United American First United American 2011 Producer Opportunity

For Agent Training use only; not approved for use in sales presentations. UAI1778IL 0111

United AmericanFirst United American

2011 Producer OpportunitySenior Products, Health, Life & Annuity

“OUTSTANDING LEAD CONTRACT”

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Focus of this meeting

• Help 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!

• New Leads Systems (Lead Contract)

• 2,000 Piece Lead Order (Entered into monthly drawing)*

• Medicare Advantage – Cancellations!

• Persistency - $ Your Profits $

• Overview of our Supplemental Health, Life & Annuity Products**

• Outstanding opportunity for the Producer and the Agency

* Drawing held monthly; must be licensed with United American to qualify**Product availability varies by state

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Win a Kindle Reader!

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Enter to Win a Kindle Reader


Charles R. Mankamyer

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Senior Vice-President United American – General Agency

• Past President & CEO

American Life & Health Group, Inc.

Palm Beach County, Florida

• Contracted with United American as a General Agent in 1979

• GA with Career Agents in Florida

• GA with Brokers/Agencies in all 50 states

[email protected]


Ryan Sykes

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DirectorEast Coast Region

“I have been in the business for almost 10 years and started as an agent going door to door just like most of you. I travel around the East Coast holding training and recruiting Seminars.

“I am here to help everyone in the East Coast but I work closely with GAs that want to build productive teams.

“In my opinion, the most exciting part about what we offer to Agents are the Lifetime (Level-MedSup) Renewals on all products.”

[email protected]


Introduction to Company History

• United 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*.

• In the state of New York, our individual insurance business is conducted through United American's subsidiary, First United American Life Insurance Company. An independent Agent system is employed to deliver Annuity or Medicare Supplement coverages to customers living in this state.

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* NAIC 2009 Medicare Supplement Insurance Experience Report, May 2010


UA / First UA Financial Strength Ratings

United American

• A+ (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 & Poor’s (as of 5/10)

First United American

• A+ (Superior) Financial Strength Rating from A.M. Best Company for more than 20 consecutive years(as of 6/10)

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Safety for your clients, you and your family!


Service Performance Record

Our 2009 Service Performance Record speaks for itself

Activity StatisticNumber of Policies In Force 539,010Total Claim Transactions 5,572,496Non-Med-Supp Health Transactions 226,138Customer Calls Services 958,114Turnaround Times: Medicare Supplement Claims Processed All Policies Issued

2.96 calendar days8.05 calendar days

(United American company data)

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What UA Offers Our Producers & Policyholders, today!

Supplemental Health Plans

Hospital Indemnity (all ages)First Cash Cancer (ages 0-69;

64 in CA),HealthGuard Critical Illness (ages 18-69;

64 in CA),Accident (ages 0-63).

Cash Plans - $10K, $20K, $30K, $40K & $50K• High Commissions and Renewals paid for the life of the policy.• Yes/No Applications

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Life InsuranceFundamental Life Series ILife insurance policies from $1,000 - $20,000

10 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 - $500,000

10 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)

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Annuities

Lifestyle Single Premium

Minimum 3% Interest (7 year annuity)

Issue Ages 0-80

Minimum Deposit $5,000

Maximum Deposit $20,000

Withdrawal Charges Eliminated after Year 6

Hospitalization and Nursing Home Waiver of Withdrawal*

* Available in most states

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Medicare Facts

Traditional Medicare Supplements

Year # of Americans becoming eligible for Medicare

Total # of Americans over age 65

2010 2 million 40 million

2011 3 million 43 million2012 2 million 45 million

2013 2.5 million 47.5 million

2014 2 million 49.5 million

Opportunity - # of Senior Americans aging into Medicare

In the next 5 years, 11.5 million Americans will enter the Medicare Supplement Marketplace

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Medicare Facts

In 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?

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UA’s 2011 Medicare Supplements

UA Markets 10 of the 11 Standardized Plans(A, B, C, D, F, HDF, G, K, L, and N)

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MEDICARE PLANS / BENEFITS A B C D F HDF G K L N*

Basic Benefits

Hospitalization (Part A Coinsurance) Medical Expenses (Part B Coinsurance) 100% 100% 100% 100% 100% 100% 100% 50% 75% Copay

Blood 50% 75% Hospice 50% 75%

Skilled Nursing Facility Coinsurance 50% 75% Part A Deductible 50% 75% Part B Deductible

Excess Doctor Charges Foreign Travel Emergency

Annual Calendar Year Deductible, orOut-of-Pocket Annual Limit $2,000 $4,620 $2,310

High 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.


History of HDF

• Designed to address Seniors’ concerns of higher premiums

• Great choice for seniors who are relatively healthy and can afford to pay out-of-pocket deductible

• Per 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 2010

• One rate increase nationwide over the last 5 years

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Cost of Insurance

Challenge:• Most Americans think they

pay too much for nearly any form of insurance they carry

Solution:• Help save clients premium

dollars

How can you save me premium dollars?

How can you save me premium dollars?

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Premium Savings

Q: How do people save money on any kind of insurance (health, car, homeowners)?

A: They raise their deductible.

And

SAVE

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

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Premium Savings

• Some homeowners are raising their deductibles from $500 to $1,000 or $2,000 in order to reduce their premium.

• Others increase deductible amount to a percentage of their home’s total replacement value

• Savvy consumers ask why they are paying higher premiums for claims they may never have. This is the premiere of HDF.

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HDF Claim Example

Mary has an HDF policy

What happens when she has a Part B claim?

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Mary’s Part B Claim with HDF

1. Medicare pays 80% of Medicare-approved charges

2. Mary pays 20% (until her deductible is reached; think of the deductible like a copay/coinsurance) plus any excess charges

3. When Mary reaches her $2,000 annual deductible, the HDF policy begins paying the 20% plus any excess charges

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Cost-Sharing Concept

Total approved Part B Doctor Claim $100

Medicare’s 80% of Approved Charge $80

Customer’s 20% of Approved Charge(after deductible reached, we pay 20%)

$20 (Emulates copay/coinsurance)

Total Senior owes $0*

* Policyholder must meet HDF annual deductible ($2,000 in 2011) before benefits begin, and pay their HDF premiums.

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Even with a $2,000 deductible,

HDF makes sense for many Seniors

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**Example assumes no rate increases on either plan; policyholder must meet HDF annual deductible ($2,000 in 2011) before benefits begin

For illustrative purposes only

Premium Savings Example

Agents can help Seniors understand how HDF may be suitable coverage for their health needs AND budget

IllinoisIssue Age$166* Plan F Monthly Premium

$38* Plan HDF Monthly Premium

$128 Monthly Premium Savings

X 12 months

$1,536 Annual Premium Saved**

X 10 years

$15,360 10 Year Premium Saved**

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* UA ProCare IL Area 2 rates, 65-yr-old female, nonsmoker

• Area 1: Plan F $183, Plan HDF $42


Premium Savings Example

• In the previous slide, the example assumed HDF premium savings of $15,360 in Illinois 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 rate increase nationwide over the last 5 years.

• Do you know of any other Medicare Supplement that has had only one rate increase in the last 5 years?

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Claims Data

Under Age 68 Age 68-72 Age 73+Med-Supp

Claim Amounts

% of populationAverage Annual

Claims Cost% of population

AverageAnnual

Claims Cost% of population

Average Annual Claims

Cost

Under $200 25% $80 17% $95 11% $106

Under $500 49% $203 41% $235 33% $256

Under $1,000 66% $338 61% $394 52% $430

Under $1,900 80% $534 78% $621 71% $707

Over $1,900 20% $5,435 22% $4,734 29% $4,875

Totals 100% $1,493 100% $1,511 100% $1,921

• 80% of United American’s Medicare Supplement population up to age 68 has annual claims above Original Medicare of $534 on average

• 78% of our Company’s Medicare Supplement population up to age 72, has annual claims above Original Medicare of $621 or less on average

• 71% of our Company’s Medicare Supplement population age 73 or older, has annual claims above Original Medicare of $707 or less on average

Source: United American 2009 Claims data)

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Economical Choice

HDF may be most economical choice for Seniors, even if they have to meet the annual deductible an unexpected, extraordinarily high number of times

Do the math, do what is best for your client! Additional sales and referrals will follow!

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It’s up to youto show Seniors the

premium savings potential with HDF

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Saving Premium Over Time

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10 Year premium savings when purchasing

Plan HDF (F+) instead of Plan F

Year’s annual HDF deductible paid

Remaining Savings

Year 1 $15,360 $2,000 $13,360

Year 2 $15,360 $2,000 $11,360

Year 3 $15,360 $2,000 $ 9,360

Year 4 $15,360 $2,000 $ 7,360

Year 5 $15,360 $2,000 $ 5,360

Year 6 $15,360 $2,000 $ 3,360

Year 7 $15,360 $2,000 $ 1,360

Year 8 $15,360 $2,000 - $ 640

Example assumes no rate increase and no Medical High Deductible increase.


Premium Savings

How could Mary use money leftover from her premium savings?

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Three Great Options For Annual Premium Savings

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• Life Insurance

• Reserve Fund Annuity

• Lifestyle Annuity


HDF 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 copayment

• RFA’s interest rate is guaranteed at 3% - higher than some current savings accounts at many banks

• No charge to open, no lock-in time for deposits, no surrender charges, and no commission loads

• HDF frees unspent premium so customers can buy additional coverage - this generates more commissions for you!

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Reserve Fund Annuity

• Funds in an RFA can be used to pay for calendar year deductible or copayments associated with ProCare Medicare Supplement Plans A, B, D, HDF, G, K or L

• With Plan A: Medicare Part A hospital inpatient deductible, Medicare Part B annual deductible, and Medicare Part B excess charges for Medicare approved services;

• With Plans B & D: Medicare Part B deductible and Medicare Part B excess charges for Medicare approved services;

• With Plan G: Medicare Part B deductible.

• With HDF: Calendar year deductible ($2,000 in 2011)

• With K & L: Out of Pocket limit ($4,640 & $2,320 respectively in 2011)

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Three Interest Rate Examples

1. RFA Example

2. Interest-bearing Checking Account Example

3. Savings Account Example

Which option is best for your customer?

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Three Interest Rate Examples

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RFA Checking Savings(Through Passbook Savings)

$2,000 premium saved and deposited each year x 10

years

@ 3% guaranteed interest*


years

@ .15% interest*


years

@ .25% interest*

$23,615.59 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)



Annuities

Lifestyle Single Premium

Minimum 3% Interest

Issue Ages 0-80

Minimum Deposit $5,000

Maximum Deposit $20,000

Withdrawal Charges Eliminated after Year 6

Hospitalization and Nursing Home Waiver of Withdrawal available in most states

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Life InsuranceFundamental Life Series ILife insurance policies from $1,000 - $20,000

10 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 - $500,000

10 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)

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Continuing to Improve Seniors’ Options


Life Expectancy/Renewals-Total Income

Other 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 84• Average 65-year-old woman can expect to live to age 87• Some couples will have at least one partner live

to age 90 or 95

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That’s potentially 25-30 years of renewal commissions!!Limited to 6th policy year on Guaranteed Issue Medicare Advantage replacements;

not applicable in WA.


UA Level Renewals

The key to Producers’ long-term financial security!!!

UA Renewals Brand X Renewals$500

X 25 Years$500

X 5 Years

$ 12,500 $2,500

IT IS TIME TO ADD YOU & YOUR FAMILY INTO YOUR BUSINESS DECISIONS

For illustrative purposes only.

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UA Medicare Supplement Level Renewals

If you earned $50,000 in 1st year commissions and level renewals after 10 consecutive years your annual income would be $500,000

= $41,666 Monthly-% persistency (death & lapses)

•Vested from first dollar

•Paid for the life of the policy

•Willable

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Think of your Client …

Service … After the Sale!• Sold Medicare Supplement at Age 65 – client in good health

• Age 75 – client no longer in good health and needs Agent’s personal service …

UA Brand X• Agent 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?

We appreciate our Agents and clients. We pay renewals to service the client as long as they are our policyholders!!!

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Medicare Advantage Plans – Additional Opportunity

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Medicare Advantage Plans

• In 2010, more than 636,000 seniors were canceled by their Medicare Advantage provider

• Today there are almost 700,000 canceled seniors from MA plans for 2011!

• All UA Medicare Supplements are “Guaranteed Renewable for Life”, UA can not cancel the senior!

• Medicare Advantage Plans can change the Senior’s benefits

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Servicing MA Disenrollees

• Seniors losing Medicare Advantage (MA) coverage are used to lower premiums and/or cost-sharing/copays. They may be looking for:• A Medicare Supplement plan with affordable rate• Or, a new Medicare Advantage plan with affordable rate

• You can help Seniors find their most suitable, affordable Med-Supp coverage

• Canceled: 636,000 seniors canceled in 2009. Almost 700,000 seniors canceled in 2010 as of 10/10!

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If the Senior is NOT CANCELLED

• Some changes in 2010 MA Plans:o Higher Deductibles / Copayso Increased Out-of-Pocket Costso Fewer Doctors / Hospitalso Higher Cost to the Senior

• More Changes to Come in 2011:o Government starts Defundingo More MA Cancellationso Higher Deductibles / Copays

More Individuals Moving to Medicare Supplements

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2009 vs. 2010 Benefit Reductions

2009 2010

$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 maximums

More changes for 2011 … UP TO $10,000 Out-of-Pocket Costs to Seniors!

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• Fewer Doctors/Hospitals• Higher cost to the senior!

Source: Medicare.gov



Medicare Advantage – Good Health vs. Health Conditions

Total Estimated Costs

Typical PersonWith Good Health With Diabetes With Congestive

Heart FailureWho has a Heart

Attack

Monthly $270.40 $301to $350

$351to $400

$401to $450

Annual $3,250.00 $3,612to $4,200

$4,212to $4,800

$4,812to $5,400

Up to 60% Increase!More changes for 2011!

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Source: Medicare.gov


692,442 Medicare Advantage Cancellations (as of 10/31/10)

Washington17,866

Oregon9,880

Idaho3,147

Montana386

Wyoming492

California51,783 Nevada

2,746Utah3,864

Arizona7,974

Colorado7,081

New Mexico2,382

Nebraska1,145

Kansas537

Texas 18,628

Oklahoma3,302

South Dakota406

North Dakota493 Minnesota

21,908

Iowa510

Wisconsin7,129

Michigan63,130

Missouri5,848

Arkansas 2,125

Louisiana 3,798

Mississippi 2,310

Alabama 16,146

Georgia 88,682

South Carolina10,6664

North Carolina45,871

Tennessee12,362

Kentucky10,261

Virginia34,221

Illinois11,430

Indiana8,634

Ohio23,858

Pennsylvania37,341

West Virginia4,572

Alaska 98

Florida37,067Florida37,067

New Hampshire7,844New Hampshire7,844

Hawaii1,140Hawaii1,140

Vermont830Vermont830

Maine10,960Maine10,960

Massachusetts31,637Massachusetts31,637

Rhode Island1,005Rhode Island1,005

Connecticut6,402Connecticut6,402

New Jersey20,700New Jersey20,700

Delaware1,091Delaware1,091

Maryland5,881Maryland5,881

District of Columbia190District of Columbia190

New York24,685

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Western108,839

Central151,333

Eastern432,270


Learn More at CMS About Medicare Advantage!

• http://go.usa.gov/CL3 and click on ‘Downloads’

• This site is an excellent overall source of information about Medicare Advantage enrollments.

• The more you know, the more you can help your customers make the right decision.

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ProCare Plan HDF Monthly Premium (Central Region)

Not available in: HI, MA, MN, NH, NJ, VT, WA or WIRates in some states are pending state approval therefore subject to change.

(Female, Non-Smoker, Age 65 Examples)

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Never Run Out of Leads Again!

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U & UAThe Best Team in The Senior Market

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Would You Trade 2% for 15% ???

Optional Lead Contract

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(Hospital Indemnity, Cancer, Critical Illness, Accident & Medicare Supplement)

15% of NAP placed into Agents Personal Lead Account

Health Insurance Premiums

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Sell two (husband & wife) our most popular Medicare Supplement plans sold in Illinois

Husband $ 522 HDF NAP ($44 monthly premium)

Wife + $ 1,990 F NAP ($166 monthly premium)

Total $ 2,512 Total NAP × .15 Lead Account Allotment

$ 376.80 Placed in Agents Lead Account

Example

UA helps our Agent build their business…Vendor List – 60 Approved Lead Vendors

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(All Life Products)

10% of NAP placed into Agents Personal Lead Account

Life Insurance Premiums

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Sell husband & wife each a $50 monthly premium Final Expense Plan in any state where available

Husband $ 600 NAP

Wife + $ 600 NAP

Total $ 1,200 Total NAP × .10 Lead Account Allotment

$120.00 Placed in Agents Lead Account

Example

UA helps our Agents build their business…Vendor List – 60 Approved Lead Vendors!!!

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How will our Lead Contract generate more income for you ?

Lead Account; using the examples shown:


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$376.80 From Medicare Supplement Sale

+ $120.00 From Final Expense Sale

$496.80 Total in Lead Account


Order direct mail Medicare Supplement lead mailers to the zip codes of your choice and the criteria of your choice

38.5 cents per lead mailer. Minimum order 1,000 leads (UA discount applied)


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$496.80 Total in Lead Account

1,290

.15

Leads Ordered

Lead Account Balance


How do UA Agents profit from lead contract …


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How do UA Agents profit from Lead Contract ?

Nationwide average returns of 3% - 5%(recent returns in Florida 7.9% & New York 11.9%)

1,290Leads mailed

× 4% Returns

51 HOT LEADS !


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No Gimmicks

No Survey

No Bogus List

No Multiple Mailings

Just Great Response Leads … Sent Only to You!

You Choose Your Demographic


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51 Leads

17 Sales (1/3rd) all age 65 non smokers

50% HDFs ($522 NAP), 50% Fs ($1,990 NAP)

Average NAP = $1,256 X 17 Sales = $21,352 NAP !


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$3,202.80 ADDED TO YOUR LEAD ACCOUNT!(Just from Med Supp Sales)!

PLUS YOUR COMMISSIONS!

8,318 Leads Mailed (38.5 cents per lead mailed )

× 4% Return

332 Hot Leads!

YOU KEEP SELLING AND YOU COULD RECEIVE LEADS FOREVER!!!


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Build Your Career Agency

It is time to BUILD YOUR CAREER AGENCY

Contract Today & UA Will Help You Build Your Business!

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Commitment to “Producers”

The BEST time to Sell Medicare Supplements!1. We will 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.

2. Be the first to explain the new changes these Seniors will be facing and explain why UA is their best choice!

3. 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!

NO-COST, MEDICARE SUPPLEMENT LEADS. PRODUCTION REQUIRED TO KEEP THIS FREE SERVICE!

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Commitment to “Producers”

4. We will supply you with an approved and proven “Pre-Approach Letter” to individuals turning age 65.

5. Laptop & Seminar Presentation.

6. eApp – Soon to be released!

7. Just for attending the entire Webinar your name will be placed into a drawing for 2000 Medicare Supplement Lead Order

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NO-COST, MEDICARE SUPPLEMENT LEADS. PRODUCTION REQUIRED TO KEEP THIS FREE SERVICE!


Overview

• UA … Totally committed to the Medicare Supplement market!

• Great opportunity for Agents with 19 million people aging into Medicare in the next 10 years!

• Traditional Medicare Supplement marketplace virtually untouched by healthcare reform!

• Build commissions and renewals for the “Life of the Policy”!

• Almost 700,000 seniors need your services … right NOW!

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Overview – Continued

• Complete product portfolio: Medicare Supplement, Life Insurance, Annuities, Hospital Indemnity, Cancer, Critical Illness and Accident

• Renewals paid for the life of the policy

• UA’s HDF + Life Insurance + RFA + Lifestyle Annuity

• More coverage for the client and more commissions and renewals for the agent.

TRULY A WIN – WIN SITUATION…

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IMPORTANT!

• 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 Use

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Annual Convention 2012

Dominican Republic• Agency only $350,000 NAP

• Agent only $150,000 NAP

You and Your Guest will Enjoy

• Join us!!!

• Hard Rock Hotel & CasinoPunta Cana

• June 28 – July 1, 2012

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Charles R. Mankamyer,

Senior VP United American – General Agency

Representing UA in the field as one of UA’s 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!

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For those Agents that will recognize this opportunity and work it to its fullest potential…it will change their lives and their families lives!

Good Luck & Good Selling,


Contacts

Charles R. MankamyerSenior Vice President(469) [email protected]

Danielle Kirschner Recruiter(469) 525-4280- office(469) 525-4806- [email protected]

Agency Service(800) [email protected]

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Ryan Sykes Director – East Coast Region(518) [email protected]

WESITES:

Agents appointed with UAwww.unitedamerican.com/logon

First United AmericanWill be provide once appointed


Fast Start Kit

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Fast Start Kit

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Fast Start Kit

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Fast Start Kit

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Thank You!

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Documents

United American First United American 2011 Producer Opportunity