Welcome

Sherry HoppmannDirector of Sales & Marketing

● Introductions● Copeland Insurance Group Presentation

HistoryOpportunityAffordable Care ActSupportContracting

● Closing Remarks● Questions & Answers

Agenda

Copeland Insurance Group

Founded in 1962, Copeland Insurance Group is a Field Marketing Organization (FMO) focused on bringing the

most competitive products to market with great people like you!

Our area of expertise is the Medicare market. It’s our passion to pass this experience on to our agents and

help them grow a successful business.

We go the extra mile to help producers understand the industry with training, market intelligence, and one on

one support.

FAST FACTS:● Largest FMO in Texas● Corporate Office: Longview, Tx● National Offices

Copeland Insurance Group

OUTSTANDING OPPORTUNITY

Beginning January 1st, 2011, every single day more than 10,000 “Baby Boomers” will reach the age of

65. 

This will continue for the next 19 years!

Medicare Advantage Opportunity

How do you view Medicare Advantage plans? At Copeland Insurance Group, we view Medicare Advantage as an opportunity

for agents to work in a market that enhances your client base.

The senior population is expected to grow to over 70 million people over 65 by 2020.

Out of approximately 9 million dual eligible individuals nationally, only 11% are enrolled in a DSNP health plan.

› Nearly 60% of Dual Eligible citizens are 65+ years old Clients have more options available today than ever before.

Are you offering them all available options?

Medicare Advantage is your first step!

In March 2010, President Obama signed comprehensive health reform, the Patient Protection and Affordable Care Act (ACA), into law.

The law makes preventive care—including family planning and related services—more accessible and affordable for many Americans. While

some provisions of the law have already taken effect, many more

provisions will be implemented in the coming years.

What is the Affordable Care Act?

Big Picture

● ACA rolls out in phases that began in 2010 and continues through 2019

● Provisions

Standards for minimum health benefit plan offerings

State based Health Benefit Exchanges

Mandates for employers and individuals to provide/purchase coverage

Premium Credit or cost share subsidies to qualified individuals

Taxes and Fees

● Provisions Cont’d

Requirements that insurance companies spend a certain percentage of premium dollars on patient care

Certain preventative care services covered without cost sharing (out of pocket expenses)

Insurance market reforms

Expanded appeal rights for consumers

Changes to Medicare reimbursements

Big Picture

Tier Levels: Platinum – 90% coverageGold – 80% coverageSilver – 70% coverageBronze – 60% coverage

Tier Levels: Platinum – 90% coverageGold – 80% coverageSilver – 70% coverageBronze – 60% coverage

● Exchange plans offered in Tier formats Bronze plans will have the lowest monthly premium, but cost shares will be more when health care services are needed

Platinum plans will have highest monthly premium, but cost shares will be low

● Essential Health Benefits REQUIRED: Ambulatory patient services

Emergency services

Hospitalization

Maternity and newborn

Mental Health services

Prescription drugs

Rehab services

Labs

Preventative and Chronic Disease Management

Pediatric Services, including oral and vision care

Individual Mandate 2014 – Greater of $95 or 1% of annual income 2015 – Greater of $325 or 2% of annual income 2016 – Greater of $695 or 2.5% of annual income 2017 and beyond – Annual adjustments

Get coverage through their

employer

Get coverage through their

employer

Go uninsured and pay penalty

Go uninsured and pay penalty

Buy a plan through either:a) Individual marketb) Traditional market

Buy a plan through either:a) Individual marketb) Traditional market

AGENT COMPENSATION AGENT COMPENSATION POTENTIALPOTENTIAL

Affordable Care Act (Obamacare)Annual enrollment: October 15th ---- December 7th

ACA plans pay a 6% commission on a monthly basis. Commission is based on premiums before the tax credit is applied!

The average monthly premium per person is $328. *

The resulting monthly commission would be around $20-an annual commission of $240 per person!

If an agent assists 5 people per day with enrollment (many enrollments will be for families) during the 53 day AEP, the potential is approximately $64,000! *http://aspe.hhs.gov/health/reports/2013/MarketplacePremiums/ib_marketplace_premiums.cfm

But your income potential isn’t limited to the 53 day AEP.

In fact, there are 111444 SSSpppeeeccc iiiaaalll EEEnnnrrrooollllllmmmeeennnttt PPPeeerrriiiooodddsss for the

Affordable Care Act, giving YOU, the agent, an opportunity

to make commissions all year long!!

Don’t let the opportunity pass you by.

• Commissions paid directly from carrier• E&O provided at no charge• Flexible organization • Training for agents new to Medicare• Weekly sales improvement training • Local representative to help develop business

plan and market strategy • Access to Copeland Group marketing materials

Copeland Insurance Group Support

Marketing 101…

1. Leads Directly from Copeland› Strength of massive mail outs and recirculation of leads› Ability to create unique opportunities for lead distribution

2. Through MA plans› Coordinated group allows for MA generated lead distribution › Coordination of in-store marketing kiosks

3. Area Relationships with market› Churches › Pharmacies› Community groups, Senior Organizations

Questions to Consider

1. Partnerships rely on at least two people working together to accomplish a mission. What type of partnership are you currently in with your business partner?

2. Is your current partnership planning for the future and placing resources in your hands to help your business grow?

3. Do you get the support you need when you need it or when it is convenient to your “partner” organization?

4. Is your current partner helping you reach your goals?

Commission

• Medicare Advantage – New to MAPD - $400

• $200 in advance then $200 when CMS releases payment and confirmation that benifiary is new to MAPD.

– MAPD -> MAPD - $200– Renewals - $200

• Paid in 1/12 increments beginning 13 month• 5 year, 10 year , or lifetime Renewals

• Medicare Supplement– 13%-18% annualized premium– Paid in advance– Renewal commissions are typically paid

for 7 years.

 

APPLICATIONS SUBMITTED

 2014

 2015

 2016

 2017

 2018

 2019

 2020

 2021

 2022

 2023

 TOTAL

11st year

commission: $408

$204 $204 $204 $204 $204 $204 $204 $204 $204 $204 $2,400

101st year

commission: $4,080

$2,040 $2,040 $2,040 $2,040 $2,040 $2,040 $2,040 $2,040 $2,040 $2,040 $20,400

501st year

commission:$20,400

$10,200

$10,200

$10,200

$10,200

$10,200

$10,200

$10,200

$10,200

$10,200

$10,200

$102,000

751st year

commission $30,600

$15,300

$15,300

$15,300

$15,300

$15,300

$15,300

$15,300

$15,300

$15,300

$15,300

$153,000

1001st year

commission $40,800

$20,400

$20,400

$20,400

$20,400

$20,400

$20,400

$20,400

$20,400

$20,400

$20,400

$204,000

MEDICARE ADVANTAGE POLICIES PAY RENEWALS FOR LIFE!

RENEWAL COMMISSION PROJECTIONRENEWAL COMMISSION PROJECTION

 Based on current Medicare Advantage commission for initial enrollments (as determined by CMS)Commission rates may changeRetention will affect this projection

 

APPLICATIONS SUBMITTED ANNUALLY

2014 2015 2016 2017 2018 2019 2020 TOTAL

1 $278 $556 $834 $1,112 $1,390 $1,668 $1,946 $7,784

10 $2,780 $5,560 $8,340 $11,120 $13,900 $16,680 $19,460 $77,840

50 $13,900 $27,780 $41,700 $55,600 $69,500 $83,400 $97,300 $389,200

75 $20,850 $41,700 $62,550 $83,400 $104,250 $125,100 $145,950 $583,800

100 $27,800 $55,600 $83,400 $111,200 $139,000 $166,800 $194,600 $778,400

2014 RENEWAL COMMISSION PROJECTIONMEDICARE SUPPLEMENT POLICIES PAY RENEWALS FOR SEVEN YEARS

Based on Medicare supplement commission of 18% and $129/month premium

Commission rates may change Retention will affect this projection

Contract Today!

•You will be assigned a team to process your contracts and address your questions and concerns.

• Determine the carriers with whom you would like to contract; or we will make suggestions of plans that are beneficial for your specific market.

• Compose a written request for transfer from your current organizations. If you need an example of a written request, just let us know!

Closing Remarks

With over 15 nationwide offices, no other FMO does more to get your career started! We look forward

to working with you today!

Sherry Hoppmannshoppmann@copelandgroupusa.com

Thank you.