united teacher associates (uta) first diagnosis products · united teacher associates (uta) first...

United Teacher Associates (UTA) First Diagnosis Products

UTA-9-0016 For Agent Use Only – Not for public distribution 05-29-13 1

First Diagnosis

Cancer Benefit Policy

First Diagnosis Heart

Attack & First Major

Surgery Insurance

Policy

United Teacher Associates First Diagnosis Products

For Agent Use Only – Not for public distribution

Agenda

1. Why the Need? Let’s review the Facts & Figures

2. What do the plans cover?

3. Product Availability

4. Potential Clients

5. How to Sell? - Express App, phone sale or face-to-face

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Why Think About Cancer? The National Cancer

Institute says based on rates

from 2005-2007, 40.77% of

men and women born today

will be diagnosed with cancer

of all sites at some time

during their lifetime1.

That is the equivalent of every

man, woman and child now living

in these states2


In the US, men have a

slightly less than a 1 in 2

lifetime risk of developing

cancer and women have a

little more than a 1 in 3

risk3.

1 SEER Cancer Statistics Review, 1975-2008, National Cancer Institute. 2 2010 U.S Census data; http://2010.census.gov/2010census/data/. 3 American Cancer Society, Cancer Facts & Figures 2010; pg 1

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http://2010.census.gov/2010census/data/

Why Think About Heart?


Cardiovascular Disease is the #1 leading

cause of death per year

An estimated 81,100,000 American adults (more

than one in three) have one or more types of

cardiovascular disease

In 2010 the overall estimated cost for Cardiovascular Disease totaled

$503.2 billion. $324.1 billion (64%) was for direct medical expenses, but

more than one-third of this amount, $179.1 billion (36%), was for non-

medical expenses including lost productivity due to morbidity and

mortality.

American Heart Association Heart Disease and Stroke Statistics – 2010 Update; pgs. 6-9; 33.

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Why the Need?

• A cancer diagnosis or heart attack can mean out-of-pocket expenses for many other things, besides healthcare.

• High deductible medical plans purchased as individual policies or offered through their employer could mean a large out-of pocket cost.

Let’s look at a family on a typical medical plan:

A family member is diagnosed with cancer in October and was forced to

pay the current calendar year deductible along with ongoing treatment into the next year, which means meeting a new deductible. Often times, there are other family members that required medical services throughout the year and the entire family deductible must be met.


2010: $2400 Deductible + 70-80% coinsurance = could mean $3000+ out of pocket

2011: $2700 Deductible + 70-80% coinsurance = could mean $3500+ out of pocket

This means an individual could pay over $5,000 in a few short months. 5

Policy Description UTA’s First Diagnosis Cancer

Benefit Policy

• A lump sum benefit cancer

policy payable on first

diagnosis of internal cancer

or malignant melanoma.

Benefit amounts are state

specific and range from

$10,000 to $50,000.

• Issue ages 20-84*


UTA’s First Diagnosis Heart

Attack/First Major Heart

Surgery Insurance Policy

• Pays the lump sum benefit

selected from $10,000 to

$50,000 upon the first diagnosis

of a heart attack. If First Major Heart Surgery is performed prior to the

payment of the First Diagnosis Heart Attack Benefit,

we will pay a First Major Heart Surgery Benefit equal

to 20% of the First Diagnosis Heart Attack Benefit

selected. The remaining 80% of the First Diagnosis

Heart Attack Benefit will be payable upon a later first

diagnosis of a heart attack.

• Issue ages 0-64

*20-64 in CA

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Policy Description (Cont.)


UTA’s First Diagnosis Cancer

Benefit Policy


Attack/First Major Heart Surgery

Insurance Policy

Both policies:

• The benefit is paid direct in one lump sum.

- Pays regardless of any other insurance

• Guaranteed renewable for life.

• Premiums do not increase when moving to a higher age bracket.

- Premiums will be based on the age of the oldest insured.

• Coverage is available for Individual, Single Parent, or Family

• Dependent children are covered to age 21, unless they are enrolled

as a full-time student, then coverage is extended to age 25, or until

date of marriage.

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Available Riders*


UTA’s First Diagnosis Cancer

Benefit Policy • First Diagnosis Heart

– $10,000 - $50,000 Benefit Amount: Pays the selected benefit amount on the first diagnosis of heart attack and first major heart surgery

• Intensive Care Unit Benefit Rider

– Select $600 or $300 per day as a result of ANY injury or sickness requiring ICU treatment

• Return of Premium Rider**

– Buy your protection today and after your policy has been in-force for 20 years you receive a check for 100% of premiums paid, less any claims paid

• First Diagnosis Stroke

– $5,000 - $25,000 Benefit Amount: Pays the selected benefit amount on the first diagnosis of a stroke.

• Intensive Care Unit Benefit Rider

– Select $600 or $300 per day as a result of ANY injury or sickness requiring ICU treatment

• Return of Premium Rider**

– Buy your protection today and after your policy has been in-force for 20 years you receive a check for 100% of premiums paid, less any claims paid


Attack/First Major Heart Surgery

Insurance Policy

*Not all riders are available in all states

** Cash Value Rider in LA, TN and TX

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UTA First Diagnosis Cancer only Available

Product Availability


UTA First Diagnosis Cancer and Heart Available

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Potential Clients

• Senior Market – Med Supp & Med Advantage

– Procedures not Covered by Medicare

– Assists with Medications not Covered by Part D

– Helps Cover the Maximum out of Pocket

• Working Americans

– Individual Policies

– Group Coverage

– Underinsured or Uninsured


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Asset Protection

• Bankruptcies due to medical bills increased by nearly 50 percent in a six-year period, from 46 percent in 2001 to 62 percent in 2007, and most of those who filed for bankruptcy were middle-class, well-educated homeowners.*

Help protect your clients’ nest egg with a specified disease policy

* Medical bills prompt more than 60 percent of U.S. bankruptcies, CNN Health; http://articles.cnn.com/2009-06-

05/health/bankruptcy.medical.bills_1_medical-bills-bankruptcies-health-insurance?_s=PM:HEALTH, June 05, 2009.


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http://articles.cnn.com/2009-06-05/health/bankruptcy.medical.bills_1_medical-bills-bankruptcies-health-insurance?_s=PM:HEALTH













Life vs Living Insurance

• Medical advances means more people are surviving a cancer, stroke or heart disease diagnosis.

– More treatment options = more cost

• Life insurance pays upon death.

• Specified Disease policies provide a LIVING BENEFIT that can be used to help cover the expenses that medical insurance does not.


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Health Insurance Gaps

• Gone are the days of 100% coverage for the client & sustainable commissions for agents selling health insurance.

Deductibles, cost, co pays, gaps in coverage…

Commissions, # carriers, advances…

• Increase your commissions & possibly cover your client more than ever. For Agent Use Only – Not for public distribution

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“Want Fries With That?”

We are used to being asked if we want a drink or fries with our order to make it a combo meal. Everyone is used to being “up sold”.

Do you ask your client “Do you want Heart or Cancer coverage with that?”


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Increase Your Income

• 1 app per month could pay for your gas

• 2 apps per month could pay your car payment & gas

• 1 app per week could pay for your mortgage

• 2 apps per week could pay for mortgage, car payment, gas, leads & country club dues


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How to Sell? Both our First Diagnosis Cancer and Heart Attack

policies can be sold direct to individuals to help

supplement their existing medical coverage.

Sell with our New EXPRESS APP, over the phone or

face-to-face!

EXPRESS APP and phone sales do not

need a client ‘wet’ signature. The signature

confirmation is obtained on the

EXPRESS APP or during the phone

verification.

No Phone Verification required if using

Express App!


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How to Sell

• Ask Health Questions

• “Do you want this with the additional cancer / heart coverage?”

• Brief Presentation

• Write the App


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Sample Rates

• Female age 45, $20,000 cancer benefit = $23/month (only $0.77 per day)

• Increase her coverage to include $20K Cancer, $10K Heart & ICU rider = $35/month ($1.17/day)

• Family: $10,000 cancer benefit per member = $21/month ($0.68/day)*

*Oldest insured is 45

Rates listed are IL sample rates. Check Express App or the rate chart for

specific state rates. For Agent Use Only – Not for public distribution

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Ways to Sell for UTA

*EXPRESS APP available in the following states: AL, AR, GA, IL, LA, NE, NM, OK, TX

**Phone Sale no “wet signature” required.

PRODUCTS EXPRESS APP* PHONE SALE** FACE-TO-FACE

First Diagnosis Cancer YES YES YES

First Diagnosis Heart YES YES YES

Cancer Treatment YES NO YES

Heart Treatment YES NO YES

Accident Expense YES NO YES

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How to Use the EXPRESS APP

STEP 1: DOWNLOAD AND INSTALL EXPRESS APP Log onto AgentViewCigna.com and click on the Express App. Download

the UTA Express App onto your desktop or first click on the Express App

Guide for complete instructions.

STEP 2: CALL OR MEET WITH CLIENT Call or meet with you client to sell any of our UTA plans. There is no need

for a “wet signature”. You may choose to email, mail or give the required

materials; the Application package, Outline of Coverage and A Guide to

Health Insurance for People with Medicare (if the client is 65+). The

EXPRESS APP automatically sends the required materials to your client

if an email was provided in the application.

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https://agentviewcigna.com/

How to Use the EXPRESS APP

STEP 3: QUOTE Next, complete the Proposal tab to quote UTA products and riders. Simply

select the coverage for the client and we figure out the rest for you!

STEP 4: COMPLETE APPLICATION Then, finalize the application process by entering the required information.

The signature is obtained on the Acceptance tab by the client and agent by

answering individual confirmation questions.

STEP 5: SUBMIT After the application is completed you may check the application by clicking

Accept on the Acceptance tab. The software will list the policies and riders

in an easy to view format for you to confirm the coverage selected for your

client!

Last, you may send the application directly to UTA or submit the application

at a later time. It will be saved for you!

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How to Complete a Phone Sale

STEP 1: CALL Simply call your client to sell a UTA Plan over the phone. You can fill out the

application while talking to them. Cover each area of the application and

the medical questions.

Make sure that you write in “Phone Sale” where the client would sign!

This way our New Business department automatically knows that an

electronic signature should have been gathered during the Phone

Verification call. No need for a ‘wet’ signature! Then, make sure to email

or mail your client the required materials; the Application package, Outline

of Coverage and the “Guide to Health Insurance for People with

Medicare” (for FDC if the client is 65+).


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How to Complete a Phone Sale

STEP 2: PHONE VERIFICATION

Next, call the Phone Verification (PV) at (866) 825-4822 or have the client

call as soon as possible. The phone verifier will confirm that the applicant

received the required materials outlined in Step 1. They will also ask

health and medication usage questions so make sure the applicant has a

list of their prescriptions.

Once the PV is completed be sure to enter the PV case number on the top

right corner of the application. If we receive an application without the PV,

we will contact the client to conduct the PV.

STEP 3: SUBMIT And lastly, submit the application using the FaxApp Cover Sheet (GASBG-9-

0033, found on AgentView), it’s as simple as that!

If the application is clean it can be issued within 2

business days!


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Group Payroll/Association Sales

• Minimum 10 lives

• Payroll rates

• Forms & details in our UTA Agent Guide on

AgentView or call us


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Thank You!!


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united teacher associates (uta) first diagnosis products · united teacher associates (uta) first...

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