Humana Marketpoint Plan Overview Training in Cleveland

Join Cornerstone for Humana Marketpoint plan overview training to help build your business!

Larry Farmer, Regional Sales Manager for Humana, will cover the following topics:

  • What’s the sizzle to sell?
  • Plan details / Q&A
  • Why Humana?

DATE: May 9, 2017
TIME: 9:30–10:30 am
LOCATION: Cornerstone’s Cleveland Office
4500 Rockside Road Suite 330
Independence, OH 44131

Not appointed with Humana?
Contact Cornerstone today to get started!

WEBINAR: Join Cornerstone and Altrua HealthShare for an Informative Training Session

Join Cornerstone and Altrua HealthShare for a training webinar with Ron Bruno on a great alternative to insurance that is exempt from the Affordable Care Act.

Important features of Altrua HealthShare:

  • Broad network
  • EXEMPT from Affordable Care Act
  • Purchase all year, not just during open enrollment
  • Very affordable memberships
  • Available in all 50 states
  • Pays great commissions

DATE: May 17, 2017

TIME: 10:00 am – 11:00 am


Not appointed with Altrua?

Contact us today to get started!

Have You Signed Up for Medicare Sales Strategy Training?

Join Cornerstone for Aetna Medicare Sales Strategy Training at Cornerstone’s Cleveland office.

Training will cover the following topics:

  • Business development
  • Local marketing
  • Lead generation

DATE: May 16, 2017

TIME: 10:00 am – 12:00 pm

LOCATION: Cornerstone’s Cleveland Office

4500 Rockside Road, Suite 330

Independence, OH, 44131



Not appointed with Aetna? Contact Cornerstone today to get started!

How to Be Successful in the Senior Market

Tim Shook | Vice President, Medicare/Individual

The senior market is one of the fastest growing markets in the insurance industry today. The age 65-and-over population has increased from 35.5 million in 2002 to 43.1 million in 2012 (a 21 percent increase) and is projected to more than double to 92 million in 2060. By 2040, there will be about 79.7 million older persons, over twice their number in 2000. People 65 and over represented 13.7 percent of the population in the year 2012, but that metric is expected to grow to 21 percent of the population by 2040.
There is an evident opportunity in this market. So now what?


*Source: U.S. Census Bureau, Population Estimates and Projections

Note: Increments in years are uneven
*Source: U.S. Census Bureau, Population Estimates and Projections

Let’s start out with a business plan. Do you have one? A business plan is a tool for understanding how your business is put together. You can use it to monitor progress, hold yourself accountable, and control your business’s fate. Writing out your business plan forces you to review everything at once: your value proposition, marketing assumptions, operations plan, financial plan, and staffing plan. I have always been told:

“Those that fail to plan, plan to fail.”

An important item to be included in your business plan is how you are going to generate business. Here are a few ideas that have been successful for many other agents in this industry:

Set up seminars: Seminars are a great way to get in front of individuals eligible for Medicare and establish a presence in your community. Seminars can be either sales or educational events. The main difference between sales and educational events is that, per CMS regulations, no sales or marketing activities can take place at an educational event. An educational event is an event designed to inform Medicare beneficiaries about Medicare Advantage, Prescription Drug, or other Medicare programs, and does not include marketing. Conducting any type of sales activities, such as distributing marketing materials, collecting applications, or setting appointments, is strictly prohibited. Lead generation is also disallowed. This includes sign-in sheets, even if optional, and survey cards where the agent asks for a prospect’s contact information. The most an agent can do at an educational event is hand out his or her business card, if the customer requests it. At a sales event, marketing activities and lead generation can take place, including discussing plan-specific information and collecting applications. As a rule of thumb, any time you want to partake in marketing activities, structure your event as a sales event. Click here for a free comparison between educational and sales events.

Centers of influence/partnership: One of the best ways to be successful in this business is through referrals. Develop partnerships with other professionals who interact with seniors on a regular basis. These professionals are looking for someone like you that they can trust and take care of their clients’ Medicare needs. This can include, but is not limited to: financial planners, life insurance agents, property and casualty agents, CPA’s, doctors’ offices, etc. Develop relationships with these influencers to help fill a need for their clients.

Retail Stores: You can partner with some of the local stores to set up a booth to help generate business. Many stores, such as Walmart, Kroger, and other retailers, have opportunities during open enrollment to set up a booth and answer any questions that seniors may have. Upon their request, you can set up an appointment to meet with them and explain to them the choices they have. This is a great way to expand your business each year.

Partner with a great FMO: When looking to get contracted with the different Medicare carriers, you need to ask, “What else will my FMO do for me? What tools do they provide? What type of support will I receive? What type of training will I receive? What type of release policy do they have or do they have one at all?”

Cornerstone has a licensed and certified senior service department that is available to help with any questions or service issues you have. Our compliance officer on staff is available to answer any compliance questions. Please click here for additional information. We would love the opportunity to introduce you to this exploding market!

For more information, contact Cornerstone today.

Medical Mutual to Offer Extended Rates for Transitional (Grandmothered) Groups

On March 23rd, the Ohio Department of Insurance announced the transitional relief extension, which is designed to allow all transitional/grandmothered plans to remain effective through December 31, 2018. In response, Medical Mutual will allow all existing individual and small group (1–50) transitional plans to maintain that status through December 31, 2018.

There will be no change for groups that renewed in October through December 2016.

Click here for more information.

For more information, or to get appointed with Medical Mutual, contact a Cornerstone representative today.

NOW AVAILABLE: ACA Small Group Quoting Sizes 2–50 Template

Cornerstone is dedicated to tailoring and modernizing our approach for providing the most accurate and efficient proposals in the quickest way possible.

We are launching a new and improved ACA Small Business quote request and census template for group sizes 2-50.

As part of our 2017 goals and initiatives, we are spotlighting the opportunity to capitalize on dental, vision, basic life/AD&D, LTD, and STD products for your clients. Cornerstone recognized the need to develop a quoting template that would make it easier for our broker partners to obtain ancillary in conjunction with medical quotes, giving you the opportunity to present a complete benefit package to your clients. This template makes that possible.

This template will provide a ‘One Stop Shop’ for quoting all lines of coverage. We have a recommended Standard Cornerstone Quote Profile to make quoting all lines of coverage as simple as checking a box. You will be guaranteed our 24 hour turn-around time for Medical quotes, and a 4-5 day estimated turn-around time for additional lines of coverage from our valued carrier partners.

We strongly recommend brokers to submit this new template for all quote requests. The template can be accessed through Broker Centric. Please continue to send all quote requests to your Cornerstone quote request email box.

If you are interested in getting appointed with any of our carrier partners that you are not currently appointed with, please contact your Broker Advisor today! To view a list of carrier partners for our Employee Benefits division, click here.

Questions? Click here to contact a Cornerstone representative today!

Employer-Sponsored Health Plans are Major Preference for Workplace Perks

According to a recent post by PlanSponsor, the Employee Benefit Research Institute (EBRI) conducted a study that explores workers’ preferences for employer-sponsored benefits. EBRI concluded that companies with employer-sponsored health plans have a stark advantage over the companies that do not offer these benefits.

Companies are continuing to understand the true value of an employer-sponsored benefit plan. Recently, we have seen companies who had disbanded their plan or didn’t have one, make the decision to offer their employees a benefit package.

Employers recognize that the need to attract new and retain existing employees is significantly impacted by a strong employee benefits package. At the heart of a benefits package is a medical plan, though ancillary packages are just as important for employees’ overall health and satisfaction. An ancillary package usually consists of Dental, Life, Vision, and Disability.   With these, an employer can decide to contribute to the cost or offer as a voluntary option. The important factor is to offer these benefits to employees and give them the choice to elect coverage. In addition to these, you may also see companies offering products like LifeLock or Telemedicine services.

Employers should consult with their broker when designing a benefits package to ensure the right package is developed for each company with their budget.

If you have any questions, reach out to one of Cornerstone’s Employee Benefits experts.



Health Benefits Still Top Draw for Many Employees


Medical Mutual to Implement Drug Surveillance Program on July 1st

To combat a noticeable trend in increased pricing of existing brand and specialty drugs by pharmaceutical manufactures this past year, Medical Mutual is implementing a new Drug Surveillance program, beginning July 1, 2017. The program will be for all groups and members with MMO’s prescription drug benefits. It is non-customizable by group, and the option to opt out of this drug management policy is not available. The program itself will be and enhanced version based on a standard Express Scripts offering.

Click here to learn more.

For more information, or to get appointed with Medical Mutual, contact a Cornerstone representative today.

Take Part in the Aetna Spring into Action Sales Incentive Program!

Floral frame with Hello spring text. Romantic template for greeting cards and wedding invitation.

Earn up to $200 per Medicare Supplement policy this Spring

Your Medicare Supplement applications could earn you extra cash this Spring! Between April 1 – June 30, 2017, submit qualifying applications of individual Medicare Supplement* and receive a bonus payout of $200 per underwritten policy, and $50 per open enrollment policy issued.

Start submitting applications with E-App today!

The more applications submitted and policies issued, the bigger the payout. There’s no limit to the amount of extra cash you can earn!

To receive a payout, you must have a minimum of five qualifying policies issued per month, April through June. Bonus is limited to one active policy per insured. Remember, for states with the household premium discount, if two policies are issued, it counts as two policies towards the sales incentive.

View complete qualification details here.

*underwritten by Aetna Health and Life Insurance Company (AHLIC), American Continental Insurance Company (ACI), Continental Life Insurance Company of Brentwood, Tennessee (CLI), all Aetna companies.

SAVE THE DATE: 2017 NW Ohio CE Training Days

Toledo — 4444 Keystone Drive, Suite F | Maumee, OH | 43537
Lima — 3745 Shawnee Road, Suite 104 | Lima, OH | 45806

WHAT: Four hours of CE available each day with product updates and training from our carrier representatives.


May 16, 2017May 15, 20178:00 am – 3:15 pm
July 19, 2017July 18, 20178:00 am – 3:15 pm

RSVP: Please RSVP to Jenni Henry no later than 2 weeks prior to the event to reserve your place.