They have some very interesting features with their Medicare Supplement plans, including things you probably haven’t seen before, so I’m really excited for them to dive into that today. If you’re not familiar with the webinar platform, there should be a chat box on the bottom right of your screen. Inside, you’ll see a public discussion page, a private area, and a Q&A section. If you have questions throughout the presentation, feel free to drop them there and we’ll address them at the end. There’s also an area for handouts. We are recording today’s webinar, so if you have to step away or miss anything, it will be available in our webinar library for you to watch at your convenience.

Good morning everyone. My name is Robin Huff. My sales director, Holly Frank, is trying to join us from a hotel room, but regardless, we’re glad to be with you today. We recently had an absolute blast traveling to Hershey, Pennsylvania, staying at the Hershey Lodge with URL. Many of the folks who attended joined us and became appointed with Physicians Mutual, which was great to see.

Let’s take a look at why you would choose Physicians Mutual. We’ve added a few new reasons recently, and one of them relates to Section 1557 of the final rule from CMS earlier this year. You may have heard about it, although it seems to be tied up in litigation at the moment. In short, it states that carriers who receive government funding, such as through the Affordable Care Act, Part D, or Medicare Advantage, cannot discriminate in their offerings. That would include underwriting Medicare Supplement plans, which could potentially drive premiums much higher.

Physicians Mutual does not receive government funding and is therefore not subject to CMS laws like Section 1557. That means stability. We’re not going to be uprooted, and you won’t see wild premium swings as a result of regulatory changes. We also will not take commissions away. Some carriers are no longer paying commissions on MedSup policies, even for individuals new to Part B. Physicians Mutual does not do that. We value our agents, and you’ll feel that support when you come on board.

One of the biggest things we’re excited about in Pennsylvania is our exclusive Innovative G Medicare Supplement plan. While this plan has existed in other states for quite some time, it’s brand new to Pennsylvania. Preventive care benefits through Silver&Fit are built directly into all available plans, except Plan A. That includes Plan G, Innovative G, High Deductible G, and Plan F for those who qualify. It’s not a rider; it’s included. We also offer a 10% household discount, a unique two-year selection guarantee, age-banded pricing, limited underwriting, and strong customer satisfaction. We’ll cover each of these in more detail.

Looking at our product availability map, you can see that Physicians Select, which is the product we’re discussing today, is available in most states. We’re transitioning from Physicians Life to Physicians Select in many areas. Our dental product, shown in blue, is available nationwide and has been extremely popular. The dental plans are the same price and structure across the country, with no age rating, making them very easy to sell across state lines. We also offer cancer, critical illness, and guaranteed issue life products, though those are not yet available in Pennsylvania.

With our age-banded pricing, customers do not receive their first age-based rate increase until age 69. Individuals ages 65 to 68 receive the same rate as a 65-year-old, and underwriting is limited during those years. This has caused a significant increase in underwritten business. While medical inflation adjustments may occur annually, there is no age increase until age 69. Since MedSup rate increases are typically a combination of age and medical inflation, removing the age component during those years keeps premiums in a very favorable position.

We also offer something called the Two-Year Selection Guarantee. Within the first two years of owning a Physicians Mutual policy, members can switch to any other available plan without underwriting. This applies to first-time Physicians Mutual customers, which includes everyone in Pennsylvania since we’re new to the MedSup market here. For example, someone could start on a high deductible plan or Plan F and later switch to Innovative G without underwriting during that two-year window.

Most clients qualify for our household discount, which is typically reflected automatically in quoting tools like CSG. If a customer is married and living with a spouse of any age, they qualify for the 10% discount regardless of how the spouse is insured. If they are unmarried, they may still qualify if they live with another adult age 60 or older, regardless of relationship. There is no requirement that the other household member be insured with Physicians Mutual. We also offer a 10% non-tobacco discount.

Our customer satisfaction rating is 95%, which is exceptional for a national carrier. We’ve never outsourced customer service. All calls are answered in Omaha, Nebraska, with Spanish-speaking representatives available and interpreter services for other languages. Customers truly appreciate this level of service.

Although Physicians Mutual is new to the Pennsylvania MedSup market, the company itself has been around since 1902. The company was originally founded to insure physicians, which is where the name comes from. During the 1918 pandemic, the founder faced overwhelming claims and was advised to declare bankruptcy. Instead, he mortgaged the building and paid the claims. That commitment to policyholders still defines the company today.

Every policy we sell, whether dental or MedSup, includes the ScriptSave WellRx Premier Card. Members receive discounts on prescriptions, vision, and hearing services at over 12,000 locations nationwide. This benefit comes with all policies.

Physicians Mutual maintains strong financial ratings, including an A from AM Best, an A+ from Weiss, and an A+ from the Better Business Bureau, with over 122 years in business. Your clients can feel very secure with us.

In Pennsylvania, we offer Plan G, Innovative G, High Deductible G, Plan F for those who qualify, and Plan B. All of these include Silver&Fit at no additional cost. Unlike traditional MedSup plans where riders are added individually, our Plan G options include those benefits bundled at a discounted rate. Most agents today are selling Plan G, and having those benefits built in simplifies the sale.

The High Deductible G offers very low premiums, often around $50 to $60 per month for ages 65 to 68, depending on the state. Members keep Original Medicare with no network restrictions or prior authorizations. Medicare pays first, and the member is responsible for remaining costs up to $2,800 annually, which is difficult to reach unless there is an inpatient Part A hospital stay.

Innovative G is truly unique. For the first three calendar years, members accept a temporary out-of-pocket responsibility of up to $2,800, similar to High Deductible G. After that period, the deductible rider drops off automatically, leaving the member with a full Plan G at a rate that is 25% to 30% lower than if they had started with a traditional Plan G. That lower premium stays with them for life.

This plan allows people to take on limited responsibility while they are younger, healthier, and often still working, in exchange for significant long-term savings. It provides strong protection against the high out-of-pocket exposure that Medicare Advantage plans can create. I personally enrolled in this plan after initially having Medicare Advantage, and once I understood it, the value became very clear.

Only about 3% of people ever reach the $2,800 out-of-pocket limit during the first three years. Most outpatient services fall under Part B, and Medicare pays 80% after the Part B deductible. Typical costs for services like MRIs, ultrasounds, lab work, and even outpatient surgeries are surprisingly low after Medicare pays. These amounts are often far less than the copays under Medicare Advantage plans.

Another important feature is flexibility. When someone enrolls in Innovative G, they are technically purchasing a full Plan G with a temporary rider. If their health situation changes and they decide they want full coverage immediately, they can simply request removal of the rider with a signed letter. The change takes effect the first of the following month. While they would lose the discounted premium, they are never trapped.

Agents love this plan, and persistency rates are extremely high. Many agents report persistency rates of 97% to 99% because once clients understand the value, they don’t leave.

Physicians Mutual also offers generous bonus programs. Agents who issue at least five MedSup policies in a month may qualify for bonuses, with higher payouts for Innovative G and underwritten applications. These bonuses are in addition to commissions and are available even if the effective date is later, as long as the policy is issued with all requirements completed.

Our rates in Pennsylvania are very competitive, even in higher-cost areas like Philadelphia. Rates are locked in for the first six months, and after that, increases occur no sooner than every 12 months.

Silver&Fit is more than just a gym membership. Members have access to standard fitness centers at no cost, premium gyms at discounted rates, home fitness kits, virtual classes, wellness programs, and social engagement opportunities. Members receive full instructions on how to access these benefits when they enroll.

Underwriting with Physicians Mutual is straightforward. For applicants ages 65 to 68, underwriting is very limited and consists of just a few health questions. Many cases can be approved quickly, sometimes without a phone interview. For applicants 69 and older, additional health and medication questions apply, but the process is still very reasonable. Our height-and-weight guidelines are generous, and many common conditions such as controlled diabetes, high blood pressure, and arthritis are acceptable.

In addition to MedSup, our dental plans are available in Pennsylvania and are among the strongest in the market. There is no deductible, no annual maximum, and preventive care is covered at 100% immediately when using a network dentist. Basic services also begin immediately, while major services like crowns and root canals have a 12-month waiting period. After that, there is no limit on benefits. Implants are covered with a lifetime maximum, and the plan pays regardless of other dental insurance since it is an indemnity plan.

We also offer a vision and hearing rider with our dental plans, providing generous benefits at a very low cost.

We provide weekly live trainings for both MedSup and dental products, all under an hour and with no tests. These trainings are a great way to dive deeper into the material.

Thank you so much for your time today. This was a lot of information to cover in one session, and the slide deck and recording will be available for review. We appreciate you joining us and look forward to working with you.