The news and ideas magazine for the Independent Agents of United American and First United American Life Insurance Companies
AUGUST 2016
EDITORGay Falkowski
COPYWRITERLauren Suarez
JUNIOR COPYWRITERWhitney Hodgkins
CREATIVE LEADJohn Begg
to update information for Summit or to submit news for the Editor’s page.
HOME OFFICE972-529-5085
FIRST UA315-451-7975
(Agent use only)
AGENT SERVICE CENTER 800-925-7355 or email
WEBSITES unitedamerican.com
unitedamerican.com/logon firstunitedamerican.com
firstunitedamerican.com/office
Published regularly by United American and First
United American Life Insurance Companies for the dissemination of information to their Agents.
Prior permission must be obtained from the Home Office
for reproduction or other use of material herein.
CANCER AND CRITICAL ILLNESS POLICIES, NEW RATE DECREASE APPROVALFlorida has approved a rate DECREASE of 17% for new business and existing policyholders for the following forms:
y Policy form CAGR (Limited Benefit Cancer Policy)
y Policy form CANLS (Cash Benefit Cancer Plans)
y Policy form CAXC or CIXC (Cancer Expense Coverage)
y Policy form CILS (Health Guard Critical Illness)
The rate decrease will be effective with applications signed September 1, 2016 and after.
Download new rate sheets from the Florida Compliance Sheet on UAOnline – www.unitedamerican.com/logon.
ATTN: PENNSYLVANIA AGENTSPENNSYLVANIA has approved 2016 rates for UA ProCare Plans A, B, C, D, F, HDF, and N. Plans G, K and L are not available in this state. The rates on Plans A, B, HDF, and N have not changed. This state uses area rating for all plans (3 areas).
The new business effective date is 09/01/2016. Use the new rates on applications signed on or after 09/01/2016.
The renewal effective date for existing policyholders is 09/01/2016.
HOSPITAL SURGICAL PLAN REBATESUnited American is issuing a rebate to policyholders in the states shown below who had a Hospital Surgical Policy form in 2015. A letter will be sent to each policyholder informing them that the rebate is required by the Affordable Care Act, along with a check for a portion of their 2015 premium. The letter and checks are scheduled to be mailed by the end of August. Commissions were not affected.
Arkansas, California, Colorado, Florida, Georgia, Indiana, Kansas, Louisiana, Missouri, Mississippi, Ohio, Oklahoma, South Carolina, Tennessee, Texas
WE NEED YOUR TESTIMONIALSTestimonials can be a great resource when recruiting or selling. Be sure to submit your own testimonial about the perks of being a UA Agent. To submit a testimonial, visit the ‘Advertising’ page of both the UA and First UA General Agency Office sites to
download and fill out the Testimonial Release and Tips document. Submit your release and testimonial to [email protected].
LOOK WHO WON A TRIP TO SEE THE TEXAS RANGERS PLAY AT GLOBE LIFE PARK!Congratulations to the winners of the Step Up to the Plate contest. They knocked it out of the park with huge production gains! Look for fun photos of their trip in the next issue of Summit.
Jon Ahlbum The Ahlbum Insurance Group
Devin Barta Barta Insurance Agency
Loren Olguin Olguin Insurance Agency
Gina Savage Savage Insurance Agency
Mark Hargis Olguin Insurance Agency
AND THE YETI COOLER GOES TO …Agent Michelle Hilgendorf! Congratulations, Michelle! Here’s what she has to say about United American: "UA was one of the first companies I started doing business with when I got in the business 15 years ago! I use UA for Medicare supplements. I tell my clients United American is an established company that was with Medicare since the beginning. I am completely comfortable that my clients will not have problems with claims being paid or excessive rate increases. I also like being able to do online applications at the point of sale."
ANNUITY RATE The lifestyle annuity rate for August 2016 is 3.00%. We are not approved to sell the SPDA product in CO or NY.
WORDS OF WISDOM
“The worst thing you can do is hold back because you’re afraid to fail.”
~Randy White
2 AUGUST 2016 WE'RE READY FOR AEP ... ARE YOU?
WE’RE READY ... ARE YOU?August is back to school time for most of the nation. If you’ve ever been the parent of a school-age child, you know what it’s like to be faced with the enormous task of getting all the required school supplies, books, and new outfits purchased and organized so your child’s transition into the new school year can happen without a hitch.
If we’re lucky, we learn early in life the value of being prepared – and of doing our homework.
At United American and First United American, we go through our own version of ‘back to school’ as we anticipate the start of our biggest selling season of the year – Medicare’s Annual Election Period (AEP), which runs from October 15 through December 7 each year.
Your UA and First UA support staff have already been hard at work getting ready to receive what we believe will be a record number of ProCare Medicare Supplement insurance applications in 2016. Like teachers who arrive at school a couple weeks early to set up the classroom and get lesson plans in order, we’ve been prepping for AEP’s starting bell.
WHAT CAN YOU DO?While October 15 may seem far away, the time to start preparing is now, especially if you’re a UA/First UA newly-appointed Agent. In this issue, we’ll tell you about some of the important tasks you can start on right away. For the Agent approaching AEP for the first time, we suggest:
1 Get excited! You’re about to experience a selling season like none other. The opportunities can be unlimited if you’re ready for them.
2 Do your homework on Medicare in advance, learning everything you
can about Medicare Supplement insurance, as well as Medicare Advantage – after all, you’re going to get questions about both. You don’t want to waste a minute of time having to do research while your clients are eager to make a decision. To get started, sign up for one of our free webinars available online at UA General Agency Office.
3 Know the rules. On the website www.medicare.gov, the federal government outlines sales practices that are not permitted by law. Make sure you’re in compliance. Trust is essential to building good client relationships.
TAP INTO TIME-SAVING TECH TOOLS
There’s no doubt, in this business time is money – especially during AEP – so we’re always considering new ways to help you save time. You’ll want to have all your tools at hand while you’re making a presentation, so when your client is ready to commit, you’re able to get that application processed as soon as possible.
Our iGO e-App® is the preferred way to submit all your applications, since it’s faster and more efficient than dealing with paperwork. To use the e-App, you’ll need to complete one of our certification webinars, which are offered at various times for your convenience. One of the great features about the e-App is that after an initial application, your client’s information will pre-populate into future applications. This can help make cross-selling (in states where permitted) a seamless process.
Our newest tech tool, the Life Rate Proposal System, is another time-saver. Use it to provide your clients with a fast, professional-looking quote for a Final
Expense or Juvenile Whole Life policy. Find more about this easily accessible tool on page 7 of this issue. Life Insurance Awareness Month is coming up in September, so you may want to learn how to use the Life Rate Proposal System today.
TICKTOCKFunny thing about time – when we’re young, it seems to move slowly. As a child, summer days feel like they’ll never end, and the wait for milestone events (such as getting a driver’s license) can feel like an eternity. But when we grow up, those grains of sand moving down the hourglass seem to gain speed with each passing year. If we’re smart, we learn to be prepared so we can seize every opportunity that comes our way.
We’re ready for all the opportunities AEP will bring. Let us help you get ready, too.
Charles MankamyerPresident of General Agents
3 AUGUST 2016 WE'RE READY FOR AEP ... ARE YOU? WE'RE READY FOR AEP ... ARE YOU? AUGUST 2016 3
WELCOME TOUNITED AMERICANAcker, StephenAgan, WilliamAguilar, RobertAhumada, GeorgeAlexander, HenryAlford, JerryAlford, KimAlison, DavidAllen, ChristopherAlley, GeorgeAmerican Insurance
Broker’s, LLCAmmagui, MohammedAngel, DavidApoian, NickArmstrong, JasperAssurance IQ, IncAucoin, AnthonyAugustin, AustanBaccus, TroyBaker, BenjaminBalderamos, BarbaraBanks, MaryBarilleaux, GwendolynBarker, DebraBarnette, Arthur Jr.Barr, JoyceBarta, FrancineBartleson, JohnBatchelor, AlbertBazile, ReginaldBeach, DonnaBeck, RogerBennett Coleman,
AudreyBerkowitz, RonaldBerman, BrettBernstein, BradleyBertsch, KirkBiesiadecki, BrianBillings, WilliamBlackwell, DavidBlock, KennethBocanegra, JavierBogdon, MarkBosshardt, ThomasBourget, Jean ClaudeBowers, JulianneBowlby, JustinBreggs, BarbaraBrinker, DanBrookings, SteveBrown, StephenBrunell, JeffreyBryant, GaryBurns, TracyButler, CindyCalhoun, CherleneCalvin, PeggyCambetas, RuiCannady Agency, IncCarozza, AlbertCarrier, LonCarson, VanessaCastellanos, ChristopherCastleberry, JohnCatalano, ChaseCeresoli, MelissaChabot, LorettaChalhub, Leon Jr.Charley, ToddClay, SamanthaClem, EllisCobb, RobertCoffman, Carla
Cohen, IraColeman, DavidColeman-Portell, Bi BiCollier, RalphCollins, SylviaConflitti, NicholasConley, ElizabethCornerstone Insurance
Consulting, LLCCox, DianCrume, KyleCruz, JoseD’Andre, CarlaDake, JamesDaly, WilliamDavis, DanaDavis, RonaldDeforest, RichardDelaney, ConorDelgiudice, LisaDenneny, UnDerisca, FrantzDominguez, DanDonnell, JohnDouglas, CarissaDow, MichaelDowney, BrianDubin, DavidDuncan, RandallDuran, GaryEmme, StephenEnenbach Insurance, LLCErvolino, RichardExcelsa, LLCFalisi, JosephFuchs, LadonFurst, RebeccaGaither, LeonGallagher, JohnGarff, WalterGassaway, Middleton IIIGibson, JaniceGilder, JohnGinsberg, StevenGiraldo, MauricioGoldberg, RandolphGoldstein, StephenGomez, LuisGoolsby, JohnGoudeau, AngelaGourley-Tuveri, LisaGraddy, TimothyGrant, JeremyGrasso, NicoletaGray, Juan Sr.Grazette, CarolGreen, Robert IIIGreene, WilliamGrosso, ArleneGuffey, DannyGuido, EllenHall, FreddieHall, LoisHall, NormaHampton, AlmetaHaniph, RosalieHare, BenjaminHarkins, EricHarpaz, NivHarper, MauriceHarris, JohnHart, TimothyHelm, CharlesHenak, FrankHenderson, ThomasHendrickson, Michael
Hernandez, Paul Jr.Herrington, JamesHicks, ZacharyHight, MikeHitsman, GaryHochwalt, JeffHolden, ToddHoneycutt II, JerryHopkins, JohnHornback, MichaelHorowitz, BarryHorsley, RandyHoskins, WilliamHoyle, JonHRIS Insurance ServicesHumbert, KennethHumphries, AlvaHundt, CarolynHutchens, JohnIns Services of Glynn, IncJefferson, LafoxieJemison, Fred Jr.Jetton, KristiJimenez, IrmaJohnson, AnnJones, DennisJones, TyroneJordan, JosephJuarez, JulioKain, TimothyKanfer, JonathanKarn, MerleKaur, JaideepKearse, JamesKennedy, JamesKerns-Correll, JoyceKimmel, KatrinaKing, LindaKlosterman, DonaldKolacz, MichaelKostraba, JohnKresloff, MichaelKrska, VickiKuhn, RhondaKuiphoff, KarenKunish, RobertKurilla, ChristopherLafleur, ShanaLambert, JamesLarue, JosephLasky, RonnieLauren, KarilLaws, MichaelLebowitz, HarryLedezma, JosefinaLeo, LouisLester, JasonLeventis, GeorgeLeveton, DavidLewis, CherylLewis, DavidLilleberg, ToddLillis, FrancisLondon, JohnLongo, JosephLouima, RoselieLowe, MichelleLundy, QuianaLytton, BryanMaciel, MariaMack, DemetriusMacMoran, StanleyMagnie, DanielMakris, GerisMarcus, LynneMartin, Christine
Masemene, TsepicoMassarelli, MichaelMaxwell, ClaudiaMay, StephenMcAlwee, GeraldMcCain, PerryMcCarthy, MichaelMcDade, StephenMcFarland, BruceMcLeod, JeffreyMcQueen, CherylMelliand, MarkMesschaert, JoanMeyer, DeanMicus, JamesMiller, Bennie Sr.Miller, ElgwinMinix, GevonnaMoats, GeorgeModha, ShilpabenMohindroo, RakeshMoore, BilleyMoore, LarryMorales, ChristianMoran, MarcosMorrill, CyndiMorweh, GarconMoss, RaymondMurphy, StevenNabors, StanleyNambiar, ShriNeglia, WilliamNelson, EdwinNelson, StephenNestor, JohnNoojin, DebbieNorman, AdrianNorris, Albert IIIOffiong, UkoOgunsanya, AdebayoOjeda De Lester, LeisyOraw, CalvinOrlando, SimoneOwen, SusanPacheco, Donald Jr.Page, BarbaraPagoto, JohnPalka, JosephPalmer, DianaPerdue, KirtPerloe, RossPerry, TerrancePeterson, RobertPeyton, MatthewPhillips, DarrellPhillips, WilliamPierre-Delphonse,
AdelinePines Consulting
Services, IncPitre, WilliamPlatt, JohnettaPreferred Insurance
Services, LLCPrice, CorbanProvince, MichaelPyles, ChristinePyles, LynnQuick, DavidRai, RanbirRai, RanjitRandall, DwightRaymond, WilliamRebollar, MercedesRector, JamesRedding, Christopher
Redington, JosephReed, TerrenceRichard, JamesRigby, JeffreyRivers, JohnRizzitelli, SamuelRobayo, JuanRobinson, ChrisRodriguez, JuanRogell, EvanRogers, AliceRomero, JanRomero, JudithRose, RamonaRuff, HenryRusnak, MatthewRussell, PhilipRyan, PatSalyers, RhondaSalzman Hoover, SusanSandeen, MarkSandler, JasonSangerman, CraigSapp, WilliamScarbrough, Ernest Sr.Schaer, DeanScher, LeeSchmidt, Robert Jr.Schmidt, WilliamSchumann, EricSchumann, IvanScofield, RobertShagan, PhoebeShah, BimalShanks, RogerShepherd, AlvinShirley, ElmerShuping, AudreySigman, LarrySilberberg, DarylSimms, RichardSixta, BobSkelton, Dennis Jr.Smelser, JeffersonSmith, KennethSmith, MarkSmith, RaymondSmith, StevenSosa, MichaelSposato, FrankSpreier, SandyStanfill, RoyStarling, AubreyStrong, BiragoSubramanian,
RamamoorthySullender, RobertSullivan, MarkSwaim, StellaTaiwo, OlusegunTanner, Charles Jr.Tarutz, HerbertTaylor, DavidTaylor, JamesTender, DennisTesta, VincentThompson, GeorgeThompson, TerranceThoreson, SharonTice, JohnTodd, JoshTolson, TerryToohey, JordanTovar, GabrielTremblay, GregoryTretola, Joseph
Trippe, SharonTrovato, LouisUdeshi, VikramUllmer, RandalUrban, CharlesValcin, DanielValdez, JosephVan Horn, ValerieVanhoose, JanieVarela, JuanVaughn, GaryVazquez, AngelicaVelasco, EfrainVillegas, JuanWaller, DarrylWare, AnitaWarren, SheilaWashington, MauriceWatkins, LouisWatters, FrederickWauwie, MajdyWeiss, LindaWengert, DavidWest, CarolynWestbrook, KeithWhitely, CarolWhittaker, BartWickmann, WayneWilhite, MaryWilson, DonaldWindham, JenniferWindham, LarryWinter, StevenWittler, StephenWorthy, CaryWright, AlanWyatt, AndrewYoung, GloriaYoung, KathyYoung, RobinZachary, JohnZdawczyk, BrandonZukas, Keith
FIRST UNITED AMERICANAlliksen, MichaelArkay Life CorpBellamy, JeffreyCapital Financial
Group, IncCataldo, DennisClemente, JosephElia, CathyFeuer, EliGhunney, SamarahGrigg, ArthurHardial, MichelleHarris, DavidHerold, MarcIsland Financial
Services, IncJames, VickiKeil, JaimeKovler, MarkLevy, StevenLim, DaeOndreicka, RichardOWR Opinion, LLCPerrone, SandraPlans Plus, LtdPolovnuk, JerryQuintin, DavidRivera, AmberRuehle, StephenSantelli, ChristopherSegal, RobertShavel, JosephSimmon, WilhelmSimonds, MartinSlavin, BrendanSmith, CraigWachter, MicheleWidercrantz, LaurieWilkie, WilliamWu, Tracy
4 AUGUST 2016 WE'RE READY FOR AEP ... ARE YOU?
If you are ‘okay’ with being an average producer, this article is not for you, but if you want to take your practice to the next level and potentially add $70,000 or more to your annual income, keep reading!
About 20 years ago, I attended a teleconference by Burt Meisel, one of the foremost life insurance salesmen of all time. He said: “If you want to have your prospective clients meet with you at your office (instead of at their home or office), just ask them this simple question: “When would you like to come in?” This assumes that:
1 Your prospective clients want to meet with you.
2 Your prospective clients will agree to meet with you at your office.
So, after my assistants complete a questionnaire on all prospects who call us, my assistants ask them the question: “When would you like to come in?” Nearly 100 percent of the time, our prospective clients agree to come to our office!
When our prospective clients come to our office, my staff and I benefit in these ways:
h We can control the meeting, because we are meeting on our turf.
h I save about six to eight hours a week in driving time, wear and tear, and mileage on my car.
h All the assets of our office are conveniently at our disposal.
h At the office, our closing ratio is about 90 percent.
h We are able to have about 15 more appointments per month than we would if we had to meet our prospective clients at their homes or offices.
h Imagine the potential. With 15 more appointments per month, that’s 180 more appointments per year. Since most of our sales are Plan F, that translates into an annual increase in premium income of: 180 Plan Fs x $165 average monthly Plan F premium x 12. That’s nearly $360,000 per year NAP if we close 100 percent!
If you want to take your production to the next level but do not have an office outside of your home, I recommend you bite the bullet and get one now. If you don’t have an assistant, hire one sooner rather than later.
Hiring staff allows you to leverage yourself. Many Agents are reluctant to hire an assistant, not only because they mistakenly think it will hurt them financially, but also because they are afraid to delegate, want to maintain control, and are complacent with just enough income to get by.
The best method of finding an assistant is to call your best clients and ask them whom they know that would work well with you. Remember, birds of a feather flock together, so clients you like and respect are likely to refer you to someone who will be a good fit for you.
My Agency could not be as successful as it has been without Christine and Lynn, my indispensable assistants. After 30 years in business, I am still amazed every day at their efficiency and skill that makes our Agency run smoothly.
My staff and I are also so appreciative of having the privilege of representing UA. With Chuck Mankamyer at the helm, UA has become more successful than ever. And we are thankful for the unparalleled service we get from UA’s Agency Services personnel—such as Sarah Schaffer, who unwaveringly provides us with five-star service. My staff and I are blessed, and look forward to many more years of representing UA!
TIME TO TAKE PRODUCTION TO THE NEXT LEVEL
Paul Sheldon, CLU, ChFC Insurance & Benefits Planning
UA 2015 Agent of the Year
5 AUGUST 2016 WE'RE READY FOR AEP ... ARE YOU? WE'RE READY FOR AEP ... ARE YOU? AUGUST 2016 5
WHO CAN COMPETE?UA and First UA General Agents and Writing Agents
WHAT DOES IT TAKE TO QUALIFY?A minimum of $12,500 NAP increase over results from prior year period
HOW MANY WINNERS WILL THERE BE?10 Total - The Top 5 General Agents and Top 5 Writing Agents
WHAT’S THE PRIZE? A fun-filled trip to Dallas, Texas to enjoy a private event with football legend Randy White at The Star, Dallas Cowboys World Headquarters
A NIGHT AT THE STAR
WITHRANDY WHITE
Winners will enjoy drinks and appetizers with Randy and the opportunity to receive a personalized autograph from ‘the Manster’ himself! You may win one of the following for autographing: a football helmet, football, or the book Legends of the Dallas Cowboys. First place winners may choose their prize! After the mix and mingle with Randy, winners will be whisked away to an exclusive dinner hosted by Charles Mankamyer.
� Randy White is a policyholder and paid spokesperson for United American Insurance Company.
� Contest is for existing, appointed United American and First United American Agents.
� Only business issued within the contest period will count towards the incentive.
� Disability issued Medicare Supplement does not count toward incentive.
� Contest not available to Washington State Agents.
� Life premiums do not count towards incentive for New York Agents.
� The increase in issued premium must be at least $12,500 over results during the prior year’s period (July 27 – October 9, 2015).
� No guests or substitutes permitted.
�Winners must be 21 years of age or older to attend the payoff event.
� For each winner United American Insurance Company will pay for airfare to Dallas, a one-night stay at a hotel in the Dallas Metroplex chosen by UA, and breakfast.
� UA does not cover meals charged to the hotel and/or hotel incidentals.
� Transportation to and from the airport to the hotel and The Star will be covered.
� Flights will be scheduled by UA following the contest end.
� Prizes awarded pursuant to this incentive to eligible winners are not transferable, redeemable for cash, or exchangeable for any other prize.
� The NFL, Dallas Cowboys, Cody Monk, author of the book, Legends of the Dallas Cowboys, and The Star are not participants or sponsors of this contest.
FOOTBALL LEGEND RANDY WHITE WANTS TO MEET YOU AT THE STAR
CONTEST PERIOD: JULY 25 – OCTOBER 7, 2016
6 AUGUST 2016 WE'RE READY FOR AEP ... ARE YOU?
GENERATE LIFE PROPOSALS FASTER AND
EASIER WITH THIS NEW TECH TOOL
UA/First UA’s new Life Rate Proposal System is now available – just in time for Life Insurance Awareness Month (LIAM) in September.
This new tool makes it easy to generate quick quotes for your clients – using your computer, tablet, even your phone! All you need is an internet connection.
Use the web app to instantly pull rates and cash values, and present your client with an individualized proposal – no paperwork and no calculating. The system does it all for you and saves your client’s information and proposal. You can even email their quote straight to them!
Simply log in to UAOnline and under ‘Sales Tools’, click ‘Life Proposal System’.
You’re on your way to generating a professional-looking quote designed with their budget and needs in mind!
7 AUGUST 2016 WE'RE READY FOR AEP ... ARE YOU? WE'RE READY FOR AEP ... ARE YOU? AUGUST 2016 7
WE’RE READY FOR AEP ... ARE YOU?Ready or not, Medicare’s Annual Election Period (AEP) will begin on October 15 and run through December 7. It’s the time of year when anyone with Medicare can change their Medicare health plans and prescription drug coverage for the following year to better meet their needs. It’s also the biggest selling season for UA/First UA.
If you’re ready, you’ll be able to help Seniors in your area benefit from the coverage a UA/First UA ProCare Medicare Supplement insurance plan provides. If you’re not ready, you might lose valuable time as you scramble for the tools and information you need. To prepare now, here’s a checklist of action items you can complete to become AEP-ready. If you’re new to UA/First UA, you’ll need to register at UAOnline to access all our great resources.
GEAR UP! Essentials to take with you on the road:
MEDICARE SUPPLEMENT PRESENTATIONThis is UA’s approved sales presentation located in Agency Supply (AD-334).
PROCARE APP PACKS (UAI2506) (FUA2565)
If you’re not yet certified in the iGO-e-App®, you’ll need to order plenty of ProCare App Packs. These handy packs include applications and other commonly required forms packaged for your state. To get your App Packs, submit an automated supply order form, found at UAOnline under ‘Sales Tools’.
OTHER ESSENTIAL FORMSRefer to your Compliance Sheet for required forms, including the Outline of Coverage and Medicare Buyer's Guide. These are separate forms not included in the App Pack.
ADDITIONAL MARKETING MATERIALSShow all the benefits of a UA Medicare Supplement insurance plan using additional marketing materials found on the UAOnline website. Go to ‘Products and Rates’ then click on ‘Medicare Supplement’. (F3095)
LEARN TO EARNAttend our specialized online training webinars to develop sales skills and learn how you can optimize your time by using all the latest tech tools. For your convenience, webinars are offered in multiple time slots during different days of the week. Sign up now at UA General Agency Office online. Especially important for AEP:
PREPARING FOR THE MEDICARE ANNUAL ELECTION PERIOD
This 30-minute webinar will lay out steps you can take now to ensure a successful AEP. Proper pre-planning prevents poor performance! Before the AEP gets started, find out how to use our marketing and prospecting tools to lay the groundwork for sales success.
MASTERING MEDICARE AND THE ANNUAL ELECTION PERIOD
Don’t be intimidated by Medicare! This one-hour webinar outlines everything you need to know to present Medicare Supplement insurance with confidence: how Medicare works, how Medicare Supplements and Medicare Advantage plans compare, and identifying the types of prospects you’ll encounter during the AEP.
MAKING THE SALE DURING THE ANNUAL ELECTION PERIOD
This 30-minute webinar will focus on the actual sales process, providing ideas and techniques for giving successful presentations and closing more sales. Learn common situations you’ll encounter with your prospects, how to start and guide the conversation, and tips on overcoming objections.
MEDICARE SUPPLEMENT AND WHOLE LIFE iGO e-App® CERTIFICATION
Attend an iGO e-App® Certification Webinar to get certified to use the e-App for UA and First UA Medicare Supplement insurance and Final Expense Whole Life. Learn how using the e-App will save you time and money all while helping you write more business and be more successful.
COLLECT LEADSWithout leads, your AEP production is
more likely to fizzle than sizzle.
DO A LEAD DROP If you have a lead account, see our approved vendor list for dozens of places to purchase leads. No lead account? No worries! Many vendors offer specials exclusive to UA and First UA Agents, so be sure to consider buying direct.
ADVERTISE Use pre-approved AEP ads to alert Seniors in your area you are standing by to help them navigate the Medicare landscape. We’ve got a great selection to choose from in the Automated Supply Order Form/AdCatalog on UAOnline.
Automated Supply Order Form
© 2013-2015 United American Insurance Company and First United American Life Insurance Company. All rights reserved. F3095UAI0136 1115
Part B is Medical Insurance and covers physician services, outpatient care, tests, and supplies.
2016 MEDICARE PART APart A is Hospital Insurance and covers costs associated with confinement in a hospital or skilled nursing facility.WHEN YOU ARE HOSPITALIZED FOR:MEDICARE COVERS YOU PAY
1-60 DAYSMost confinement costs
after the required Medicare deductible
$1,288 DEDUCTIBLE
61-90 DAYSAll eligible expenses after
patient pays a per-day copayment
$322 A DAY COPAYMENT as much as:
$9,660
91-150 DAYS
All eligible expenses after patient pays a
per-day copayment (These are Lifetime
Reserve Days that may never be used again)
$644 A DAY COPAYMENT as much as:
$38,640151 DAYS OR MORE NOTHING YOU PAY ALL COSTSSKILLED NURSING
CONFINEMENT:Following an inpatient hospital stay of at least 3 days and enter a Medicare-approved skilled nursing facility within 30 days after hospital
discharge and receive skilled nursing care
All eligible expenses for the first 20 days; then all eligible expenses for days 21-100 after patient pays a per-day copayment
After 20 days
$161 A DAY COPAYMENT as much as:
$12,880
© 2013-2015 United American Insurance Company and First United American Life Insurance Company. All rights reserved. F3095UAI0136 1115
2016 MEDICARE PART BPart B is Medical Insurance and covers physician services, outpatient care, tests, and supplies.
ON EXPENSES INCURRED FOR: MEDICARE COVERSYOU PAY
ANNUAL DEDUCTIBLE Incurred Expenses after the required Medicare deductible $166 Annual Deductible
MEDICAL EXPENSES Physicians’ services for inpatient and outpatient medical/surgical services; physical/speech therapy; and diagnostic tests
80% of approved amount20% of approved amount*CLINICAL LABORATORY SERVICES Blood tests; urinalysis Generally 100% of approved amount Nothing for services
HOME HEALTHCARE Part-time or intermittent skilled care; home health aide services; durable
medical supplies; and other services
100% of approved amount; 80% of approved amount for durable medical equipment
Nothing for services; 20% of approved amount* for durable medical equipment
OUTPATIENT HOSPITAL TREATMENTHospital services for the diagnosis or treatment of an illness or injury
Medicare payment to hospital, based on outpatient procedure payment ratesCoinsurance based on outpatient payment ratesBLOOD 80% of approved amount after first 3 pints of blood.
First 3 pints plus 20% of approved amount* for additional pints
EXCESS DOCTOR CHARGES(Above Medicare-approved amount) 0% above approved amountAll costs
*On all Medicare-covered expenses, a doctor or other healthcare provider may agree to accept Medicare assignment.
This means the patient will not be required to pay any expense in excess of Medicare’s approved charge. The patient
pays only 20% of the approved charge not paid by Medicare.
Physicians who do not accept assignment of a Medicare claim are limited as to the amount they can charge for covered
services. In 2016, the most a physician can charge for services covered by Medicare is 115% of the approved amount for
nonparticipating physicians. Note: In New York, the most a physician can charge for services covered by Medicare is 105%
of the approved amount for nonparticipating physicians. For routine office visits covered by Medicare, a nonparticipating
physician can charge up to 115% of the fee schedule amount.
Part A is Hospital Insurance and covers costs associated with
confinement in a hospital or skilled nursing facility.
8 AUGUST 2016 WE'RE READY FOR AEP ... ARE YOU? WE'RE READY FOR AEP ... ARE YOU? AUGUST 2016 9
Eagles Club is an elite group of Agency leaders representing the best of United American and First United American.
Through July 2016, these top producing General Agents and Agencies have the highest net combined annualized premium. Agents/Agencies producing $350,000 or more in NAP will qualify for club membership and receive an award at convention; the top 10 will have their photo on the wall at the Home Office.
Through July 2016, these top producing General Agents and Agencies have the highest net life annualized premium.
Through July 2016, these top producing Writing Agents have the highest net life annualized premium.
Through July 2016, these top producing Writing Agents have the highest net combined annualized premium.
2016 EAGLES
PRESIDENT'S CLUB TOP 30 LIFE GENERAL AGENTS
PACESETTERS CLUB TOP 30 LIFE WRITING AGENTS
#1
#2
#3
#4
#5
#1
#2
#3
#4
#5
Jon Ahlbum The Ahlbum Insurance
Group, Inc. $2,688,295
Catherine Hatton Long Island Insurance
Solutions $1,012,060
Mike Lemar Sunshine State Agency
$1,002,127
William Borosak Jr. Secure Financial
Group, LLC $867,504
Tim Ahlbum Health Coverage
Solutions $800,720
Mark Graham AmeriLife $671,564
Edward Shackelford The Assurance
Group, Inc. $582,212
Ray Stevens Stevens & Associates
Insurance Agency, Inc. $537,210
Devin Barta Barta Insurance Agency
$508,157
Stephen Maisto Senior Health Solutions
$260,377
AGENT NAME AGENC YYTD PRODUCTION
1 Donna Ahlbum The Ahlbum Insurance Group, Inc. $708,012
2 Ron Concklin Rosenberg-Concklin, Inc. $451,536
3 Paul Sheldon, CLU, ChFC Paul Sheldon Insurance & Benefits Planning $405,974
4 John Clark Senior Solutions Insurance Agency $346,012
5 Scott Mednick Professional Insurance Systems of Florida $335,270
6 Kerry Sachs Secure Retirement Solutions, Inc. $332,712
7 Christopher Graham, CLU Graham Financial Group, Inc. $328,051
8 Lisa Rosati Rosati Insurance Agency $281,593
9 Robert Wroblewski SOS Insurance Group $254,734
10 Scott Schwartz Insurance Protection Services $220,574
11 Loren Olguin Olguin Insurance Agency $209,343
12 Richard Schwartz Insurance Center of S. Florida $162,369
13 Vincent Abbatiello Mainstay Retirement Solutions $158,408
14 Edward Catron Catron Insurance Agency $151,606
15 American Eagle Consultants, Inc. $147,209
16 Gina Savage Savage Insurance Agency $145,733
17 Shawn Schroeder Jack Schroeder & Associates, Inc. $145,167
18 Futurity First Insurance Group, Inc. $138,035
19 Pierre Abadjian Abadjian Insurance Group $137,047
20 Brian Gilbert Gilbert Insurance Agency $136,793
21 Professional Group Plans, Inc. $125,534
22 Centerstone Insurance & Financial Svcs. $125,316
23 Bryan Wiedersum Wiedersum Insurance Agency $124,728
24 Valerie Bahlkow Bahlkow Insurance Agency $123,087
25 Joseph Maisonet Maisonet Insurance Agency $121,279
26 Jackson Edwards IV Edwards Insurance Agency $117,874
27 Barbara Bowes Bowes Insurance Agency $116,528
28 Peter Gelbwaks Gelbwaks Executive Marketing Corp. $114,353
29 Long Island Health Plans, Inc. $110,467
30 Albert Valery Valery Insurance Agency $109,980
AGENT NAMEYTD PRODUCTION
1 Paul Sheldon, CLU, ChFC $404,902
2 Tim Ahlbum $322,316
3 Scott Schwartz $220,574
4 Kerry Sachs $198,366
5 Ray Stevens $174,482
6 Mark Hargis $170,618
7 Lisa Rosati $160,161
8 Jason Stevens $152,432
9 Glenn Ripoll $148,188
10 Brian Gilbert $139,637
11 Eugene Ranney $135,948
12 Christopher Graham, CLU $127,391
13 Bryan Wiedersum $124,728
14 Jon Ahlbum $117,187
15 Devin Barta $108,011
16 Stephen Maisto $106,997
17 Xiomara Ottovegio $104,772
18 Vincent Abbatiello $104,703
19 Dexter Saylor $100,994
20 Valerie Bahlkow $100,983
21 Kevin Lawrence $97,898
22 Gina Savage $95,072
23 Beverly Kingsley $93,990
24 Joseph Kirby $92,304
25 Joseph Jaffe $90,274
26 Nicholas Mangini $82,919
27 Jackson Edwards IV $82,702
28 Barbara Bowes $81,528
29 Gary Kempler $81,527
30 Francine Rush $81,095
AGENT NAME AGENC Y
1 Mike Stevens Farm & Ranch Healthcare, Inc.
2 Joseph Iannelli Iannelli Insurance Agency
3 Mark Graham AmeriLife
4 Catherine Hatton Long Island Insurance Solutions
5 Gilbert Williams Williams Insurance Agency
6 John Clark Senior Solutions Insurance Agency
7 Sylvan-James Associates, Inc.
8 Hulda Hicks Hicks Insurance Agency
9 John Barberan Barberan Insurance Agency
10 Alcoen & Associates, LLC
11 Shamseldin Omer Omer Insurance Agency
12 Richard Sakharoff Security Benefits Group, Inc.
13 Scott Mednick Professional Insurance Systems of Florida
14 Susan Hirsch Hirsch Insurance Agency
15 Dorothy Jones Jones Insurance Agency
16 Everett Forney Forney Insurance Agency
17 Sheldon Reid Reid Insurance Agency
18 Daniel Dragan Dragan Insurance Agency
19 William Masterson Masterson Insurance Agency
20 Benefit Plans of America, Inc.
21 Julio Alvarez Alvarez Insurance Agency
22 Ronald Woodlief Woodlief Insurance Agency
23 Elmer Garcia Garcia Insurance Agency
24 Robert Collins Collins Insurance Agency
25 Elliot Ricks Ricks Insurance Agency
26 Jesse Brown Brown Insurance Agency
27 Raymond White Jr. White Insurance Agency
28 Joseph Greiner Greiner Insurance Agency
29 Vincent Abbatiello Mainstay Retirement Solutions
30 Loren Olguin Olguin Insurance Agency
AGENT NAME
1 Mark Simpkins
2 Stephen Pilotti
3 Gilbert Williams
4 Julio Alvarez
5 Randy Merrell
6 Hulda Hicks
7 Richard Sakharoff
8 Benjamin Sulsky
9 Joe Gray
10 Regina Sakkal
11 Larry Brooks
12 William Masterson
13 Shirrlee Bays
14 Peter Gbongay
15 Ronald Woodlief
16 Elmer Garcia
17 Douglas McElroy
18 Elliot Ricks
19 Diana Ellison
20 Jesse Brown
21 Raymond White Jr.
22 Carl Smith Jr.
23 John Barberan
24 Mark Russell
25 Andrew Tanen
26 Archie Wilberforce
27 Mike Reddy, CLU, LUTCF
28 Michael Sosso
29 Martin Pereira
30 Vera McCree
10 AUGUST 2016 WE'RE READY FOR AEP ... ARE YOU? WE'RE READY FOR AEP ... ARE YOU? AUGUST 2016 11
INTERCONTINENTAL CHICAGO MAGNIFICENT MILE
#UACONVENTION2017 JUNE 24-27, 2O17
WH
AT Y
OU
NEE
D T
O Q
UA
LIFY
IF
YO
U A
RE
A G
ENER
AL
AG
ENT:
MONTH LIFE ONLY HEALTH ONLY COMBINED
$180,000 NAP $350,000 NAP $350,000 NAP
JAN. $15,000 $29,167 $29,167
FEB. 30,000 58,333 58,333
MAR. 45,000 87,500 87,500
APR. 60,000 116,667 116,667
MAY 75,000 145,833 145,833
JUNE 90,000 175,000 175,000
JULY 105,000 204,167 204,167
AUG. 120,000 233,333 233,333
SEPT. 135,000 262,500 262,500
OCT. 150,000 291,667 291,667
NOV. 165,000 320,833 320,833
DEC. 180,000 350,000 350,000
WH
AT Y
OU
NEE
D T
O Q
UA
LIFY
IF
YO
U A
RE
A W
RIT
ING
AG
ENT:
MONTH LIFE ONLY HEALTH ONLY COMBINED
$100,000 NAP $150,000 NAP $150,000 NAP
JAN. $8,333 $12,500 $12,500
FEB. 16,667 25,000 25,000
MAR. 25,000 37,500 37,500
APR. 33,333 50,000 50,000
MAY 41,667 62,500 62,500
JUNE 50,000 75,000 75,000
JULY 58,333 87,500 87,500
AUG. 66,667 100,000 100,000
SEPT. 75,000 112,500 112,500
OCT. 83,333 125,000 125,000
NOV. 91,667 137,500 137,500
DEC. 100,000 150,000 150,000
Agents who contract after Feb. 1, are prorated for Convention qualification. For example, contract in March and the Agent life/health requirement is 10 months or $125,000 of combined NAP. Minimum NAP for an Agent who contracts in June is six months or $75,000 combined NAP. Agents must be contracted and produce at a six-month minimum
production level to be eligible for Convention. Non-standard (Disability) Medicare Supplement production will not count towards qualification for Convention, Awards or Club honors.
ARE YOU ON PACE TO JOIN US?
