How To Do Business With Us To hear the audio portion of the

webinar call 877.524.1194

Conference ID: 636412

ARLIC-9-0001 -AGT FOR AGENT USE ONLY 5/6/13

2

AGENDA

• Cigna Medicare Supplement Solutions Overview

• Product Launch Information

• Commissions

• Business Submissions

• AgentView

- Express App

FOR AGENT USE ONLY

AMERICAN RETIREMENT LIFE INSURANCE COMPANY MEDICARE SUPPLEMENT

3

• Age Banding for 65-66

• Filing Plans A, F, G & N

• 11% Load for Tobacco Users

• $20 Application Fee

• No Household Discount

• Monthly Modal Factor .0833

Available in AL, IA, IL, KY, OK, LA, NE, MS, MT, SD,

SC, NM, NV, RI & WV

Recent state approvals include: ND, TX, AR, NC, OH,

DE, PA, TN

Phone Sale EXPRESS APP

FOR AGENT USE ONLY

Cigna Medicare Supplement Solutions – ARLIC status 3/25/13

F O R A G E N T U S E O N L Y

DOI Approved

CSB-11-0011-Map

PRODUCT RELEASES

5

Supplies

Supplies will be available at the time of release. Upon your advance notice you may

submit your supply request via the Supply Order Form found on AgentView.

AgentView

All forms and material will also be available on AgentView upon the release of each

state.

Express App

We expect all traditional states to include EXPRESS APP capability upon release or

shortly thereafter.

Additional Items

• Internal Replacements - CRL, CGI, GALIC, Loyal, PALHIC & UTA

• Sales of Existing Medicare Supplement Product

FOR AGENT USE ONLY

COMMISSIONS PROCESSING

6

Advance commissions on newly issued business will be credited to your

account on a daily basis. Advances are paid via direct deposit into the agent’s

account we have on file for that agent. We will only advance commissions when

the initial premium is paid via bank draft/EFT or the client’s personal pre-printed

check.

Earned first year and renewal commissions are credited to your account on a

bi-weekly basis.

FOR AGENT USE ONLY

COMMISSIONS PROCESSING

7

• Advances are paid in increments of six, nine or twelve months.

• Interest is charged on all secured advance balances from inception until they are paid off.

• An advance balance for an in-force policy (“secured advance balance”) is paid off by

commission earned on that specific contract. Once the advance balance is paid off, future

earned commissions are payable to the agent.

• If the contract advance balance becomes unsecured (the contract lapses, etc.) then the

advance balance record is changed to an unsecured advance balance.

• These unsecured balances are paid off by holding 100% of all commissions payable (new

advances as well as earned first or renewal commissions) until recovered.

• CSB reports only earned commissions as taxable amounts on agent 1099’s.

If you have any questions about your commissions you can contact our Commissions

department at 877-454-0923.

FOR AGENT USE ONLY

BUSINESS SUBMISSIONS

8

New Business Application Workflow

• Sales may be made in person or over the phone

• Submit Paper, Fax or Electronic

• OE/GI - Now can be done via Express App

• Under Age 65 – Paper Only Including Live CWA Check

• Phone Verification – POS and Outbound

• Underwriting

Issue Time

• Paper

• Fax

• Electronic

EXPRESS APP

• Web-based portal for rate calculation and submitting applications electronically

• Eliminates RFI’s (Missing Data)

• Email confirmations to Applicant & Writing Agent

• Phone Sales

FOR AGENT USE ONLY

GUIDELINES FOR ALL APPLICATIONS

9

• We accept Med Supp applications for customers that are not current Med Supp contract

holders of companies insured or administered by Cigna Supplemental Benefits SM.

• Both the issue state and the residence state must be based on the applicant. Agents

must be licensed to sell Med Supp in the applicant’s state of residence either by a state

resident or non-resident license in order to take an application.

• All agents must also use the current application packet for the insured’s resident state at

the time of application.

• Applications received for processing that are based on the agent’s issue state and not

the applicant’s resident state will be returned.

• Check all calculations against the premium rate charts and/or rate software, including

plan code, area rating, age, etc. Be sure to use the modal factor on the rate chart if

quoting a mode other than annual.

• A Phone Verification interview must be conducted on all Med Supp applicants outside an

Open Enrollment or Guaranteed Issue period.

FOR AGENT USE ONLY

UNDERWRITING

10

Medical Questions

• Questions 1-9 are auto decline questions. Any ‘Yes’ answers will result in

the automatic declination of the application.

• Questions 10 – 12 are discretionary questions. ‘Yes’ answers may result

in acceptance based on details of any ‘Yes’ answers provided.

• A ‘Yes’ answer to questions 11 or 12 may result in an additional telephone

interview with the customer to obtain further details. Based on this interview,

the underwriters will have the discretion to either issue or decline the

application.

• Underwriting will obtain an Rx Profile and perform an MIB inquiry on each

applicant. Positive results from either of these sources may result in an

additional telephone interview with the customer to obtain further details.

Build Chart & DDL

• Med Supp Build Chart located in the Agent Guide (on AgentView) and the

Declinable Drug List is located on AgentView.

FOR AGENT USE ONLY

11

EXPRESS APP

With EXPRESS APP, you can quote, apply and submit applications online. You

don’t have to meet with the client, obtain a signature or collect a premium check! Go

to http://AgentViewCigna.com and select the EXPRESS APP tab to get started.

FOR AGENT USE ONLY

BUSINESS SUBMISSIONS: EXPRESS APP

12

Quote

You will need your client’s DOB or age, tobacco

status, gender and zip code in order to receive a

Quick Quote. Input this info and you will have

current annual, semi-annual, quarterly and monthly

premiums for all available plans in your state within

seconds! Our Declinable Drug list is easily

searchable by typing in the letters or words of a

drug or drug related condition. Simply select the

plan that best fits your client and you are ready to

move on to the application!

FOR AGENT USE ONLY

WRITTEN APPLICATIONS

13

• Use black ink pen on all documents — no marker pens.

• Draw a line through any errors and have the applicant initial corrections. Do not

use correction fluid or similar measures.

• Applications must be submitted within thirty (30) days of the signed application

date and cannot have a requested effective date prior to the date the application

is signed.

• The requested effective date may not be more than sixty (60) days from the date

the application was signed. OE cases can be 180 from the sign date.

• Initial full modal premium must be submitted with all applications.

• Applicant and agent must sign and date all designated sections on the

application. No Power Of Attorney signatures are acceptable.

• We do not accept stamped signatures from either agents or applicants.

• If applicable, all state-required forms (e.g., replacement, state disclosure and

disenrollment/termination letter) should accompany the application at the time of

submission.

• A HIPAA Authorization must always be signed and submitted with the application.

FOR AGENT USE ONLY

FAX APP PROGRAM

14

The FaxApp Program is encouraged for all paper new

business applications (except CWA). An application with

all supporting documents is faxed to (877) 704-8186. A

case number is assigned and the application is processed.

Your commission is generated the day after issue. All

applications submitted via fax must use the Fax App Cover

sheet, (CSB-9-0009).

FOR AGENT USE ONLY

POINT-OF-SALE PHONE VERIFICATION

15

Phone Verification /Prescription Data Base Check

• A PV interview and prescription data base check will be conducted on all Med Supp

applicants outside an Open Enrollment or Guaranteed Issue period.

• Faster Policy Issue and Faster Commissions with our Point-of-Sale Phone Verification

Procedure!

• The PV at the Point-of-Sale should be done while you are meeting with your clients or have

your client on the phone. The PV is available with extended hours to better accommodate

you in making the call at the Point-of-Sale. Having the ability to initiate this verification call

at the Point-of-Sale helps speed processing and gets you paid your commissions faster!

Phone Verification Hours

• Monday – Friday 8 a.m. to 6 p.m. Central time

• Call the Phone Verification Hotline at: (866) 825-4822 to initiate the PV process

FOR AGENT USE ONLY

AGENTVIEW

16

AgentView (http://AgentViewCigna.com) is your virtual home office!

FOR AGENT USE ONLY

WHAT YOU WILL FIND ON AGENTVIEW

17

All forms and material will also be available on AgentView upon the release of each state.

AgentView is your primary source for:

• EXPRESS APP

• Advertising Requests

• Agent Training

• Customer Information

• Brochures and Application Packets

• Production Reports

• News and Notices

• Commissions

• Product Availability

• Contracting Forms

FOR AGENT USE ONLY

ADVERTISING REQUESTS

18

Client Prospecting Material Pending State Approval

For Pre-approved advertising materials, refer to the CSB Prospecting Portfolio for a

variety of advertisements for various products. The CSB Prospecting Portfolio can also

be found on AgentView under Business Building > Creating Ads.

If you would like to create your own advertisement you must submit a copy of the ad for

review by completing an Advertising Material Review Request Form (CSB-9-0019, found

on AgentView). You can also obtain this form and complete advertising guidelines on

AgentView under Business Building > Creating Ads.

FOR AGENT USE ONLY

"Cigna" is a registered service mark and the "Tree of Life" logo, “GO YOU” and “Cigna Medicare Supplement Solutions” are service marks of

Cigna Intellectual Property, Inc., licensed for use by Cigna Corporation and its operating subsidiaries. All products and services are provided

by such operating subsidiaries, including American Retirement Life Insurance Company, and not by Cigna Corporation. All models are used

for illustrative purposes only.

1/14/13 © 2013 Cigna. Some content provided under license.

FOR AGENT USE ONLY