Everyone should be muted to avoid background noise during the presentation. If you have questions, please use the chat feature. Handouts are available under the handouts tab on your screen. Now that everyone knows a little about me, I’m excited to welcome Mike Story, National Sales Training Director with Physicians Mutual.

A little background on Mike: he is a true industry icon with 31 years of leadership and performance. Mike is a 16-time sales incentive qualifier, 15-time Top of the Crown Club member, nine-time Manager of the Year, and a multi-time award winner across LTC, Medicare Supplement, and recruiting categories. He has mentored dozens of top-performing agents and leaders, consistently building some of the most successful teams in the field. Please join me in welcoming Mike.

Thank you for that introduction. I greatly appreciate it, and thank you to URL Insurance Group for inviting me today. If you have questions during the session, put them in the chat.

At Physicians Mutual, we offer four Medicare Supplement products. In most states, these include the High Deductible Plan G, the Innovative Plan G, the standard Plan G, and Plan F. The Innovative Plan G is a hybrid of the High Deductible G and the standard Plan G, and it is patented.

The High Deductible Plan G has only two deductibles: $1,676 for inpatient hospital services and $257 for outpatient services (the Part B deductible). After paying the deductible, you pay 20% coinsurance on Medicare-approved outpatient services, up to a maximum out-of-pocket of $2,870. This out-of-pocket maximum is generally lower than most other Medicare Supplement plans. Any payments toward the hospital deductible, Part B deductible, and coinsurance count toward this maximum. You never pay more than the $2,870 max out-of-pocket.

The Innovative Plan G includes a patented rider that applies the High Deductible Plan G for the first three calendar years. The first year can be partial depending on the effective date. For example, if a customer has an October 1 effective date, the first year covers October through December. The second and third years are full calendar years. Beginning January 1 of the fourth year, the high deductible is removed, and the customer automatically transitions to a regular Plan G for the rest of their life. The only deductible they will pay is the Part B deductible, and the lifetime cost is 25-35% lower than competing plans. Customers are notified in November before the transition, so no action is required on their part.

The Innovative Plan G offers significant savings while maintaining broad access to doctors and hospitals nationwide, with no network restrictions or prior authorizations. CMS updates deductibles and maximums annually, but increases are generally moderate, similar to Social Security adjustments.

If a customer prefers, they may remove the Innovative rider before the three years are complete, but doing so eliminates the lifetime savings benefit. This plan has been very popular because it addresses rising Plan G rates across the industry, which have increased 20-50% in recent years. Several carriers have even exited the market, making the Innovative Plan G a highly competitive option for long-term Medicare Supplement coverage.

In addition to cost savings, Physicians Mutual plans include SilverSneakers gym membership benefits, allowing customers to choose items from the catalog each year, such as a Fitbit, yoga mat, or weights.

Physicians Mutual also offers same-rate age banding, giving all customers age 65 rates, even if they are older. Limited underwriting applies for ages 65 to 68, requiring only four health questions. Full underwriting begins at age 69.

The company provides a two-year selection guarantee. Customers may switch to any other plan offered by Physicians Mutual within the first two years with no underwriting or questions. This ensures customers have time to reconsider their decision.

Physicians Mutual also offers a 10% household discount. This applies if a customer is married, regardless of their spouse’s age, or if they live with someone aged 60 or older at the same residence. Nursing homes and group homes are excluded.

These unique features, including the Innovative rider, the two-year selection guarantee, the SilverSneakers benefit, and competitive age banding, make Physicians Mutual stand out in the Medicare Supplement market.

So what happens is this, when you buy the innovative plan, you get a lifetime of savings. Let’s say someone is age 65 and they buy this plan. If the rate was 100 for the innovative plan and 135 for a regular Plan G, and you apply a 10% rate increase each year, after three years, the innovative plan would be around 121 and the regular G might be 165. After this three-year period, the innovative rider goes away, and at age 68, both customers would have identical Plan G coverage. From that point on, they both have the same plan. By age 72, the person who took the innovative plan and maxed out their out-of-pocket in the first three years would have a rate around 194, while the regular Plan G buyer would be around 268. By age 80, the innovative plan rate would be 417 compared to 564 for Plan G, which means a customer would save over $15,000 in premiums alone in exchange for taking on the max out-of-pocket in the first three years.

This savings is significant because the industry tends to focus only on the first-year rates for Plan G, which is misleading. Most low introductory rates don’t stay low, and three to five years later, these plans become some of the highest. Customers end up calling to find something more affordable, and if they’re uninsurable, you can’t move them. The innovative plan ensures the lowest cost for the customer for the rest of their life, not just the first year.

Physicians Mutual introduced the innovative plan in 2008. Since then, only 4% of people hit the max out-of-pocket in the first year, and only 10% in the second or third years. Across all three years combined, only 20% of customers ever hit the max out-of-pocket, meaning 80% never reach it. Compared to Medicare Advantage plans, which might have zero premiums but higher out-of-pocket costs, the innovative plan is cost-effective. Most people are familiar with high-deductible health plans at work, with $3,000–$10,000 deductibles. In contrast, the innovative plan offers a max out-of-pocket of only 2,870 for around $45–$110 a month depending on the area.

If customers started with Plan G at around $140, the innovative plan at $100–$110 is a strong value, especially with the predictable rate structure after three years. By age 80, an innovative plan customer would pay $417 versus $564 for someone who started with Plan G, a difference of $147 per month. The savings are substantial for taking on the max out-of-pocket in the first three years. Brokers nationwide are recognizing this value for long-term cost savings.

Moving on to dental coverage, Physicians Mutual’s dental plan has no caps, no deductibles, and pays 70% on major services, compared to 50% for competitors. It uses the Emeritus PPO Network with over 660,000 dentists, covering over 400 procedures. The plan is standalone and available for adults 18 and older, compatible with MA, CA, or Medicare supplement plans. There is a 12-month waiting period for major services, which is never waived, regardless of prior coverage.

There are four dental plan options: Premier at $56, Preferred at $40–46, Standard at $38, and Economy at $30. The Premier plan, covering 70%, is the most popular. There’s an optional vision and hearing rider for $8.95 a month, providing up to $100 for eye exams, $150 for glasses or contacts after a three-month wait, and up to $75 for hearing exams. It also covers up to $1,000 for hearing aids after one year, reimbursed directly to the customer with no network restrictions.

Implant coverage has a $1,000 lifetime max for the titanium post, with most other implant procedures covered at 70% under the plan. Additional coverage up to $2,000 may be available via a separate implant rider. The lifetime maximum for implants is standard across carriers and primarily covers the post itself, while other procedures like abutments, crowns, and prep are paid at 70%. Full-mouth implants can cost tens of thousands, so educating customers about these limits is important.

If anyone has questions, Mike can be reached at (402) 669-1924 by call or text, or via email at This email address is being protected from spambots. You need JavaScript enabled to view it.. He can provide PDFs of slides and flyers to help explain the innovative plan and Medicare allotments.

Thank you all for joining, and happy holidays.