Kellogg Insurance Marketing61 W 13490 S, Suite 200 • Draper, UT 84121 www.kelloggins.com

“Great things are not done by impulse, but by a series of small things brought together.”

- Vincent Van Gogh

Kellogg Quarterly NewsletterJune 2019

At some point in life you will have to deal with unexpected challenges or life events. How you choose to focus on these things can impact your work, relationships, and individual self-worth. These steps for success will help those who are seeking meaningful fulfillment in their work, despite the unknown or unseen challenges that each of us cope with

everyday. As I read in “God is Always Hiring,” I found these seven steps for success in business to be helpful, they are as follows:

1. A job isn’t just to make a living or a life. It’s to make a difference. What imprint will you leave at the end of the day? Is it the imprint you want to leave on co-workers, clients, and customers? One day you will be just a memory to people. Do what you can do now to make sure it is a good one.

2. Don’t be afraid to pursue your goals — even your dreams! There is no shortcut to excellence and competence. Education is the difference between wishing you could help other people, and being able to help them.

3. Gain confidence through research.4. Listen to, carefully evaluate, and confidently stay connected to your daydream.5. Convert your mental obsession into a written business plan.6. A person who creates a success story in business is on a mission. 7. Purpose provides endurance for the long run which lies ahead.

Can you believe that summer is already here!? We have 4 months until AEP begins, and you and I both know that the time will fly by. By the end of June or middle of July you will be able to take care of your AHIP certification, and get everything else done with the carriers you represent. I hope you will do this immediately, and not wait until the last minute.

Each year we have agents that claim to be too busy to do the re-certifications, then forget, and write business without doing the certifications. This results in serious infractions, and in some cases even termination. Don’t let that be you.

Here are a few other suggestions to make good use of the summer months:1. Member Review Meetings - If you have a book of business, schedule a group

meeting and just review some of the key benefits on their Medicare Advantage plans. Remind them of a few value add’s, such as the OTC catalog, dental benefits, hearing aids, gym memberships, or whatever else might be available in your area. You can also inform them of ancillary products used to cover some of the more expensive parts of their plan, and set individual follow up appointments to discuss further

2. Referral Sources - Begin or renew relationships with referral sources. Some of these could include employer groups, senior centers, dental providers, and existing clients.

3. Work on You - We are our own greatest asset to our business. If you have ancillary products available in your area, such as hospital plans, cancer plans, dental plans, and/or short term nursing home plans, be sure to brush up on your knowledge with those plans. Don’t wait until your client calls, concerned about their out of pocket costs from a hospital stay or the costs of their cancer treatments, to realize the importance of those plans. Our clients can only make a decision to (or not to) enroll in a plan, after being given a complete presentation and education on those products.

If you would like a summer reading suggestion, I would recommend two books. Many of you know that I spend a lot of my time learning from Darren Hardy. I feel he has more to teach than I could possibly learn even in a few years time. I have enjoyed reading “The Compound Effect,” and “The Entrepreneur Roller Coaster.” Give them a try, and email me with one or two things you find that could have a positive impact on your business.

Enjoy these summer months!

Ron’s Remarks

Kevin’s Korner

Kellogg Insurance Marketing61 W 13490 S, Suite 200 • Draper, UT 84121 www.kelloggins.com

2020 Certifications

To sell by the next AEP, agents must complete carriers’ annual certification requirements. Medicare certification information for each carrier, including whether or not they have completed the required AHIP (America’s Health Insurance Plans) Medicare training course will be listed on their websites. In order to sell Medicare Advantage plans during the Annual Enrollment Period (AEP), most insurers require completion of AHIP’s Medicare training courses. Insurers generally require AHIP to assure that agents selling their plans are compliant with the latest CMS guidelines and regulations. AHIP lobbies to create more affordable health care systems through research, which represents almost 1,300 companies offering health insurance to millions of Americans.

AHIP 2019 certification is now available on the AHIP website. The certification consists of two courses: 1) Medicare and Fraud, 2) Waste & Abuse (FWA).The AHIP Medicare training covers the basics of eligibility and benefits, along with the different types of Medicare Advantage and Part D prescription drug plans. Teaching compliance with the marketing guidelines and proper enrollment procedure is an important part of this course. FWA training covers industry efforts and tools to detect fraud in the Medicare program. The federal government takes fraud very seriously. This training educates you on the human and financial cost of FWA, as well as the proper reporting techniques.

AHIP is not free, however. The AHIP certification test costs $175, but many carriers offer a discounted rate of $125 if you take the exam through their carrier portal. Since plans and regulations change year to year, agents must pass the test annually in order to sell. Most Medicare Advantage insurers require their own product certifications in addition to AHIP. These vary from carrier to carrier, and focus on that insurer’s specific plans. Agents can complete these certifications through their carriers’ broker portals. There are dozens of self-study AHIP courses—all geared towards educating and improving the quality of agents in the marketplace. There is a time limit on the exam, but if you finish the courses before taking the test, you will be better prepared. If this is your first AHIP exam, do not hesitate to set aside a few days to prepare using the training modules. Medicare is a complex topic for all of us, and we know that you will want to be the most knowledgeable agent for your clients.

The next KSTI meeting ill be held on September 10th - 13th. The registration or cancellation deadline is August 28, 2019. If you meet the qualifications below, and the registration button does not appear on your agent portal, please contact Susan at susan@kelloggins.com or by calling the home office. If you would like to meet with any of the Kellogg Office Staff in Utah while you are planning to attend the KSTI meeting please call to schedule a time to meet for the Tuesday before the meeting starts. You may also have an opportunity to meet and talk informally with the Office Staff during dinners provided at KSTI.The following are the requirements to attend: 1. Have a writing number with each of the carriers listed: a. UnitedHealthcare b. Aetna/Coventry/Allina (MA) c. Humana d. Aetna (Med Supp company) or Cigna/ARLIC e. Guarantee Trust Life 2. Pay the registration fee of $100.00 (non-refundable) Cancellation and Reimbursement Policy: Registration fees will not be reimbursed if the notice of cancellation is received after the posted cancellation date.

KSTIKellogg Sales Training Institute

Kellogg Insurance Marketing61 W 13490 S, Suite 200 • Draper, UT 84121 www.kelloggins.com

Over 58 million people received Medicare benefits in 2018, and nearly 10,000 people are aging into Medicare each day. The potential to increase Medicare sales in 2019 will be exceptional. For first-time Medicare buyers, commissions increased in 2018 to $455 nationally; for Medicare Advantage buyers with prescription drug coverage, commissions increased to $222 for renewals.

You may already be aware of the potential for substantial gain, but if you are not branching out and promoting multiple product lines to secure a steady flow of income during the on and off-seasons, you are missing out. People have different needs year-round, and there are several products you can sell throughout the year to help them meet those needs and maximize your senior market success. Medicare Supplements are valuable to have in your portfolio, because they can be sold year-round. Agents looking to grow in their business, selling solely Medicare Advantage plans and Medicare Supplements, will only get so far. To attract more clients and generate additional commissions, agents should consider investing in ancillary products. Ancillary insurance plans provide beneficiaries coverage that supplements their major medical coverage. There are several different types, such as hospital indemnity plans, critical illness plans, dental, vision, and hearing plans. Agents that sell ancillary products can sell year-round to individuals, both over and under age 65. By cross-selling non-Medicare products to clients you have already helped into Medicare plans, this could help you retain those clients by building more loyalty to you--thus adding more value to your business.

Making the most of SEP

Compliance UpdatesImportant reminder! You can report fraud to the UnitedHealthcare Fraud Hotline online at https://www.uhc.com/fraud or by phone at 1-844-359-7736. If you have questions or would like to report concerns about offers received to work with genetic testing companies, contact the Compliance mailbox at compliance_questions@uhc.com. Please carefully re-read the communication that was emailed to producers in March regarding this issue.Did you know that UnitedHealthcare requires that all events, including educational and / or marketing /sales must be reported prior to any advertising, no less than seven calendar days before the date of the event? Find more information here:

1 - Video: https://www.uhcjarvis.com/ (under Event Reporting)2 - Access PDF off of Jarvis: https://www.uhcjarvis.com/

After the release of this newsletter, there will be another hidden image within the Agent Portal. If you are the first agent to call into the Home Office to tell us where the image was hidden on the website, you will win a prize, and your name will be posted on the Agent Portal as this quarter’s contest winner. Are you keeping up with the newest available Kellogg agent tools? Have you heard about the new enrollment tool Connecture? Now on the Kellogg Agent portal, if you click the Enrollment Tool icon on the dashboard, you can watch training videos on how to use this great new tool. Did you know that currently 66% of Medicare Advantage & Part D electronic enrollments are now facilitated by Connecture’s online technology, making it the most widely used Medicare decision support tool available? Online enrollments create a faster way to enroll clients, to receive commissions for agents sooner, and to keep confidential information safe, but available to agents when they need it. Connecture’s industry-leading Medicare solution powers dynamic, personalized

shopping experiences and electronic enrollment capabilities across a variety of distribution channels. Top carriers and brokers rely on Connecture’s Medicare products to capture, retain, and support members, while offering enhanced functionality to streamline renewals. In addition, our technology powers the Medicare.gov Plan Finder and the online enrollment center. Just so you know, any UnitedHealthcare enrollment on Connecture will count as a LEAN enrollment with UHC. On April 1, 2019, Ron Kellogg announced the start of a STC contest at the Monday Morning National Broadcast Training. The contest will run until June 30, 2019, as of signature dates, issued by the end of July, with the payoff in August. There are no riders! A husband and wife count as 2 people. First Place is a 2,000 piece lead order. Second Place is a 1,000 piece lead order. And, Third Place is 50% off a 1000 piece lead order. To qualify, you must have 12 people, and anyone who qualifies will get $100.00 towards a lead order. The lead orders must be placed by the end of August, and they cannot be a combined order.

Kellogg Website Updates, and Contests

Kellogg Insurance Marketing61 W 13490 S, Suite 200 • Draper, UT 84121 www.kelloggins.com

Kellogg Staff Highlight: Mary WeltyHave you spoken with Mary Welty recently when calling the Home Office? Mary started working at Kellogg in August of 2018 as a scheduler, and now as a part-time administrative assistant to Susan Bryan with United Healthcare. Her roles and responsibilities now include answering the Home Office phone, helping agents contract with United Healthcare, Silver Script, and Aetna Health and Life (Medicare Supplement). With United Healthcare, she also helps our agents add non-resident appointments and those who need to make hierarchy level changes. Last year, Mary helped kick-off Kellogg’s New Enrollment Tool Connecture, which she continues to update the enrollment tool with new agents and additional appointments with carriers or non-resident state appointments for our current agents in the enrollment tool. This new year Mary has been helping agents who choose to subscribe to our new CRM (Customer Relationship Management) Tool, Radiusbob. If you have questions about the Enrollment Tool or Radiusbob, Mary is a great resource to help you with questions.

Agent Spotlight: John Esparzo

This year, for the first time ever, Kellogg Insurance Marketing awarded John Esparzo the Manager of the Century Award. This year John is turning ninety-six years old. He continues to grow his business, recruit, and train his agents, and he doesn’t plan to stop anytime soon.After retiring in his early sixties from the Cowlitz Sheriff’s Office, Kelso and Walla Walla Police Departments, John Esparzo said he needed a new way to keep busy. That was over thirty years ago, John said “he retired too early, and could not just sit around doing nothing. “ After being prodded by a friend John decided to sell insurance. The decision to sell insurance was a big change from policing, but John is glad he made the career move. He says, “I take pride in being able to help seniors navigate Medicare, which is often confusing.” From Omaha beach in WWII, to riding his motorcycle as a police office, to becoming a well-respected and caring manager in the Kellogg organization, John is full of wisdom. If you ever have a chance to talk with this man, we urge you to take the opportunity!

Kellogg Insurance Marketing61 W 13490 S, Suite 200 • Draper, UT 84121 www.kelloggins.com

NEWSCARRIERUnitedHealthcare Announcements and Updates: In 2018 UnitedHealthcare announced a policy change regarding agents contracted with them. During the Sales Evaluation Period the pictures below have the new policy changes information explained with important details for all agents to understand.

Agents are still subject to the fees if they were active during the evaluation period and failed to meet the requirements

There are some exclusions for agents who were terminated for non-certification and those who entered servicing status prior to 12-1-18 and are currently in servicing status

Leaving servicing status makes an agent subject to the sales evaluation period requirements and future fees

Policy for Currently Termed or Servicing Status

Who is a non-producing EDC Agent?

What is the cost of the fee?

Tentative Communication Sched-ule

How does the Agent pay the Fee?

What if an agent retained a member as a part of the AOR policy?

• An agent/agency is considered non-producing if, at any time during the evaluation period, they held an active contract and did not have at least one sale

• i.e. submitted and approved active member application with a plan effective date of July 1 through April 1

• $150 administrative fee for first appointed state• $100 additional fee for additional state• Maximum of $250 per agent per year

• Fee Assessed and 30-day Termination Notices (4/16)

• Agents with a Book of Business, fee will be deducted from renewals• Agents without a Book of Business will send payment to the address on their letter

• The agent will remain as the AOR for the policy• Unless they wrote new business during the sales evaluation period the administrative fees will apply

Sales Evaluation PeriodSales Evaluation Period ends 3/31 (4/1 effectives)

Kellogg Insurance Marketing61 W 13490 S, Suite 200 • Draper, UT 84121 www.kelloggins.com

UnitedHealthcare is now required to gather Health Risk Assessments (HRA) from Chronic and Dual SNP members through the Stars program. Other carriers have enlisted their sales agents to help gather this information and are paying them for doing so. Agent support and assistance will be critical to a successful launch of this program. HRA’s must be completed in the online HRA tool, Revel or done by a paper version HRA in order to be compensated.How to get started: You must be appointed, licensed and certified Medicare Solutions agent. Go to www.uhcJarvis.com to complete certifications. You must complete the required 2019 Health Risk Assessment Training to be eligible for this program. Log on to Jarvis >Knowledge Center>Training>Certifications. In the ‘Electives’ section of LearnSource, choose 2019 Health Risk Assessment Training. Once you complete the training, you will be auto-registered into the HRA website. You will receive an email from a company called ‘Revel’ with your registration login and password.

Once you’re registered: After completing a DSNP or CSNP enrollment application with the consumer, you can go to the Health Risk Assessment survey page on Jarvis. Log on to the HRA and help the member take the 3-5 minute assessment. Watch your email in the coming weeks for additional information.Benefits for Members and Agents

Members: The HRA has several benefits, from providing a health summary that members can share with their primary care physician (PCP) to helping identify people who may be eligible for UnitedHealthcare programs that assist members with managing their health. It’s important to note that results from the HRA do not impact Medicare eligibility or costs.

Agents: Agents are invited to assist individuals enrolling in a DSNP or CSNP in completing an HRA. UnitedHealthcare is offering to pay agents a one-time $50 payment for each HRA completed when enrolling individuals in a DSNP or CSNP. As always, complete a thorough needs assessment to ensure you are recommending the most appropriate UnitedHealthcare Medicare plan for the consumer.

Disclaimer: Not all DSNPs or CSNPs are eligible for this HRA payment program. If a member becomes ineligible due to a non-qualifying chronic condition, DSNP ineligibility or other reason, you may not be eligible for payment. If you have questions about your specific market plans, please contact your Agent Manager.

The HRA is a CMS requirement for obtaining a series of health-related questions regarding current health conditions, help at home, prescription drugs, and hospital stays. The form takes 3-5 minutes to complete. Besides being a Star measure, HRA completion can help United Healthcare identify members who may qualify for additional or specialized care. The results from the HRA do not impact a member’s Medicare eligibility or costs. Agents will be paid $50.00 on a monthly basis, and payments will arrive via the normal commissions channels. (Note: Solicitors will be paid via their upline as per usual). Applications must be taken using LEAN in order to be qualified for Incentive payment.

Agents can get started by registering on the Revel HRA website when the welcome email is received. A link to the Revel website is included in the email. When an agent is completing a chronic or dual SNP LEAN enrollment, the agent should request that the consumer complete an HRA as well. If the consumer agrees, agents log into the Revel site, enter their email address and, request an email authentication. Agents check their email for the authentication email, click the link contained within, and continue to the Revel HRA site to complete the HRA. Agents have 2 calendar days to complete the HRA post-enrollment to allow for offline enrollment situations. The HRA completion and enrollment data will be compared and a payment file will be sent to the Commissions team on a monthly basis.

Do you know Jarvis? On UHC Jarvis agents are able to see their commission information, enrollment information, certifications, individual or agency licenses and appointments. If you have not had an opportunity to navigate https://www.uhcjarvis.com take some time to familiarize yourself with this website. There are many wonderful things you can learn, for example did you know that UnitedHealthcare has bilingual member services representatives that can speak to members in Spanish, Chinese, Korean, Vietnamese, and Russian. You can use these services by calling (877) 972-8847.

Humana: Humana Certification and Recertification updates… • Certification and Recertification courses for PY2020 will be available on June 25, 2019 at noon EST.

(Spanish versions will be delayed)• Course outlines will be reduced by almost half• All final exams will be OPEN BOOK.• Completion time for final exams will be lengthened from 35 to 45 minutes.• External agents must complete recertification prior to 5:00 PM EST on November 30, 2019

Humana is committed to providing guidance to members in a way that best meets their individual needs. To better serve our Spanish-speaking members, Humana has introduced Nuestra Salud Humana, a comprehensive suite of Spanish-language offerings:

Humana.com en espanol — All website updates are immediately translated into Spanish using real-time technology. A variety of health and wellness materials are available, including the Healthwise health library and provider search tools.

Dedicated Customer Service — Bilingual representatives are available to help members with questions. In addition, we have automated telephone technology that allows Spanish-speaking members to interact with a computer through pre-recorded voice responses. The system lets members perform tasks — like requesting a new ID card — without waiting for a Customer Care representative.

Health Resources — These Include the Humana*Beginnings*® pregnancy program, Personal Nurse®, HumanaFirst® Nurse Advice Line, and Humana Health Assessment.Custom translation service for employer groups — Humana’s on-site translation staff produces Spanish-language marketing materials on a group-by-group basis. For more information, contact your Humana sales consultant.

Enrollment Communications — We produce guides, benefit summaries, pharmacy information, and other enrollment communications in Spanish to help employees choose their benefits with confidence.

Aetna Coventry: Aetna will be closing its current contracting system, Nomoreforms. They will be transitioning to a new enhanced contracting process for Aetna MA/MAPD products.

Affected agents will receive a communication later today that explains this and encourages them to complete 2019 certification. As a reminder, agents are not “ready to sell” Aetna MA/MAPD products until all requirements are complete (contracting, certification, etc.) and they receive an email confirming their ready-to-sell status.

Carrier News continued

Kellogg Insurance Marketing61 W 13490 S, Suite 200 • Draper, UT 84121 www.kelloggins.com

Aetna phone lines have launched a dedicated agent phone line (866-272-6630) to give agents faster access to the people and information needed to service agent’s clients and manage business. This will replace the existing number (800-264-4000) for agents.

Aetna phone lines hours of operation:Agent services will be open from 8 a.m. to 5 p.m. CT (Monday - Friday)Customer service will be open from 7 a.m. to 7 p.m. CT (Monday – Friday)Other areas of operations will make similar changes. You can view the availability and contact information for each department in the home office directory below.

Do you know what Producer World is? Producer World is the online service center to help you sell Aetna products. Once you log in, you’ll find the information and tools you need to support your sales. You will be able to find: Product Availability by service area, Quoting & Status tools, Compensation Services, Reporting, Certification, Personal Contact Information, License Information, Appointment Information, and Direct Deposit Information.

DSNP marketing materials now on Studio. If you have Dual-eligible Special Needs Plans (DSNPs) in your market, you can now find, download, print and order DSNP marketing materials on the Aetna Medicare Marketing Studio (MMS). You can find the materials in the designated DSNP category on the MMS menu. DSNP materials include:

• Sandwich boards• Pull-up banners• Tabletop signs• Coming next week: Brochures• Coming next week: Customizable event flyers

How to stay compliant in 2019. As an Aetna MA/MAPD producer, you’re responsible for knowing and complying with Aetna’s policies and CMS’s regulations when assisting Medicare beneficiaries. You can find all of these materials on Producer World.Aetna RX Home Delivery has a new name, it is now CVS Caremark® Mail Service Pharmacy. We expect this change to be seamless for our members. There’s nothing they need to do differently to get their prescriptions. The only differences they’ll see is now there will be a new logo on their prescription bottle and their billing statements will come from CVS Caremark.

Aetna Health and Life / Aetna Senior Supplemental Insurance includes products underwritten by Aetna Health and Life Insurance Company (AHLIC), Aetna Health Insurance Company (AHIC), American Continental Insurance Company (ACI), Continental Life Insurance Company of Brentwood, Tennessee (CLI).

All hierarchy change requests should be faxed to the attention of the hierarchy change team at 855-571-3847. These requests should not be emailed or submitted online. The agent will also need to provide a release from their previous upline with a wet signature if any of the following situations apply: The agent has submitted business within 6 months,The agent has a downline who has submitted business within the last 6 months,The agent requested to self-terminate from the previous upline within the last 6 months or the agent has not been contracted with the previous upline for longer than 6 months.

Have you ever started an online application and needed to change the selected Medicare Supplement plan without starting over? Now you can! Just click on a different plan and select Re-Quote to update the application on the new added flexibility with Aetna Quote & Enroll.

Medico: Get the Short-Term Recovery Care conversation started with three questions.Follow up with all of your clients about Short-Term Recovery Care (STRC) to help fill their health care coverage gaps. STRC provides coverage for temporary confinement situations (less than one year) - including home healthcare, nursing facility care, and assisted living care - due to illness or injury.

Asking these three questions, can help agents start the conversation.• Do you know anyone who needed temporary care after a medical procedure or who has had to be in a

nursing home? Medicare typically does not pay for these types of services.• If needed, do you have the funds set aside to pay for nursing facility care out-of-pocket? On average,

the cost for a private room in a nursing home is $97,452 per year.• If you’re relying on loved ones, do they have the time and ability to take care of you? On average,

caregivers spend 24.4 hours per week providing care to their loved ones.•

You can earn cash bonuses by going All In with Medico.With Medico’s 2019 All In agent incentive program, you can earn cash bonuses! Qualifying is simple. All you have to do is write a minimum of six applications of any product combination within the same calendar month.

For example:• 3 Underwritten Medicare Supplement applications = $300• 2 Hospital Indemnity = $50 • 1 Dental Vision Hearing = $25• Monthly Total = $375

*We always recommend checking each of your carrier agent portals for the most up-to-date information on contracting, commissions, compliance, and updates on rates and plan changes.

Carrier News continued

Kellogg Insurance Marketing61 W 13490 S, Suite 200 • Draper, UT 84121 www.kelloggins.com

This 2019 we hope you are well and your goals for this year are being met. As you can see in the map of the United States, according to the American Cancer Society, cancer is a real problem nationwide. Cancer is also increasing in the older population. (Read more about Cancer Facts & Figures.)As agents and agencies with Kellogg Insurance Marketing, we are lucky to have great companies to work with like Medico, Aetna group, and GTL. These companies all offer great Cancer Indemnity plans that can help your clients with a lump sum of cash to be used as they need.

These policies can be added with heart attack and stroke benefits with cash payouts to help with this cost as well.

These plans are great for increasing your business by: • Creating conversations • Filling existing gaps MAPD• Covering out of pocket cost • Helping with RX co-pays• Travel cost• Premiums• Generating referrals • Building pipeline for AEP• Lower stress

Talk to your managers or feel free to call me or email with questions or ideas on how to use these plans to increase your business and build more income for you.

Consider Cancer Coverage