Before we get started, a quick housekeeping note: if you have questions as we go along, feel free to put them in the chat. I’ll be monitoring the chat window. Robin may not be able to see it during the presentation, so I’ll step in to make sure we get your questions addressed. Robin will also take some time at the end to review and answer anything we may have missed.

With that said, Robin, the floor is yours. Thanks again for being here. We truly appreciate the partnership.

Robin opened by introducing herself and expressing her excitement about the session. She began by highlighting the uniqueness of Physicians Mutual’s Medicare Supplement and dental product portfolio. Unlike other carriers that follow a one-size-fits-all approach, Physicians Mutual offers a number of features that distinguish their plans in meaningful ways, and she hoped to provide a clearer understanding of the value these products bring to both agents and their clients.

She then introduced the core team supporting agents. Holly Frank, their Sales Director, is not only involved in strategy but works directly with agents every day, supporting them alongside Robin and Rodney Jro, Robin’s counterpart and fellow Broker Relationship Manager. Together, they’re focused on agent support, and one of the key tools they use is what they call the Physicians Mutual SOS Text Thread.

This SOS thread is a direct line for agents to get immediate support during client appointments. Each agent is encouraged to create a group text that includes Robin, Holly, and Rodney. If an urgent question arises during a meeting, they simply need to text the word “appointment” along with their question, and whichever team member is available will respond right away. If Robin is presenting or otherwise unavailable, there’s a good chance Holly or Rodney can reply immediately. Agents have come to rely on and appreciate this level of responsiveness. For anyone not yet on the SOS thread, Robin invited them to email or text her directly, and she would add them to the group.

She went on to explain that Physicians Mutual has a support team of 17 people, including eight on the sales support team alone. Their commitment is clear: to be available and responsive. Support hours run from 7:30 AM to 6:30 PM Central Time, providing an 11-hour window of access. This team is well-equipped to handle a wide range of questions, whether they concern underwriting, application submissions, or anything else that might arise in the course of doing business. While Robin and her team will usually be the main point of contact, this backup support is an added layer of reliability that agents can count on.

Robin then transitioned into discussing the standout feature of their Medicare Supplement product—the patented Innovative Plan G. She acknowledged that other carriers may use the term “Innovative G,” but what Physicians Mutual offers is fundamentally different. Their version is structurally unique and offers built-in benefits not found in typical Medicare Supplement plans.

When filing the plan across various states, Physicians Mutual faced differing regulatory landscapes. Some states, such as Wisconsin and Illinois, approved both Silver&Fit and a comprehensive preventive care benefit that goes beyond Medicare’s standard frequency limitations. For example, Medicare might only cover a screening colonoscopy once every ten years. However, if a physician recommends a screening more frequently, the plan covers it—whether it’s every two years, five years, or otherwise. This expanded preventive benefit is fully integrated in states that allow it.

In contrast, Pennsylvania approved only the inclusion of Silver&Fit, excluding the enhanced preventive benefit. Still, Robin emphasized that even without this feature, Pennsylvania clients benefit from the same Innovative Plan G structure that sets Physicians Mutual apart.

She continued by outlining how Physicians Mutual supports agents with not just great products, but also real financial incentives. Each month, agents can earn bonuses for qualifying applications. These include new-to-Part-B clients and underwritten cases. Applications that are guarantee issue due to coverage loss—such as someone who already has Medicare Parts A and B and loses employer coverage—do not qualify for the incentives. However, underwritten applications and clients new to Part B are eligible. After five qualifying applications are submitted and issued in a month, bonus payments increase significantly. Robin explained that this could amount to as much as one thousand dollars per month in additional income, over and above regular commissions.

She also described the company’s annual incentive trip. Every year, qualifying agents are rewarded with a fully-paid trip for two. The previous year’s trip was to Los Cabos, and the upcoming trip, scheduled for the following April, would be to Vancouver. The next destination after that will be the Dominican Republic, specifically Punta Cana. These trips include airfare, accommodations, excursions, meals, and tips. Robin noted that agents are treated like gold, and they truly don’t need to bring a wallet.

From there, Robin highlighted another unique pricing feature of their MedSup product. Clients aged 65 to 68 receive the same premium as a 65-year-old. This pricing strategy applies specifically to underwritten business and offers agents a major advantage when working with clients in this age bracket. For those aged 65 and a half through 68, the underwriting process includes only a few health questions, making it relatively easy for many to qualify. After age 68, applicants may still qualify, but the process becomes more rigorous.

Physicians Mutual doesn’t implement age-based rate increases until age 69. Prior to that, rate adjustments are tied only to medical inflation, not the client’s age. This creates a stable pricing environment for new policyholders during the early years of coverage.

The plan also includes a two-year selection guarantee. If a client begins with a high-deductible plan and later decides they would prefer a standard or innovative Plan G, they can switch without any medical underwriting, provided the change is made within two years. Although a new paper application is required for the internal conversion, no health questions are asked, which gives clients added flexibility and peace of mind.

In Pennsylvania, Physicians Mutual also offers a 10 percent household discount. Clients qualify if they are married and living with their spouse, regardless of the spouse’s age or insurance status. Additionally, the discount applies if the client lives with another adult aged 60 or older, regardless of relationship or whether that person is insured. No additional policy is required for the cohabitant—just proof of living together and, when applicable, meeting the age threshold.

Every policy issued, whether Medicare Supplement or dental, includes a complimentary ScriptSave WellRx Premier discount card. While it’s not insurance, it provides meaningful savings on things like eyeglasses, contact lenses, LASIK, and eye exams. Physicians Mutual also partners with Epic and Beltone to offer discounted or even free hearing exams, as well as savings on hearing aids—ranging from 15 percent to as much as 60 percent—just by presenting the card.

One of the company’s greatest strengths, according to Robin, is its unwavering commitment to service. Physicians Mutual has never outsourced customer support and never plans to. All calls are answered by representatives based in Omaha, Nebraska. They also have Spanish-speaking representatives in the building. Robin emphasized how important this consistency is for seniors, who often struggle to hear and understand people over the phone—especially when dealing with overseas call centers. Having all support based in one location ensures clarity, reliability, and a high level of satisfaction, which is reflected in their 95 percent customer service satisfaction rating.

At this point, Robin transitioned into a discussion of Physicians Mutual’s growth. Their new Chief Marketing Officer conducted an analysis showing that the company experienced a 12.59 percent increase in premium growth over the past three years, outperforming most of the market. Only six other companies grew faster. In terms of loss ratio, Physicians Mutual also performed better than average. This kind of performance has led to a surge in agent interest—with approximately 900 new agents contracting with them each month.

Robin attributed this growth not only to their competitive product offerings, but also to their financial strength. Physicians Mutual has been in business for 122 years and is approaching its 123rd anniversary. They hold an A rating from AM Best, an A+ from Weiss Ratings, and an A+ from the Better Business Bureau. She pointed out that a company doesn’t achieve this kind of longevity—or maintain these high ratings—without doing things the right way.

She then addressed a regulatory issue that may affect other carriers. CMS recently issued a rule under Section 1557 stating that any carrier receiving federal funding for any product—such as Medicare Advantage or standalone PDPs—cannot restrict access to their Medicare Supplement plans. This effectively limits underwriting flexibility for those carriers. However, Physicians Mutual does not participate in Medicare Advantage or accept any government money for any product. As a result, they are not subject to these restrictions and can maintain full control over underwriting standards, pricing, and commissions.

Robin closed this section by reviewing the company’s product portfolio. While not all products are available in every state, Physicians Mutual currently offers Medicare Supplement, dental, life insurance, and cancer insurance in various markets. In Pennsylvania, the available products are MedSup and dental. In other states where agents may be licensed, additional products may be available. She also mentioned that the company now offers pet insurance, which is not a core product but can earn agents a small referral bonus. Anyone interested in learning more can reach out to her directly.

Looking ahead, Robin noted that Physicians Mutual plans to expand their Medicare Supplement product—particularly the innovative Plan G—into additional states. In 2026, Virginia and Maryland are expected to come online, with potential expansion into Delaware and Washington, D.C. as well. Once agents are appointed with Physicians Mutual, no additional contracting is required to begin selling in other states, making multi-state expansion simple and seamless.

Robin continued by discussing licensing and contracting logistics. She explained that if an agent comes on board and lists Pennsylvania as their licensed state, that’s completely fine. However, when contracting, she encouraged agents to include all states in which they are already licensed. This way, they’re automatically ready to do business if opportunities arise in those other markets. If an agent gets licensed in a new state after contracting, there’s no need for a lengthy reappointment process. They can simply submit business in that state, and Physicians Mutual will take care of the rest. Once an agent is appointed, they’re allowed to sell any product in any licensed state without additional hurdles. It’s designed to be simple and seamless.

Robin then shared a look at Physicians Mutual’s product expansion. She clarified that the company is already active in Florida, Georgia, Kentucky, and Missouri. However, in those states, they currently offer their older Medicare Supplement block, which doesn’t include Silver&Fit or the newer Innovative Plan G. Those features are coming soon. The existing block performs well, but the upcoming version will be more competitively priced and offer enhanced benefits.

She emphasized that Maryland, Michigan, and Virginia are brand new territories for Physicians Mutual in the Medicare Supplement space. The company has never been in those states before, so they are launching with the Innovative Plan G, including the Silver&Fit program and, where allowed, the optional preventive benefits rider. This launch strategy ensures that these new states will receive the best version of the product right from the start.

Robin explained that the preventive benefits rider and Silver&Fit program are part of the standard Innovative Plan G filing in most states. However, due to state-specific regulations, not all features are available everywhere. For example, in Pennsylvania, only the Silver&Fit program is approved, while the preventive rider is not. Even so, the plan has grown in popularity and delivers significant value to policyholders.

She then provided insight into how these plans are filed with each state. When submitting their product, Physicians Mutual typically includes Plan G, Innovative Plan G, Plan F (where applicable), and High-Deductible Plan G. They also request approval to add the optional preventive rider. In Pennsylvania, she noted, the Silver&Fit program is already baked into both the full Plan G and Innovative G—meaning it’s included in the premium rather than offered as a separate rider.

In Wisconsin, all features—Silver&Fit, the preventive benefit, and the innovative structure—are built into the plan with no separate rider required. While Wisconsin allows more flexibility in plan design, it does impose more limits on how bonuses can be paid. Texas follows a similar pattern for two of the plan options, though in some cases, the benefits are filed as riders. Ohio has its own structure as well. In California, the state allowed the inclusion of Silver&Fit and the preventive rider, but interestingly, it did not approve the Innovative Plan G structure—making it the only state to do so thus far.

To help agents navigate the differences, Robin mentioned the availability of a state-by-state product summary. These documents outline each state's plan availability, whether rates are gender-based or unisex, the rate structure, the household discount details, and how benefits like Silver&Fit and the preventive rider are integrated. They’re designed to give agents everything they need at a glance.

At this point, she shifted into a deeper explanation of what makes the Innovative Plan G unique. While it technically includes what is called a “deductible discount rider,” Robin clarified that this term can be misleading. In traditional insurance, the term “deductible” implies the customer pays every dollar of medical expenses up to a certain threshold before coverage begins. That’s not how it works here. Medicare continues to pay its share for both Part A and Part B services, just as it normally would.

The “deductible discount rider” on the Innovative Plan G simply means that for the first three calendar years, the client is responsible for some limited out-of-pocket costs, functioning similarly to a High-Deductible Plan G. After those three calendar years, the rider automatically disappears—no action is needed from the client, no new underwriting is required, and there is no paperwork. The client is then left with a full, standard Plan G for the rest of their life.

Robin emphasized that this structure allows clients to lock in a permanent discount on their premium—typically between 25 and 30 percent—for agreeing to this limited temporary out-of-pocket responsibility. The long-term savings are significant. Later in the presentation, she promised to show how this discount adds up over time.

She also noted that this structure presents very little risk. Clients are technically purchasing a full Plan G, and if something major happens in the first year—such as a serious diagnosis requiring chemotherapy—they are allowed to remove the deductible rider at any time. All they need to do is submit a signed and dated note requesting the change, and Physicians Mutual will remove the rider effective the first of the following month. No new application is required. While the client will lose the premium discount at that point, the transition to standard Plan G is guaranteed and seamless.

The out-of-pocket cap during the three-year rider period is currently $2,870 annually. This includes the Part A deductible and the 20% of Medicare-approved costs under Part B. Robin pointed out that Part B services are where the majority of outpatient medical care occurs. In fact, most hospital-related procedures today—such as knee or hip replacements—are categorized as outpatient and fall under Part B. Inpatient admissions under Part A are much less common and only apply to more serious medical events, such as cardiac episodes or intensive care scenarios.

That being said, even in a worst-case scenario, the client’s total out-of-pocket for the year is capped at $2,870, after which Physicians Mutual pays 100% of covered expenses. Robin shared data showing that 97% of clients who enroll in the Innovative G plan do not reach that cap in any given year. In fact, only about 3% ever hit the maximum out-of-pocket. On average, clients spend around $500 to $600 per year during the rider period, making the long-term savings highly favorable.

She also explained how the calendar-year clock works. The out-of-pocket period only lasts for three calendar years. Regardless of when the policy begins, clients are credited with the full first year. So, for example, a client who starts their policy in April receives credit for all of that calendar year. In most cases, clients only experience two full years with the deductible rider in place, not three. Very few clients actually carry the rider for a full three-year period.

Robin then shared the plan’s remarkable persistency rate—97%. She contrasted this with Medicare Advantage plans, where constant changes, marketing, and competitive pressure lead to frequent disenrollments and plan switching. Clients with Medicare Supplement coverage, particularly Innovative Plan G, tend to be more stable, more deliberate in their decision-making, and less likely to move year after year.

While Robin acknowledged that Medicare Advantage plans have their place and can be the right fit for some people, she emphasized that for homeowners, clients with any level of assets, or even lower-middle income individuals trying to protect what they’ve worked for, a Medicare Supplement offers superior financial protection. While a $0 premium Medicare Advantage plan sounds attractive at first, it can become burdensome if clients begin experiencing chronic health issues. Out-of-pocket costs can stack up to $5,000, $6,000, or more per year—often for several years in a row—creating financial stress just when clients are most vulnerable.

Before wrapping up this section, Robin addressed a common question: how much does the client actually pay for services under the deductible rider? She pointed to a helpful tool on Medicare.gov called the Procedure Price Lookup. This resource allows anyone to look up Medicare’s approved amounts for specific procedures and see what clients would be responsible for under plans like High-Deductible G or Innovative G.

For example, she mentioned that an MRI of the lumbar spine might have an out-of-pocket cost of $89 in a hospital outpatient setting or just $58 at an ambulatory surgery center. A colonoscopy with polyp removal could cost around $171, while an abdominal ultrasound might be as low as $16. Simple procedures like X-rays, cortisone injections, or cataract surgery are also far more affordable than many people assume—especially when compared to co-pays under Medicare Advantage plans.

All of these amounts contribute to the annual out-of-pocket cap, after which the plan pays in full. Robin underscored that the savings from the permanent premium discount far outweigh the modest temporary expenses in most cases. This balance of flexibility, long-term savings, and built-in security is what makes Innovative Plan G such a compelling choice for the right client.

It really isn’t bad. Cataract surgeries, for example, can cost between $15,000 and $18,000. An MRI scan of the brain—depending on the ZIP code—can have an out-of-pocket cost as low as $61. When I saw this after joining Physicians Mutual, my jaw dropped. It was the final straw for me, the moment I realized how powerful these options really are.

Let’s take a look at a hypothetical rate grid, using Lancaster, Pennsylvania, as the example. We applied a modest 7% annual medical inflation increase to the premiums, just to give some context. Now, imagine twin sisters turning 65. They walk into your office at the same time. One chooses the Innovative G plan—she likes the idea of long-term savings and is comfortable with a little early out-of-pocket risk. The other wants the full coverage of a standard Plan G, saying, “Just give me everything—I don’t want to think about deductibles.”

In year one, the difference in their premiums might be $37 or $38. In year two, it's a little more. By year three, it’s increased again. Age-based rate increases haven’t even kicked in yet. But by the time they turn 68—when the rider on the Innovative G plan drops off—they both now have full Plan G coverage. But look at the difference in what each is paying.

Over time, the difference becomes stark. By age 76, the Innovative G policyholder is still only paying around $200 per month. That's $2,400 annually for essentially full coverage—except the standard Part B deductible—while someone on a Medicare Advantage plan might face $5,000 to $7,000 out-of-pocket if something major happens. And that could happen multiple years in a row.

Now imagine that person in their mid-70s. Instead of facing high costs, they have peace of mind—knowing $2,400 a year covers almost everything. That savings could go toward property taxes, homeowner’s insurance, or car expenses. It’s real money that makes a real difference.

Once I truly understood this product, it struck me how smart the design was. Why wouldn’t you take a little early risk for the chance to save thousands over the long term? Looking at the chart through age 80, someone on the Innovative G plan is saving over $12,000 compared to someone who jumped straight into full Plan G. That’s meaningful.

Now, about the bonuses. We offer $50 for every new-to-Part-B full Plan G policy sold—once you reach five incentivized applications in a month. That’s the minimum threshold. After that, the bonus applies retroactively, and there’s no cap—every qualifying sale after the fifth continues to earn a bonus.

What’s an “issued app”? It means the application is complete, with all components submitted and the first binder payment successfully processed. If the client chooses automatic bank withdrawal—our most popular method—we’ll take that payment immediately, even if the policy won’t start for 90 days. That first payment is then applied to the first month’s premium. This method also earns the client a $5/month discount, which is why most choose it. Just make sure your clients know: once the application is approved—even if it was underwritten—the binder payment will be taken right away.

Once you hit five issued apps in a month, that’s when the real money starts coming in. Some of our agents have truly embraced this bonus program. They understand how simple the underwriting process is—especially for the limited underwriting age group and Innovative G plan—and they're making significant bonus income.

On top of that, those incentivized applications count toward our annual trip. This year, we’re headed to Vancouver. But next year? It’s Punta Cana in the Dominican Republic. I’m personally more of a white-sand, blue-water person, so I’m especially excited about that. We alternate each year between a non-tropical destination and a tropical one. So if you're participating this year, you’re working toward that Punta Cana trip for two.

Here’s how you qualify: 75 MedSupp sales and $250,000 in annualized new business premium. If you joined mid-year, don’t worry—it’s prorated. So if you came on board in April or May, the numbers adjust accordingly.

One major tip: underwritten MedSupp sales give you double production credit. So if your underwritten policy has $1,800 in annualized premium, you’ll get $3,600 credited toward your goal. A $2,000 app? That earns $4,800 instead of $2,400. Fully underwritten full Plan G apps provide face-value credit, and selling dental adds to that as well. In Pennsylvania, there’s no life or cancer coverage yet—but those are available in other states.

Speaking of which, if you're licensed in a state where Physicians Mutual offers cancer or critical illness products, those rates are incredibly competitive. They must also have a MedSupp policy with us to qualify, but the commissions are excellent—85% in the first year. Even a $1,000 annual premium would earn you $850 in commission. That’s a strong incentive.

Now, let’s touch on Silver&Fit, our healthy aging program. It’s included with every plan in Pennsylvania except Plan A—and there’s no additional rider fee. In many other states, it's $9.53 extra, but not here. If clients go to a standard Silver&Fit gym, it’s fully covered. Premium gyms are typically available in urban areas and offer discounted rates. Whether clients use a gym or not, they still receive a fitness kit annually—could be a Fitbit, Garmin, or swimming gear—and it's available every year.

There’s more: on-demand workouts, live classes, fall-prevention tips, lifestyle coaching, and even tools for talking with doctors. Silver&Fit isn’t just a gym benefit—it’s a full wellbeing program. Pennsylvania residents automatically receive information about it stapled inside their MedSupp application packet. They can’t register until their policy is active, so if the policy starts April 1, they won’t see their eligibility until then. But they can still set up an account.

For agents, there’s a demo account available at www.silverandfit.com. Use the credentials:

Username: PMdemo1
Password: PMdemo1!
This lets you explore exactly what your clients will see as Physicians Mutual members, including which fitness centers are available in their area. When you search by ZIP code, you’ll get a full list—just scroll through or click the map markers. Make sure you filter by “standard” or “premium” gyms to get accurate results.

Silver&Fit is also featured in our Medicare Supplement brochures, which you can order for free through the agent portal. I always include a Silver&Fit flyer with my brochures—they’re a great value-add and also free.

Now, I know that’s a lot of information! But we’re here to support you. We’ve got short videos—just two minutes long—explaining Innovative G and our dental plans. They’re great tools to use with your clients.

Speaking of dental, our plan is available in Pennsylvania and is also used in Florida. One of our new agents in Florida used to work in a dental office. She told me she used to sell other products—until she saw ours. Now she’s fully on board, and she swears it’s the best she’s seen.

That’s a true story.

There is no deductible and no annual or lifetime maximum with this plan. We use the Emeritus Network, which offers about half a million providers nationwide, but we will pay any dentist. Members typically get the best rates with Emeritus network providers, though they have the flexibility to see any dentist they prefer. This flexibility is part of why the plan has become so popular—people appreciate having coverage wherever they go rather than only at select locations.

Preventive care is covered at 100%, including two cleanings, exams, and x-rays per year. Even if someone has periodontal issues that require more than two cleanings annually, the plan still covers the standard two. Preventive and basic care begin immediately. Basic care includes two exams, cleanings, and x-rays annually, plus unlimited fillings for cavities and simple tooth extractions, such as non-impacted teeth that can be removed without surgery. More complex extractions, like impacted molars or wisdom teeth, would require an oral surgeon and are not covered as simple extractions.

A unique feature of this indemnity plan is that it pays any dentist for covered procedures regardless of whether the member has other dental coverage. We do not coordinate benefits or reduce payments because of other insurance, and members do not need to disclose any additional coverage. Before working here, I personally bought this plan because I suddenly needed root canals and crowns, and my regular employer’s dental insurance had a $1,500 annual limit, which wasn’t enough to cover even one crown. With this plan, after paying for two crowns, I had no further out-of-pocket expenses.

There is a 12-month waiting period for major benefits because we don’t lock members into a contract. Other plans waive waiting periods only when you commit to a full year of coverage, but our plan is month-to-month. This waiting period prevents abuse, such as signing up, getting multiple expensive procedures immediately, and then dropping coverage. However, preventive and basic care benefits start immediately.

While there is no limit on crowns, there is a $1,000 lifetime limit on implants, which typically covers one implant post. After that, crowns are unlimited, which is important since a post generally needs a crown.

Our brochure covers over 400 procedures and shows different plan options, including the premier plan priced at $56.50 per month via automatic bank withdrawal, which offers a $3 discount. Most customers pay this way; if they choose to pay by mail or credit card, the price is slightly higher. The plan has no deductible and covers 100% of preventive care when using a network dentist. Members can also receive reimbursement for services from any dentist, even those who do not bill us directly.

There is an optional vision and hearing rider available for $8.95 per person. This rider is not sold separately and must be purchased with the dental plan. It covers up to $100 for an eye exam after three months of coverage and $150 towards contact lenses, eyeglasses, sunglasses, or sports glasses. For hearing, it pays $75 per exam and up to $500 every year towards hearing aids or related equipment. We partner with providers like Epic and Beltone for hearing, and members can also access discounts at places like Costco, which offers quality hearing aids at affordable prices.

For vision, members receive additional discounts through VSP providers, though they are not required to use those providers. They can submit claims easily either through the provider or by paying upfront and filing a patient-paid claim.

Our website, physiciansmutual.com, provides detailed information and a “find a dentist” tool where members can enter their zip code to locate nearby providers. The site also generates a PDF quote that can be shared with customers, though agents should not have customers apply directly through the shopping site yet. Instead, use the agent platform to ensure proper credit for sales, as the personal URL feature is still in development.

Sales agents Holly, Rodney, and I donate $1 for every dental plan sold to Veterans Smile, an organization that helps veterans without dental coverage, especially those not eligible for VA dental benefits. Last year, we donated over $3,000 to support this cause.

Our dental plan is for all ages and the pricing is the same regardless of age. It’s not just for Medicare customers—it’s an affordable option for anyone with teeth. The plan is also portable for group members, meaning employees can keep their coverage if they leave their job without restarting any waiting periods. The only difference is the employer stops paying their portion of the premium.

If you have any questions or need help getting contracted, feel free to reach out to me directly at This email address is being protected from spambots. You need JavaScript enabled to view it. or call (715) 897-3942. I’m happy to assist and appreciate the partnership and everyone who joined today.