FYI Express - August 2013

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EXPRESS “What You Don’t Know Can’t Help You!” … Eddie K. Emmett, Editor / Publisher

Does Obamacare about Insurance Agents?

Contents DOES OBAMACARE ABOUT INSURANCE AGENTS? .................... 1 IN-PERSON ASSISTANCE IN THE HEALTH INSURANCE M ARKETPLACE 2 OUTWIT, OUTLAST, OUTPLAY ......... 4 LEARN ABOUT THE M ARKETPLACE IN YOUR STATE ................................. 14 WHAT IS THE SHOP M ARKETPLACE? ................................................... 14 CAN I USE AN AGENT OR BROKER TO BUY HEALTH INSURANCE IN THE M ARKETPLACE? .......................... 16

DO I HAVE TO OFFER HEALTH COVERAGE TO MY EMPLOYEES? .... 18

Nearly half of brokers ready to exit

WAYNE HOOPER REPORTS: AGENTS’ ROUND TABLE DISCUSSION .......... 30

http://www.HealthInsuranceNav igatorTraining.info

INSURANCE NEWS AND THOUGHTS 36

Obamacare to pay 'navigators' $20 to $48 an hour, provide free translators

THE GOLD BENEATH YOUR FEET .. 38 WILL IMMIGRATION REFORM AFFECT YOUR AGENCY?? ........................ 41

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Tens of thousands of health care professionals, union workers and community activists hired as "navigators" to help Americans choose Obamacare options in the Health Insurance Marketplace starting Oct. 1 will be paid up to $48 an hour, more than six times the federal minimum wage of $7.25, according to new regulations issued recently.

Page 1

The 63-page rule covering navigators, drawn up by the Centers for Medicare & Medicaid Services, also said the government will provide free translators for those not fluent in English -- no matter what their native language is.

It is still not clear how many navigators will be required.

California, however, provides a hint. It wants 21,000.

That could be an expensive proposition, since every one of them must be paid a minimum of $20 an hour. According to the new regulations, navigators and assistants will earn $20 an hour, while navigator project leaders will earn $29 an hour. Navigator senior executives will be paid $48 an hour. Continued on page 2 August, 2013

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Obamacare Navigators Continued from page 1 The rules allow navigators to come from the ranks of unions, health providers and community action groups such as ACORN and Planned Parenthood. They are required to provide unbiased advice.

Navigators are only required to complete 30 hour online Federal training and certification unless your state Insurance Commissioner was successful in passing legislation that requires Navigators to undergo statespecific licensure and criminal background checks.

Georgia’s Insurance Commissioner Ralph Hudgens was successful. Louisiana Insurance Commissioner Jim Donelon was not.

Navigators are not required to have an Insurance Agency License nor carry E&O Insurance.

Should they be required to be licensed?

Not according to the NAIC. The National Association of Insurance Commissioners’ “Producer Licensing Model Act” requires people to be licensed if they “sell, solicit, or negotiate” insurance. [i] “Negotiate” is defined as offering advice about a particular contract of insurance by someone who “sells insurance or obtains insurance from insurers for purchasers.” People who provide general information about insurance but are not paid commissions are not required to be licensed, under the NAIC model.

The Marketplace will also tell you if you qualify for free or low-cost coverage available through Medicaid or the Children's Health Insurance Program (CHIP).

The Health Insurance Marketplace is sometimes known as the health insurance "exchange."

You can apply for Marketplace coverage three ways: online, by mail, or in-person with the help of a Navigator or other qualified helper. Telephone help and online chat will be available 24/7 to help you complete your application.

Open enrollment starts October 1, 2013. Plans and prices will be available then. Coverage starts as soon as January 1, 2014.

In-Person Assistance in the Health Insurance Marketplace Starting October 1, 2013, consumers in all states will be able to choose new affordable health insurance options through a new Health Insurance Marketplace.

Some states are setting up a State-based Marketplace, other states will work with the federal government in a State Partnership Marketplace and the remaining states will have a Federally-facilitated Marketplace.

No matter what state they live in, consumers can get help as they apply for and choose new insurance options. You can help provide that assistance in a number of different ways: by becoming Navigators, inperson assistance personnel, or certified application counselors. In addition, agents and brokers can also help consumers enroll in new insurance options.

NAVIGATORS

What is the Health Insurance Marketplace?

The Marketplace is a new way to find health coverage that fits your budget and meets your needs.

With one application, you can see all your options and enroll.

What you'll learn when you apply in the Health Insurance Marketplace When you use the Health Insurance Marketplace, you'll fill out an application and see all of the health plans available in your area. You'll find out if you can get lower costs on your monthly premiums for private insurance plans. You'll learn if you qualify for lower out-of-pocket costs.

FYI EXPRESS Page 2

Navigators have a vital role in helping consumers prepare electronic and paper applications to establish eligibility and enroll in coverage through the Marketplaces and potentially qualify for an insurance affordability program. They will also provide outreach and education to raise awareness about the Marketplace, and will refer consumers to health insurance ombudsman and consumer assistance programs when necessary. Navigators will play a role in all types of Marketplaces, be funded through state and federal grant programs, and must complete comprehensive training.

CERTIFIED APPLICATION COUNSELORS The Federally-facilitated Marketplace will designate organizations to certify application counselors who perform many of the same functions as Navigators and non-Navigator assistance personnel—including educating consumers and helping them complete an application for coverage.

Continued on page 4

August, 2013

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http://www.hrsa.gov/about/news/2013tables/outreachandenrollment An online application will be available at the end of July 2013 for organizations who want to become Marketplace-designated organizations that can certify application counselors. These groups might include community health centers or other health care providers, hospitals, or social service agencies.

We anticipate that many consumers will want to obtain professional advice from agents and brokers when applying for and selecting a qualified health plan.

Outwit, Outlast, Outplay With all the new regulations and changes under the Patient Protection and Affordable Care Act — and everything that goes along with it — many brokers are having a hard time seeing the light at the end of the tunnel.

$150 million in grant awards to 1,159 health centers across the nation will enable them to help uninsured Americans gain affordable health insurance coverage.

AGENTS AND BROKERS CMS expects agents and brokers to play a key role in the new Marketplaces. To the extent permitted by states, agents and brokers will play an important role in educating consumers about Marketplaces and insurance affordability programs, and in helping consumers receive eligibility determinations, apply for premium tax credits and cost-sharing reductions, compare plans, and enroll in coverage. In particular, CMS anticipates that agents and brokers will play a critical role in helping qualified employers and employees enroll in coverage through the Small Business Health Options Programs (SHOPs).

FYI EXPRESS

Some are getting out of the business; some are admitting defeat to the massive health overhaul.

But there’s always a way to win... http://www.benefitspro.com/2013/06/25/brokers-andppaca-outwit-outlast-outplay Fact Sheet: Helping Consumers Apply & Enroll through the Marketplace on pages 6, 8, 10, &12

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August, 2013

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Assistance Roles to Help Consumers Apply & Enroll in Health Coverage Through the Marketplace Starting October 1, 2013, consumers in all states will be able to apply for new affordable health coverage options through the Health Insurance Marketplace for coverage beginning as soon as January 1, 2014. Some states are setting up a State-based Marketplace, other states will work with the federal government in a State Partnership Marketplace, and the remaining states will have a Federally-facilitated Marketplace. No matter what state they live in, consumers will be able to get live in-person help as they go through the process of applying for and choosing new coverage options in the Marketplace.

Individuals can help provide that assistance in a variety of roles. They can become Navigators, non-Navigator assistance personnel, or certified application counselors. In addition, agents and brokers can also help consumers enroll in new coverage options.

Below is a description of the activities, required training, and funding for each type of consumer assistance.

What are the different consumer assistance roles?

Navigators: Navigators will have a vital role in helping consumers prepare electronic and paper applications to establish eligibility and enroll in coverage through the Marketplace. This includes steps to help consumers find out if they qualify for insurance affordability programs (including a premium tax credit, cost sharing reductions, Medicaid and the Children’s Health Insurance Program), and if they’re eligible, to get enrolled.

Navigators will also provide outreach and education to consumers to raise awareness about the Marketplace, and will refer consumers to ombudsmen and other consumer assistance programs when necessary. Navigators can play a role in all types of marketplaces. They’ll be funded through state and federal grant programs, and must complete comprehensive training.

Non-Navigator assistance personnel: Non-Navigator assistance personnel (also known as in-person assistance personnel) will perform generally the same functions as Navigators but will exist in either a State-based Marketplace or a State Partnership Marketplace.

Non-Navigator assistance personnel will serve as a part of an optional program that the state can set up before its Marketplace is economically self-sustaining, and before its Navigator program is fully functional. Though they perform the same functions as Navigators, non-Navigator assistance personnel will be funded through separate grants or contracts administered by a state. They must also complete comprehensive training.

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Certified application counselors: The Federally-facilitated Marketplace will designate organizations to certify application counselors who perform many of the same functions as Navigators and non-Navigator assistance personnel—including educating consumers and helping them complete an application for coverage. An online application will be available at the end of July 2013 for organizations who want to become Marketplace-designated organizations that can certify application counselors. These groups might include community health centers or other health care providers, hospitals, or social service agencies. To be notified when the online application is available, visit Marketplace.cms.gov and sign up for email notifications and updates. If you have questions about other ways to partner with the Marketplace, contact partnership@cms.hhs.gov.

A State-based Marketplace may choose to certify application counselors directly rather than designate organizations to do so. Certified application counselors and Marketplace-designated organizations won’t receive new federal grant money through the Marketplace. The counselors and organizations could, however, receive federal funding through other grant programs or Medicaid to help support their consumer assistance and enrollment activities. Examples of possible certified application counselors include staff at community health centers, hospitals, other health care providers, or social service agencies. In states that already have their own certification programs, staff at consumer non-profit organizations may also be certified as application counselors by Marketplace-designated organizations.

All certified application counselors are required to complete comprehensive training.

Agents and Brokers: To the extent permitted by a state and if all Marketplace requirements are met, licensed health insurance agents and brokers may enroll individuals, small employers, and employees in coverage through the Marketplace. Agents and brokers will be compensated by the issuer or by the consumer to the extent permitted under state law. Federal and state training and certification requirements will apply to agents and brokers who enroll or assist consumers in the Marketplace.

What kind of assistance will be available through the Marketplace?

Navigators

Non-Navigator assistance personnel

Certified application counselors

Agents and Brokers

State-based Marketplace

Yes

Optional for states

Yes

Optional for states

State Partnership Marketplace

Yes

Yes

Yes

Yes, if a state permits it

Federallyfacilitated Marketplace

Yes

Not applicable; Navigators provide this assistance

Yes

Yes, if a state permits it

How are these roles funded?

Navigators

Non-Navigator assistance personnel

State-based Marketplace

State-based grant program

State-based grants or contracts, which can be funded

by Exchange Establishment grants

State Partnership Marketplace

Federal grant applications are being reviewed and awards will be announced in late summer 2013

State-based grants or contracts, which can be funded in states with consumer partnerships

by Exchange Establishment grants

Federallyfacilitated Marketplace

Federal grant applications are being reviewed and awards will be announced in late summer 2013

Not applicable

Certified application counselors

Agents and Brokers

Certified application counselors will not receive new federal grant money through the Marketplace.

Federal funding through other grant programs or Medicaid may be available.

Some examples of possible application counselors include staff at community health centers, hospitals, other health care providers, or social service agencies.

Agents and brokers can be compensated by insurance companies or consumers, consistent with state law.

What training and certification is required?

Navigators

Non-Navigator assistance personnel

Certified application counselors

Agents and Brokers

State-based Marketplace

State training and certification (state may choose to use federal training)

State training and certification (state may choose to use federal training)

State training and certification (state may choose to use federal training)

State training and certification (state may choose to use federal training)

State Partnership Marketplace

Federal training and certification, which may be supplemented by the state

Federal training and certification, which may be supplemented by the state

Federal training and federal designation of organizations, which may be supplemented by the state

Federal training and registration

Federallyfacilitated Marketplace

Federal training and certification

Not applicable

Federal training and federal designation of organizations

Federal training and registration

CMS Product No. 11647-P July 2013

www.underwritersinsider.com

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Compare options in the Health Insurance Marketplace

To find out how much savings you're eligible for, you'll need income information, like the kind you get on your W-2, current pay stubs, or your tax return. Use this checklist to get started.

Insurance plans in the Marketplace are offered by private companies, and they cover the same core set of benefits called essential health benefits. No plan can turn you away or charge you more because you have an illness or medical condition. They must cover treatments for these conditions. Plans can't charge women more than men for the same plan.

Set your budget. There will be different types of health plans to meet a variety of needs and budgets.

You'll need to figure out how much you want to spend on premiums each month.

Learn about the Marketplace in your state While all insurance plans are offered by private companies, the Marketplace is run by either your state or the federal government.

The Marketplace simplifies getting health coverage The Marketplace simplifies your search for health coverage by gathering the options available in your area in one place. You can compare plans based on price, benefits, quality, and other features important to you before you make a choice.

In the Marketplace information about prices and benefits will be written in simple language. You get a clear picture of what premiums you'd pay and what benefits and protections you'd get before you enroll.

Compare plans based on what's important to you, and choose the combination of price and coverage that fits your needs and budget.

How can I get ready to enroll in the Marketplace?

To prepare to enroll, you can learn about types of health coverage, research your questions, and figure out what you need to know before open enrollment begins.

Open enrollment starts October 1, 2013. Coverage can start as soon as January 1, 2014.

How to get ready now Learn about different types of health coverage.

Through the Marketplace, you'll be able to choose a health plan that gives you the right balance of costs and coverage. You can be better prepared if you understand the types of coverage you'll choose from.

Make a list of questions you have before it's time to choose your health plan.

Make sure you understand how coverage works, including things like premiums, deductibles, out-ofpocket maximums, copayments, and coinsurance. You'll want to consider these details while you're looking for health insurance.

Gather basic information about your household income. Most people using the Marketplace will qualify for lower costs on monthly premiums or out-of-pocket costs.

Ask your employer if it plans to offer health insurance in 2014. If not, you may need to get insurance through the Marketplace or from other sources in 2014. If you don’t have coverage, you may have to pay a fee.

Explore current options. You may be able to get help with getting coverage now through existing programs.

Learn more about health insurance for adults up to age 26 and programs for people and children in families with limited incomes including Medicaid and the Children’s Health Insurance Program (CHIP). Medicare covers people who are 65 and older or who have certain disabilities.

Find out which Marketplace will serve you. If your state runs the Marketplace, you'll use its website to compare your options and enroll in coverage instead of this one. If your state doesn’t run the Marketplace, you’ll use this website, www.HealthCare.gov.

What is the SHOP Marketplace?

The Small Business Health Options Program (SHOP) is a new program that simplifies the process of buying health insurance for your small business.

For 2014, the SHOP Marketplace is open to employers with 50 or fewer full-time-equivalent employees (FTEs). The advantages of using SHOP include: You control the coverage you offer and how much you pay toward employee premiums.

You can compare health plans online on an applesto-apples basis, which helps you make a decision that's right for your business.

You may qualify for a small business health care tax credit worth up to 50% of your premium costs. You can still deduct from your taxes the rest of your premium costs not covered by the tax credit. Beginning 2014 the tax credit is available only for plans purchased through SHOP. Compare plans and apply online The Small Business Health Options Program (SHOP) is designed for small employers with 50 or fewer full-time equivalent employees. With one online application, on your own or with the help of an agent, broker, or other assister, you can compare price, coverage, and quality of plans in a way that's easy to understand.

Continued on page 16

FYI EXPRESS

Page 14

August, 2013

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Small Business Health Options Program Continued from page 14 You can enroll starting October 1, 2013 for coverage starting as soon as January 1, 2014. You can also enroll and begin coverage any time after January 1, 2014.

You decide what you'll pay toward employee premiums, and then your employees can enroll.

There will be a SHOP Marketplace in each state. You must have an office or employee work site within the SHOP's service area to use that particular SHOP. The online application will guide you to the right SHOP for you.

How to know if you qualify for the SHOP Marketplace In 2014, SHOP is open to employers with 50 or fewer full-time equivalent (FTE) employees. Beginning in 2016, all SHOPs will be open to employers with up to 100 FTEs: If you're self-employed with no employees, you can get coverage through the individual market Health Insurance Marketplace, but not through SHOP. If you plan to use SHOP, you must offer coverage to all of your full-time employees–generally those working 30 or more hours per week on average.

In many states, at least 70% of your full-time employees must enroll in your SHOP plan. See “How many of my employees must enroll in SHOP?” on the dropdown menu below for more information.

Can I use an agent or broker to buy health insurance in the Marketplace?

You will be able to use a licensed agent or broker to provide help or handle your SHOP business. You won’t pay more if you use a SHOP agent or broker.

Get SHOP help from experienced agents or brokers A licensed agent or broker can help you: apply for insurance for your employees review and compare price, coverage, quality, and other important features choose a plan that works for your budget, business, and employees Using your own health insurance broker You can continue using your current licensed agent or broker to buy health insurance in the SHOP.

If you're self-employed with no employees, you're not considered an employer. You can use the individual Marketplace to find coverage that fits your needs.

How to know if you’re "self-employed" If you run an income-generating business with no employees, then you're considered self-employed (not an employer) and can get coverage through the Marketplace. You’re not considered an employer even if you hire independent contractors to do some work.

If you have employees (generally, workers whose income you report on a W-2 at the end of the year) you’re considered an employer. Then you could get coverage for yourself and your employees through the SHOP Marketplace. Learn more about how to determine if you have employees.

New options for the self-employed If you're self-employed, you'll have more health coverage options in 2014.

Starting October 1, 2013, you can use the Marketplace to find health coverage that fits your budget and meets your needs. You can compare important features of several plans side-by-side, all of them offering a full package of essential health benefits. You can see what your premium, deductibles, and out-ofpocket costs will be before you decide to enroll.

You can't be denied coverage or charged more because you have a pre-existing health condition.

If you currently have individual insurance--a plan you bought yourself, not the kind you get through an employer--you may be able to change to a Marketplace plan. Learn more about changing individual insurance plans.

What are some of the key things an employer needs to know about the new healthcare law?

The key things an employer needs to know about the new healthcare law.

Lower costs for coverage Starting in 2014, you may qualify to get lower costs on your monthly premiums when you buy private health insurance in the Marketplace.

When you fill out a Marketplace application, you'll learn if you qualify for these lower costs. Depending on your income, you may also qualify to for lower out-ofpocket costs, so you won't have to pay as much for deductibles, copayments, and coinsurance.

You pay the same, with or without a broker The premiums you pay will be the same with or without the help of agents or brokers. Agents and brokers are usually paid by the insurance companies whose policies they sell.

What if I'm self-employed?

FYI EXPRESS

Medicaid and CHIP When you fill out a Marketplace application you'll also learn if you or your children qualify for free or low-cost coverage through Medicaid or the Children’s Health Insurance Program (CHIP). You may qualify for these programs right now.

Continued on page 18 Page 16

August, 2013

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What if I have a pre-existing health condition?

Do I have to offer health coverage to my employees?

Starting in 2014, health insurance plans can't refuse to cover you or charge you more just because you have a pre-existing health condition.

No employer has to offer coverage. Some large businesses that don't offer coverage meeting certain standards may have to make a shared responsibility payment in 2015.

Being sick doesn't keep you from getting coverage

If you have fewer than 50 full-time equivalent (FTE) employees, you are not subject to the Employer Shared Responsibility parts of the law. You may use SHOP to offer coverage for your employees.

Starting in 2014, being sick won't keep you from getting health coverage. An insurance company can't turn you down or charge you more because of your condition. It can't refuse to cover treatment for preexisting conditions.

Businesses with fewer than 50 full-time employees are not required to provide health insurance for their employees under Obamacare. 95% of businesses in this size-range already provide health insurance for their employees, but the cost is usually high and coverage is often slim.

This is true even if you have been turned down or refused coverage due to a pre-existing condition in the past.

The only exception is for grandfathered individual health insurance plans--the kind you buy yourself, not through an employer. If you have one of these plans you can switch to a Marketplace plan during open enrollment and get coverage for your pre-existing condition.

Currently, small businesses pay about 18% higher health insurance premiums than large companies. This is because the insurance risk is spread only among the employees in that company. As a result, small companies with female employees, older employees, or employees with a chronic illness pay higher premiums.

This will change under Obamacare because the employer group will be part of a large, state-wide group.

You can apply for Health Insurance Marketplace insurance when open enrollment starts on October 1, 2013. Coverage starts as soon as January 1, 2014.

Be sure not to miss open enrollment

To keep premiums down, many employers have been forced to choose lousy health insurance plans with high deductibles and co-pays. Before Obamacare, some companies even offered plans with very limited coverage caps such as $100,000. This will never happen under Obamacare.

Open enrollment ends on March 31, 2014. Outside of open enrollment, you can't enroll in Marketplace coverage unless you have a qualifying life event.

Find out what you can do now to get ready to enroll.

Pre-existing conditions with Medicaid and CHIP

Since 2010, 360,000 small businesses have taken advantage of tax credits for providing health insurance.

The tax credits total 35% of what the employer paid towards their employees’ health insurance costs. The tax credit goes up to 50% in 2014.

Medicaid and the Children's Health Insurance Program (CHIP) also can't refuse to cover you or charge you more because of a health condition.

What is considered a small business?

If you have 50 or fewer full-time equivalent (FTE) employees you're considered a small business under the health care law.

As a small business, you may get employee insurance through the SHOP Marketplace. This applies to non-profit organizations too.

If you have fewer than 25 employees, you may qualify for the Small Business Tax Credit. Non-profit organizations can get a smaller tax credit.

Beginning in 2016, the Small Business Health Options Programs (SHOP) will be open to employers with 100 or fewer FTEs. If you're self-employed and have no employees, you can buy insurance through the individual Health Insurance Marketplace. You would not use the SHOP.

FYI EXPRESS

COMPANIES WITH 24 OR FEWER EMPLOYEES The business owner, his partners and family members are not included in the employee number. This is important because the employer might make a lot more money than his employees – and he might pay his wife and kids more than he pays his non-family employees.

Full Time Equivalent (FTE): 40 hours is considered full-time. Two employees who each work 20 hours are considered 1 FTE. To receive the tax credit the employer must pay 50% of the of his employees’ health insurance premiums.

Employee salaries must average less than $50,000 per year.

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August, 2013

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COMPANIES WITH FEWER THAN 10 EMPLOYEES Employee salaries must average less than $25,000 per year.

have as many choices as the feds have, but they will have more choice than they do now or will have in 2014.)

COMPANIES WITH 50 OR MORE EMPLOYEES

SHOP: Small Business Health Options Program To get tax credits, employees must enroll through the SHOP. Insurance agents/brokers can help employees enroll through the SHOP. In 2015, the SHOP will be expanded to provide employees with more than one choice for health insurance. When this happens, employees who work for small companies will have several plans on a “menu”, just like federal employees now have. (Well, they won’t

There is a website that answers questions about health insurance options for small businesses. You can find it here: http://business.usa.gov/healthcare

FYI EXPRESS

These companies are required to provide health insurance to their employees, but not until 2015.

NO MANDATE FOR SMALL BUSINESSES If small businesses do not offer health insurance, their employees can go to the state health insurance exchange (as of October 1st) to enroll in a plan. Those who make less than $45,960 as a single person, or $62,040 as a couple, or $78,120 as a couple with one child, will get help with their premiums. (See the income chart.)

Here is a link to the IRS web page that addresses how to count FTEs, average wages, and tax credits: http://www.irs.gov/uac/Small-Business-HealthCare-Tax-Credit-Questions-and-Answers:-DeterminingFTEs-and-Average-Annual-Wages Page 20

August, 2013

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Health Reform JULY 2012

EXPLAINING HEALTH CARE REFORM: Questions About Health Insurance Subsidies Good health insurance is expensive, and its cost is out of reach for many lower and moderate income families, particularly if they are not offered health benefits at work. To make coverage obtainable for families that otherwise could not afford it and to encourage broad participation in health insurance, the Patient Protection and Affordable Care Act (PPACA) includes provisions to lower premiums and cost-sharing obligations for people with low and modest incomes. The adequacy of this assistance will be a key determinant of how many people will gain coverage and whether or not lower income people will be able to use the health insurance they obtain.

This summary describes the financial assistance provided under PPACA for people purchasing coverage on their own through health insurance exchanges. Expanded coverage for low income people through Medicaid and CHIP and new tax credits for small businesses offering health insurance are addressed in other reports.

What types of subsidies does PPA CA provide to people buying health insurance?

New eligibility rules enacted under PPACA – as revised by the recent Supreme Court decision on the law – give states the option of extending coverage in Medicaid to most people with incomes under 138% of poverty. For people with somewhat higher incomes (up to 400% of poverty), PPACA provides tax credits that reduce premium costs. People with incomes up to 250% of poverty also are eligible for reduced cost sharing (e.g., coverage with lower deductibles and copayments) paid for by the federal government. The premium tax credits and cost-sharing assistance will begin in 2014.

Who is eligible for premium tax credits?

Citizens and legal residents in families with incomes between 100% and 400% of poverty who purchase coverage through a health insurance exchange1 are eligible for a tax credit to reduce the cost of coverage. People eligible for public coverage are not eligible for premium assistance in exchanges. In states without expanded Medicaid coverage, people with incomes less than 100% of poverty will not be eligible for exchange subsidies, while those with incomes at or above poverty will be.

People offered coverage through an employer are also not eligible for premium tax credits unless the employer plan does not have an actuarial value of at least 60%2 or unless the person’s share of the premium for employer-sponsored insurance exceeds 9.5% of income. People who meet these thresholds for unaffordable employer-sponsored insurance are eligible to enroll in a health insurance exchange and may receive tax credits to reduce the cost of coverage purchased through the exchange.

What is the amount of the tax credit provided to people?

The amount of the tax credit that a person can receive is based on the premium for the second lowest cost silver plan 3 in the exchange and area where the person is eligible to purchase coverage. A silver plan is a plan that provides the essential benefits 4 and has an actuarial value of 70%. (In PPACA, a 70% actuarial value means that on average the plan pays 70% of the cost of covered benefits for a standard population of enrollees.) The amount of the tax credit varies with income such that the premium that the premium a person would have to pay for the second lowest cost silver plan would not exceed a specified percentage of their income (adjusted for family size), as follows: Income Level

Premium as a Percent of Income

Up to 133% FPL

2% of income

133-150% FPL

3 – 4% of income

150-200% FPL

4 – 6.3% of income

200-250% FPL

6.3 – 8.05% of income

250-300% FPL

8.05 – 9.5% of income

300-400% FPL THE HENRY J. KAISER FAMILY FOUNDATION

9.5% of income

Headquarters: 2400 Sand Hill Level Road (FPL) Menlo CA 94025 650.854.9400 Fax: for 650.854.4800 Note: The Federal Poverty wasPark, $10,830 for an individual and $22,050 a family of four through early 2010. For more Washington Officesplease and Barbara Conference Center:and 1330 G Street, NW Washington, DC 20005 202.347.5270 Fax: 202.347.5274 information, see theJordan Department of Health Human Services Poverty Guidelines, available at http://aspe.hhs.gov/poverty/09poverty.shtml.

The Kaiser Family Foundation is a non-profit private operating foundation, based in Menlo Park, California, dedicated to producing and communicating the best possible analysis and information on health issues.

www.kff.org

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Health Reform

A person who wants to purchase a plan that is more expensive would have to pay the full difference between the cost of the second lowest cost silver plan and the plan that they wish to purchase.

An example shows how the premium tax credits work. Assume: • Pat is 45 years old and has an income in 2014 that is 250% of poverty (about $28,735) 5 • The cost of the second lowest cost silver plan in the exchange in Pat’s area is projected to be about $5,733 • Under PPACA, Pat would not be required to pay more than 8.05% of income, or $2,313, to enroll in the second lowest cost silver plan.

The tax credit available to Pat would be $3,420 ($5,733 premium minus the $2,313 limit on what Pat must pay).

Because health insurance premiums have typically grown more rapidly than income, PPACA adjusts the percent of premium that people are required to pay to reflect the excess of the premium growth over the rate of income growth.

Beginning in 2019, if aggregate premiums and cost-sharing subsidies exceed 0.54% of GDP, the premium percentages would be further adjusted to reflect the excess of premium growth over CPI.

How will premium subsidies be provided?

Premium tax credits would be refundable and advanceable. A refundable tax credit is one that is available to a person even if he or she has no tax liability. An advanceable tax credit allows a person to receive assistance at the time that they purchase insurance rather than paying their premium out of pocket and waiting to be reimbursed when filing their annual income tax return.

PPACA requires exchanges to provide information to prospective enrollees about their eligibility for premium tax credits.

The process through which people apply for premium tax credits will likely be established by the Secretary of Treasury through regulation.

How will cost-sharing subsidies be structured?

Cost-sharing subsidies protect lower income people with health insurance from high out-of-pocket costs at the point of service. PPACA provides for reduced cost sharing for families with incomes at or below 250% of poverty by making them eligible to enroll in health plans with higher actuarial values. The premium tax credits, discussed above, generally are based on a plan with an actuarial value of 70%. PPACA provides that people with lower incomes have their cost sharing reduced so that plan on average pays a greater share of covered benefits. The amount of additional protection varies with income, as follows: Income Level

Actuarial Value

100-150% FPL

94%

150-200% FPL

87%

200-250% FPL

73%

PPACA sets maximum out-of-pocket spending limits (discussed below), but otherwise does not specify the combination of deductibles, copayments, and coinsurance that plans must use to meet the actuarial value requirements. So, for example, one plan may choose to have relatively higher deductibles but relatively low copayments for office visits and other services, while another plan may choose a lower deductible but higher copayments or coinsurance for each service. The Secretary of Health and Human Services may choose to address this issue through rulemaking.

2

QUESTIONS ABOUT HEALTH INSURANCE SUBSIDIES

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Health Reform

As just noted, PPACA limits the total amount that people must pay out-of-pocket for cost sharing for essential benefits.

Generally, the limits are based on the maximum out-of-pocket limits for Health Savings Account-qualified health plans ($5,950 for single coverage and $11,900 for family coverage in 2010), which will be indexed to the change in the Consumer Price Index until 2014 when the provision takes effect.6 After 2014, the limits will be indexed to the change in the cost of health insurance. People with incomes at or below 400% of poverty have their out-of-pocket liability capped at lower levels, as follows: 7 Income Level

Reduction in Out-of-Pocket Liability

100-200% FPL

Two-thirds of the maximum

200-300% FPL

One-half of the maximum

300-400% FPL

One-third of the maximum

The limits on out-of-pocket maximum amounts means that a person with income of 150% of poverty purchasing coverage in the exchange would have the limit on their out-of-pocket spending reduced to at least two-thirds of the generally applicable maximum value (for example, if the provision were in effect in 2010, the out-of-pocket maximum for single coverage for such a person would be about $1,981 for single coverage and $3,963 for family coverage).

In combination, the two cost sharing provisions require health plans offering coverage to lower income people in the exchange to increase the actuarial value of the coverage of the plans that they receive, and to do so in a way that caps enrollee out-of-pocket liability within the specified levels.

How do subsidies affect the cost of reform?

The Congressional Budget Office (CBO) estimates the direct cost of premium and cost-sharing subsidies to be $350 billion from 2010 to 2019, and $8 billion in indirect costs.8 The cost of the subsidies is a function of the number of people that are eligible for subsidies, and how generous the subsidies are.

CONCLUSION Subsidies to make insurance more affordable and increase insurance coverage are a key element of the Patient Protection and Affordable Care Act. Premium and cost-sharing subsidies of varying levels will be available to individuals and families with low to moderate incomes, making coverage and care more affordable. While many of the details on how they will be administered are forthcoming, most premiums subsidies will be delivered in the form of advanceable and refundable tax credits, while cost-sharing subsidies will increase the actuarial value of health plans. The Congressional Budget Office estimates that the subsidies will cost roughly $350 billion between 2010 and 2019, although the overall effect of the Act is estimated to reduce the deficit over the same time period. These subsidies will provide assistance for low to moderate income families, enabling them to purchase coverage and gain better access to care.

For more information about the Patient Protection and Affordable Care Act, see the summary of the new health reform law at www.kff.org/healthreform/8061.cfm.

QUESTIONS ABOUT HEALTH INSURANCE SUBSIDIES

3

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FOCUS

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Health Reform

FOCUS

Resources

on

Health Reform

Center for Health System Change – Living on the Edge: Health Care Expenses Strain Family Budgets: www.hschange.org/CONTENT/ 1034/?topic=topic05 Kaiser Family Foundation, Kaiser Commission on Medicaid and the Uninsured – Approaches to Covering the Uninsured: A Guide: www.kff.org/uninsured/upload/7795.pdf Kaiser Family Foundation, Kaiser Commission on Medicaid and the Uninsured – President Obama’s Campaign Position on Health Reform and Other Health Care Issues: www.kff.org/uninsured/kcmu112508oth.cfm Kaiser Family Foundation, Kaiser Commission on Medicaid and the Uninsured – The Coverage and Cost Impacts of Expanding Medicaid: www.kff.org/medicaid/7901.cfm Kaiser Family Foundation – Health Reform Side-by-Side: www.kff.org/healthreform/upload/healthreform_tri_full.pdf Kaiser Family Foundation – Tax Subsidies for Health Insurance: www.kff.org/insurance/upload/7779.pdf

ENDNOTES 1

Kaiser Family Foundation, “Explaining Health Care Reform: Questions About Health Insurance Exchanges.” Available at www.kff.org/healthreform/7908.cfm.

2

For definition of Actuarial Value, please see “Glossary of Key Health Reform Terms,” available at www.kff.org/healthreform/7909.cfm.

3

For more information about the silver plan and other plans available in the exchange, please see “Explaining Health Care Reform: Questions About Health Insurance Exchanges,” available at www.kff.org/healthreform/7908.cfm.

4

Essential benefits must include at least the following general services: ambulatory patient services, emergency services, hospitalization, maternity and newborn care, mental health benefits and substance use disorder services, prescription drugs, rehabilitative and habilitative services and devices, laboratory services, preventive and wellness services and chronic disease managements, and pediatric services including oral and vision care.

5

Poverty projected based on projected change in consumer price index, available at www.cbo.gov/budget/econproj.shtml.

6

See 26 U.S.C. §22 3(g).

7

PPACA provides that the Secretary can adjust the maximum out-of-pocket limits if they would result in plans exceeding the specified actuarial values.

This could happen if an out-of-pocket limit is too low to allow a deductible and other cost sharing that is consistent with the specified actuarial value.

8

Congression Budget Office, “H.R. 4872, Reconciliation Act of 2010 (Final Health Care Legislation),” March 20, 2010, available at www.cbo.gov/ftpdocs/113xx/doc11379/Manager%27sAmendmenttoReconciliationProposal.pdf. While CBO is required to project the costs over a ten-year time period, the subsidies will not be available until 2014.

This publication (#7962-02) is available on the Kaiser Family Foundation’s website at www.kff.org.

THE HENRY J. KAISER FAMILY FOUNDATION Headquarters: 2400 Sand Hill Road Menlo Park, CA 94025

www.kff.org

650.854.9400

Fax: 650.854.4800

Washington Offices and Barbara Jordan Conference Center: 1330 G Street, NW Washington, DC 20005 202.347.5270 Fax: 202.347.5274 The Kaiser Family Foundation, a leader in health policy analysis, health journalism and communication, is dedicated to filling the need for trusted, independent information on the major health issues facing our nation and its people. The Foundation is a non-profit private operating foundation, based in Menlo Park, California.

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Wayne Hooper Reports: Agents’ Round Table Discussion

By Wayne Hooper

Hooper , a retired Company Marketing Rep. ; Spencer Hostetter, CPA, and other guests.

Eddie opened the meeting by introducing the panel members then throwing the floor open to questions, thoughts or comments.

First Question, from an Agent: What can I do about reduced commissions?

We discussed actions the independent agent can take such as: Advise the carriers you are not writing business with them at the reduced level. Find and write only with carriers paying a reasonable commission for the programs you need.

This is a brief summary of the 2 hour discussion at the Insurance Expo 2013 in Duluth, GA, where agents, owners and company representatives got a chance to vent and/or ask for ideas on how to solve their problems.

Reduce your cost of doing business by shopping various banks to reduce fees and over draft charges on draft accounts. Monitor the bank statements to make sure a carrier has not made an overdraft error. Avoid costly fees by having overdraft protection.

The round table panel Members were Eddie Emmett, acting as the host; Steve Watts , an agency owner of Watts Insurance; Ryan Freeze, an IT expert; Wayne FYI EXPRESS

Page 30

Continued on page 32

August, 2013

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Sunday, October 13 – Tuesday, October 15

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Tentative Agenda Sunday, October 13

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Registration & Exhibit Setup

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2:00 p.m. – 5:00 p.m.:

“Localize, Mobilize, Socialize” (3 hours Ethics CE)

Rock & Roll

5:00 p.m. – 7:00 p.m.:

Welcome w/ Exhibitors

The Ledge

7:00 p.m. – 11:59 p.m.:

Hospitality

Entertainers Suite

Monday, October, 14

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Enjoy Hard Rock Casino, Pool & Golf until 5:00 p.m. if you’re not attending the seminars 9:00 a.m. – 12:00 p.m.:

“Evaluate, Buy, Sell Insurance Agency”: 3 hrs CE

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Lunch on your own

2:00 p.m. – 5:00 p.m.

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Rock & Roll

5:00 p.m. – 7:00 p.m.:

Prize Drawing w/ Exhibitors

The Ledge

7:00 p.m. – 11:59 p.m.:

Hospitality

Entertainers Suite

Tuesday, October 15

Rock & Roll

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Enjoy Hard Rock Casino, Pool & Golf until 5:00 p.m. if you’re not attending the seminars 9:00 a.m. – 12:00 p.m.:

Internet Marketing Boot Camp (non-CE)

12:00 p.m. – 2:00 p.m.

Lunch on your own

2:00 p.m. – 5:00 p.m.

Social Media Boot Camp (non-CE)

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Wayne Hooper Reports …

Continued from page 30 Organize or Join a larger professional group such as IIAG, PIA , GIIA who lobbies for agent's rights.

Make sure that the group understands and represents you with the carriers. "Cluster groups" and large agency chains have the ability to negotiate better deals with the carriers because they bring big numbers to the table.

A loose affiliation of independent agencies can attract standard carriers who have a $250,000 minimum production requirement that may not be possible for the small agency. The standard carriers have a loophole in their minimum production requirements.

If the lowest production level is a commitment to write $250,000 NWP, most don't seem to care if the total production comes from 100 small agencies provided they have a central handling office for contact and licensing.

Many cluster groups have nothing more than a contact office for licensing and handling of underwriting questions, with their affiliated agencies maintaining their own files and business.

Rick R. Pegram, a retired agent from North Carolina, who helped start 63 agencies, commented on the power of a unified agent organization that was useful in North Carolina in stopping commission reductions. He told about a meeting where he had the North Carolina agents walk out in mass of the meeting when the carrier was announcing a commission cut.

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See more at http://www.rickrpegram.legalshieldassociate.com A question was asked about agency E&O and the Terrorist Endorsement which is now part the Professional Liability policy. The question was handled by Robert Hansen, President of Affinity Ins. Agency, LLC., as his agency specializes in writing that type of coverage. For detail information on an E&O quote, go to www.EandOQuote.com.

(http://rickrpegram.legalshield.com) Read your contracts: Pay attention to the cancellation and ownership wording of the book of business. Ask for a profit sharing agreement or cost reimbursement with your contract.

(An Atlanta agent approached me after the meeting.

Travelers had decided the agency was not writing a high enough percentage of his automobile quotes with them after looking at the statistical runs even though he made his production goals. The fact that Traveler’s requires a package policy for each customer was not a factor in their decision when looking at the comparative data. They were going to cancel his book of business immediately.

This agent read his contract and found they were violating their own contract. The Traveler's underwriting department was not aware of the wording in their own contract about cancellation notice and run off provisions. The agent pointed out they were in violation of the contract and got the extra time he needed. That time allowed the agent to find an alternative carrier to roll his book intact and save his customer base on that book of business.

FYI EXPRESS

Eddie Emmett asked the question "Which Employer needs Workman's Comp in Georgia? After getting various numbers, Eddie stated that everyone with an employee needs to have a policy to protect themselves!

That led into the question, "Who is an employee?"

Page 32

Continued on page 34

August, 2013

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Wayne Hooper Reports …

Continued from page 32 Spencer Hostetter, a CPA with Spencer Hostetter, LLC. (http://www.shostetterllc.com) was asked by Eddie to tell the audience "Who does the IRS considers an employee and who is an independent contractor?”.

Spencer went into the details as to who to consider for a form 1099 or a W-2 form. He discussed overtime pay and the penalties by the IRS for calling an employee an independent contractor. Many questions flowed out of that discussion but the one that got the most attention was "How to avoid triggering an IRS audit when distributing dividends (profits) to the owner." It was a complex answer but the short answer is if a dividend exceeds the owner's salary, it might trigger an IRS audit. If you have a specific question on your situation as to how to distribute profits you should contact Spencer Hostetter for a professional answer.

Eddie mentioned the title Customer Service Rep. (CSR) is not a recognized job description by the Georgia Insurance department. You can have a limited subagent, a Subagent, an Agent and a clerical position. A clerical person cannot quote or discuss coverage with a customer, but can take payments.

The next big question was "How do I determine agent or producer compensation?" One agent from New York said he had great success with a three tier compensation level. A base salary is paid for the baseline minimum production goal. A bonus or profit sharing incentive was for exceeding that goal to the next level in production, then a third bonus level for a truly outstanding production level. It was important that the bonus incentive be paid immediately to reinforce positive production, especially when trying to multi-line an existing customer.

The number of bonus or incentive plans is only limited by your imagination. In a routine paperwork processing job, I once used a production goal to get “flex time" or free lunch for the clerical staff at the local Mexican Restaurant.

I found that the public recognition of a job well done was a great motivator. The ability to clock out when the job was finished was a tremendous incentive on what was a boring processing function.

Paying extra Money is also a great incentive when tied to production, but the reward should come within weeks of the extra effort or it loses its motivation. It can help solve the employees’ problems on the home front from unexpected bills when they get a nice lump sum.

To do an incentive plan, the agency or company must have a job description as a base line. It was considered by everyone in the discussion that the time spent in actually writing down the job description and doing it yourself is time well spent.

FYI EXPRESS

I know from my own experience in management that if you can't do the job yourself in a certain amount of time, you cannot teach an inexperienced person how to do it in the time allowed. Every little detail and function needs to be listed and given a priority.

An example: If you are working face to face with a customer and the phone rings, do you stop dealing with the customer to answer the phone or let it go to voice mail? What's the priority?

(I worked as a consultant with a small Florida insurance company that allowed the coder/mail clerk to decide when to date stamp and open the company mail.

She would let the mail sit for days before opening the mail, date stamping it and depositing the checks because no one ever told her it had the highest priority or required it.

While the checks were sitting in the unopened mail, the customer's policies were being cancelled for non-payment by the computer. Her primary job was a coder, she had been forced to be the mail clerk when the clerk quit. She was indirectly controlling her work flow by not opening the mail!)

After this round table meeting was over the group moved out to the lobby for refreshments and continued the discussions. I joined a group with Steve Watts, Watts Insurance Agency, who had attended a few seminars on the AFFORDABLE HEALTH CARE ACT. Steve has some great insights in how he thinks the uninsured public will react when they finally realize the cost. This subject will be covered in future meetings as the insurance department comes to grips with how to handle it.

Wayne Hooper Wayne@FYIEXPRESS.com

Cell # 678-296-6345

Wayne Hooper is a retired Insurance executive and agent with 43 years’ experience in the P&C industry. A Georgia native, born in Tifton, Ga., Wayne graduated from Georgia State University with a degree in Psychology. He was commissioned into the Army on graduation and served in Germany.

Wayne has been an underwriter, supervisor, manager, Product Manager, Reinsurance coordinator, agent, and Sales Manager with various carriers and MGA’s in his career. He recently retired from Kemper Specialty Insurance Co. after 13.5 years of service to join the staff of the FYI Express as a contributing editor.

Wayne enjoys good humor, good food, good stories, history, sailing, antique cars, and hiking in the North Georgia Mountains. Not always in that order, depending on the weather.

Page 34

August, 2013

Check it out at www.SehMobile.com

More “News, Satire & Opinions for Independent Agents from Independent Agents� at www.fyigeorgiaviews.com

David, I found that GEICS submits a carrier quarterly error report to Georgia Insurance Commissioner. I have requested a copy of this report to see if we can make up a scorecard on who is submitting information in a timely manner.

This information may not be available to the public but it certainly seems that the agents have a need to know who is taking care of business.

I'll advise you when I get more information.

Insurance News and Thoughts

Wayne

Wayne,

Wayne,

This is for you to use as we discussed @ Expo on Friday.

GEICS does not set a schedule. Files can be uploaded monthly, weekly, daily or even multiple times each day.

While some companies are reducing agent's commissions, we at InsureMax offer alternatives for increased commission. InsureMax pays 15% on new business commission and 12% on renewal commission.

We upload daily Monday through Friday. Monday's include transactions made Friday thru Sunday. Tuesday's is Monday' transactions, etc.

We also offer our own Accidental Death product which when added to a new business application, increases commission to 16%.

I have attached the GEICS Guide that is sent to companies for the set-up of their GEICS reporting. I hope it helps.

Another way to increase an agent's commission is with our own Auto Club Program which pays 30% commission and can be sold stand alone or monthly.

I don't know that the agents are really interested in the "details" of the reporting, I think they would be more interested in how often the different Companies / MGAs actually report to GEICS.

InsureMax also offers the industry's first Weblink Program that enables your agency website the ability to be open 24/7 to write business. The Weblink has the ability to quote, bind and issue an InsureMax policy even when office is closed.

Like Kemper Specialty only reported once per week.

That would mean that any policies written, endorsed, cancelled, reinstated, etc. on a Thursday would not be reported until the next Thursday. (Just using them as an example since you said they reported on Thursday of each week).

We also provide brochures at no cost to help market your agency to local businesses that help drive traffic to your agency and agency website.

Per the attached Guide - Section 2.0 / 2.1 / SFTP (on page 4)

Gary Ardoin Marketing Representative InsureMax Ins Co gardoin@insuremax.net 770-312-8628

"DOR strongly recommends reporting on a daily basis."

The State (GEICS) requires the report within 30 days of the "event" (any policies written, endorsed, cancelled, reinstated, etc.).

Per the attached Guide - Section 2.4 / 2.4.1 and 2.4.2 (on page 5)

Hi Wayne, Have you thought of doing a survey of the NonStandard carriers (or MGAs) of how and when the VINs are uploaded to GEICS ?

I know a lot of agents are not aware that the VINs are not uploaded "instantly" when they bind coverage. It would be good to know how and when they are uploaded.

Thanks, H. David Emmett

Thanks,

H. David Emmett GA Director of Operations

Aggressive Insurance

GA Director of Operations Aggressive Insurance

FYI EXPRESS

Page 36

August, 2013

SM

Insurance Company

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• Low Down and Monthly Payments • Agent-Friendly Website for Policy Management and Agency Download Available • Superior Customer Service and 24-Hour Claims Service • Bridge to MaxRater and Issue the Policy, Print Dec Pages, ID Cards and Application, All at Point of Sale

• Automated Phone and Postcard Payment Reminders for Retention • Earn Additional Commission with Smart Choice Auto Club Program and Accidental Death Coverage • Free Agency Website and Weblink to Write Business 24/7 365 Days a Year!

Contact Gary Ardoin Judy Alderson or 1-770-312-8628 (cell) or 1-877-810-9942 judy@insuremax.net 1-877-858-4100 ext. 2100 gardoin@insuremax.net

To become a producer, visit

insuremax.net and click on

1-877-Max-4-Less

More “News, Satire & Opinions for Independent Agents from Independent Agents” at www.fyigeorgiaviews.com

The best salespeople in the world understand that selling is more about GAINING TRUST and MAKING FRIENDS than it is about what you know. Having a strong knowledge base makes you better and more valuable than your competitors, but it doesn’t get you in front of more prospects and it doesn’t convince them of your sincerity, honesty and trustworthiness. Those three traits, HONESTY, SINCERETY AND TRUSTWORTHINESS win you the “opportunity.” KNOWLEDGE converts the opportunities into clients.

Become a LegalShield Independent Sales Associate Today!

We offer our members legal service products that provide assistance with legal issues no matter how trivial or traumatic. Our Associates are proud to offer LegalShield products, to their policyholders, friends, family and community empowering them to speak to an attorney about any issue without worrying about the cost.

At LegalShield, Insurance Agencies benefit big.

At LegalShield, we believe every insurance agency should have access to legal coverage and every insurance agency should be able to afford it. With all the fine print and legalities of running an insurance agency today, legal protection is a necessity, but it doesn’t have to be unaffordable.

For one low monthly cost, you can lead your insurance agency with peace of mind knowing you’ll have access to legal advice when you need it most. From legal consultations and contract reviews to debt collection and more, we’ll help you and your business with any legal matter, big or small.

Some of Our Insurance Agency Services Include: Legal consultation on unlimited matters Business law expertise Contract and document review

Insurance agents are appropriately proud of their knowledge base and insurance expertise. It is certainly what separates some independent insurance from their competitors. But the insurance-buying public is less interested in our knowledge than in the package in which that knowledge is wrapped. And most of us have ‘lousy’ packages.

A sales personality can make friends, gain trust and influence people to use their services and products. The sales personality without the knowledge will sell product and services, but they do not do a very good job in protecting the client’s assets. These are the sales pros that seem to be more ‘fluff’ than substance. Yet, they sell a lot of insurance because of their personalities.

The insurance professional without a sales personality can do a wonderful job assessing risk, but will not often get the prospect to move because he doesn’t necessarily elicit confidence and trust.

Debt collection assistance Legal correspondence Trial defense services More information at http://www.legalshield.com/hub/rickrpegram

THE GOLD BENEATH YOUR FEET Most agents don’t mind hard work. They love clients and prospects that come to the agency looking for information, advice and even quotes. They enjoy being busy. But most agents also draw the line when THEY, not the prospect, must do something proactively to promote sales in the agency. For the most part, agents have admitted that although they may know their products and carriers inside-out, they do not know how to attract customers nor are they comfortable in the “sales” role instead of in the “consulting” role.

FYI EXPRESS

I’m in the process of replacing the roof of the Agency Consulting Group building. I called several roofers, all referrals from others, I had trepidation because of the lousy reputation that contractors, in general, have in our area. Each of the roofers I invited to inspect the property was assumed to be knowledgeable, but one of the criteria of our interview was whether they seemed to know their business or were just blowing smoke. They all certainly seemed to know their job and products, but I’m always leery because I don’t know much about roofs. So my decision was based more on which one I trusted more.

The insurance agents in the world who have neither the sales personality nor the insurance professional skills are usually the ‘maintenance men’ of the industry. They don’t sell much and count their new business each year on two hands. Yet they are always busy ‘servicing’ their clients. They try to retain the customer base built by others and acquired through agency acquisitions, external perpetuation and internal succession plans.

Most of the roofers I encounter, like many agents, have a mix of sales personality and some knowledge about their trade. The ones that impress me enough for me to spend thousands of dollars on their services had both traits in abundance and instill a sense of trust that they will do as good a job as they claim. The roofers who are basically ‘hammer swingers’ know how to lay a roof.

Page 38

Continued on page 39 August, 2013

More “News, Satire & Opinions for Independent Agents from Independent Agents” at www.fyigeorgiaviews.com

Gold (continued from page 38) They neither have the in depth knowledge of their profession nor the personality to cause a trust relationship.

They abound after a storm and can’t get customers in the off season times when they have to count on their personalities to win clients. We also have a lot of ‘hammer swingers’ in the insurance agency industry. They are the ones who start every conversation with, “Let me give you a quote. I can probably get it for you cheaper.”

When rates are escalating, it’s not hard to get insurance buyer’s attention. Whether or not you instill trust is secondary to potentially saving them thousands of dollars. However, without that relationship, your longevity with that client is limited. Facing a better sales personality when the agent does not pay attention to an existing client relationship will find that they lose the customer to another agent with a better personalities and can match or beat their pricing.

However, when rates are stable and pricing leverage doesn’t drive prospects to your agency, that flow of business doesn’t occur and agents either learn how to evolve relationships with prospects or they wither on the vine.

Unfortunately, for the industry, we are not replacing retiring insurance professionals with even the same knowledge base in their successors. Luckily for the insurance professionals still in the business and the younger insurance professionals who are being trained properly to assume control, lack of expertise will allow them to easily reach the client base that is smart enough to seek professional services instead of trying to buy insurance out of “the box” or from the gecko. However, unless our existing and arising insurance professionals also hone their sales personalities, they will not become the Insurance Sales Professional – the entire package – that will insure their success in the future of their agencies.

I selected my roofer today. He came highly recommended. He visited me and walked me through the needs, the products he would use, and the time it would take to do the roof. The next time we speak, you should ask me how the results measured up to the proposal! The price wasn’t even an issue until he was sure I understood 1) that he knew his business, 2) that I understood the products he would use, 3) that he was proud of his work, and 4) that he would make me a priority. Of course if he was way above (or way below) the other proposals, I may have had other questions. But he clearly told me how much the material would cost and how much the labor would cost – summing up the costs to a final price.

That permits the agent to probe and identify the real issues that are the ‘hot buttons’ for that prospect and responding to each of those issues in a way that makes it perfectly clear that the agent understands the client’s pain and can respond to it appropriately.

Finding the prospects to hone your sales personality is also not complicated. It is NOT an issue of cold calling or mass marketing. Your prospects are already in your files and systems. They are your clients with whom you should be establishing an on-going and lasting relationship. Once you build a strong client relationship, you will find they refer people to you or you can request their friends and families as referrals for them. If you don’t believe me, ask yourself and the close agent friends where they got their best and longest lasting accounts. Invariably, they will admit those customers were or became their FRIENDS and that they are also the source of their most valuable referrals. Word of mouth is the best type of referral.

We encourage you to call us or visit our website and investigate the Asset Protection Model of Relationship Selling that re-teaches us to build trust relationships in order to grow our customer base. We do these ourselves and have found that it works with insurance agents referring us to other insurance agents as well as it works for insurance clients referring YOU to other insurance clients. We can be reached at 856-779-2430 and our website is www.agencyconsulting.com. The Asset Protection Model can be accessed in the Archive Section of the PIPELINE. Simply search for Asset Protection and you’ll get dozens of papers covering all sections of this program. If you have concerns or would like to discuss the Asset Protection Model, give me or David a call.

(P.S. This week, subsequent to the new roof, it rained more in one day than it EVER rained in recorded history (8+ inches) and Agency Consulting Group, Inc. is D R Y!!)

AGENCY CONSULTING GROUP, INC. THE PIPELINE | Copyright © 2013 Agency Consulting Group, Inc.| 800-779-2430 | Visit The Pipeline | Subscribe to The Pipeline

Similarly, the Sales Personality in the insurance agency industry immediately gets past the cost issue, telling the prospect that we wouldn’t make a change unless the pricing indicated that it would be the best course of action for the client.

FYI EXPRESS

Page 39

August, 2013

More “News, Satire & Opinions for Independent Agents from Independent Agents” at www.fyigeorgiaviews.com

For more information to become an Associate to sell Legal Shield, contact rickrpegram.legalshieldassociate.com.

What if …?

What if you needed Legal Advice Today?

Our plan is to help your business succeed.

With Legal Shield, you’re always one phone call away from legal assistance, allowing you to focus on building and protecting your business. And because our dedicated law firms are paid in advance, their sole focus is on serving you, rather than billing you. It’s as simple as it is affordable; when you succeed, we succeed. We currently provide legal coverage for over 37,000 small businesses and we’d like to do the same for you.

The Small Business Plan includes the following areas plus many more.

Debt Collection

10 initial collection letters written per month

Contract Review

3 contracts (up to 15 pages each) reviewed each month 1 signed contract (up to 10 pages) reviewed each month

Document Review

3 business documents (up to 15 pages each) reviewed each month

Legal Correspondence

1 letter per legal subject matter per year (with a copy for your files)

Trial Defense Services

75 hours per year (15 pre-trial, 60 at trial) if your business is named defendant or respondent in a covered civil action relating to business.

Save On Additional Legal Services

FYI EXPRESS

What if one of your customers filed suit against you?

Who would you call? Which attorney handles this type of suit?

Unexpected business legal questions arise every day.

With LegalShield Small Business plan you'll have access to experienced attorneys to advise you on a variety of legal issues, and on an unlimited basis for a full year for much less than the average cost of a two hour consultation.

Get advice on legal questions or issues concerning your small business.

Executed Contract Review

25% discount on hourly rates for additional litigation and legal work, and 5% discount on standard contingency fees.

What if …?

For more information to become an Associate to sell Legal Shield, contact rickrpegram.legalshieldassociate.com

What if you could speak with an attorney anytime for matters that may be trivial to traumatic? And what if you could have your Will, Health Care power of attorney, and Living Will done at no additional cost? What if you could have all this and more? What if you could live more, and worry less? For as little as $17.00 a month, you can!

For more information to become an Associate to sell Legal Shield, contact rickrpegram.legalshieldassociate.com

Page 40

August, 2013

More “News, Satire & Opinions for Independent Agents from Independent Agents” at www.fyigeorgiaviews.com

Will Immigration Reform Affect Your Agency??

You can count on that. I bet you already have Hispanics in your book of business, and who doesn’t?

With immigration reform, 11-12 million more Hispanics are going to enter the insurance marketplace looking for auto, home and other insurance products.

Are you ready?

In 2012, the Census Bureau estimated that over 900,000 Hispanics reside in Georgia alone, the vast majority of who are from Mexico. The Hispanic population is growing the fastest in the southeastern states in the U.S. Hundreds of thousands return home annually by auto during the summer and at Christmas to visit family. 36 million vehicles make 85 million entries into Mexico from the U.S. annually.

This is a HUGE market with great revenue opportunities for intelligent agents. Agents can now take advantage of this Huge Emerging Market by cross selling Mexico auto insurance to this group.

U.S. auto insurance provides NO coverage in Mexico. Use our award-winning, bilingual system to immediately issue official Mexico Auto Insurance Policies directly from your office in 3-5 minutes AND/OR sell them from your agency website.

The highest commissions, lowest prices, and excellent coverage are available from three of Mexico’s largest and most respected A-rated insurers.

Free Spanish language and bi-lingual promo materials are provided agents.

You need to speak with Floyd Woods, MGA, and Director of Marketing. Contact him at (956) 5843727 or woodsfloyd@hotmail.com immediately for more info on becoming an authorized agent.

FYI EXPRESS

Page 41

August, 2013

More “News, Satire & Opinions for Independent Agents from Independent Agents” at www.fyigeorgiaviews.com

Credit Report and Monitoring Personal Credit Score Analysis Complete Identity Restoration Service (the only plan sold that does so)

What if …?

What if you have the police come to your door and they have a warrant to arrest you for outstanding traffic tickets and accidents? Someone has stolen your identity and made your driver’s license theirs. Think it can't happen to you? It has happened to hundreds of people.

Identity theft affects millions of Americans each year.

LegalShield offers two high quality identity theft plans.

LegalShield Identity Theft Plan provides standard identity monitoring and the Identity Theft Premium Plan has more comprehensive monitoring. Best of all, both services provide Comprehensive Identity Restoration from Kroll Advisory Solutions. So in the unfortunate event something does happen to your identity, you’ll have professional help in getting your identity restored to what it was before the fraud occurred. To ensure you have the best coverage possible, the LegalShield plans includes you and your spouse and for only an additional $1 per month you can add Safeguard for Minors to cover up to 8 dependent children under the age of 18.

For more information to become an Associate to sell Legal Shield, contact rickrpegram.legalshieldassociate.com, or stop by our booth at the Insurance Expo 2013.

Safeguard for Minors For more information to become an Associate to sell Legal Shield, contact rickrpegram.legalshieldassociate.com, or stop by our booth at the Insurance Expo 2013.

What if …?

What if your wallet or purse was stolen or lost, and someone used the credit cards and other information such as your checking account information, social security number, and driver’s license to steal your identity. Identity Theft is the fastest rising crime in the world.

Protect yourself with affordable identity theft protection that will help prevent and resolve identity theft issues.

Benefits Include: Credit Report and Monitoring

_______________________________________

Personal Credit Score Analysis Complete Identity Restoration Service (the only plan sold that does so) Safeguard for Minors

What if …?

For more information to become an Associate to sell Legal Shield, contact rickrpegram.legalshieldassociate.com, or stop by our booth at the Insurance Expo 2013.

What if your wallet or purse was stolen or lost, and someone used the credit cards and other information such as your checking account information, social security number, and driver’s license to steal your identity. Identity Theft is the fastest rising crime in the world.

Protect yourself with affordable identity theft protection that will help prevent and resolve identity theft issues.

Benefits Include:

FYI EXPRESS

Page 42

August, 2013

More “News, Satire & Opinions for Independent Agents from Independent Agents” at www.fyigeorgiaviews.com

For more information to become an Associate to sell Legal Shield, contact rickrpegram.legalshieldassociate.com.

What if …?

What would you do if after an audit by the DOI you were ordered to report for a conference? Would you go there alone or would you call your attorney to go with you? These days, you better have counsel on all matters. Do you have an attorney? Is he/she a specialist in every field, or would they hand you off to someone or some firm you're unfamiliar with.

Attention: Insurance Companies, MGA’s, Premium Finance Companies & Insurance Industry Vendors: Check out the rates for the most cost effective method of keeping your message in front of your customers …

The Independent Insurance Agent.

Ad Size

Monthly

Pre-Pay 6 Issues

Full Page (7.5” x 10”)

$175.00

$900.00

With today's market, you have to be aggressive in business. More so now than ever before. Sometimes, your competitors will report you to the DOI for anything because they feel threatened that you are taking unfair advantage in marketing and possibly rebating. Don't get your license suspended because you don't have the answers to legal questions.

Half - Page (7.5” x 5”)

$100.00

$500.00

Quarter-Page (3.75” x 5”)

$75.00

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Legal Shield will protect you against any legal issues big or small, 24/7.

1/8 - Page (3.75” x 2.5”)

$50.00

$250.00

Protect your business and your family for one small price each month.

Questions? Contact Eddie K. Emmett at eddie@fyiexpress.com or (770) 312-2342.

HU

UH

Legal Shield, Live more, Worry less.

FYI EXPRESS

Page 43

August, 2013

More “News, Satire & Opinions for Independent Agents from Independent Agents” at www.fyigeorgiaviews.com

Contact Rick Pegram at http://RickRPegram.LegalShield.com

FYI EXPRESS

Page 44

August, 2013

More “News, Satire & Opinions for Independent Agents from Independent Agents” at www.fyigeorgiaviews.com

Contact Rick Pegram at http://RickRPegram.LegalShield.com FYI EXPRESS

Page 45

August, 2013

“Come Coast Awhile” GIAA Fall Conference 2013 September 26th – 28th on St. Simons Island, GA

Relax … Learn … Network Where: Sea Palms Golf & Tennis Resort (http://www.seapalms.com) HU

UH

When: September 26 - 28, 2013 GIAA Member, Spouse & Staff: All Events: FREE …GIAA Membership has Its Advantages!

Non-GIAA Member: Friday & Saturday: One day costs $59.00

Both Days package = $99.00

All Event Package includes unmatched CE, Trade Fairs, Hospitality Suites and Luncheon.

Register Online at http://www.regonline.com/GAFL2013 It’s a Beautiful Day at Sea Palms Come relax in the lush oasis that is Sea Palms Resort. Take a walk under ancient live oaks, where the ocean air mixes with a soft marsh breeze. Bike on the beach, play golf, tennis or just relax on your balcony overlooking the island’s natural beauty.

Deluxe Guestrooms as low as $89.00! Golf only $59.00!

GIAA has arranged a special room rate at Sea Palms Golf & Tennis Resort (http://www.seapalms.com) HU

UH

Call Sea Palms Resort Reservations at (800) 841-6268 and tell them you are with GIAA. Online Room Registration Information at www.Georgia-Agents.com HU

UH

GIAA Fall Conference 2013 Agenda Friday, September 27th

Thursday, September 26th

Obamacare & the Insurance Agent

Insurance Legislation Matters

8:30 a.m. – 11:30 a.m.: 3 hours Ethics CE

1:00 p.m – 3:00 p.m. : (Hour 1 & 2 of 3 hrs Ethics CE) 3:00 p.m. – 4:30 p.m.

11:30 a.m. – 1:00 p.m.: Luncheon & Trade Fair

Free Trade Fair

Insurance for Insurance Agents

4:30 p.m. – 5:30 p.m.: (Hour 3 of 3 hrs Ethics CE)

1:00 p.m. – 4:00 p.m.: 3 hours P&C CE

5:30 p.m. – 7:00 p.m.: Welcome Reception Enjoy St. Simons Island …

4:00 p.m. – 7:00 p.m.: Hospitality Suite

Dinner on your own

Enjoy St. Simons Island …

Come Coast Awhile amid all the delights and discoveries of Brunswick & The Golden Isles of Georgia.

HU

UH

http://www.ComeCoastAwhile.com HU

Dinner on your own

Saturday, September 28th

U

6 hours Internet Marketing Boot Camp (non-CE) Cost is $99.00, money-back guarantee

GIAA Membership has its Advantages!

8:30 a.m. – 3:00 p.m.: Lunch & free WiFi included

Earn 15 hours CE from the comfort of your desk … for free. Details are being e-mailed to current members

Bring your laptop or iPad for hands-on training 4:00 p.m. – 7:00 p.m.: Hospitality Suite Enjoy St. Simons Island …

Dinner on your own

Much more information at www.Georgia-Agents.com HU