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July 2011 BGA & Medicare Agents have been partnering with Black, Gould & Associates for their Medicare product needs since 1980 – and our services are about to get even better. In addition to the advantages you already receive working with BGA; we’re ex- panding the suite of tools available to our agents for the coming Medicare sea- son. As with all of BGA’s services, we are providing these tools to you at no cost. As always, you own all the business you submit through BGA as an agent. By writing your senior market business through BGA, you’ll have access to: ♦ Our proprietary Medicare quoting engine, giving you the ability to compare and July 2011 contrast MAPD and Medicare supplement products in Arizona. Black, Gould & Associates, Inc. ♦ Our library of compliant Medicare marketing resources. ♦ Marketing resources and personal assistance for educational and sales events. ♦ Medicare Advantage, Part D, and Medicare Supplement plans from top carriers in the Arizona marketplace. ♦ A full lineup of ancillary products to complement your existing senior market port- folio, including dental, vision, and final expense products. ♦ True “one-stop” service for all your senior products – no more batch sheets, bounced faxes, or time wasted trying to request status or audit commissions from Business Hours: different insurance carriers. Mon-Thurs 8am-5pm Fri 8am-3pm The resources available to you through Black, Gould & Associates are unparal- leled in the Arizona marketplace; and provide you with the tools necessary to com- pete in the rapidly-expanding Medicare insurance field. Phoenix office 3800 N. Central Ave. Our list of Medicare carrier partners include: 9th Floor Aetna Phoenix, AZ 85012 Caremore Phone (602)277-2144 CIGNA Toll Free (800)407-0376 Health Net Fax (602)241-9711 HUMANA Mutual of Omaha UHC Tucson office 4516 E. Camp Lowell Dr. and, possibly more to come. Tucson, AZ 85712 Phone (520)290-8822 According to the Social Security Administration, there are more than 10,000 AZ Toll Free (800)423-5582 newly-eligible seniors every day in America. Let BGA help you take advantage of Fax (520)296-0899 this tremendous business opportunity with the tools you need to succeed in the senior market. What this means From the Group Department You may now begin marketing Aetna Medicare Advantage DELTA DENTAL plans (MA, MAPD, PDP). You may enroll eligible beneficiar- Small Employer Plans More Affordable ies who are in their Initial Enrollment Period for Part D or Effective September 1, 2011 Delta Dental will be lowering rates on eligible for a CMS defined Special Election Period with effective dates their small employer group dental insurance products by as much as beginning 5%. Rate reductions are effective on contract renewals dated July 1, 2011. September 1, 2011 and forward. Before you begin, please make sure you read and understand the impor- Contact your BGA Group Account Executive for more information. tant marketing, enrollment and compliance policies. Producers must be certified. All producers are required to complete Aetna’s 2011 Producer Certification Program and be licensed and ap- pointed before selling or marketing Aetna Medicare Individual plans. If you still need to complete 2011 certification, contact your BGA Individ- HUMANA ual/Medicare Account Executive for information. Enhanced Small Group Plans Aetna has a “Pay as Presented” policy. Aetna only pays commissions Humana has refreshed their product offerings to make them sim- to producers, GAs and FMOs who have completed the 2011 certification pler. Some of the features of the plans include: program and are licensed and appointed prior to engaging in the sale or ♦ New deductible and copayment options marketing of any Aetna Medicare products. Commissions are paid based ♦ Convenient Care Clinics covered at PCP copay level on the information provided in the Broker and GA sections of the appli- ♦ New Rx3 and Rx4 plans, as well as Rx4 with deductible options cation. Submit completed enrollment applications. As part of Aetna’s “Pay as Presented” policy, all information required to properly pay commissions (e.g., all producer names and TIN numbers) must appear correctly in the UNITED HEALTHCARE Broker and GA sections of the application. If the information is not pro- Rate Reduction on 2-50 Segment vided, commissions will not be paid. The enrollment application can- UHC has approved a new business rate reduction up to 6% effective not be changed or corrected once submitted. August 1, 2011. Follow all Aetna and CMS marketing guidelines. For example, you Just give your BGA Group Account Executive a call for more infor- may only use Aetna-branded, CMS-approved marketing materials and mation. sales presentations. Accurately document permission to contact leads, and record the scope of all appointments. AZ Schedule of Benefits Change Notification In accordance with the requirement of laws of the State of Arizona, Submit enrollment applications within 48 hours. All Aetna Medicare the UnitedHealthcare Insurance Company Schedule of Benefits has Individual enrollment applications must be received by Aetna within 48 been updated to remove the in-network only limitation on covered hours of receipt by the producer. This policy applies to all Aetna produc- preventive care and vision services. ers, GAs, FMOs and Affinity Partners. If producers work with an FMO, GA or Affinity Partner, the FMO, GA or Affinity Partner must submit A project is also underway to reprocess out-of-network preventive enrollment applications so they are received by Aetna within 48 hours. or vision service claims beginning with dates of service February 1, 2011 and forward that may have been impacted. As an Aetna Medicare producer, it is imperative you adhere to these policies so that Aetna can provide a consistently high-level of service to UHC is in the process of providing written notice to affected Em- beneficiaries and satisfy CMS compliance rules. ployer Groups of this change. The Enrolling Group is responsible for giving notice to Covered Persons on a timely basis. Producers who do not comply will be notified by Aetna. Continued non- compliance may result in required retraining, loss of compensation or For more information, please contact your BGA Group Account termination. Executive. If you have further questions, please contact your BGA Individual/ Medicare Account Executive. HEALTH NET From the Medicare Department Current 2011 Medicare Sales Kits AETNA Due to out-dated information in the 2011 Health Net sales kits, Health CMS Lifts Sanction of Aetna Medicare Plans Net is asking that you discard all 2011 Health Net sales kits in your The Centers for Medicare & Medicaid Services (CMS) has lifted its possession. Once the CMS sanction is lifted Health Net will re-distribute marketing and enrollment sanctions against Aetna Medicare. With updated 2011 Health Net sales kits. this news, Aetna will immediately resume marketing their Aetna If you have any questions, please contact your BGA Individual/Medicare Medicare Advantage and Prescription Drug Plan products and may Account Executive. begin enrolling beneficiaries with effective dates beginning July 1, 2011. The improvements Aetna has made will further support beneficiary access, patient safety, and compliance with CMS guidelines. From the Individual Calendar of Events Department UPCOMING MEDICARE MEETINGS HEALTH NET AETNA Domestic Partnership Aetna 2011 Medicare Supplement & PDP plan Certification Review Effective July 1, 2011, Health Net now accepts Domestic Partners PHOENIX ~~ Tuesday, July 26, 2011 ~~ 9:00-10:00am (check-in 8:30a) Location: Phoenix Country Club , 7th Street & Thomas Rd., Phoenix, AZ on Individual plans. Applications will not change, just enter the domestic partner on the spouse line. RSVP to firstname.lastname@example.org TUCSON ~~ Thursday, July 28, 2011 ~~ 9:00-10:00am Location: Venue has moved to the BGA Tucson office New Materials for Individual & Family Plan 4516 E. Camp Lowell, Tucson, AZ New materials for the Health Net Individual & Family Plan became available June 1, 2011. If you have not obtained any new packets RSVP to email@example.com and are in need of some, contact the BGA Individual Supply Line at (602) 776-1312 to place your order. CAREMORE 2012 Medicare Product Rollout ** SAVE THE DATE PHOENIX ~~ Tuesday, September 6, 2011 time & location to be determined soon HEALTH NET This ‘N That 2012 Medicare Product Rollout ** SAVE THE DATE PHOENIX ~~ Tuesday, September 13, 2011 BGA WEBSITE time & location to be determined soon Compliance Tools Available When you’re working with your clients don’t forget to utilize all of the tools AETNA available via www.blackgould.com. These may be found either under the 2012 Medicare Product Rollout ** SAVE THE DATE Tools & Resources tab; or if related to Reform under the HealthCare Re- PHOENIX ~~ Thursday, September 22, 2011 form tab. Some of the resources include information on GINA, Medicare 9:00 am—11:00 am Part D Creditable Coverage, Mental Health Parity, COBRA, as well as a Phoenix Country Club variety of information on healthcare reform plus model notices. For more information contact your BGA Account Executive. CIGNA 2012 Medicare Product Rollout ** SAVE THE DATE PHOENIX ~~ Tuesday, September 27, 2011 9:00 am—11:00 am location to be determined soon OTHER UPCOMING INDUSTRY MEETINGS HUMANA Group Product Training TUCSON ~~ Thursday, July 28, 2011 ~~ Tucson Country Club 2950 N. Camino Principal 1:00 pm - 2:30pm (check-in 12:30p) RSVP to firstname.lastname@example.org BGA INDIVIDUAL & SMALL GROUP NEW BROKER TRAINING Phoenix BGA Office Tucson BGA Office August 18, 2011 August 16, 2011 September 15, 2011 September 20, 2011 The sessions are held every month at 10:00am until approximately 12:30pm. Please RSVP to: email@example.com for the Phoenix meetings, or firstname.lastname@example.org for Tucson. GPAHU Monthly Luncheon There will be no August meeting SAAHU Monthly Speakers Meeting There will be no August meeting The summer sales incentive program offers an opportunity to Contests & Bonuses earn up to $15,000 by surpassing your 2nd quarter sales. That's AETNA—Individual $15,000 on top of your regular commission, and in addition to any extra money earned through Aetna’s other sales incentive 2011 Out Front with Aetna Sales Incentive Program programs. All together, Aetna’s 2011 sales incentive programs offer a chance Sell the individual Aetna Advantage Plans during each quarter in 2011 and to earn up to $25,000. Get on the fast track and get out front with Aetna you’ll earn additional cash—possibly more than $10,000 per quarter!— Advantage Plans. above your regular commission when you reach the tier targets below of Summer Sales Incentive Details 6, 12, 25, and 50 enrolled applications. You can earn additional cash, up to $15,000! By selling 5, 10, 20, 30, 40, 50 Tier Apps Per Quarter Payout Cumulative Payout or 60 more applications in the 3rd quarter (July 1 - September 15, 2011 effec- 1 6 (minimum) $ 250 $ 250 tive dates) than in the 2nd quarter (April 1 - June 15, 2011 effective dates), and 2 12 $ 1,125 $ 1,375 must be in force for 90 days. This is in addition to your regular commission. 3 25 $ 3,000 $ 4,375 Sell this many new apps in Quarter 3 Payout Begin earning cash by selling a minimum of 6 applications. You’ll receive your Quarter 2 apps +5 more $ 2,000 Tier 1 payout of $250 once these applications remain in force for 60 days. Quarter 2 apps +10 more $ 4,000 You’ll receive payment 2 weeks after the close of the quarter for the previous Quarter 2 apps +20 more $ 6,000 quarter’s business. Quarter 2 apps +30 more $ 8,000 ♦ Only 2011 effective dates qualify: Quarter 2 apps +40 more $10,000 Quarter 2 apps +50 more $12,000 ° 1st quarter January 1 thru March 15, 2011 Quarter 2 apps +60 more $15,000 ° 2nd quarter April 1 thru June 15, 2011 ♦ The amounts listed are not cumulative. The incentive payout is based on the ° 3rd quarter July 1 thru September 15, 2011 number of applications you increase over your 2nd quarter sales. Sales incentive program payments will be issued in late November, 2011. °4th quarter October 1 thru December 15, 2011 Enrolled applications are counted separately for each quarter. Applications ♦ The broker must generate a minimum of 5 enrollments in the 3rd quarter to are not cumulative across quarters for this bonus. be eligible for this program and must have enrolled at least 1 app between January 1, 2011 and June 1, 2011. ♦ You’ll receive monthly emails on your program status with enrolled apps to date, and emails advising you of payouts as they occur. ♦ Eligibility for payments under this program is conditioned on broker’s ad- vance disclosure of the nature of compensation programs to customers. ♦ Email opt-in required. See Aetna Producer World under bonuses for full details, or talk to your BGA Individual Account Executive. Contact your BGA Individual Account Executive for more information. 2011 Front Runner Rewards Sales Incentive Program AETNA—Group For the Aetna Advantage Plans for Individuals, Families & the Self-Employed. Small Group Incentive Destination Earn a one-time cash bonus each time you progress to the next commission tier. You voted, Aetna listened. With more than 200 votes counted, the 2011 Aetna In addition to earning a higher commission rate, Aetna will reward you for Small Group Incentive destination (with 54% of the vote) is Costa Rica. achieving the next level of sales. Aetna will roll out trip dates, resort location and detailed contest criteria very Tier Advancement Payout soon. In the meantime, remember the qualifying period begins July 1, 2011 Gold to Platinum (50 apps in prior 12 months) $5,000 and goes to January 1, 2012. Silver to Gold (25 apps in prior 12 months) $3,000 Bronze to Silver (12 apps in prior 12 months) $1,000 The top 10 producers in Arizona/Nevada will earn a trip to Costa Rica in the ♦ This program applies to enrolled and approved applications during a rolling 1st or 2nd Quarter 2012. Winning producers must sell at least 100 medical 12-month period. apps within the contest period to qualify. ♦ You are evaluated based on your starting 1/1/2011 commission tier. ♦ You can receive each tier payment only once. If your tier drops, you will not receive the payout for the second time you advance to the higher tier. ♦ Sales incentive program payments will be issued monthly. GUARDIAN For Platinum and Gold Front Runners Earn more cash when you reach the Platinum tier – up to $20,000 per year! Group Disability & Life Contest Gold tier brokers can earn more, too. If you’re already a Platinum or Gold Front Win an iPad 2® Runner as of 1/1/2011 (50 applications for Platinum or 25 for Gold in prior 12 ♦ Sell $100,000 total new premium of group Disability and/or Life coverage months), you’ll receive additional cash per application for growing and main- ♦ Sell $50,000 total new premium of group Disability and/or Life coverage, taining your active book of business each quarter in 2011. with a total of 7 points combining any of the following: Not yet at the Platinum or Gold level? Achieve a new Front Runner level, and ° Add group Life or Disability to an existing customer 3 points you’ll start earning more cash in the following quarter. ° Sell bundled group Life & Disability to a new customer 3 points Platinum Front Runner Payout ° Sell single-line group Life or Disability to a new customer 1 point Increase your book of business by 10% or more addtl $10 per application Maintain or increase your book of bus. up to 10% addtl $7.50 per application Contest Details and Case Eligibility: Gold Front Runner Payout Contest for group Disability and Life product sales to groups with 2+ covered Increase your book of bus. by 10% or more addtl $7.50 per application lives for plan effective dates of August 1, 2011 thru December 1, 2011. Win- Maintain or increase your book of bus. up to 10% addtl $5 per application ners will be awarded a $499 Apple gift card (iPad 2 retail value), based on each individual broker’s sales. Limit of 1 prize per person (e.g. selling $200,000 will not win you two gift cards). Sales must be issued no later than Beat the Summer Heat Bonus Program December 31, 2011 to qualify for contest prize. Contest subject to state regula- tory filing and approval. All prizes (cash and noncash) are considered taxable Earn up to $15,000 with Aetna’s new summer sales incentive program. Now income to you. If you received prizes totaling $600 or more during the year, a sell more and earn more in the Summer of 2011. Aetna’s new sales incentive 1099-MISC will be issued, reporting your prize amounts to the IRS. program will pay you more for increasing your sales of the Aetna Advantage iPad 2 is a trademark of Apple, Inc. Plans for Individuals, Families and the Self-Employed in the 3rd quarter. This Excluded from contest: The following do not count as coverage: Basic incentive program is for sales of the Aetna Advantage Plans in AK, AZ, CT, AD&D, Guardian Universal Life (GUL), Universal AD&D, and aggregate DC, DE, FL, GA, IL, KS, MD, MI, MO, NC, NV, OK, PA, TN, TX and VA. coverages (DTA, STA, VIA). Voluntary AD&D only counts as a coverage when the plan does not include any other Voluntary Life coverages.
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