Industry Updates for AEP – IMPORTANT – Sept 27 2021 Meeting

There are MANY updates to the lineup for AEP going into 2022 plans and things going on behind-the-scenes. See this internal office meeting video below: See the video: Notes from the meeting: Hannah Sales call Checklist - should spend the end of each call recapping everything on the checklist to make sure the client understands and you covered all the points. (01:36) MLIC DVH Select Plan - No waiting periods is NOT the same as no pre-existing conditions This plan still has a pre-existing conditions clause. Work hard/Play hard Love seeing everyone get along and have fun The work needs to get done and get done fully and correctly first. Always. If you have NOT completed all the SMS onboarding steps, please do so ASAP. Lots of VM’s from the weekend - need those cleared out ASAP Last week some VMs were not getting touched until late in the afternoon This is not our process and is not acceptable. If you need a refresher on VM processes please review the Voicemail Sheet Protocol document. Chris (13:49) Call centers have taken off in the last 3 years and carriers even invested in them. But they’ve fallen on their butt with retention. THIS IS OUR Unique Value Proposition - relationships that lead to referrals. This should be the focus of every single phone call. In May of 2020, E-Health stock was at $133 per share. Today they are at $39 per share. Investors are upset over unrealized claims. Block also casts doubt on eHealth’s growth since 2018, saying it’s been driven largely by direct response TV advertising https://www.thinkadvisor.com/2020/10/26/keeping-customers-is-hot-web-broker-to-wall-street/ From Gohealth: “As a reminder, there will be 80 million potential Medicare Advantage consumers by the year 2030, and they are increasingly looking for education, choice, and transparency as they make this critical healthcare decision. The pandemic accelerated the transition from traditional field agents toward our marketplace platform, and our team of licensed agents are better equipped than ever to help consumers compare the cost and benefits of policies across our vastly expanded carrier footprint. The secular growth drivers remain entrenched, with expectations for 10% Medicare Advantage growth this year, as well as commission rate increases as MA continues to deliver superior outcomes and cost dynamics. So what sets us apart from our competitors? We have a data-driven internal omnichannel marketing strategy that efficiently delivers consumers into our wide funnel.” Carriers are ramping up to compete against us with our PDP clients - convert to MAPD during this AEP. Silverscript, for instance, is going to try to push everyone into Aetna MAPD, where before, they were just a drug plan. If all things are equal, consider Mutual of Omaha Rx, as they have no competing MAPD plan to switch our people to. Mutual of Omaha will have two RX plans for AEP / 2022. AETNA (Silverscript) PDP average $6.38 plan this year. They are not participating in the insulin program. ANTHEM - paying more compensation in states with GI, like California Birthday Rule and Missouri Anniversary Rule. Anthem gives a menu on their MAPD where the client can pick the extra benefits they want.. Transportation, food, over-the-counter things, etc. And they are expanding. WELLCARE - Condensing their 6 plans from their acquisitions into 3 plans now and some of these consolidations are a drastic change to what they had. Many will be angry IF they see the ANOC letters about this forced migration. This will be a big disruption for this AEP. UNITED HEALTHCARE - Launching a new book of business for the first time in four states. UnitedHealthcare Insurance Company of America with more, unique discounts but only available through certain, selected agents, picked by an algorithm based on past business placed - but competing against the other AARP/UHC agents. FEDERAL LIFE - Reinsured through Mutual of Omaha and on the same agent login. Will be introducing the blue button where, eventually, no underwriting questions will be needed when the client opts to all the system to pull two years of claims directly from Medicare. This will be exclusive to Federal Life. In certain states, signing up with HDG will trigger a 2-year conversion option into Plan G.

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