Add dental, vision and hearing coverage to your portfolio

[AI narrator displays onscreen] [Onscreen text: Dental, Vision and Hearing Flex Product Training – Medicare Supplement and Ancillary Team]

Narrator: Welcome to our training on the Dental, Vision and Hearing Flex product. This versatile supplemental product is designed to provide both new and existing enrollees with flexible options for their dental, vision and hearing needs. Let’s explore how this product can enhance the health and well-being of our policy holders.

[Graphic: Group of colleagues in a meeting]

[Onscreen text: Our Medicare Supplement & Ancillary Team]

Now, let’s take a moment to get to know our dedicated Aetna Medicare Supplement & Ancillary team. Our team is committed to delivering exceptional service and support, ensuring that our agents and policy holders receive the best possible experience.

[Onscreen text: Aetna® Medicare Supplement & Ancillary Team, 40+ Years experience in the Senior Market, 100k Licensed agents and counting!, 500+ Associates working together.]

[Visuals: Purple heart icon, map of the United States, icon of a team working together]

Narrator: Our team brings over 43 years of experience in the senior market, with CVS having 63 years and Aetna boasting an impressive 173 years of service. In fact, Aetna was proud to pay the very first Medicare claim back in 1966—now that’s a legacy! With over 100,000 licensed agents and continuous growth, it’s crucial to share these policies with your clients. If you don’t, I can guarantee that someone else will. Additionally, we have more than 500 associates working collaboratively to provide competitive supplemental products and reliable services to support our agents in the marketplace.

[Onscreen text: Medicare Supplement & Ancillary Team – Where trusted care, guidance and quality health insurance benefits come together to meet members unique needs, Healthier happens together®, Support – Call us and reach a team that’s personal, professional, and here for you and the members, Complete Portfolio of ancillary products – At competitive premium rates, Rated “A” Excellent by A.M. Best Company* *“A” is the third highest rating out of sixteen possible ratings by A.M. Best Company (as of March 12, 2024) Our Products Industry Leading Tools & Technology
Founded in 1899, A.M. Best Company is the world’s oldest and most authoritative insurance rating and information source]

[Visuals: Globe with heart, briefcase, hand with heart, support person, heart in a circle, laptop with heart icon and graph bars, smartphone with text message.]

Narrator: Aetna is rated “A” by A.M. Best Company, which means you’re offering insurance policies from a reputable company that your clients are likely familiar with. At Aetna, we combine trusted care, guidance, and quality health insurance benefits to meet our policy holders' unique needs. Our complete portfolio of products is designed to cover gaps in health plans and alleviate the financial burden of care costs. We strive to keep things simple with one central website, www.AetnaSeniorProducts.com. Here, agents, policy holders, and providers can log in to manage their business and personalize their experience. We are proud to be leaders in the ancillary market, consistently offering great coverage at predictable costs.

[Onscreen text: Product Overview]

[Visual: Elderly lady in a library reading a document]

Narrator: Let’s break down the Dental, Vision and Hearing Flex product. This comprehensive offering is designed to meet the diverse needs of our policy holders.

[Onscreen text: Advantages of Dental, Vision & Hearing Flex, Covers expenses such as routine exams, fillings, eyeglasses and hearing aids, so members don’t have to, Sometimes overlooked until what was once routine maintenance, becomes an urgent issue, Preventive care can lead to early detection. Dental, Vision & Hearing Flex plans offer flexible options. Services include orthodontics & implants!]

Narrator: Our Dental, Vision and Hearing Flex insurance covers essential expenses such as routine exams, fillings, eyeglasses, and hearing aids, relieving policy holders of these financial burdens. This type of insurance is often overlooked until what was once routine maintenance becomes an urgent issue. Preventive care is crucial, as it can lead to the early detection of other diseases and health problems, including cancer and diabetes. The Dental, Vision and Hearing Flex products provide flexible options that encompass a wide range of services, including orthodontics and implants.

[Onscreen text: Benefits of Dental, Vision & Hearing Flex Product, No Health Questions! Guaranteed acceptance! Family Friendly Available for individuals, couples, and families! Ages: 18-89, Network Freedom Choose both in or out of network providers Benefits can be paid directly to member or a designated provider. 30-day free look! Return your policy for any reason within 30 days for a full refund of all premiums paid.]

[Visuals: icon of a hand with a heart above symbolizing no health questions and guaranteed acceptance, a family icon, icon representing a network of providers, icon representing full refund]

Narrator: Now, let’s explore some of the key benefits of our product. First, we offer guaranteed acceptance, ensuring that enrollment is 100% electronic—no paper forms required for our Dental, Vision and Hearing Flex products. This product is family-friendly, available to individuals, couples, and families aged 18 to 89. Policy holders have the freedom to choose both in-network and out-of-network providers, with benefits that can be paid directly to either the policy holder or a designated provider. Plus, there’s a 30-day free look period, allowing policy holders to change their minds and receive a full refund of premiums paid if they decide to opt out.

[Onscreen text: Dental, Vision and Hearing Flex Insurance Overview, Option 1, Option 2, Option 3]

Narrator: As you can see, we offer three options, each with its own unique features.

Narrator: For specific information, you can utilize our Quotes-on-the-Go app or the Aetna Quote and Enroll tool. Enrollees can select their preferred deductible: $0, $50, or $100. Notably, the vanishing deductible is only available with Option 1, which is our top-of-the-line dental option.

[Onscreen text: Option 1: Annual Max Benefit: $1,000-$5,000 ($1k increments) – Deductible $0, $50, $100 or $100 vanishing No credit for prior coverage, Dental: Preventive 100%, Basic 70% day 1, 80% after 1 yr, Major, 25% day 1, 50% after 1 yr, Implants $2000 per lifetime. Whitening $500 per year, Orthodontics 50% after 1 yr, $1500 life max, Vision: 70% after 6mo, 80% after 1 yr, $250 per 2 years, Hearing: 80% after 1 yr, $500 per year; Option 2: Annual Max Benefit: $1,000-$4,000 ($1k increments) – Deductible $0, $50, $100 No credit for prior coverage, Dental: Preventive 100%, Basic 60% day 1, 75% after 1 yr, Major, 20% day 1, 40% after 1 yr, Implants $1000 per lifetime. Whitening $250 per year, Orthodontics 50% after 1 yr, $500 life max, Vision: 50% after 6 mo, 70% after 1 yr, $200 per 2 years, Hearing: 70% after 1 yr, $250 per year; Option 3: Annual Max Benefit: $1,000-$3,000 ($1k increments) -Deductible $100, No credit for prior coverage, Dental: Preventive 100%, Basic 50% day 1, 70% after 1 yr, Major 10% day 1, 25% after 1 yr; This plan gives members the option to have affordable basic dental coverage. Products and plans vary by state. This information represents a partial list of services. For complete details of all provisions or benefits, reference the Outline of Coverage and policy.]

Narrator: Option 1 is considered as Premium, featuring higher coinsurance and benefit levels, along with a vanishing deductible that decreases over the first three years. This option is ideal for clients seeking comprehensive coverage.

Narrator: Option 2 is viewed as Mid-Tier, similar to our existing DVH Plus offering. It includes credit for prior coverage, allowing early access to higher coinsurance benefits.

Narrator: Option 3 is a Base, option providing basic dental coverage. This option is perfect for clients who want minimal coverage, perhaps because they have other insurance and only need the essentials.

[Narrator displays onscreen]

[Onscreen text: Dental Coverage Classifications – Class A, B & C - Class A/Preventive Basic care, Evaluations, Cleanings/exams (twice per year), Routine dental prophylaxis, Class B/Basic, Intermediate care, Basic restorative services, Fillings/extractions, Basic oral surgery, Periodontal services, Non-surgical services, Class C/Major, Advanced care, Major restorative services, inlays/onlays/crowns/missing tooth, Endodontic services, Periodontal / prosthodontic services, Bridges/dentures/implants, General anesthesia. This is a brief description of the Dental, Vision and Hearing insurance plans. Review the policy and state-specific outline of coverage for variations and complete details. Underwritten by Continental Life Insurance Company of Brentwood, Tennessee.]

Narrator: Have you heard of dental classifications before? For our dental coverage, there are three key classes to understand: Class A, B, and C.

Narrator: Class A is for Preventive care, covering essential services such as evaluations, cleanings and exams—twice per year—and routine dental prophylaxis.

Narrator: Class B is Basic care, which includes intermediate services like basic restorative services, fillings, extractions, basic oral surgery, periodontal services and non-surgical services.

Narrator: Class C is Major care, encompassing advanced services such as major restorative procedures, including inlays, onlays, crowns, and missing tooth replacements, as well as endodontic services, periodontal and prosthodontic services, bridges, dentures, implants and general anesthesia.

[Onscreen text: Option 1 Premium Policy – Deductible per person, $0, $50, $100, $100 vanishing Plan Coverage - $1,000 - $5,000 ($1,000 increments) Dental – Preventive Care Day 1 100%, Basic Care Day 1|After 1 yr 70% | 80%, Major Care Day 1|After 1 yr 25% | 50%, Implants Lifetime $2000, Teeth Whitening Per year $500, Orthodontics After 1 yr | Life Max 50% | $1500, Vision After 6 months 70% $250 per 2 years, After 1 yr 80% $250 per 2 years, Hearing After 1 yr 80% $500 per year, Credit for prior coverage: No]

Narrator: Let’s dive into Option 1, also known as our Premium policy. This option offers higher coinsurance and benefit levels. Policy holders can choose a deductible per person of either $0, $50, $100, or a vanishing deductible of $100, which decreases over the first three years—$100 in the first year, $50 in the second and $0 thereafter. The policy coverage ranges from $1,000 to $5,000 in increments of $1,000, meaning each beneficiary under the policy will have the same deductible. Preventive care is covered at 100% from day one. Basic care starts at 70% coverage on day one, meaning if the service costs $100, the policy pays $70, and the policy holder is responsible for the remaining $30. If they go out of network, they’ll pay that $30 plus any additional costs beyond what is considered reasonable and customary for that service area. After one year, coverage increases to 80%. Major care starts at 25% on day one and increases to 50% after the one-year anniversary. Implants are covered up to $2,000, and we’ve introduced a new benefit: teeth whitening, which is covered at $500 per year. Orthodontics are also included at 50%, with a lifetime maximum benefit of $1,500. Since this is on the fee schedule, your clients won’t have to negotiate prices—we’ve done that for them! For vision, there is a 6-month waiting period, after which the policy covers 70% up to $250 every two years. The hearing benefit has a one-year waiting period, covering 80% up to $500 each year.

[Onscreen text: Option 2 - Deductible per person: $100 Plan Coverage $1,000 - $3,000 ($1,000 increments - Deductible per person: $0, $50, $100 – Plan Coverage $1,000 - $4,000 ($1,000 increments) Dental – Preventive Care Day 1 100%, Basic Care Day 1|After 1 yr 60% | 75%, Major Care Day 1|After 1 yr 20% | 40%, Implants Lifetime $1000, Teeth Whitening Per year $250, Orthodontics After 1 yr | Life Max 50% | $500 Vision After 6 months 50% $200 per 2 years, After 1 yr 70% $200 per 2 years, Hearing After 1 yr 70% $250 per year, Credit for prior coverage: Yes]

Narrator: Option 2 is similar to Option 1 but with some key differences. This option accepts credit for prior coverage, which has been a highly requested feature. Preventive care is covered at 100% from day one. Basic care starts at 60% coverage on day one, increasing to 75% after the one-year anniversary. Major care begins at 20% on day one and increases to 40% after the anniversary date. Implants are covered with a lifetime maximum of $1,000. Policy holders can access contracted rates, allowing them to utilize negotiated rates. This policy effectively combines the benefits of traditional insurance with the advantages of discount plans. Teeth whitening is also included at $250 per year, and orthodontics are covered at 50%, with a lifetime maximum benefit of $500. For vision, there is a 6-month waiting period, after which the policy covers 70% up to $200 every two years. The hearing benefit has a one-year waiting period, covering 70% up to $250 each year. This policy’s acceptance of credit for prior coverage allows policyholders with qualifying prior coverage to immediately access the highest level of coinsurance for dental coverage only. To qualify for credit for prior coverage, the previous policy must have been in effect for a minimum of 12 months, not terminated for more than 60 days at the time of application, have an annual benefit maximum of at least $1,000 and cover Class C (Major) benefits.

[Onscreen text: Option 3 Deductible per person: $100 Plan Coverage $1,000 - $3,000 ($1,000 increments Dental Only Plan– Preventive Care Day 1 100%, Basic Care Day 1|After 1 yr 50% | 70%, Major Care Day 1|After 1 yr 10% | 25%, Implants --, Teeth Whitening --, Orthodontics -- Note: This plan is a dental only plan and is an ideal basic supplemental plan option for members who don’t require vision or hearing coverage. Credit for prior coverage: No]

Narrator: Finally, we have Option 3, which is ideal for all ages and those seeking only dental coverage. This policy is often referred to as our 'Base policy.'

Narrator: It offers dental coverage only and is perfect for clients who want minimal coverage. Many policy holders utilize our policy alongside their dental allowance from their existing plans, as it can cross over to other carriers—they do not have to currently have an Aetna Medicare Advantage policy.

Narrator: Next, let’s see how our Dental, Vision and Hearing Flex options work in the real world.

Scenario 1 Video
[Animated video narrator displays onscreen]

Scenario 1 Video Narrator: In this scenario, broker Holly is chatting to member Mrs. Carter by video to discuss Dental, Vision and Hearing Flex, Aetna’s exciting new supplemental plan offering comprehensive dental, vision, and hearing coverage. Let’s listen in.

[Animated video with broker Holly video chatting with member Mrs. Carter discussing available insurance options]

Broker Holly: Hi Ms. Carter. Thanks for joining me today. How are you doing?

Ms. Carter: My health is pretty good overall, but I'm looking for dental coverage.

Broker Holly: Actually, I may be able to help. I wanted to connect with you to let you know about Dental, Vision and Hearing Flex, an affordable and flexible supplemental plan that provides dental, vision and hearing coverage. This may be a good fit for you!

Ms. Carter: Oh, that sounds good. Tell me more about the dental coverage.

Broker Holly: Absolutely! With Dental, Vision and Hearing Flex plans you get 100% coverage for preventive care (like cleanings and exams), basic care (like fillings and simple extractions), and major care (like crowns and bridges), starting from day one.

Broker Holly: You have the flexibility to choose the benefit amount and coverage that works best for you and your budget.

Broker Holly: For example, with option 3, you'll receive 50% coverage for basic services immediately, which increases to 70% after the first year. For major services like crowns and bridges, the plan starts at 10% coverage on day one, increasing to 25% after the first year.
Ms. Carter: That’s helpful. What about things like implants or orthodontics? Option 3 is designed for affordability, so it does not include coverage for implants or orthodontics. However, if you don’t anticipate needing those treatments, this option could be a great way to save while still getting strong dental coverage.

Ms. Carter: Okay, got it. You mentioned that there are other options with vision and hearing benefits, too?

Broker Holly: Yes! With option 2, you’ll receive 50% vision coverage after six months and up to $200 every two years for exams, glasses, or contact lenses. After one year, that coverage increases to 70%. For hearing, after one year, you’ll get 70% coverage, up to $250 annually, for exams and hearing aids.

Ms. Carter: That’s nice to have, but I really just need dental care. What’s the next step?

Broker Holly: I can walk you through enrollment right now! It’s a simple process, and you can start using your benefits immediately for preventive, basic, and major care. Would you like me to go ahead and get you signed up?

Ms. Carter: Yes, let's do it!

Scenario 1 Video Narrator: Great job, Holly! In this scenario, Mrs. Carter initially expressed interest in a stand-alone dental plan. Then, our broker Holly skillfully introduced our Dental, Vision and Hearing Flex plans.

Scenario 2 Video
[Animated video narrator displays onscreen]

Scenario 2 Video Narrator: Today, Broker Ken is visiting his client, Mrs. Parks, who is interested in finding supplemental coverage. Let’s listen in.

[Animated video with broker Ken visiting Mrs. Parks discussing insurance]

Broker Ken: Good morning, Mrs. Parks! It’s great to see you again. How have you been?

Mrs. Parks: Good morning Ken, I’ve been good, thank you. I’ve been thinking a lot about getting additional coverage, and I’m hoping you can help me find the right one.

Broker Ken: Absolutely! I’d love to help. To make sure we find the best plan for you, I’d like to ask a few questions. First, do you have any specific healthcare needs or preferences?

Mrs. Parks: Well, I want a plan that covers dental and vision.
Broker Ken: That’s good to know. Are you looking for a plan with a lower monthly premium, or would you prefer one with higher coverage even if the premium is a bit more?

Mrs. Parks: I’d prefer a balanced option, something affordable but with good coverage.

Broker Ken: Perfect. I have a few options that might work well for you.

Scenario 2 Video Narrator: Wow, what an interesting conversation. Now let's put ourselves in Ken's shoes. After listening to Mrs. Parks needs, let's discuss some possible steps.

Conclusion Video
[Graphic: Group of colleagues sitting around a table in an office having a discussion]

Narrator: Now that you’ve seen the benefits of the DVH Flex options, let’s check out some valuable resources.

[Graphic: An image of the DVH landing page]
[Onscreen text: Plans, Benefit Guides, Discounts, Search for Providers, Find Claim Information and Frequently Asked Questions (FAQs) listed]

Narrator: Our DVH landing page is your go-to for all things related to the Dental, Vision and Hearing Flex product. It’s designed for agents, policy holders, and providers, offering policy details, benefit guides, discounts, provider searches, claims info, and FAQs.

[Graphic: An image of the DVH landing page]

[Onscreen text: Call the dedicated customer service line, Chat online with LIVE customer service, Available: Monday-Friday 7AM-7PM CST, Review Frequently Asked Questions (FAQs)]

Narrator: And if you have any questions, we’re here to help! Reach out to us Monday through Friday, from 7 AM to 7 PM CST, by phone or chat.

[Graphic images of a Mobile phone with a Mobile app]

[Onscreen text: Quotes on the Go Mobile App – Available for download on the Apple Store & Google Play, Easily adjust amounts to fit client needs!]

Narrator: Introducing the Quotes on the Go mobile app! It’s a free, user-friendly app available on the Apple Store and Google Play. With it, you can view all current products and get fast quotes on multiple products at once. If your client has a budget, like Ms. Jones with $64, you can easily adjust the amounts to fit their needs.

[Graphic: AI Narrator displays and fades out to an image of the Aetna® Quote & Enroll platform]

[Onscreen text: Aetna® Quote & Enroll – AetnaSeniorProducts.com, Easy online tool for electronic applications, Automated underwriting with most decisions within minutes, Apply for multiple products at one time, Multiple application signature options available]

Narrator: Next, our Aetna® Quote & Enroll platform is designed for electronic enrollment only—no paper applications! This tool allows you to enroll clients in several policies at once while making it feel like they’re applying for just one. It’s a smooth and streamlined experience.

[Graphic: A man sitting in a waiting room looking up at the ceiling]

[Onscreen text: Compliance Reminders - All staff, vendors and any support staff must comply with all privacy laws. Customer information must be always protected and secured. Only obtain and/or provide the minimal amount of customer data needed to transact business, All business electronics and mobile devices must be encrypted, Don't download or store customer data unless necessary, Secure these devices when not in use, Any loss of data/lost laptops/stolen devices must be reported to Aetna Compliance. Aetna® Compliance Hotline 1-800-682-3213 (Available 24 hours a day, every day)]

Narrator: Finally, a quick reminder: all staff, vendors, and support personnel must comply with privacy laws. Always protect customer information, only collect the data you need, and ensure all devices are encrypted. If there’s any loss of data or stolen devices, report it to Aetna Compliance at 1-800-682-3213, available 24/7.

[Graphic: A woman sitting drinking coffee in a coffee shop, CVS heart]

[Onscreen text: Thank you]

The end.
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