Skip to content

Long-Term Care Coverage

 

GENERIC & CARRIER BROKER RESOURCES

  • LTC Prospecting Letter, click HERE

  • LTC Medical History Form, click HERE

  • Smart Planning for Future Care video

  • OneAmerica Resources for Long-Term Care Insurance Education, click HERE . Simply confirm that you are a financial professional to enter the site; scroll down to the bottom of the page for a tab with webinars and another for resources. 

  • OneAmerica’s LTC Plan Producer Presentation, click HERE

  • Nationwide’s CareMatters LTC Plan Producer Presentation, click HERE

The Ins and Outs of LTCi Processing

One of the biggest challenges in selling Long Term Care insurance (LTCi) is understanding the differences between processing Life insurance and processing LTCi, which is a health insurance policy.  The points below should help define the ins and outs of LTCi processing.

Long Term Care insurance is NOT like Life insurance:
APS ORDERING: Agents are not permitted to order the Attending Physician Statements (APS) as they are with Life insurance. The carriers will order their own or instruct GPAgency to order the APS. The underwriting process for LTCi may include a telephone interview, face-to-face interview, parameds, and necessary consent forms. If not properly completed with the client’s signature, the carriers will stop the process.

CASE SHOPPING: Long Term Care insurers will not “shop” a case. In other words, we cannot send an informal (trial) request to several carriers to obtain the most favorable underwriting. We are, however, familiar with our carriers’ underwriting criteria, and will suggest who we think may consider your client’s health risk. Few options exist, however, as carrier underwriting is similar.

HEALTH RATINGS: Substandard ratings are limited, with many carriers only issuing policies without any additional ratings. These carriers will not consider flat extras or table ratings to approve an applicant they feel is likely to submit an immediate claim against the company, nor do carriers make table-rated offerings.

INFORMATION TRANSFER: LTC insurance carriers will not transfer information to other carriers upon request (Life insurance carriers will). However, some carriers may notify the Medical Information Bureau of any declines.

POLICY REPLACEMENTS: LTCi replacements in most cases will result in significantly reduced compensation under most circumstances. When replacing coverage please make sure it is in the best interest of the client.

PREMIUM SUBMISSION: Some LTC insurers require premiums to be submitted with applications to bind coverage. Other insurers do not require premiums but the application is not bound. Contact GPAgency for more information.

TRAINING, TAX ADVANTAGES, AND LIABILITY:

  • The majority of states now require LTCi-specific Continuing Education credit or Long Term Care Partnership Training.
  • LTCi offers potential tax advantages to the business market and individuals.
  • A potential liability may exist if an agent fails to offer Long Term Care insurance for protection of a client’s assets and financial plan.

UNDERWRITING TIME: Underwriting LTCi may take longer than Life insurance because the carrier is evaluating morbidity and/or mortality issues. Expect underwriting to take 6 to 8 weeks unless submitted under simplified issue. In addition, some carriers now require parameds and an APS for all applicants.

We hope that these points offer greater clarification around the differences between processing Life and processing Long Term Care insurance.

As underwriting is always evolving, please contact us with any questions.

Companies We Represent

LONG TERM CARE

LTC HYBRID

Marshall’s LTC Screening Questions

When prescreening potential LTC insurance clients to determine what rating they might receive and/or which carrier is best, you should get answers to the following four questions:

  1. What prescriptions have you taken in the last 12 months? Request details.
  2. What specialists, outside of your primary physician, have you seen in the last 5 years? Request details.
  3. Height and weight?
  4. Tobacco use?

Additional suggestions:
>  If the client’s responses reveal any concerns, consult the carrier’s UW guide(s).
>  Do a prescreen inquiry to the individual carrier via email to get in writing a preliminary indication of the client’s insurability/likely rating. Submit a copy of the carrier’s response with the application.
Include a cover letter with every application. Underwriters state that only one out of 50 applications has a cover letter and it can often tip the scales from a decline to an offer. A good cover letter helps personalize the application and should include any positive lifestyle activities, i.e. “Jane is a business owner, active at her church, likes to garden, travels, plays in the local chess club, works out at the gym, spends time with her grandchildren…”

 

 

LTC Partnership Training

Every day we receive applications from agents who are out of compliance with their LTC partnership training.

  • Anyone who sells, solicits, or negotiates Long-Term Care Partnership policies must complete an initial 8-hour LTC Partnership CE course, and then a 4-hour LTC Partnership Review CE every 2 years thereafter.
  • The requirement for Partnership CE is different from general CE. It does not coordinate with your birthday, rather, once you complete your initial 8 hours, you must complete a 4-hour review within the next 2 years to remain current.
  • For example, if you completed your initial 8-hour LTC Partnership on August 11, 2017, you will need to complete your 4-hour LTC Partnership review by August 11, 2019, to remain compliant.

Link to our CE page, click HERE.

Long-Term Care Coverage

 

GENERIC & CARRIER BROKER RESOURCES

  • LTC Prospecting Letter, click HERE

  • LTC Medical History Form, click HERE

  • Smart Planning for Future Care video

  • OneAmerica Resources for Long-Term Care Insurance Education, click HERE . Simply confirm that you are a financial professional to enter the site; scroll down to the bottom of the page for a tab with webinars and another for resources. 

  • OneAmerica’s LTC Plan Producer Presentation, click HERE

  • Nationwide’s CareMatters LTC Plan Producer Presentation, click HERE

The Ins and Outs of LTCi Processing

One of the biggest challenges in selling Long Term Care insurance (LTCi) is understanding the differences between processing Life insurance and processing LTCi, which is a health insurance policy.  The points below should help define the ins and outs of LTCi processing.

Long Term Care insurance is NOT like Life insurance:
APS ORDERING: Agents are not permitted to order the Attending Physician Statements (APS) as they are with Life insurance. The carriers will order their own or instruct GPAgency to order the APS. The underwriting process for LTCi may include a telephone interview, face-to-face interview, parameds, and necessary consent forms. If not properly completed with the client’s signature, the carriers will stop the process.

CASE SHOPPING: Long Term Care insurers will not “shop” a case. In other words, we cannot send an informal (trial) request to several carriers to obtain the most favorable underwriting. We are, however, familiar with our carriers’ underwriting criteria, and will suggest who we think may consider your client’s health risk. Few options exist, however, as carrier underwriting is similar.

HEALTH RATINGS: Substandard ratings are limited, with many carriers only issuing policies without any additional ratings. These carriers will not consider flat extras or table ratings to approve an applicant they feel is likely to submit an immediate claim against the company, nor do carriers make table-rated offerings.

INFORMATION TRANSFER: LTC insurance carriers will not transfer information to other carriers upon request (Life insurance carriers will). However, some carriers may notify the Medical Information Bureau of any declines.

POLICY REPLACEMENTS: LTCi replacements in most cases will result in significantly reduced compensation under most circumstances. When replacing coverage please make sure it is in the best interest of the client.

PREMIUM SUBMISSION: Some LTC insurers require premiums to be submitted with applications to bind coverage. Other insurers do not require premiums but the application is not bound. Contact GPAgency for more information.

TRAINING, TAX ADVANTAGES, AND LIABILITY:

  • The majority of states now require LTCi-specific Continuing Education credit or Long Term Care Partnership Training.
  • LTCi offers potential tax advantages to the business market and individuals.
  • A potential liability may exist if an agent fails to offer Long Term Care insurance for protection of a client’s assets and financial plan.

UNDERWRITING TIME: Underwriting LTCi may take longer than Life insurance because the carrier is evaluating morbidity and/or mortality issues. Expect underwriting to take 6 to 8 weeks unless submitted under simplified issue. In addition, some carriers now require parameds and an APS for all applicants.

We hope that these points offer greater clarification around the differences between processing Life and processing Long Term Care insurance.

As underwriting is always evolving, please contact us with any questions.

Companies We Represent

LONG TERM CARE

LTC HYBRID

Marshall’s LTC Screening Questions

When prescreening potential LTC insurance clients to determine what rating they might receive and/or which carrier is best, you should get answers to the following four questions:

  1. What prescriptions have you taken in the last 12 months? Request details.
  2. What specialists, outside of your primary physician, have you seen in the last 5 years? Request details.
  3. Height and weight?
  4. Tobacco use?

Additional suggestions:
>  If the client’s responses reveal any concerns, consult the carrier’s UW guide(s).
>  Do a prescreen inquiry to the individual carrier via email to get in writing a preliminary indication of the client’s insurability/likely rating. Submit a copy of the carrier’s response with the application.
Include a cover letter with every application. Underwriters state that only one out of 50 applications has a cover letter and it can often tip the scales from a decline to an offer. A good cover letter helps personalize the application and should include any positive lifestyle activities, i.e. “Jane is a business owner, active at her church, likes to garden, travels, plays in the local chess club, works out at the gym, spends time with her grandchildren…”

 

 

LTC Partnership Training

Every day we receive applications from agents who are out of compliance with their LTC partnership training.

  • Anyone who sells, solicits, or negotiates Long-Term Care Partnership policies must complete an initial 8-hour LTC Partnership CE course, and then a 4-hour LTC Partnership Review CE every 2 years thereafter.
  • The requirement for Partnership CE is different from general CE. It does not coordinate with your birthday, rather, once you complete your initial 8 hours, you must complete a 4-hour review within the next 2 years to remain current.
  • For example, if you completed your initial 8-hour LTC Partnership on August 11, 2017, you will need to complete your 4-hour LTC Partnership review by August 11, 2019, to remain compliant.

Link to our CE page, click HERE.