How To Market

How To Market Our Programs to

Employers and Employees

Business Market StatisticsMore than 70% of

American companies had double-digit healthcare

cost increases in 200659% of companies

intend to keep down rising health-care costs in 2009 by raising workers' deductibles and co-pays

From: Insurance News

144 million Americans have no form of dental coverage, [including those with jobs]

175 million Americans are either uninsured or underinsured, [regardless of employment status]

From: NADP From: NAIU

Group Sales Training

Prospective Industries ManufacturingSecurity FirmsLaw Firms/Finance

Svcs.Real Estate AgenciesConstructionPlumbing CompaniesElectrical CompaniesRestaurantsDay Spas & Hair SalonsEntertainment

TruckingChild Day CareAdult Day CareHome NursingLandscapingPaintingFranchisesRetailWarehousingStaffing Agencies

Marketing Materials Brochure 8 ½ x 11 DVD

Job Site Save Money

Group Marketing Systems

Pitcher/Catcher/Designated Hitter

VITO Marketing SystemSurvey Marketing SystemDirect Mail Marketing SystemCloverleaf Marketing SystemHorizontal/Vertical Marketing

Business Lists ResourcesInfousa.comReferenceusa.com (Ask your local library if you can access

this site through their login page. If so, you receive 10-15 FREE business listings per day.)

Salesgenie.com (Receive 100 FREE listings of your choice; click “TV offer” banner and receive 200.)

The above sources allow your choice of type of business/industry, owner’s name, # of employees.

Yellow Pages FREE current listings by type of business/industry.

Referrals Business clients can refer their vendors and competitors. Associates, family & friends can refer businesses & business owners they know or do business with.

EmployerAdvantages

NOContribution RequirementsNOParticipation Requirements

FlexibilityEase of Administration

Employer Advantages Employee Retention – 2nd highest reason employees

move to another company is for benefitsNo Mandatory Participation – Unlike insurance, there

is no required percentage of employee participationNo Mandatory Contribution – Unlike insurance, there

are NO contribution requirements placed on employer. Employer may choose to pay all, part or NONE of monthly fee. Employer may decide which employees/full-timers/part-timers or independent contractors to contribute to or not contribute to.

Employer Advantages continued . . .Payroll Deduction at Employer’s discretionOne List Bill Sent to Company (w/ 5+ participants)Auto Draft (w/ less than 5 participants)Ease of Administration (easy adds and drops)Qualifies for Section 125 – Pre-Tax DollarsNo Mandatory Open Enrollment; at Employer

Discretion NO COBRA AdministrationEmployee Education by Independent Representative ID Cards mailed directly to employees’ homes

Employee Advantages

AffordabilityFreedom of ChoiceCoverage for FamilyNo Waiting PeriodsNo Medical QualifyingPre-Tax Dollars Portability

Employee Advantages

Drastically lowers cost of HealthcareLow Monthly fees, whether Employer contributes

or notPayroll Deduction Available at $3.42/week -

$13.85/week depending on plan selectedNo Waiting Period to use Plans No Deductibles to meetInstant SavingsUp to 80% Savings or More

Employee Advantages continued…

No Exclusions of pre-existing or ongoing conditions

May Select Plan of choice of 4 optionsMay use Pre-Tax DollarsNo Paperwork or Reimbursement WorriesSpecialists included, where available, even

cosmeticOrthodontics & Cosmetic Dentistry included with

Dental Plan

Employee Advantages continued…

May choose and change provider within network without prior approval or notification

May refer and recommend personal dentist or physician if not a participating provider in network

No Limits of Services or VisitsNever Pay Retail for Health ServicesNo Age LimitsHousehold Fees include anyone living at residence,

regardless of relationship or age

Plan Options and Comparison

A Comparison of our Dental Plan vsTraditional Dental Insurance.

Our 4 Plan Options, what they include and Pricing.

ComparisonDental Insurance Consumer-Driven Dental

Plan $50.00 - $75.00 per month 60 to 180 day waiting period 6-12 month waiting period for

pre-existing conditions $50 - $100 deductible Claim forms to file $750 - $1500 annual maximum limit State restricted Orthodontics may not be covered or may

exceed annual limit Approval req’d for change of dentist Specialists may exceed annual limit Premium rate may vary any time Vision, Rx, Chiropractic extra cost

$14.95 - $19.95 per month No waiting period On-going conditions accepted with no

waiting None ------ Instant Savings! No paperwork to file No limits on services or visits or age Nationwide access to services Orthodontics for children and adults, with

no limits Change dentist without approval Specialists included Fees guaranteed for two years Vision, Rx, Chiropractic at NO extra cost

Plans to Choose FromPLAN IDental withVisionPrescriptionChiropractic

Individual:$14.95/mo or $3.42/weekHousehold:$19.95/mo or $4.61/week

PLAN IIMedical withDoctor VisitsLaboratoryAncillary (MRI, etc.)Hospital Advocacy24 Hour Nurseline

Household: $29.95/mo or

$6.92/week

To Learn More About Our Programs, go to legacystartup.com

Plans to Choose From continued…PLAN IIIDental with MedicalIncluding:Vision, Prescrip., Chiro,Doctors VisitsAncillaryHospital AdvocacyNurselineHousehold:$39.95/mo or

$9.23/week

PLAN IVDental with Medical as inPlan III details; Including also:Auto Club (Sign & Drive)Discounted Legal ServicesIdentity Theft Protection

Household:$59.95/mo or $13.85/week

To Learn More about our Programs, go to legacystartup.com

CommissionsBreakdown of Advance CommissionsAndResidual CommissionsPaid on Each Plan

Residual Income is the KeyTo Financial and LifestyleFreedom

Commissions Paid on PlansPLAN I ($14.95-$19.95/mo)Dental w/ VPC

Individual: 6 mo advance:

$26.91Monthly residual: $4.49Household: 6 mo advance: $35.94Monthly residual: $5.99

PLAN II ($29.95/mo)Medical w/ Visits, Lab,

Hospital, etc. (Dental, VPC)

Household: 6 mo advance: $53.91Monthly residual:

$8.99

Commissions Paid on Plans continued…

PLAN III ($39.95/mo)Dental & Medical with

VPC, Visits, Lab, Anc, Hospital, etc.

Household: 6 month advance:

$71.91Monthly Residual:

$11.99

PLAN IV ($59.95/mo)Dental, Medical, VPC,

Visits, Lab, Anc., Hosp, with Auto Club, Legal, & Identity Theft

Household:6 month advance: $107.91Monthly Residual: $17.99

Compensation Example PERSONAL PRODUCTION COMPENSATION 30% Commission Paid on Personal ProductionPlan IV 6 mo adv Monthly Adv Commission THP $108 x 10/wk=43.3 plans=$4,676/month x 12 months= $56,118 Advanced Commission* +$56,118 Residual Commission** =$112,236 Annual Earned Income*$56,118 advanced commissions represents only ½ the total commission earned. **There is also $56,118 in residual income earned. The above example is assuming only 10 Plans per week are sold. Consider enrolling a Group of 49 employees. The Advance Commission alone would be $5,292. Then you would earn another $5,292 in residual income that year

on that group alone. Also, you would have $882/monthly residual income thereafter for the life of that business on the books.

Consider just one Group of 100 employees. The residual income would be $1,800 per month, month after month, year after year, for the life of that group’s business .

The above example does not include 15% - 34% Over-ride Commissions nor Trainer Bonuses.

Income examples shown are strictly illustrations of how commissions are earned in the compensation plan. Your earnings will depend solely on your efforts as you develop your business/agency.

Representative’s Options

You do have Options as a Representative (IBO).

Use them wisely and grow a solid group business portfolio.

Representative (IBO) OptionsIBO may waive $20 - $30 Registration Fees on each

employee if there are between 5 to 49 employees participating in payroll deduct.

This can be used as an incentive to get the business.

If IBO chooses to waive the Registration Fees, then IBO is paid on an as-earned basis and residual income will begin immediately .

If IBO does NOT waive the Registration Fees, then IBO is paid 6 months advance commission with residual income beginning month 7.

Options continued…

Split Team Commissions:

If IBO (Designated Hitter) has a team partner (Pitcher/Catcher) who assisted in the sale or set-up, IBO may split commissions with team partner at their agreed upon percentage. This split is accomplished by whose ID number is placed on each individual application.

Group Requirements

Although requirementsare minimal, there are requirements that must be met in order to have a smooth group sales process.

Group RequirementsMust have minimum 5 employees for montly List BillUnder 5 employees, corporate will auto-draft the company

accountWith 50+ employees, registration fees ($20-30) are waived

automatically and representative is paid as-earned; no advance paid.Must send 1st month payment with applications and Employer

Acceptance Letter1st month’s payment may be made with company check or

company credit card (photocopy of credit card required)May NOT fax initial paperwork into corporate. Must mail initial paperwork (originals) and 1st month’s payment

into corporate (recommend overnight or 2nd day air with delivery signature required)

Future adds/drops to existing group account may be faxed to corporate Group Division

The PaperworkThough there is NOT much paperwork, what there is must be done right.

Essential Paperwork

Non-essential ,but helpful.,Paperwork

PaperworkREQUIRED FOR PAYROLL DEDUCTION:Individual Application – Group Employer Acceptance Letter

OPTIONAL PROPOSALS & FORMS:Auto-Generated Proposal (customized and emailed to

you)Broker of Record LetterAnalysis and ComparisonAnd other forms and documents

All Forms Can Be Downloaded/Printed from Your Back Office Support Site: ameriplan.net

Look Under “Group Resources”

ServiceYour Accounts

The Key to- Business Retention- Strong Residuals- Referrals- Alliances

Service Your Accounts - PersonallyYour Clients are Business

Owners. They are busy, harried, and under extreme stress.

They usually will not call you unless and until . . .

there’s already an unresolved problem , then it’s YOU in the

HOT SEAT ! Why not – - stay in touch on a regular basis- put out fires before they start - catch new business in the

process.

Service Your Clients - RegularlyAs soon as you sign a Group,

mark your calendar right then for a follow up call.

Make sure all is going well:-Confirm that employer received Group Administration Manual.-Confirm that employees have received their cards.-Are they are any concerns or questions?

Resolve any issues and mark your calendar for the next “service” call.

Send a “Thank You” Card.

Service Your Clients and serve your Business In one simple phone call each

month or so, you can…- Determine any new employees

to add to the group plan.- Ask for referrals of client’s

vendors.- Ask for referrals of client’s

competitors.- Discover any issues that can be

handled and resolved before they escalate.

- Find out about company events that you can sponsor or attend: picnics, Christmas parties, etc.

- Find out how your client is doing personally and professionally . . .

Is business good or struggling?

Service Your Clients – The Employees Remember, your clients are also the

employees. Although you cannot (and it is probably not

appropriate) to call each employee, you can keep in touch . . .

- Applications have their birth date and birth date of their household members

- Take a few minutes when you collect the initial paperwork to register these birthdates with an automatic birthday card service, whether US Mail or Email .

- Attend company functions (stay in touch and you’ll be extended invitations). Mingle with the employees at these company events.

- Call the employer to set up donuts or breakfast sandwiches or box/bag lunch delivery for staff or employee meetings.

- Remember also, our plans are portable; the employees can take them with them when they leave the company. The company may lose an employee, but you don’t have to lose the employee as a member.

Service Your Clients – Use Your Support SiteBack Office Support Site has facts

about each of your Groups. Look under : Group Resources – - Reporting.

See amount being billed to the Group and if they are paying on time.

Check for employee adds/drops.

Know the state of your Group Business.

Find Group FAQ in the Support Site.

Group CertificationIf you are NOT a currentlyLicensed Insurance Agent,Group Certification is a Requirement for WritingGroup Business.

This Home Study Course will prepare you with information and the understanding needed to be successful in working with businesses.

Group Sales Certification Required unless a currently licensed insurance agentHome Study CourseProvides you with basic training to assist you in

prospecting and effectively communicating with group business decision makers.

Gives you an understanding of insurance-based programs your prospects may currently have or may be considering.

Order the Group Sales Certification Course from the Sales Aids Store in your Back Office Support Site

Group Certification and Marketing KitContains:Home Study CourseProspecting ListJob Site Marketing

DVDsGroup BrochuresEmployer Acceptance

Letters and Individual Applications for Group

Cost: $59.95

Group Sales DivisionCorporate Contact Information

Group Sales Division5700 Democracy Drive

Plano, TX 75024

1-800-550-9726

[email protected]

How Big is The Need and How Large is The Market?The Dental Crisis in America

Millions of Americans Need Affordable Dental Care.

Not only is it affecting people's teeth and quality of life, but its affecting their overall health!

Over 100 million Americans do not have dental insurance and the lack of coverage is leading to

problems such as school absence, unemployment, and death.

Michelle Miller, CBS

News

We have a solution !

CBS News special report on the

Dental Insurance Crisis 

Click this link: CBS News Special Report On Dental Insurance Crisis in America

A new window will open and a short commercial will precede the Report.

Group Sales Job Site DVD -Movie may take several moments to load-

Our Programs are NOT Insurance. We are a Discount Medical Plan Organization. Our Programs are Consumer-Driven Health Care.