It’s great to have him here to talk with you about what Capital has to offer. He’ll be going over Medicare Supplement plans, some ancillary products, the producer portal, and a bit about what makes Capital unique. Before we begin, there is a blue chat box at the bottom right of your screen. Go ahead and open that so you can chat with us live during the presentation. Don’t hesitate to ask questions. We love interaction. There is also a Q&A section where you can submit questions. Today’s presentation is being recorded and will be available on our training page later today. And without further ado, I’ll turn things over to Tom. Thanks for joining us.

Thank you, Christie, and thank you for the very nice introduction. I appreciate it. Welcome, everyone. As Christie was talking, I was scrolling through the attendee list and recognized quite a few names. I wish I could see you all in person and see your smiling faces, but I’m grateful for the chance to stand on my Capital Blue Cross pedestal again and talk about what a great company it is. My focus this morning is specifically on Medicare Supplement plans. I’m not sure what everyone’s experience level is with Med Supps, so I’ll cover some basics and then dig a bit deeper as we go.

For those who can see my video, you’re getting a glimpse into my basement office. Don’t hold it against me that I’m a Notre Dame fan—that’s what you’re seeing in the background. With that said, I’ll dive right in. As Christie mentioned, we’ll leave time for Q&A at the end, and I’m looking forward to answering your questions.

I don’t have a long agenda today, but I appreciate the opportunity to meet with your downline agents and talk more about Capital Blue Cross. I want to start with a high-level overview of our standard Medigap plans, including the ones Capital offers. I’ll also talk about our fitness benefit, which is included not only with Medicare Advantage but also with every Medicare Supplement plan. We also offer Reliance Plus, a supplemental product for dental, vision, and hearing, and I’ll cover that as well. I’ll give you a look at our producer portal and the tools and resources available there. If you’re not visiting the portal regularly, you’re missing out on a lot of helpful information—not just for Medicare Supplement, but also Medicare Advantage and under-65 products.

For those not familiar with Capital Blue Cross, Pennsylvania is unique in that it has three Blue plans. Capital Blue Cross is one of two smaller regional plans. We cover a 21-county region in South Central Pennsylvania, from State College down through Franklin, Adams, and York counties, and up to the Lehigh Valley. To enroll someone in a Medicare Supplement or Medicare Advantage plan, they must be a resident of one of these 21 counties.

Here is a quick overview of Medicare Supplements. For those who are already experts, this may be a refresher. Med Supps offer comprehensive coverage for out-of-pocket costs not covered by Original Medicare. Our available plans are A, B, D, G, N, and C and F for those eligible for Medicare before 2020. These plans offer nationwide coverage and full provider flexibility, unlike Medicare Advantage plans that use networks. Medicare Supplements are guaranteed renewable for life as long as premiums are paid. Members cannot be terminated for health reasons. Capital Blue Cross is a trusted name in our region, which helps ensure members experience smooth access to care at doctors, specialists, and hospitals. Our premiums remain competitive. We had our first rate increase in two years this past January 1, but even with that, we remain well-positioned in the market. Our customer service team is local, which is a big advantage compared to carriers that outsource service across the country.

Regarding plan availability, we offer A, B, D, G, N, C, and F. Plans C and F remain available only for individuals first eligible for Medicare before 2020, when those plans were phased out for newly eligible beneficiaries. We do not offer K, L, or M.

Next, I want to talk about Reliance Plus. Many of you already know about it. This add-on product has been available for a few years. It provides dental, vision, and hearing benefits for Capital Blue Cross Medicare Supplement members. It cannot be purchased on its own; it must be paired with a Capital Med Supp plan. The premium is $35 per month, and you earn commission on it. It’s a helpful way to offer more complete coverage to your Med Supp clients. The dental benefit includes preventive services and some major services. Vision includes routine exams and an eyewear allowance. Hearing includes routine exams and an allowance toward prescription hearing aids. I’ll briefly cover the benefits. Dental includes $15 copays for exams, cleanings, and X-rays, plus a $500 annual allowance for comprehensive services. Vision includes a $20 exam copay and a $125 annual allowance for frames or contacts, with coverage for eyeglasses every 12 months. Hearing includes a $20 exam copay and a $500 annual allowance for hearing aids.

This is just a high-level overview. More detailed collateral is available on our producer portal, and Christie’s team also has materials. If you'd like a deeper explanation, my team and I are always happy to go over it one-on-one.

Next is our fitness benefit. This is something unique about Capital Blue Cross. We offer a no-additional-cost fitness benefit with every Medicare Supplement plan. Starting in 2025, our fitness vendor is FitOn Health, which has more than 13,000 facilities nationwide. Members can use monthly credits toward gym memberships, streaming classes, and home fitness kits. The credit system provides about $85 in monthly value. Most major gyms—YMCA, LA Fitness, Planet Fitness—are already part of the network. If a member wants to use a facility not currently participating, they can nominate it for inclusion. The credit cost varies by the retail price of the gym, but the program provides great flexibility and promotes an overall healthy lifestyle, not just gym access.

Our producer portal is unfortunately underutilized, and I strongly encourage you to log in and explore the resources. You can enroll applications online, which reduces errors and gives you better tracking. Underwriting guidelines, including automatic knockout conditions and prescription lists, are available as a downloadable guide. You’ll also find application status updates and extensive sales collateral, including outlines of coverage for all plans and Reliance Plus. If you don't have an account, please create one and take advantage of everything that’s available.

Before wrapping up, I want to speak briefly about Capital Blue Cross itself. We’ve been serving the community for nearly 80 years and remain committed to local service and support. Our Capital Connect stores are a great example of this. They’re available to Medicare Advantage, Medicare Supplement, and under-65 members. The flagship location is in Enola and includes a “Healthy For You” café, health coaches, nurses, biometric screenings, blood pressure checks, derma scans, and more. These services are designed to help members stay healthy and engaged in their care.

From an agent’s perspective, Capital offers the advantage of working with a trusted, stable brand. We understand that we aren’t the right solution for every client, and we support diversification. But we also believe we’re an excellent option for building a stable and long-lasting book of business. Our approach has never been to “buy the market” with artificially low rates that skyrocket a few years later. We aim for sustainable, steady offerings that protect both you and your clients from unnecessary disruptions. Stability matters, especially for clients managing chronic conditions or aging into later retirement.

I think that covers everything I intended to share today. Christie, the slide up now is for Q&A. I’ve also included a few suggested next steps, such as exploring the producer portal and connecting with our broker management team if you haven’t already. We assign a dedicated broker manager to each agent or agency, regardless of your location or sales territory, so you always have a direct point of contact. I’ll put up the slide with their contact information so you can jot it down. We are also hosting more training sessions throughout the summer, covering topics such as deeper product dives, navigating the producer portal, using our MyCare Finder tool, and more.

It looks like we already have a question from Kevin. He asked whether he heard correctly that there is no Plan N. That is not correct. We do offer Plan N. The outline of coverage on our website includes the full chart and rates by age. I was probably speaking too quickly when I listed the plans. But yes, Plan N is absolutely available.

I don’t see any other questions, so I want to thank Tom for everything he shared today and for giving us more insight into Capital Blue Cross, how they operate, and what’s coming in the future. I’m sure we’ll be hearing from you again soon, and I hope you enjoy the rest of your day.

Thanks again for the opportunity. It was great to see everyone on the call. Please reach out to us if you need anything. We truly appreciate the partnership.

Thank you.