Carrier – Allied National

Are you looking to get a quote for a group?

Allied National is one of the nation’s oldest and most experienced third party administrators. Offering great alternative self funding products for employers with more than two employees, Allied works hard to exceed the expectations of agents, employers and members through fast, friendly service.

Interested in other Carrier Product Update Videos? See all videos here.

Jason Powers: I’m Jason Powers. And I am joined here by Randy Wehner from, I’m sorry, Allied National.

Randy Wehner: Allied National.

Jason Powers: Benefits consultants is what I’m trying to say, Randy, it’s been a long day. Randy, I’ve known you my, I think my entire career.

Randy Wehner: That’s right.

Jason Powers: So, I didn’t botch the name, but I botched the-

Randy Wehner: You’re fine.

Jason Powers: … botched everything else. Randy Wehner, Benefits Consultant with Allied National. And I’m just pleased to have you here. First timer on our Carrier Product Update series. This is a special one. This is our Q4 Kickoff Summit.

Randy Wehner: Wonderful.

Jason Powers: And it wouldn’t be a complete presentation without Allied National representative. So, I thank you for joining us.

Randy Wehner: Appreciate that. It’s good to be here and thank you for watching. And if you’re watching the recording of this, I hope it’s a great benefit to you as well. We certainly want to share some great ideas with you here today. So, thank you.

Jason Powers: You are a pillar of the insurance community, Randy. I know you are a busy, busy guy. So, we’ll get right into it with Allied National. There’s been a lot of exciting things since the last time I think we had Allied represented on the show and I think the transition on the 90-degree side is complete. So, I’ll let you kind of take it away and lead us down the path.

Randy Wehner: Super, super appreciate that, Jason. Really Allied National, I always like to introduce as being a company that’s been in business for a long time, over 50 years all together, actually working our 52nd year here going forward as well. Lot of good things with Allied National, always been a small group health marketplace space here.

And we do have some individual plans, which I’m just kind of talk a little about that a little bit as well too, but always our bread and butter is always geared towards the small group provider here that we are working to be at all times.

So, small group to medium size groups is where we really have a specialty. And with that, Jason, we have gotten some new plans. I’m going to ask Beau to go ahead and advance the next slide. It looks like he’s got that up. And I think it’s always, Jason, something to think about us and for your agents who are watching this too is we’ve got something for group health, small group to medium size group health for all types of budgets.

So, if you’ve got a business that really cannot afford major medical plans, we’ve got some options that you could take a look at that could be of a great help in that market space as well. And if you’ve got someone who’s really looking for it as a well-to-do or rich or benefit plan, we’ve got some options there. You can really make the group product really a terrific plan. So, something for all size of groups here.

And our first one that we’re going to talk about is a new plan with this, which is we call our Freedom Hybrid. It seems like hybrid is becoming a popular word. If you look at a new car, there’s a hybrid car. If you look at a grocery store, there’s a hybrid food item, even in hybrid appliances, but Allied certainly adopted the word “hybrid” here as well for a small group health, small to medium size group health product called the Freedom Hybrid.

First of all, the word “freedom” whenever you see that, that gives you the idea that there’s no network associated with this plan. So, you have the true freedom to go to any provider that you want to go to. It does utilize reference-based pricing, which really close to about 80% of all of our groups utilize a reference-based pricing model.

And we’ve just had a good success with this over the years. In fact, I think we were one of the early mergers available in offering a reference-based pricing model. We’ve had some type of aberration of it over the years too, but we just really think there’s a good future opportunity in offering this type of a concept. And I think we are the first ones or among the early ones that also offered a guarantee for no balance billing.

So, although we can’t stop a provider from actually sending a balance bill that if the member would send us to our client service department, the actual copy of the balance bill we’ll guarantee to protect that member. So, they will not have to pay anything additional out of pocket on that. So, that’s our guarantee. And that always seems to really do real well with this product.

But the Freedom Hybrid plan, it kind of has the best of both worlds into it. So, what we’re talking about here is that we still have reference-based pricing, but for your doctors and practitioners and such, we’re going to have what we call a physicians-only network.

And so, what this does is the idea is to eliminate the occasional friction point that a member has when we go into an office visit and the office says, “Well, we need a PPO.” And so, it doesn’t happen that much, but it can happen. And sometimes, an agent might be thinking about that. Well, what can we do to offset that? Well, this is the product to help with that.

So, you have a choice of two PPO, physician-only networks you can choose. One is called PHCS and the other one is called Prime PPO. So, you can go to our website to simply enter PPO networks and you can look up and you can see the instructions on how to see the physicians-only network and what doctors are going to be in that network.

Now the good news, Jason, is that sometimes you talk about networks you sometimes think, “Well, gosh, is there a penalty or fee if I don’t see a doctor in the network?” So, that’s the good news with the Freedom Hybrid plan is you can see really any provider you want to see. It helps if you see one that’s in the network, obviously, but if they’re not there, then we’re still going to utilize reference-based pricing.

So, that’ll still be a nice fallback. So, even if they’re not in the network, the member is still assured that they can see whoever they want to see. And if they’re not in that network, they may have that choice to utilize the reference-based pricing as well. So, always with our plans and whether it’s the Freedom Hybrid plan or any of our funding advantage major medical plans as this falls under our major medical plan, these will be called 1221 plan. So, 12 months for a plan year plus a nine-month period for the runout period.

And then after the runout period is when we pay 100% of all the dollars that are left in the claims fund. That’s really a nice piece that we’ve always had a signature with our plans for many years now. We’ve been doing this since the Affordable Care Act first came out. So, close to 12 years now we’ve done this.

So, to be able to have no strings attached when it’s time to get that refund back after the following runoff period is over with, that money is forwarded back in the form of a check back to the employer. And the employer can then use that. If they’ve renewed with us, which we hope they would, they can use that to buy down future monthly premiums, or they can also use the money to buy additional benefits that they want. And if they’ve not stayed with Allied, that they can use it as long as it goes back towards the welfare of the employees, that becomes really a good feature.

So, this Freedom Hybrid plan is a new product here for us, offered in the last year and already getting, I think really great traction with this, good attention. A lot of the agents like the idea of the physicians-only network and find the discounts are very lucrative along the way.

So, if you’re thinking about as an agent watching this, that you want to give us an opportunity for a quote, Jason and his team to help us out, to help you out to close this.

Jason Powers: Yeah. And as a general agent for Allied National, I’ll say when we saw this option show up on the quoting system and started running those proposals, what we noticed was typically when you add a PPO when you’re already RBP, moving to something with a PPO can be a pretty drastic change in rate and when with Allied’s product and the Freedom Hybrid, when we add that PPO component to the physicians, we didn’t see a giant jump in premium. But what you end up with, you mentioned balance bills, and I know Allied is going to protect the member, but the protection isn’t the only issue in RBP.

We all know that really it’s the noise. It’s the feeling that, am I going to have a problem going to a doctor and the doctor’s office visits. That’s not where we’re focused on trying to control costs. It’s really a facility claim. So, RBP does a great job of managing the facility claims. The PPO on the physicians eliminates the noise.

Randy Wehner: Yes. It really does. That’s very true. And should put the agent at ease a little more so, as well, too, because you’re right, the noise is rattling.

Jason Powers: And then the pricing I think helps because it’s still competitively priced. You still have an opportunity, I think, to go in and tell the story of RBP, but really know that the only things that you’re going to have to deal with on, if there is a balance bill, it’s really going to be on the facility claims, and those are going to be so few and far between.

Randy Wehner: Correct.

Jason Powers: So, you really eliminate a lot of that static, a lot of that noise.

Randy Wehner: We also have a team, Jason, that the member can reach out to on that balance bill too, where they can get quick access to talking to someone right away about getting it resolved and fixed. So, the idea of course is for the member to contact our elite client services, the team, and that’s provided information when they sign up for the plan as well, to get that expertise to help them.

Jason Powers: And I’ll tell you, I’ve been in that room when she got a call and said, I’ll be right with you. I need to take this call because it is a member that needs answers. And it really is that kind of touch.

Randy Wehner: Good, good deal. Well, I appreciate that. And really just to kind of build a little bit and we’ll close on this Freedom Hybrid product here, a reminder that really always Allied does all of our underwriting, Jason, with the intent of driving the highest degree of likelihood to get a refund back.

So, we underwrite with the purpose in the central focus that when we offer those final rates to the employer, they have a great opportunity of getting a refund. And right now, close to 40 to 50% of all of our groups get a refund. And we take great pride in that. And we have agents that will take the refund check. I used to be in the life insurance business and nothing greater when you’d have unfortunately, a claim obviously in the life business. But you deliver that check to the family, it was always a big deal.

Same thing here. There’s an opportunity. We have agents that will take that check out to the employer and really take time to show them. This is why this is a great feature with Allied. You’re getting 100% of your dollars back as well.

So, another piece that’s on our screen here that we’ll talk about just real briefly, I’m going to have you go back, Beau, if you can, to the other piece. This didn’t get a chance to talk about the Individual Advantage. So, Jason, you may not be quite up speed on this, but this is a little teaser here for just a moment, but we are going to reach out and also be a little more stronger in the individual marketplace.

Just a teaser. I can’t really give you all the insights and outs, but we’re going to start offering individual plans, health products that are going to be for members before they turn Medicare, as well as after their Medicare as well. And we’re probably a couple months still away from being able to offer this, but I kind of want you to hang on to your bootstraps because it’s going to be a big announcement here pretty soon. And we’re really looking forward to a suite, a full suite of health products on an individual basis that will be available and it’ll be directly with Allied as well.

So, we’re enthusiastic about that and want to plant that seed with our agents as well. They can see this and understand, wow, we’re also has a suite of individual types coming out as well, too.

Jason Powers: That’s great.

Randy Wehner: All right. So, Beau, you can move on to the next piece there. So, always like to talk about the Cost Saver. And I know Jason, you’re familiar with that and we’ve helped you with a number of agents with the Cost Saver product. In fact, you were one of the early mergers to get us interested in looking at this ideal together.

We’ve had the Cost Saver, a limited benefit plan for again, small to medium size group sign. I know I mentioned, but we can go down two lives by the way, two down a hundred lives is where we can be really good for you here.

But about a dozen years ago, Jason, we had a lot of agents who were coming to us and stating, “We need some pricing that’s going to be half the price of what a full major medical plan is going to be, or we’re going to lose-”

Jason Powers: [inaudible].

Randy Wehner: That’s right. Yeah. It’s slash the price. That’s exactly right. And so, we rolled out this Cost Saver when we’re offering the full insured days. And now as a level funded product, the Cost Saver, it does just that. It cuts the pricing down about 50% of what a full major medical plan. It’s got a lot of neat things for being a limited benefit plan. Right off the bat, it’s going to have unlimited, believe it or not, the word “unlimited”, it is an unlimited benefit plan where we’re offering unlimited benefits on anything that’s outpatient and physician benefit oriented.

So, you’ll have a copay for that, a very small deductible, by the way, as you meet up front only $250. That’s 100% call insurance. It also it has $2500 of out of pocket on top of that. And then that’s per member-

Jason Powers: I’m going to just make sure that they heard that.

Randy Wehner: Go ahead.

Jason Powers: $250 deductible.

Randy Wehner: Yeah. Really small.

Jason Powers: Half the price of a normal plan and outpatient services are unlimited.

Randy Wehner: That’s right.

Jason Powers: It’s still limited benefit.

Randy Wehner: That’s still a limited benefit.

Jason Powers: And I know the limits come on the inpatient side and the more the price you’re saving the facility claims. But the outpatient stuff is all done in a PPO setting.

Randy Wehner: That’s correct. Yeah. Two choices of PPOs. You’ve got either PHCS or you’ve also got First Health, which are two nationwide PPO networks to choose from. Some states are going to be strong with one or the other, but they’re very good PPO networks.

And I want to add to that as well, Jason, that their networks that are in tune that the members utilizing their networks are on a limited benefit plan. So, they really want to maximize the discounts for the member that’s utilizing the cost. They are here because they know it’s a limited plan.

How can they maximize the discounts, so that the agreements they have for the pricing they will offer through the discounts will be tremendous on the Cost Saver. We’ve had a lot of great compliments on this Cost Saver product. And especially just this past year, as you see on your screen, we’re talking about the Cost Saver Bronze Minimum Value Plan.

So, what we done, Jason, is we’ve taken our upper tier level. There’s three tiers of the Cost Saver plan. One’s going to be the lowest economic plan, meet some movement, essential coverage. And then you’ve got plan two, still just a little step up the plan one, still very economical. And the plan three is economical, but we’ve added a few features to make it our bronze plan.

Now mind you, as a limited benefit plan on all three of these options I just talked about, including what we’re about to talk about, the Bronze Plan has no medical underwriting.

Jason Powers: No medical underwriting?

Randy Wehner: No medical underwriting.

Jason Powers: So, guaranteed to issue.

Randy Wehner: That’s right. That’s right. You still have to meet participation obviously here, but no one’s going to look at the health issues and one step further than that to make it easier for the agents that are listening and watching this as well is they don’t have to fill out applications either. It’s a spreadsheet enrollment.

Jason Powers: It’s just census. It’s just census. So, for those that need it repeated, $250 deductible. Half the cost. All patient is unlimited. It meets bronze minimum value requirements.

Randy Wehner: Plan three. That’s correct.

Jason Powers: It’s census enrollment.

Randy Wehner: That’s right.

Jason Powers: Guaranteed issue. No underwriting.

Randy Wehner: Yeah. No medical underwriting. You just have to still meet participation obviously. So, that’s the other part to it. And contribution, which is only a minimum 25% that the carrier requires. But we always think some secret sauce is the higher the participation contribution, the better.

Jason Powers: This is what chapter nine of Cost Saver now. It’s been around a long time. It has looked a little different in the past, but this one’s really exciting.

Randy Wehner: Yeah, especially to have it as bronze plan that beats, both minimum essential coverage and MVP value as well. That’s really makes it tremendous. And so, it’s a great plan to be looking at, especially if you’ve got … Jason, maybe you’ve got a group that’s got a class of low wage earners that maybe they were already on another full major medical plan for the management, but maybe the low class workers have been left behind.

This could be offered as a class product. And right away, you saw the group’s problem with their [inaudible] the large employer. If they need somebody that’s going to have both sides to it, it’s a bronze plan. This can be great for that. It can be great for a small group that just needs to have employees covered and wants to do it as a class setting or the whole group can be offered the plan as well. So, it’s a great plan. It’s fun to present it. And it’s a fresh idea when you think about it. That an employer says, “Hey, this is something different. I’ve never seen this.”

I know a lot of agents are looking for fresh ideas and concepts. And I think this concept is going to be part of the fresh idea. Just like the Freedom Hybrid becomes a new idea as well too, so is the Cost Saver as well too.

So, keep in mind a couple of other things that I’ll just mention, Jason, on the Cost Saver. It does come with unlimited access to telehealth, CureMD. And so, that’s a great free telehealth. So that low wage earner, especially appeals on this Cost Saver, anyone with the Cost Saver plans could have free access to the telehealth. I don’t know if you’ve ever used telehealth.

Jason Powers: I love it.

Randy Wehner: I do too.

Jason Powers: With the four kids, Randy, are you kidding?

Randy Wehner: Yeah. I was going to say that.

Jason Powers: I use it all the time. Oh wait, this is recorded. [inaudible]. Of course, I use telehealth, all the time.

Randy Wehner: I tried it one late night, 10:00. I had a cut or something on my arm. Forget what it was now. I was on the phone right away. The doctor came right on within a minute or two. He was out of Wichita, Kansas. And so he said, “Take your camera and show me a picture of what’s on your arm.” And I did. He was able to look at it quickly. And he said, “I could prescribe something right now for you,” and which he did. And you could either go to the pharmacy, looks like there’s one open still tonight where it was like after 10:00 at night, go find some help.

But it was just so comforting and it was so helpful. And it just put me at ease because I was going to probably lie in bed worried about this little thing. If I got this infected, what have I done here? Knowing me, I’m a blonde guy. What could happen to me? Plenty can happen to me.

So, it’s just really nice to be able to use telehealth and this Cost Saver as well as our full major medical plans has that as well too. And then to make it a bronze plan, on one last point, is it comes with a $15 copay for generic medications as well, prescriptions. And then, it’s 50% co-insurance for your preferred brand drugs. So, that’s what makes it again the MVP as well to have those features on.

So, let’s be sure and have you take a look at that. The default compensation is 12% comp. So, if you feel like you need to add a little more to that, they can do that as well or you take some away as well, then you do that as well, too. That’s really attractive.

Jason Powers: Definitely.

Randy Wehner: All right. So, another product that we’re going to talk about really valuable products as well. We talked about POP plans. And you’ve actually spoken about this a little bit in the past on some of your meetings of events that you’ve been at too. I really wanted to talk about this just real briefly because especially if you have agents that are writing new groups and would like to really service and employer very well, there’s a lot of employers that don’t understand that they’re paying taxes. Payroll taxes are coming out when you’re having benefits paid as well. Why not save some money for the employer with payroll dollars there by taking out a premium only plan.

So, all of our plans, the Cost Saver and anything that we’re doing at the funding advantage can be a premium only plan. And Allied although does not administrate that part of it. But what we will do is set up the tax documentation for that employer to have something in writing that allows them to implement and to administrate their own pre-tax dollars being used to pay for benefits.

Really, it’s a win-win. As you can see here, we have no cost for it that it’s just a free feature when you already have Allied plans in place. But it’s one idea to help an agent who’s looking for ways to really impress, if I can use that word, impress their client that they’re looking at all areas to be not only a full benefits provider, but to be that healthcare advisor to advise them on how best to save money and to benefit with that. And sometimes the POP, the POP gets overlooked.

And so, I just wanted to mention that to you. I think it’s a great benefit. And all you got to do is request it. We’ll have the employer fill out a simple application for it. We’ll provide all the documentation so they can make that happen. It’s a win-win for your client.

Then also, we also have Pivot plans. I know you’ve got some agents that are working on the individual short-term medical plans. And a growing business right now with that. And Allied also on the side of the level funded products that we have for group, we’re the largest administrator in the United States administrating short-term medical plans.

And so, Pivot is a great marketing partner with us. We have our own short-term medical that’s under the Pivot name. Pivot is a large marketing organization. They’re quite well known. They own the website for healthcare.com. So, they’ve got the website for that as well. But they’re very instrumental in offering individual products as well. And if your agents are looking for another revenue stream that you can add to your block and business, short-term medical can be a great opportunity for that as well.

We can set you up with a link on that. You can have some agents that I’ve spoken to, Jason, that really find it to be advantageous to be looking at short-term medical plans, basically. So, I’ll just give my little two second plug on that.

Jason Powers: Yeah.

Randy Wehner: Then our next piece here on your next piece is what’s new. So, this I know, Jason, you will ever like, because you really had a part in some of this as well, too, with what we call the no call rule. So, the no call rule is for groups, whether they’re over 20 or under 20. It used to be, we would make a phone call to an employee. If we saw a health issue that an underwriter had a concern about, and they wanted to clarify that issue, understand it better, we’d make a phone interview. It was maybe a minute to two minutes of length, but sometimes it could be a little bit of a hassle so to speak that.

First, to get a hold of the member and then to have them answer questions. So, I thought you would appreciate this new rule that we’ve changed because you’ve had some feedback over the time with this as well.

So, we’re no longer willing to call and employ to verify health issues. That’s really a big deal for us not to do that. That makes this easier. And I like what Liz Wilson, who’s in the room here today with us, was stating that we’re trying to tighten up our underwriting to make it more streamlined, easier, user friendly if I can use that word as well.

And I think this is a positive point in the right direction to take away this effort of having calls being made to employees. So, that’s off the table. We’ll still make obviously an employer call just to verify we’ve got the right number of people in a group to make sure we crossed our Ts and dotted our Is on that. But we’ve taken the calls out to call the client and their members directly.

And then we’ve got this also, Jason, you’ve had some feedback on this for the 20 plus groups we like to call it simplified underwriting. So, here’s what we’re doing. We’re utilizing an online … In fact, I’ll just backtrack just a moment with this feedback, by the way. We wanted to develop a way for these larger size groups to be able to offer quotes and firm rates faster. And this gives us that opportunity to offer faster.

So, what we’re doing is we have census, a specific census form that allows the agent and the employer to fill out. So, we need it fully completed. [And what we’re going to do is we’re going to underwrite off of known, in fact, we’re going to use a model that’s going to utilize known prescription history and known hospitalization history as well.

And we’re going to give a firm rate to you based on the census that you’ve given us. And once you have that firm rate, you take that out to the employer group. And that employer likes what they’re seeing, we hope they do, then you take that back to us.

And then we begin process of being able to work at the group and we will have the employees still fill out a very short simplified underwriting questionnaire, basically quick five or six yes or no questions. As long as they answered no to the questions, the group has the plan. And then we go ahead and plan on completing the employer statement form and we will activate the group.

So, it’s a really great way to go. We’re not going to look at any type of tax and wage statements as we’ve done in the past for the size group. The goal is to make this easy.

Jason Powers: Sure.

Randy Wehner: And make it simplified and to help the agent feel good about what they’re doing in the process, so they have something quick in their hands that gives them a firm rate. And they’re good to go to market that to the client tier. Would you agree? Do you like that?

Jason Powers: I would. I want tell you, these are two very important changes in Allied’s underwriting mechanism that have facilitated our success with Allied over the last year. And I’ll tell you, we love doing apps. I will say that. We use FormFire. We provide FormFire to our agents as just an additional value to working with us as a general agency, but not everybody likes to do apps. And I think the challenge and I never had a problem with calls coming from my background, underwriting was key. Phone calls were part of it.

I think what’s happened in the evolution of underwriting in small group over the years is we’re seeing more and more prescreen requests. Here at Legacy, we have two paths preliminary quote, where we just get you the rates and you tell us if it looks good and then you go down the underwritten path or you go right to the underwritten path. You just don’t get the quarterly wage, and the prior carrier, the binder check and the employer app. You just get applications, individual applications.

And so, I think what the challenge with phone calls was, is you’ve got agents who are doing pre-screens and underwriting with all these different carriers and then phone calls. The phone calls [inaudible] one path or two paths where they’re asking questions. But I do appreciate that.

And then the second thing I’ll say is on the simplified underwriting, an agent also has the ability to take that five question, what I call the case killers, right? The five questions. Get those upfront.

Randy Wehner: Yes. Very true.

Jason Powers: [inaudible]. Get those upfront, get those questions answered up upfront. So, the idea that as a consultant, you can do some field underwriting. Wouldn’t be a bad idea, especially when you’re talking 20 to 25 life case. That’s not too much to ask to get those five questions answered and just be sure that you’re not stepping on a landline later.

Randy Wehner: Very true.

Jason Powers: But while you’re doing that, simplified underwriting with census, remind me what all we need if see if Andrea and Kathy were in here, they’d tell me exactly what we need. They know what we need. So, it’s census. You need current plan of benefits and rates.

Randy Wehner: Right. And the requested plan design as you’d like to see on that as well. So, just to start it out to again, make it easy, it’s the census form that needs to be completed. And then the type of plan that you’re basically looking for, the plan designer.

And then once we get that census fully completed, then we’re going to go ahead and work with that and do the underwriting of that side and really provide you with a rate within a matter of a few days. So, you can take that and go out to your clients.

So, again, there’s even the competitors on how can we speed up this process to help your agents out? That’s what we’re trying to do here. So, very, very attractive.

Jason Powers: Those are great changes. For Q4, I think that’s again, is how quickly can we get to a final rate that agents can go and install and groups can get [inaudible because getting tripped up in underwriting can be terrible in June, let alone October.

Randy Wehner: Yes, you’re right. We want to make it easier as possible.

Jason Powers: I love it. I love it. Those are all positive changes.

Randy Wehner: So, our last piece here, Jason, is we talked about just some summary here of why Allied National again, I think that’s always good to be reminded that I mentioned earlier that we try to have plans for group here to fit as many budgets as possible that employer has.

So, if it’s a real small budget that employer has, we’ve got the cost server. You even have one product less than that, just a MEC only product as well it would be sold. It’s a preventative only plan. Again, you’ve got some groups that are on that as well with us there too. That’s just $42 a month per member per head. Very attractive plan, especially for an applicable large employer. That’s really trying to find a way to reduce cost. And they’re also trying to prevent the employer from having to meet a penalty. So, that’s really nice for Allied National, too.

But very innovative plan designs as well. Customizable options. Again, I mentioned earlier, you can do class settings here as well too. That’s really nice to have that feature to do that. Whether you’ve got a low income class here that needs a cost saver or maybe it needs a different level of the major medical plan, too, we can do some things there as well, too.

Healthy underwriting program. I will tell you, Jason, we work like the Dickens to be able to start … My mother’s commentary there. She always say the work “Dickens.” I’ve got that from my mother there. So, blame it on her for a moment there. But we do work hard to make sure that when we do underwriting, that we do it correctly. And we do it in a way so that you’re not going to get a shock in a renewal the following year.

So, obviously, there’s always the surprise, terrible, horrible claims. And I’m sure it can drive some behavior to where all of a sudden there can be some cost, But we underwrite in a way that we want to avoid having that type of scenario for your [inaudible]. So, that’s a big thing with us as well.

We have a large customer service team. I will tell you, we’ve worked hard at hiring additional staff to help us out with this as well. We’ve even got a tier level in our client services team. We call our lead team that works on this balance billing scenario. So, we’re there to offer assistance right away. And we’ve seen that demonstrated with some of your agents in your groups as well here over the last few years, we’ve offered that as well too. So, the goal is when we say an enhanced member experience to work at that.

And a big deal with us as always is with our refund dollars amount, 100% of our refund is offered back to the employer. And if an employer’s been on a competitor plan that has these strings attached to what you got to do to get a refund and all of a sudden realizes, “You mean I’m not going to get all the dollars that are left in that claims fund.” Once they see that boy, Allied’s got 100% of these dollars available to be refunded back, they like that. They like that feature. They like that they get a check. And they like that they can use that to buy down future payments.

In fact, it really corresponds with the beginning of the third plan. When you think about it, this is a 12-month plan year plus the nine months for the runoff period. They all have claims that were incurred the nine months. So, when that check is being issued, that group is heading into that third year. So, they can use that as an added advantage to retain the group. And I’m doing a lot of rules. So, we appreciate the retention of groups that renewed this year after year.

Jason Powers: You sure do.

Randy Wehner: So, does that kind of help you out, Jason?

Jason Powers: It does all. This is all great news. I think we very likely have agents who have either tried quoting Allied in the past and there was something that just wasn’t a fit for them or their clients. And you really are innovative as a company. And the best part about it for me in Kansas City is your local right here. I can drive to your office and have a meeting with you and your team. So, we appreciate the partnership with Allied. I can’t thank you enough for joining us today. Any final thoughts before agents head out into the craziness that is Q4? You’ve been at it a long time, just like me.

Randy Wehner: Well, I tell you, a feature that we don’t have up on the PowerPoint presentation to keep in mind, especially with renewals as well with Allied is we have a feature. I know Tim Shrout talked about it in your previous piece for Allied is called our HealthChoices option that can be added to our major medical plans or funding advantage plans. And also, it can be added to our freedom plans as well, too.

So, HealthChoices is a type of a wellness benefit that really allows the employees to not just voluntarily participate, but it is obligatory on them to participate. What we’re doing is we’re asking the employee to telephone us with information about health conditions that’s on a flyer that they see clearly when they first get all the fulfilling materials from Allied.

And when they call us, we’re going to give them a free second opinion about their health issue, whether it’s a diabetic issue, mental health, or maybe they need an image scan of some sort and a tier four specialty drug, what have you, we’re going to offer a free, no obligation, second opinion.

And if they take advantage of our second opinion, we’re going to offer some lower out of pocket costs. We’ll waive some of the office visit costs. If it’s a diabetic issue, they take advantage of our second opinion, we’ll waive the cost for testing supplies.

So, there’s some financial rewards for taking advantage of that. And instantly just for adding Allied choices feature on to your major medical plan with Allied, it offers a 6. 5% instant discount. So, that’s instant right there to provide savings, additional six and a half percent savings to the group by taking that on.

Jason Powers: Wow.

Randy Wehner: It’s a great feature that you can add on. We just didn’t mention in the PowerPoint, but I wanted to allude to it and I know we’re recommending it on renewals-

Jason Powers: Oh, for sure. Why not.

Randy Wehner: …as a way to reduce costs if you want to.

Jason Powers: It gives you an opportunity to help with more care navigation and provide more feedback to members and agents. In this day and age, agents are getting more and more obligations and more and more work to do. And so, for a TPA to say, “Hey, we’ll do more for you and lower your rate if you just let us do this one.”

Randy Wehner: Right. It’s really been a win-win for us, so appreciate that.

Jason Powers: That’s great.

Randy Wehner: We mentioned it. So, thanks for your courtesy today and thanks for allowing Allied to be a partner with you. Thanks for all that you do as well, Jason. We think a lot of your team here.  It’s great, great staff that you have here. And it’s nice to take some time on a Tuesday afternoon here that we’re here. Although some of this will be watched later on.

Jason Powers: You think highly because you haven’t seen our [inaudible].

Randy Wehner: Right. Very good.

Jason Powers: All right. Well, that’s it for us. That’s it for Allied. Thank you, brokers. Have a prosperous fourth quarter. And be sure to take a look at Allied. If you haven’t taken a look at Allied quotes in the past, be sure that you’re taking a look at those quotes and really paying attention to the type of designs that we’re putting in to those proposals and the plan options that we’re quoting.

And if you’ve got questions, reach out to our team, we’ll help you get it sold. That’s it. Go out, sell lots in Q4 and we’ll see you next time.

Randy Wehner: Thank you.

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

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.

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 / sales@legacybrokerskc.com

Get your marketing materials for Allied National right here.

Are you looking to get a quote for a group?

Send us your Allied National quote request now!

RFP Form

Click here to download form

RFP Form
RFP Census

Click here to download form

RFP Census
Group of coworkers with computers at table
Agent Contracting Paperwork

Click here to download the agent agreement with Legacy Brokers.

Checklist

Carrier you may also like

Allstate Benefits

Allstate Benefits offers a small group level funded plan for groups as small as 2 employees. You can use the CIGNA or Aetna network, or a regional network of choice. Groups with low utilization receive 50% of their surplus back, after runout.