Aetna Senior Supplemental Insurance

Quality health plans & benefitsHealthier livingFinancial well-beingIntelligent solutions

Aetna Senior Supplemental Insurance

Includes all products underwritten by:• American Continental Insurance Company (ACI)• Continental Life Insurance Company of Brentwood, Tennessee (CLI)Medicare Supplement insurance underwritten by:• Aetna Health and Life Insurance Company (AHLIC)

Aetna Inc. 2For Agent Use Only. Not To Be Used As A Sales Tool.


Top Financial Ratings – as of June 19, 2014• Aetna Health and Life Insurance Company (AHLIC)

• American Continental Insurance Company (ACI)• Continental Life Insurance Company of Brentwood,

Tennessee (CLI)

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Aetna Senior Supplemental Insurance*• Over 30 years specializing in the senior market

• Focused on being a distributor preferred company, supporting long term success for our valued producers

• A small company personality with big company capability

• Proven “personalized” customer service

• Products to cross sell that will help grow your business

• Attractive commissions

• Diverse product portfolio that meet the unique needs of your clients

• Qualify for sales incentives (all products count - state compensation rules vary)

• Consumer Lead Referral Program

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* Includes all products underwritten by American Continental Insurance Company (ACI) and Continental Insurance Company of Brentwood, Tennessee (CLI), Aetna companies; and Medicare Supplement products underwritten by Aetna Health and Life Insurance Company (AHLIC),

For Agent Use Only. Not To Be Used As A Sales Tool.

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Medicare Supplement A product consumers know and trust

Final Expense (whole life)Valued protection from a trusted company

Underwritten by Aetna Health and Life Insurance Company, American Continental Insurance Company, Continental Life Insurance Company of Brentwood, Tennessee, all Aetna Companies.

Underwritten by American Continental Insurance Company, Continental Life Insurance Company of Brentwood, Tennessee..


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Applications must be based on the applicant’s state of residence

Launch updates available on aetnaseniorproducts.com


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Offering Plans A, B, F, High Deductible F, G, and N• Plan availability varies by state

5% - 7% Household Discount• Discount not available in all states

No pre-existing condition limitations

12-month rate guarantee

Guaranteed renewable

Competitive commissions• Vary by state• Full commission on plans issued to

ages 65+Underwritten by Aetna Health and Life Insurance Company (AHLIC) , American Continental Insurance Company (ACI) , Continental Life Insurance Company of Brentwood, Tennessee (CLI)


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Plan G… the best kept secretAsk yourself, do I want to….

educate rather than dictate? take the easy route selling Plan F because that’s

what everyone else does?Or, do you want to market a plan that …. has the potential to save your clients thousands of

dollars in premiums over their lifetime? is more difficult for another agent to replace, when

explained properly? Generally has greater rate stability over time?

Underwritten by Aetna Health and Life Insurance Company (AHLIC) , American Continental Insurance Company (ACI) , Continental Life Insurance Company of Brentwood, Tennessee (CLI)


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You know what Plan F covers, but did you know that with Plan G ….

Underwritten by Aetna Health and Life Insurance Company (AHLIC) , American Continental Insurance Company (ACI) , Continental Life Insurance Company of Brentwood, Tennessee (CLI)


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Both Plan F and Plan G offer: Freedom to choose any doctor or hospital that accepts

Medicare. Benefits that start immediately with no waiting period for pre-

existing conditions. No provider networks or referrals required. No cancellation for age, health or the number of claims you

file. Covers 100% of all Medicare allowable excess charges. Coverage that expands automatically as original Medicare’s

co-payments and deductibles change. Virtually no paperwork to get benefits -- claims are filed

automatically. A no risk, 30-day free look period guarantees your client’s

satisfaction.Underwritten by Aetna Health and Life Insurance Company (AHLIC) , American Continental Insurance Company (ACI) , Continental Life Insurance Company of Brentwood, Tennessee (CLI)


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Plan F or Plan G – it’s as easy as 1, 2, 3!

First: Understand the coverage. Under federal law, the ONLY difference is coverage for the Medicare Part B calendar-year deductible ($147 in 2015). Plan F pays the Part B deductible while Plan G does not.

Second: Consider the price. Do the easy math and compare the difference between Plan F and Plan G premiums. Depending on your client’s age and gender, they could save $300, $600 or even $1,000 per year by self-insuring the Medicare Part B deductible.

Third: Consider the future. Our experience has shown that Plan G has greater rate stability over time than Plan F. A major factor that contributes to the rate stability is the business mix. Plan F is exposed to certain “guaranteed issue” requirements while Plan G is not, allowing the Plan G to have a more stable risk pool. This rate stability results in greater premium savings overtime!Underwritten by Aetna Health and Life Insurance Company (AHLIC) , American Continental Insurance Company (ACI) , Continental Life Insurance Company of

Brentwood, Tennessee (CLI)


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Premiums Savings Over TimeExample: a 70-year old male, non-tobacco user residing in Texas.* • Plan F premium $162.52/month• Plan G premium $121.07/month $ 41.45/month less in premium!• An annual savings of $497.40• Remember the client pays the $147.00 Part B deductible.

Less the Part B deductible, the net savings is $350.00 a year -- making Plan G a great value.• Now, consider what the savings can be over his lifetime!! *for the most favorable zip code area with no household discount included. (Rates used are for training purposes only.) Underwritten by American Continental Insurance Company (ACI).


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Peace of mindProvides funds when needed mostAffordable coverage Rates do not increaseLevel, graded or modified death benefit plansPlan options vary by state

Point of sale pre-approval Telephone based Jet Pre-Approval process• Client applies knowing what coverage level he/she can

qualify for• Reduces declined applications• Can expedite issuance of the policyPre-Approval does not guarantee an application will be approved

Coverage through a company with proven financial strength and commitment to the senior market


Underwritten by American Continental Insurance Company (ACI) and Continental Insurance Company of Brentwood, Tennessee

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Documents Information A Family Member Will Need To Know When a Loved One Dies

• Record of family history • Who is to be notified

- Family- Attorney

• Where important documents are stored- Will- Insurance policies- Financial records

• Final arrangements- Funeral home and cemetery selection- Funeral services

Included In Each Final Expense Sales Kit


Sales Tools

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The average funeral costs $10,000+. Have you considered the health costs associated with end of life health care?Are you aware that Social Security currently pays only $255 as a death benefit?Have you taken care of your final expenses?Can your family afford to bear the costs of your funeral?Have you considered other expenses that may occur?• Out-of-pocket medical expenses including hospice

or skilled care• Estate Probate• Funeral costs including grave marker, etc.• Other debts

Note: This is not a pre-paid funeral plan


Questions to Ask

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Sample Health Questions• Section 3 of application• Available coverage levels (and

application form) vary by state• If applicant can answer “no” to all

questions in Section 3A,” the client qualifies for some level of coverage

Coverage level Requires a “No” answer for all questions in

Modified(where available)

Section 3A

Graded (where available)

Sections 3A and 3B

Level Sections 3A, 3B and 3C

Modified

Graded

Level Sample shown is an application when all coverage levels are

availableFor Agent Use Only. Not To Be Used As A Sales Tool.

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Death Benefits Issue Ages Maximum Benefit*

Level Full Benefit Immediately

45 – 6566 – 8081 – 8586 – 89

$35,000$25,000$15,000$10,000

Graded

Accidental DeathFull Benefit Immediately

Non-accidental Death Policy Year 1: 40% of benefit amountPolicy Year 2: 75% of benefit amountPolicy Year 3: Full death benefit

45 – 6566 – 80

$35,000$25,000

Modified

Accidental Death Full Benefit Immediately

Non-accidental DeathPolicy Years 1 and 2: ROP plus 10%Policy Year 3: full death benefit

45 – 65 66 – 75

$35,000$25,000

Note: $3,000 minimum benefit amount for all ages

All levels not available in all states.


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Time Zone Monday – Friday Hours Saturday Hours

Eastern 8:00 a.m. – 10:00 p.m. 10:00 a.m. – 4:00 p.m.

Central 7:00 a.m. – 9:00 p.m. 9:00 a.m. – 3:00 p.m.

Mountain 6:00 a.m. – 8:00 p.m. 8:00 a.m. – 2:00 p.m.

CALL 877 JET.2759 (877 538-2759)Select menu option based on the type of Final Expense inquiryOption 1: Jet Pre-Approval Team

Time Zone Monday – Friday Hours

Eastern 8:30 a.m. – 5:30 p.m.

Central 7:30 a.m. – 4:30 p.m.

Mountain 6:30 a.m. – 3:30 p.m.

Option 2: FE Specialist Team • New Business • Underwriting • Policy status

Pre-Approval is required and conducted by telephone at the point-of-sale with the client (or by 3-way conference if agent is not face-to-face with the applicant during normal hours of operation).


Dedicated Toll-Free Number

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Agents should use caution when asking an applicant the health questions found on the application form.

• Don’t rush through the health questions

• Make sure the applicant fully understands each part of the question and has enough time to carefully consider his/her response.

• If an applicant is unsure as to how to answer any of the health questions based on his/her health history, contact our underwriting department for guidance before you complete the application form.

Be careful. Responding incorrectly to a health question can result in a policy that is later rescinded.

Field Underwriting


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• A dedicated Agent Services team with one number for all administrative questions800 264.4000 option 3, 1

• Knowledgeable Regional Vice Presidents and Regional Sales Managers ‾ Field staff that cover six geographical

regions‾ Offer product training and support to

help grow your business‾ Provide assistance in resolving issues

or concerns

Available to answer your questions regarding:

• How to become contracted (or approved to sell new products)

• Product support or training opportunities

• Order sales materials• New business • Underwriting• Commissions• Policyholder services

For Agent Use Only. Not to be shared with Medicare beneficiaries. Aetna Inc. Proprietary and Confidential.

Our focus on helping you (the agent) is what sets us apart…

Aetna Inc. 53For Agent Use Only. Not to be shared with Medicare beneficiaries. Aetna Inc. Proprietary and Confidential.

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Contact Agent Services aetnaseniorproducts.com800 264.4000 Option 3, 1 (Sales)

• Order supplies• Assistance completing application• Product availability

• Order supplies• Track qualification for sales incentives • Block of business reports• News bulletins



Get FREE leads from your existing policyholders with this simple program:

• Referral cards are sent to existing policyholders through their policy (when issued) and with each EOB

• Policyholder provides a referral and receives a FREE gift.

• Agent works the referral AND receives his/her normal commission for the sale PLUS production credit

Registration in the program is required.For more information contact:Vicki Chandler, Program Manager

[email protected] 615 807.7526

Another Way We Help Agents To Grow Their Business With Us!

mailto:[email protected]

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Qualification Period: January 1, 2015 – December 31, 2015Destination: Iceland, Early Summer 2016

For details, contact Agent Services or visit aetnaseniorproducts.com

Qualifying Products:Medicare Supplement 1:1 productionFinal Expense 2:1 productionComplementary 2:1 production

PLUS - between now and April 30, 2015 Cancer and Heart Attack or Stroke counts as 3:1 production 57

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Question And Answer

Press *1 To Ask A Question

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Thank you

Healthcare

Aetna Senior Supplemental Insurance