Welcome to edition number 12 of Long-Term Care in the News. We, at Custom Care Solution, LLC, want you to be on the cutting edge of changes and updates within the Long-Term Care industry. We will accomplish this through these email bulletins distributed each week to our brokers, agents and their staffs.

Long-Term Care In The News …….

Sales Idea of the Week

One of the top producing agencies for long-term care insurance sales accounts about half of their production to the business market – mainly small business sales. Worksite sales present a win-win situation for all parties: agents gain access to multiple prospects, and clients acquire coverage endorsed and offered by their employers in a convenient setting where discounts may apply to themselves as well as members of their families. We have the tools and expertise to make presentations to human resource departments, chief executive officers and chief financial officers and we can then make follow-up presentations to each executive and/or employee. Our carriers offer very attractive benefits to these business types of situations including Cash Benefits, Limited Payment Options and Return of Premium benefits. Your current books of business are the best marketing tools to help you sell long-term care insurance. Call us today to discuss your next business case. We will even accompany you on these appointments.

Transamerica

In case you missed our announcement regarding yesterday’s Teleconference, you still have the chance to listen to a reply of the conference. Simply call 800-839-0860 and provide them with this access code 1083 and you will hear an hour conversation regarding a potential LTC Market – Executive Carve Out. This replay will be available until midnight on June 3, 2004. This was a terrific call and if you missed it we encourage you to take advantage of the replay. Transamerica is huge in the Executive Carve Out market because they offer a 40% discount to married people even if their spouse does not apply. In addition, they offer a 5 and 10 pay options with true rate guarantees for that time period. Also keep in mind that Transamerica offers three different underwriting options for the Worksite market: Modified Guaranteed Issue (short form application), Simplified Issue (simplified application with no APS or PHI) or Abbreviated Issue (application plus PHI and APS only for cause). Lastly, and most importantly to all of us, Transamerica does not discount your commission with an Executive Carve Out plan. Their products are approved in most states except of course NY but they are available in NJ, CT and most other states.

MedAmerica

MedAmerica is committed to providing their insureds and their families with access to services and savings that can help improve quality of life. That’s why they offer the Compass program. Compass guides insureds and their loved ones to information and savings on valuable services and programs such as discounts on prescription drugs, assistance with managing medical bills, reduced rates on long-term care providers and savings on personal emergency response services. Compass is available the very day that your clients receive their policy. And family members can take advantage of the program too. If you know of any innovative health-related programs and resources that offer services and savings that can improve quality of life for your clients, we’d like to hear from you. Please email your ideas for the Compass program to info@customcaresolution.com.

Penn Treaty Home Care Only

When a client considers a situation needing long-term care, what type of services do you think comes to mind first? Right … staying at home. If your clients are resolved to stay at home, why not suggest the purchase of a home health care policy? Penn Treaty has offered home health care for some time, but to many of you, home health care policies have presented a challenge. Their stand-alone home health care policy has a versatile, hybrid design. It provides your client with true flexibility – the ability to receive care in the comfort of their home, while also offering an optional facility care, providing for an unforeseen catastrophe that would require care in nursing home or assisted living facility. Your clients can select benefits from one to five years and lifetime for both home care and the facility plan. Each of the benefits works independently of the other, so if they exhaust the home care benefit, the facility benefit will still be available. This gives you, the agent, total control over structuring a plan around each individual client. All of this policy flexibility is available at a fraction of the cost of a comprehensive plan. Give us a call to request information on the Independent Living policy. It’s obvious that Penn Treaty is committed to their policyholders and their agents by providing not only state of the art LTCi products but also an underwriting breadth that makes coverage available to a large portion of the population. Couple that with their superior claims service ($169 million claims paid in ’03) and you have the Penn Treaty Legacy.

LTC Library

As you know, long-term care insurance has been a hot topic in recent trade publications and newspapers. We have an extensive library of these articles and publication reprints at our disposal. If you are in need of these types of resources for a mailing to your clients or to help you close some sales, please let us know and we can provide you with this type of ammunition to make the sale. We also can provide you with fliers and ads that can be personalized with your contact information as a way to help you generate leads. Custom Care Solution, LLC. is here to assist you with all of your LTC needs, please call us today to discuss your next cases.