2575, S-00198, and S-2029

• Brochure: A71175 Plan 1 and A71275 Plan 2

• Outline of Coverage: A18425 Plan 1 and A18425H Plan 2

17

SHE Premium Rates

• MRS073

• Rates are age-banded.

• Rates are listed for base plans.

18

SHE Commissions

First Year Renewals

New Associate 40.00% 7.00%

Veteran Associate 31.30% 10.00%

19

Marketing SHE Protection

20

Selling SHE

• Plan Discount

• Target Market– Comprehensive Umbrella– HSAs– Age Bands– Younger Males– Parents

21

SHE Into L.E.A.S.E.

• Steps

• Level of Importance

• Time

• Transition Statements

• Trial Closes

22

SHE Into L.E.A.S.E.

• Aflac Credibility

• Fact-Finding

• Need

• Product Overview

• Close

23

Overcoming Objections/Additional Products

• Cornering Technique– Isolate Objections– Rewind and Replay

• Other Objections

• Offering Additional Products

24

SHE Conversions

25

Existing Product Convert To Conversion Limitations

Personal Recovery Plus (Series A-70000)

Specified Health Event Protection Plan One or Two (Series A-71000)

Cannot have an existing Aflac Personal Recovery Plus policy in addition to a Specified Health Event Protection plan

Cannot purchase the Hospital Intensive Care Protection plan and the Specified Health Event Protection (Plan Two)

Personal Recovery Plus Specified Health Event Protection Plan Two Only (Series A-71000)

Cannot convert Hospital Intensive Care and Specified Health Event to Specified Health Event Protection (Plan One)

Thank you and Good Luck!