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Aetna is one of the nation’s leaders in health care, dental, group life, disability, and employee benefits. Aetna’s diverse product portfolio offers benefits and services to help meet the needs of individual families, small, mid-sized, and large multi-site businesses.

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Jason Powers: I’m Jason Powers. And today I’ve got, live in the studio with me, Darryl Robinson, Regional Director of Small Business Sales, from Aetna. Darryl, appreciate you being here. Thanks for coming.

Darryl Robinson: Not a problem. Good morning to you.

Jason Powers: We’re here to kick off our Q4 Kickoff Summit… I guess I said kickoff twice in that.

Darryl Robinson: That’s okay. That’s all right.

Jason Powers: We’re here to learn more about Aetna’s AFA product and all things Aetna and what you guys are doing. So-

Darryl Robinson: Yeah. Yeah, we’ve got a few things for the fourth quarter.

Jason Powers: We appreciate you jumping in.

Darryl Robinson: And we’d like to get the word out on various updates and what, so we appreciate the opportunity to be here, for sure.

Jason Powers: You’re a great partner of ours and we’re excited to have you on. We’re excited to talk to our brokers about what’s going on with Aetna in Q4 and beyond. So let’s get started.

Darryl Robinson: Without further ado. Let’s get into it. All right.

Jason Powers: So what’s new with Aetna for Q4?

Darryl Robinson: Well, really in terms of just the quick agenda that we’ll go through on this next slide, it’ll really just cover some high points around financial and contract updates, some plan design updates, we’ll talk telemedicine and virtual care that’s coming along. And then just some outline of some various administrative updates. So we’ll keep it basic. There’s probably some other details that we can get into the weeds on, but we’ll try to keep it at a higher level, and if somebody needs more detail, we can certainly get that out to you.

Jason Powers: That’s great. And it really is Q4, I mean, you’ve got 10/1 updates. These are live, in place.

Darryl Robinson: That’s right, this is live. 10/1 is correct.

Jason Powers: Anybody selling Aetna for October 1, November 1, or December 1, these are the updates.

Darryl Robinson: That is correct. And I think that’s the important thing about our portfolio, what we call portfolio refresh. So this is our 10/1 portfolio refresh. So that means any new business on the books for a 10/1 effective date or anything that renews 10/1 or thereafter, will move to plans within this newer portfolio. So from a new business standpoint, it’s always easy to keep that in mind. It’s the renewals that, as you get months down the road, always remembering by the time you get to May, June, July of 2023, those renewals are transitioning to now, this portfolio. So… just want to make sure I really emphasize that.

Jason Powers: Absolutely. They got to keep that in mind-

Darryl Robinson: Because sometimes, people get tripped up.

Jason Powers: Because we don’t have just 1/ 1 renewals, we have…

Darryl Robinson: Yeah, yeah. Precisely. Precisely.

Jason Powers: We have renewals throughout the year.

Darryl Robinson: That is correct. So really as of 10/1, so some of the financial changes we’ve made are around the Stop Loss. So we’re going to reduce our stop loss, our ISL, to 20K, down from 30K. And that’s a standard across the majority of the states where we offer AFA. And there are details here that those latter four bullets do call out some differences in just a handful of states. We don’t need to go through and read everything on here, because you’re making this available to individuals that can go through and review it in more detail. So the basic change though is reducing our ISL from 30K to 20K. So-

Jason Powers: What I noticed with that in the quotes that we’ve seen is that you actually see a little bit of improvement on rate.

Darryl Robinson: Absolutely. Yeah. You do see a little improvement on rate. Very… I mean, it’s small, but clearly noticeable.

Jason Powers: It’s noticeable. It’s noticeable in those smaller groups.

Darryl Robinson: Exactly, exactly. So at least you get some benefit.

Jason Powers: And we’ve seen it really increase our success rate-

Darryl Robinson: Sure. And our actuarial modeling… First of all, let’s, just to be candid, right? A lot of our competitors were offering down to 20. So part of the motivation is that, another part of the motivation is looking at the actuarial modeling. It really wasn’t going to expose us in terms of risk, in terms of what we’re targeting relative to the percentage of groups eligible for surplus. These things were not material adjustments. And so we said, for the overall benefit, we’ll take it.

Jason Powers: And then surplus is changing-

Darryl Robinson: 100%, yeah. So we’ve always had the 100% surplus option, right?

Jason Powers: Okay.

Darryl Robinson: But you would get the surplus, whether the group renewed or not. Now we’re changing the 100% surplus option to be similar to the 50/50 surplus option, whereby you simply have to, if you don’t renew, you just aren’t eligible for the surplus. And that brings down the cost differential substantially. So we’re going from, you could have six months ago asked for a 100% surplus option and it might have come out to an additional, anywhere from 8 to 12 points, let’s just say 10, right in the middle of that, right? And now we’re thinking it’s going to come around to about four points for the 100% surplus option. So that’s kind of where we are on that. And so all we did was just change and say, you just have to renew in order to get the surplus and that changes how it’s rated.

Jason Powers: That’s great. That’s a great change for Q4 then. So then, are plan designs changing as well?

Darryl Robinson: Yes. So we do have some plan designs and portfolio updates. Again, I don’t want to get too deep in the weeds in here, but I think just as an overall comment, what we’ve done was A, not really change the core portfolio. So the core portfolio of plans that were there throughout this year and the end of last year are really all still there. What we’ve done is really make some additions, more than anything else. And in large part, these additions are ways to improve some of the cost structure. Now they’re typically based on shifting, in some cases, shifting some of the costs to the members, right?

For example, the emergency room plans, adding plans that are deductible, plus co-pay, plus co-insurance driven, that clearly has a different member impact, but it can lower the price by up to 5%.

Jason Powers: Wow.

Darryl Robinson: And so those are just… And to the extent that you are allowed to install up to four plans for anything AFA 10 on up, these are just options that give consultants and agents an opportunity to work with their clients, to structure some options within there that are suitable for that population. Right? So you might have different base plan options versus what individuals can buy up to.

Jason Powers: We’re seeing more and more multi-option plans and smaller groups, too. I mean, these are not large groups that are asking for three to four plans.

Darryl Robinson: Exactly. And again, since we allow up to four, it’s almost a shame to not really take advantage of some of that to give people an option to buy something that’s leaner, as we say, versus a plan option that might be more rich. Right?

Jason Powers: Yeah.

Darryl Robinson: And so that’s all we’re trying to do. So again, we have some more plans with the integrated RX plans and now we’ve added sort of deductible plus co-insurance, and we’ve added those couple of plan options, again, a decrease ofapproximately 7% versus the nearest or the other richer integrated RX plans.

Jason Powers: Wow.

Darryl Robinson: So this just adds another deductible co-insurance element to those plans. But look, if you’re looking at the overall deductibles, they’re $2,750 and $4,000, so they’re not the top of the line, $8,700 kind of thing. So they’re not unattainable in that way, but you can experience some really good savings. New plans though, on this side, we decided to add some plans that are richer, right? So there is a demand and employers do like to offer plan options that have $0 Lab and X-Ray. That’s a big deal.

So that’s a big one. And so we looked at our portfolio, we’re constantly trying to find competitive information and looking at our cases as we go through and we win, we lose, we win, we lose, and we just try to analyze, okay, what’s going on here? And so understanding that $0 Lab and X-Ray and getting a couple of those plan options in the portfolio was something that, from a product standpoint, we felt we needed to do.

Jason Powers: And that speaks to member experience, right?

Darryl Robinson: Exactly. Absolutely.

Jason Powers: That’s less noise for the HR, the business owner. That’s less noise for the agent. That’s less noise for your customer service department.

Darryl Robinson: That’s right. That is right. Now those plans, you’ll see an increase because that’s a richer plan option, right? And so those plans might cost up to 4% more. But again, balancing that with all of the options, in terms of having the availability of four plans to install.

Jason Powers: Yeah. For sure.

Darryl Robinson: And then PCP/Specialist Cost Sharing updates. So we did some things there where we either kept the PCP the same or lowered it. In some cases, we’ve changed the specialist, as well. So we tried to just have a different overall balance between those two. So some plans have been updated in that regard and then some additional plan updates [00:09:30] adding some of the more requested options, the 100/50, 100%, 50%, $25, $5,000, $0 Deductible. And the very popular $2080 80/50 seems to be a very popular plan and then bringing our HSA plans down a little lower and offering a richer HSA plan at the $2,250.

Jason Powers: I’ve got one on my desk, one of those $2080 80/50 ready to go.

Darryl Robinson: There you go. Well, thanks for letting us know that. So those are some of the plan options that we’ve done. And again, these are primarily additions, really the core portfolio didn’t change too much.

Jason Powers: So that last one probably explains a lot of these new plan codes that we’re seeing.

Darryl Robinson: Sure, sure. Yeah. Yeah.

Jason Powers: I get that question a lot. What is a $0 LXR?

Darryl Robinson: That’s right.

Jason Powers: What’s the V22?

Darryl Robinson: And so we just put this little key in here just because sometimes, it’s like reading a map to get through these plan names at times. So we thought it’d be helpful to offer a little key. So obviously you just pointed out the $0 LXR, that’s the Lab/X-Ray we just talked about. So that will be part of the plan name. You got the DC, that’s now added to the Integrated RX style plans that we’ve offered for years now. But now we added the DC for additional deductible and co-insurance options, which can lean out the plan and lower the cost. You got the specific ER that we just reviewed. And of course, the ISL changing and then the V22 and the 22 we can kind of get into later, but essentially, it’s a lead-in to the CVS Virtual Health and the CVS Virtual Care that is coming very soon.

Jason Powers: Okay. What is that virtual care? What is that-

Darryl Robinson: So that’s really, that component… I think that might be the next slide.

Jason Powers: It is.

Darryl Robinson: Yeah. Yeah, that might be the next slide. So really, the CVS Virtual Primary Care, this is a total ground up build out, owned by CVS, the staffing and everything else. This is not third party. And so it’s really just… Clearly the pandemic exploded the idea of virtual care, right? That’s just undeniable. And so we’re just trying to lean in to what that has done. You’ve got a lot of more senior members who might not have been as comfortable with telemedicine and virtual care previously. And after the pandemic, now they’re leaning into that. They’ve grown at least, I wouldn’t go as far as to say accustom, but certainly more open to handling their care that way. And more importantly, the younger folks are absolutely demanding access on a virtual basis. So when you have members on your senior end and members on your younger end that are giving you feedback that you really need these options, then it’s our responsibility to be responsive to that.

Jason Powers: It’s interesting that there’s, obviously over the last few years, there’s a challenge of getting the workforce to come back into the office, let alone getting people back into a doctor’s office.

Darryl Robinson: Absolutely, absolutely. So that’s an excellent observation there, too. So really, so we have two elements, it’s CVS Virtual Primary Care, and then there’s also CVS Virtual Care, which is going to be more along the lines of behavioral health and then other MinuteClinic type services, in terms of the virtual care and then the CVS Virtual Primary Care. And once we kick this off, members can go back to in person, you’re not locked into one lane or the other. We will get more details, so I don’t want to speak out of turn, but I do know that much, that they’re not locked into one lane or another. If they engage in virtual primary care, they can in fact, if they deem it necessary, move to an in person, primary care visit seamlessly. So it’s an exciting time. And so we’re thrilled to be moving in this direction.

Jason Powers: We’re looking forward to seeing those. And then so, a couple little highlights on some of what that’s going to look like, right?

Darryl Robinson: Yeah. I think the key highlight is the first bullet, that it’s only available on the broad network plan. So it’s only available on those plans that are CPOS II, our [Choice POS II network, our most dense network across the country. And that’s the core portfolio for AFA.

Jason Powers: Yeah.

Darryl Robinson: Now, within different geographies, you’ll have what we call performance networks or you’ll have Aetna Whole Health, ACO type network options… These virtual options will not be available on those, what we call locally based networks. It’s only going to be available on our broad… And I think that’s the biggest call out. And obviously, even with Teledoc, if you’re on an HSA, there’s still going to be some upfront cost until you meet your deductible.

Jason Powers: Until the feds address that we’ll see, but we’ve been talking about it for-

Darryl Robinson: We’ll see, we’ll see.

Jason Powers: For 15 years.

Darryl Robinson: Yeah. Somebody’s got to get a PAC or some other lobbying group in there. We’ll see what happens if they make any moves on that.

Jason Powers: So other administrative changes, making it easier to do business with Aetna with smaller groups…

Darryl Robinson: Absolutely. Thanks for using those words because internally, that’s really what we’ve been focused on, is where can we make tweaks and changes and various processes and rules to just be easier to do business with, just make us easier to engage with. And so we do have a series of… And this is really just a portion. This isn’t really all of the detail. I didn’t want to get carried away, but some of the bigger ones that you probably have noticed already are participation changes, moving participation from 50% across the board to 30%. And technically that first sentence there should read 30% for 10 to 50, but we do have the second sentence there that says anything under 10 does remain at 50.

So I’m good on the typo, we can get that corrected. And then a big move for us was changing how we approach professional employer organizations, PEOs. We always had additional requirements related to groups that might be in a PEO or leaving a PEO. And now we’ve said, we’re just going to handle them like any other group, based on normal underwriting guidelines without adding any additional requirements or burdens around the idea that they were with or have been with a PEO. So that’s a really big move from an underwriting standpoint. We do have extended contracts available upon request. The 15-Month contract for AFA is available upon request. If you have an agent who has a client, who’s interested in that. And then we do have at least a temporary offer, I should clarify that, but we do have a temporary offer for the 18-Month, 51-100 Fully Insured contract-

Jason Powers: That one stood out to me, kind of… That’s big.

Darryl Robinson: Yeah, which is available right now for… Well, we’re pretty much past 10/1 for a 51-100 group. But 11/1, 12/1.

Jason Powers: [inaudible].

Darryl Robinson: Yeah, you could. We can handle it, but most people have probably made their decisions in that segment, at least. And 1/1, importantly.

Jason Powers: Yeah.

Darryl Robinson: So if there’s someone who… We do hear from consultants and agents, they have a client who might be interested in moving off of a 1/1 just because of how hectic 1/1 has become, then that is an option. But right now it’s more of a pilot stage, because it’s really specifically for the fourth quarter and 1/1/2023. We haven’t decided whether or not we’ll fully extend that. So I wanted to make sure I clarify that, because I didn’t add that note in the slide. But both of those offerings are approximately a 1% load.

Jason Powers: Wow.

Darryl Robinson: For either offer.

Jason Powers: That’s not a lot to take on for the extended rate.

Darryl Robinson: So it should be an attractive option. I think there’s considerations around the date, what an employer might choose for their renewal date. But other than that, from a cost standpoint, it probably is a no-brainer.

Jason Powers: Yeah. I think the key for brokers to remember on any extended contract is that you’re moving the open enrollment date to the new anniversary date.

Darryl Robinson: Absolutely. That is correct.

Jason Powers: So if it’s not a one year open enrollment, it’s going to be a 15 or an 18 months until the next open enrollment.

Darryl Robinson: That is correct. Thank you for clarifying that. That is absolutely correct. And then the Cross Sale discount on dental and vision for 51-100 AFA, it remains a 2%. If dental is sold with medical and 2.5%, if it’s a dental and vision and [00:18:30] that same thing actually applies to 51-100 Fully Insured, the benefit on Fully Insured is you get the two points off the dental, as well.

Jason Powers: Yeah.

Darryl Robinson: So you not only get the medical benefit, but you get the dental benefit. I know we’re focused on AFA, but I thought I’d throw that in.

Jason Powers: Yeah. Now when it comes to incentives, I know I asked you to kind of really zero in on what kind of incentives, not only for brokers, but also, Aetna’s got incentives for clients…

Darryl Robinson: Absolutely. Absolutely. So let me get through these last two notes here. Uh-oh, dropped my pen. Administrative credits, and we’ll get into that in more detail here in a second, but also again, just quickly going back to the employer… Easier to do business with, we’ve improved the employer application, we’ve removed a series of different questions and we’ve clarified some other language. And we think that the employer application, for both employers and their supporting agents, will find it easier to work through that.

So yes, we can go to the next slide and talk more specifically about the various admin credits that are available to employer groups as a benefit. So this is focused on… There are admin credits still for 10/1 and 11/1, right?

Jason Powers: Yeah.

Darryl Robinson: And you can always talk to your sales rep about specific admin credits for these next two cycles that are closing. But this flyer really focuses on 12/1 and 1/1. Okay? And so as we get into 12/1, we’re talking about general new business having a $300 admin credit from 2 to 100.

Jason Powers: Wow.

Darryl Robinson: Yeah. Imagine a three life case…

Jason Powers: $600… No, $900. Let me do the math.

Darryl Robinson: It might take several billing cycles for them to use that entire Aetna credit, right? So that’s a nice one there, 51 to 100 new business, a $200 admin credit level funded incumbent. So this is, “Hey, if you’re currently level funded, looks like you might be walking away from a surplus, we’ll give you a $200 admin credit.” And then again, the medical plus dental credits down there, the only thing that’s really different is the under 50, right? I talked about the 2% off medical and the 2.5% off medical, what this simply clarifies is on the top line, I guess the numerator, if we wanted to make a math analogy, the 2 to 50 section is about an admin credit for adding dental and $225 for adding dental and vision.

And that comes in the form of an admin credit rather than a discount on the medical total cost. So that’s the only difference there, but I think these are robust options. They’re so called stackable, in many cases. So, you have a five life group that might be currently level funded and they could wind up with a $500 admin credit. So some of the admin credits, not all of them, but some of them, you are able to just, as we call it, stack.

Jason Powers: Yeah. And I think the key for brokers to know is these aren’t going to show up on the proposal.

Darryl Robinson: That’s correct.

Jason Powers: So these are a separate flyer that we can get as part of the marketing material, that little content-

Darryl Robinson: And your sales exec is going to highlight these things. If you’re presenting us and you call and you say, “Hey, we’re leaning in on Aetna on this. We think we’re going…” This will all come up to sort of confirm what’s available, how much is available, and what have you. So you should expect, even without asking, that your sales exec will certainly clarify all of the available admin credits with any potential sale.

Jason Powers: Yeah. Well, and then I know-

Darryl Robinson: But you’re right. It’s not on the proposals.

Jason Powers: Yeah, but if we have the producer appointed with Aetna, they have access to Producer World-

Darryl Robinson: That’s correct.

Jason Powers: Where they can get access to resources and tools. And one of those tools that I found was a way to calculate what that admin credit would look like. Is that right?

Darryl Robinson: I believe so. That’s out there, might be in broker tools…

Jason Powers: Next page I think is the-

Darryl Robinson: But the next page is-

Jason Powers: Oh, I’m sorry. I’m thinking surplus.

Darryl Robinson: Yeah, yeah. We still have the guaranteed surplus.

Jason Powers: Got it.

Darryl Robinson: So when you talk about, as we say on the slide, savings now surplus later. So not only all the upfront admin credits, but then even on the back end, we’re continuing to offer a guaranteed surplus. And that’s just a huge benefit clear down to 2 A, and then clear up to 100 on the FA. So that’s another big bonus there.

Jason Powers: That’s wild. That is the calculator for the surplus, not the admin credit.

Darryl Robinson: Yeah. No, that’s okay. That’s okay.

Jason Powers: So those are incentives for employers coming into December and January-

Darryl Robinson: That’s correct. This flyer focuses on December and January.

Jason Powers: Got it.

Darryl Robinson: Yeah.

Jason Powers: Got it. Now what about brokers? Brokers like incentives, too.

Darryl Robinson: Brokers like incentives, too. And we still have the broker Excellence program. It is actually unchanged, carrying from 2022 to 2023. And there’s still opportunity, right? We’re not done with fourth quarter. So if you go to the next slide, you’re only talking five cases. Somebody could still sell five cases before [00:24:00] or by 12/1 I guess, for the 2022 year or 15 subscribers or what have you and still bonus. So there’s still plenty of opportunity here late in the year. If you haven’t bonused, if you’re wondering where you might be, if you’ve already achieved the bronze threshold and you want to know where you are getting to the silver threshold, we can get you that information. Just ask the sales exec [00:24:30] and they can provide that to you. So there’s still plenty of opportunity here because the baseline, the entry level is really quite attainable.

Jason Powers: Yeah. Five cases.

Darryl Robinson: Yeah, five cases.

Jason Powers: Now when you go down to two lives.

Darryl Robinson: Yeah, when you go down to two lives. And that’s the thing, is you have the case count or the subscriber count option. So people might look at 75 and say, “Oh, well, I don’t really handle a lot of groups that large,” but if you’re handling groups under 10, surely you can score five cases. Right? And so that’s the difference, it’s an either/or.

Jason Powers: Or they don’t have a lot of groups, but maybe they have three 25 life cases-

Darryl Robinson: Precisely.

Jason Powers: They still have those cases.

Darryl Robinson: And so having that either/or in enabling people to achieve the bronze at $75 per subscriber and getting all the way to gold or think about 1/1 at this point, right? Now, if you focus on 1/1 and come in at the gold level, imagine getting paid $150 per subscriber through all of 2023.

So the options are there. It’s a very good plan. I think the best thing about it in my opinion is it’s offered stability in the small group space. You’ve been in this game a long time.

Jason Powers: Yeah.

Darryl Robinson: How often has it been, “Oh, this quarter, we’re running this small group,” or, “Oh, well next quarter, we’re running this small…” And it’s always this different and various and-

Jason Powers: Right up to the finish line, but you don’t quite get there and then it resets to-

Darryl Robinson: And then a whole new program, and so you’re constantly sort of learning. This has been a stable offering for, I think this is our fourth year running. And so this is a really excellent way for writing agents to achieve bonus opportunity. And again, as a GA, there’s nothing about you helping them as a GA [00:26:30] that impacts their bonus opportunity. This is all strictly to the writing agent.

Jason Powers: I appreciate you clarifying that, because I get that question a lot.

Darryl Robinson: I bet.

Jason Powers: “Wait a minute. Am I getting the bonus?”

Darryl Robinson: “Am I getting the bonus?” Yeah, exactly. Nope. This is strictly writing agent stuff.

Jason Powers: Yeah. And so there’s a second stage for this?

Darryl Robinson: Yes. Yeah. There’s a second piece, which is retention. And so there’s opportunities to bonus on retention, starting with achieving at least a 75% retention and going up from there. And it’s really all based on, what do you have, the subscribers you have on the books on December 31st, right? And then the subscribers you have on the books next year, 2023, at that same time. And it’s just a raw calculation, straight away. There’s not any fiddling with the numbers.

Jason Powers: No calculus…

Darryl Robinson: No calculus. It’s just a straight… This is the number of subs you have on the books at this point in time, this is the number of subscribers you have on the books at this next point in time, what’s the difference?

Jason Powers: So you can actually grow in persistency with groups that grow-

Darryl Robinson: Absolutely.

Jason Powers: Without actually writing…

Darryl Robinson: Sure. It’s just about having the subs on the books.

Jason Powers: As long as get step one by…

Darryl Robinson: As long as you qualify, though. Because you do have to have 250 just to qualify for the retention piece. So you do have to have a minimum threshold there.

Jason Powers: Yeah. Reminds me of the old block builder programs that were in place for a long time. And then… That was all before the… That was all before the.

Darryl Robinson: Yeah, yeah, yeah, yeah.

Jason Powers: So I know we’re heading into Q4, any final…

Darryl Robinson: Yeah. I think this slide says it all. I just want to remind everyone of what the news… And these newsletters are available through Producer World. And so that’s readily available, but I thought it’d be good to just highlight here what the upcoming submission deadlines are and just for people to be aware. I know a lot of small businesses tend to make last minute decisions, but-

Jason Powers: Yes they do.

Darryl Robinson: We can only go so far before we’re just not able to process a new submission. Just be aware of the date.

Jason Powers: So as we think through that, so if I’m looking at say the next cycle that I think I’m primarily focused on is going to be November 1, we’ve got to have individual medical questionnaires, IQs. We have the health statements by October 17th. We’ve got to have the underwritten quote. That means we’ve got it back from underwriting and we have-

Darryl Robinson: No, that’s if you’re requesting, you have up until say October 20th to request and underwritten a quote.

Jason Powers: Got it.

Darryl Robinson: Yes.

Jason Powers: Got it.

Darryl Robinson: So you have up until October 20th. And the IMQ Elite program is you have up until October 17th.

Jason Powers: Got it.

Darryl Robinson: To actually put in your request for a fully underwritten quote.

Jason Powers: Got it.

Darryl Robinson: And then the sales notice is the key. We just got to have the sales notice by the actual effective date. And then it kicks off the DocuSign process, collecting the employer app. So clearly we’re still doing some processing past the effective date. And as you can see, it’s up to either the seventh or the ninth when you get into the month of January.

Jason Powers: Got it.

Darryl Robinson: So it leaves you some days, but we do have to have the sale confirmed at least by the first. And then we afford everyone a few days to kind of clean up and get all the paperwork sent in.

Jason Powers: Let’s-

Darryl Robinson: But I would encourage everyone to… Hey, talk to your clients, try to make a decision as soon as possible, because coming in with a new sale on the first and then somehow expecting that we’ll have ID cards by the fifth, that’s just not going to work. It doesn’t work that way. So help us help you by putting a little pressure on your employer clients to make a decision. Clearly, things happen. People get sick or they’re out of town, whatever. But let’s get those decisions made, so that group numbers can be issued, ID cards can get sent out and everybody’s happy, instead of waiting until the last minute and somebody has to get an RX access-

Jason Powers: On the weekend of New Year’s.

Darryl Robinson: 24 hours after we get the sale, going, “Hey, where can I go get my script?” It just doesn’t work that fast. So please get your submissions in in a timely of fashion. So I’ll make sure to say that. One other exciting thing I do want to mention though, is we did as of 9/1, we got all HCA in the Metro area added to our I-35 performance network.

Jason Powers: That’s big.

Darryl Robinson: That’s huge. So we always had Olathe, we had North Kansas City, we had… out in Lawrence at Advent, I believe. So we had a series… We called it I-35, so you can imagine kind of where we were, initially with the initial build out. And now we’ve been able to add HCA, which, the primary benefit of that really gets us a little further east to the Metro.

Jason Powers: Sure. Yeah.

Darryl Robinson: Yeah. So it’s been a heck of a thing and our network team worked hard at building that out. So we’re excited.

Jason Powers: So don’t ignore the AFA I-35 CPOS II-

Darryl Robinson: That’s right.

Jason Powers: Network name on the plan designs that are out there in your-

Darryl Robinson: Like I said, that’s another discount opportunity, right?

Jason Powers: Yeah. Well, and with multi-option, you compare that with the broader network and-

Darryl Robinson: Correct.

Jason Powers: And appease anybody in the Metro.

Darryl Robinson: That’s right. That’s right. It’s a quality network. And I think it’ll be attractive to a lot of particularly smaller employers looking for that baseline to get in. Excuse me.

Jason Powers: So keep that in your hip pocket when you’re entering Q4 and you’re presenting Aetna quotes. Darryl, I absolutely appreciate your friendship and our partnership with Aetna.

Darryl Robinson: Absolutely.

Jason Powers: And I appreciate you coming on and jumping on first thing this morning.

Darryl Robinson: Yeah, I know, the first in the morning and my little Frogger stayed away till right at the end. So I made it through 90% of it.

Jason Powers: That’s all we’ve got here for Aetna. Thank you so much for joining us for this session. 

Frequently Asked Questions

Who is Legacy Brokers?

We are a General Agency that focuses on group health and ancillary insurance products. We are the experts in small group self-funded and fully-insured products. Our clients are licensed insurance agents, just like you. It doesn’t matter if you focus on P&C, Financial Services, Medicare, Life and Annuities. If you have a health insurance license then we can help you win more business.

What services does Legacy Brokers provide?

  • We run your quotes
  • We help you analyze the quotes
  • We assist you with the sale
  • We help you service the case
  • We help you renew the case

Does using Legacy Brokers cost me anything?

We have a GA contract with many of the carriers that we quote. For those carriers, we earn an override and you earn 100% of the producer commissions, so it will cost you nothing! With that said, other carriers may be a little different and the commission structure could vary from case-to-case. Whatever the circumstance might be, our number #1 goal is to help you maximize your profits for each case every year!

How do I get started?

That’s the easy part! We can start the process in a number of different ways.

  • Click on the blue “Speak to an expert” button at the top or bottom of this page, fill out the required information and an expert will get back with you in less than 24 hours.
  • Call or email us directly: 1-800-844-1901 or 913-631-0102 /

Who owns the Client?

You Do! Whether we operate side-by-side or one step behind you, we never jump in front of you because it’s YOUR client. It’s our job to continuously earn your trust and service your business throughout the year. If you ever wish to move your business, you are free to do so with your clients in tact at any time – with no strings attached. Our goal is to be YOUR  trusted advisor along the way.

Get your marketing materials for Aetna right here.

Send us your Aetna quote request now!

RFP Form

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RFP Form
RFP Census

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RFP Census
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Agent Contracting Paperwork

Click here to download the agent agreement with Legacy Brokers.


Are you looking to get a quote for a group?

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UnitedHealthcare offers benefit solutions for groups as small as 2 employees using the largest proprietary provider network in the United States. Their self-funded option, All Savers, gives 2/3 of any claims surplus back to the group. Plus, they offer competitive ancillary options like dental, vision, life and disability coverage.