[LTC-Sales_Discussions] RE: [LTC Sales Discussions] Who shoul
d NOT own LTCi????
Parker, Ralph
ltc-sales_discussions@ltpcalums.com
Thu, 30 Oct 2003 13:28:17 -0500
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Hi
I bought Kanawha prior to joining my current organization and at the time it
looked better to me than what I was comparing with.
Yes-the name and size of company are of concern, although the contract is
solid. I am of the opinion that the volatility of this product can lead to
almost anything in terms of a company being sold, rates being increased or a
withdrawal from the industry. There are small niche players in different
areas that survive. I am not nieve to think there will not be an increase in
premium.
Because of the age difference, it is hard to justify doing Lincoln Benefit
now-but this could be a mistake if Kanawah has a huge increase. By the way,
they are far from liberal in underwriting. I would sell Kanawha with a
caveat due to the size and A- rating-not bad, but pale in comparisons to
LBL/GE etc.
As to NTQ-read the NAIC Shoppers Guide to LTC-it clearly states that TQ
claims are more restrictive etc. My feeling is an agent is doing a
disservice if he does not show the client this and let client go and make a
choice. To go in and just show TQ because that is what is sold 90% of the
time is in my opinion a mistake. Yes the jury is out on eventual taxability
of benefits, but some carriers allow exchanges. My guess is that these
benefits will never be taxable.
The issue is whether the taxability issue is more important than the claims
issue as a result of a good NTQ policy having a medical necessity trigger,
even if this accounts only for 1-2% of claim triggers. Would you want to be
in a situation where a client is denied benefits that he might have received
under a NTQ?
. Would be some unhappy relatives of that person.
There is no right or wrong, but to go in there and not show both can be
fatal. Let the client decide! Also NTQ is more expensive which of course
accentuates the message.
[Parker, Ralph] -Original Message-----
From: Jack Ramsey [mailto:gejackltco@cableone.net]
Sent: Wednesday, October 29, 2003 10:16 PM
To: ltc-sales_discussions@ltpcalums.com
Subject: Re: [LTC-Sales_Discussions] RE: [LTC Sales Discussions] Who should
NOT own LTCi????
R- apparently you are of the opinion that non-TQ is the quality buy for the
money? You are with Kanawha which I represent but have not sold a policy.
I have difficulty with potential clients getting by the name. Apparently you
do not. What about Penn Treaty? Honest injun!!!!! Thanx, Jack
----- Original Message -----
From: Parker, Ralph <mailto:rparker.isd@aigadvisorgroup.com>
To: 'ltc-sales_discussions@ltpcalums.com'
<mailto:'ltc-sales_discussions@ltpcalums.com'>
Sent: Wednesday, October 29, 2003 2:51 PM
Subject: RE: [LTC-Sales_Discussions] RE: [LTC Sales Discussions] Who should
NOT own LTCi????
Just a thought-you might all want to be aware of the Comdex ratings which is
a weighted average of the major rating agencies including the infamous
Weiss.
Lincoln Benefit is not a small player and is the strongest based on ratings
as seen below. Their product is parallel to State and Mass Mutual and
designed by the same actuary The Lincoln Benefit product is fully reinsured
and I believe they are proceed so competitively because their administrative
costs are lower and they do no pay the highest comp. I work with planners
from 6 broker dealers and we are objective when we talk about LTC and we
have about 10 companies available and Lincoln Benefit gets 65-70 % of new
business.
Here are Comdex ratings with 100 the tops:
Lincoln Benefit 95
Life Investors 94
Hancock 93
GE 93
Physicians 89
ALLIANZ 84
Mutual of Omaha 83
State 82
Pru 80
Kanawha 71
UNUM 68
We offer all of the above except State and UNUM.
Just remember the litany of who have left the business: AIG, Travelers,
Fortis, CNA, American General, West Coast
It is still a crap shoot out there, no matter what. I own a Kanawha policy I
bought 6 years ago with no increase. If I was doing i t today, I would do
Lincoln Benefit-will only buy NTQ.
-----Original Message-----
From: Barclay Sisk [mailto:Barclay@SeniorCareConcepts.com]
Sent: Wednesday, October 29, 2003 1:59 PM
To: ltc-sales_discussions@ltpcalums.com
Subject: [LTC-Sales_Discussions] RE: [LTC Sales Discussions] Who should NOT
own LTCi????
Hello All!
We all agree that it is great that a few of our clients have the forethought
to purchase LTCi at younger ages, however most people are still not
listening to us. A new strategy is coming from Hancock to help us attract
those younger clients. It is the GPO (Guaranteed Purchase Option) with a
conversion option at age 65 to compound inflation. This was introduced
during the Federal program with a lot of success. We want to get those
younger prospects insured before they have insurability problems or if they
go on claim before age 65.
Most agents who are selling to younger clients are selling a lower benefit
with compound inflation, which is not sufficient if the client goes on claim
before 65. This new option of giving them a higher benefit with optional
inflation conversion later in life may be a way for us to break through some
of the barriers that we have with the younger market, when we are fighting
for dollars that are going towards retirement or college savings for
children.
1) What are your thoughts on using this GPO with the age 65 conversion
option?
2) We see a lot of Kanawha, State Life, Lincoln Benefit, and Life Investors
being sold which sounds like some prospects are just spread sheeting for the
lowest price. Shouldn't we be looking for the top carriers that have paid
out more in claims than some of these companies are worth?
3) We know CNA was a top carrier and look what has happened to them!
Sometimes we are our own worst enemy! Younger clients trust us to give them
the best carriers if they are going to buy this stuff before age 50. I have
seen several well known companies leave the LTCi market in the last 10
years, but there are still some agents selling LTCi based solely on the
lowest premium. If we want to go after the younger ages, shouldn't we be
using the companies with long standing history in LTCi and deeper pockets?
These younger folks may not go on claim for another 30 or 40 years.
I am looking forward to YOUR thoughts. Shoot me an email or give me a call
to discuss.
Barclay
Senior Care Concepts, Inc.
Insuring a secure and independent future
Phone: (336) 292-2236
Toll-Free: 1-888-450-4870
Fax: (336) 852-8528
Toll Free: 1-888-450-4871
Mailing Address: P.O. Box 4548 Greensboro, North Carolina 27404
Physical Address: 4605-D Dundas Drive Greensboro, North Carolina 27407
We are a Long-Term Care brokerage committed to providing quality insurance
products with sensible solutions to the client's future Long-Term Care
needs. Please give us a call if you have any questions or need our
assistance.
-----Original Message-----
From: ltc-sales_discussions-admin@ltpcalums.com
[mailto:ltc-sales_discussions-admin@ltpcalums.com]On Behalf Of Denise R.
Molohon
Sent: Tuesday, October 28, 2003 4:41 PM
To: ltc-sales_discussions@ltpcalums.com
Subject: RE: [LTC-Sales_Discussions] Who should NOT own LTCi????
I third it! I also own lifetime benefits, compounding inflation and have
since I was 37! People who purchase this product at younger ages have
usually experienced some family members needing LTC. When you've had 2
grandfathers pass on Alzheimer's, a grandmother who gave everything to
Medicaid while spending 7 years in a NH (live to 98) and helped another
family member as a caregiver, you don't hesitate to get your own plan in
place ASAP. Not to mention the fact that:
¨ One-third of stroke victims each year are under age 65
¨ 41% of heart attacks occur to Americans under age 65
¨ Average age for diagnosis of Parkinson's disease = 52
¨ Average age of diagnosis of Multiple Sclerosis (MS) = 42
¨ Average age of diagnosis of ALS (Lou Gehrig's Disease) = 48
Or that 40% of people using LTC are between 18 & 64.
-----Original Message-----
From: ltc-sales_discussions-admin@ltpcalums.com
[mailto:ltc-sales_discussions-admin@ltpcalums.com]On Behalf Of Dominic
Mogavero A007
Sent: Tuesday, October 28, 2003 2:07 PM
To: 'ltc-sales_discussions@ltpcalums.com'
Subject: RE: [LTC-Sales_Discussions] Who should NOT own LTCi????
Mark I second that... I too own LTCI with a lifetime benefit, compound
etc...bought it when I was 40. No one is going to diminish my lifestyle or
my son's ( I am a single Dad).
Dominic
Dominic Mogavero
Long Term Care Specialist
Society of Senior Market Professionals
Strategic Financial Partners
800 South St. Suite 505
Waltham, MA 02453
781.642.0700 x287
781.642.6730 fax
DMogavero@sfp-ma.com
-----Original Message-----
From: mark leonard [mailto:mcleonard@geeksnet.com]
Sent: Tuesday, October 28, 2003 1:10 PM
To: ltc-sales_discussions@ltpcalums.com
Subject: RE: [LTC-Sales_Discussions] Who should NOT own LTCi????
I AM SORRY BUT I CAN'T STAND THIS ANYMORE.
HOW DO I PUT THIS, EVERYONE ON THIS BOARD NEEDS TO GO VISIT THEIR NEAREST
MEDICAID FACILITY AND SPEND ALL DAY THERE AND DEVELOP SOME HEART, ESPECIALLY
MR. CUSCOVITCH, WHO OBVIOUSLY IS A DANGER TO THIS PROFESSION OR ELSE HE
DRINKS TOO MUCH BEFORE HE READS HIS EMAIL. I PERSONALLY BOUGHT LIFETIME
COVERAGE CP INFLATION, 0 ELIM, PLUS SURVIVORSHIP, WHEN I WAS 45, AND I HAVE
NO ASSETS, NO SAVINGS, JUST A WIFE AND 3 BEAUTIFUL GROWN CHILDREN AND A
BOSTON TERRIER WHO I JUST HAPPEN TO LOVE MORE THAN ALL THE SO CALLED
"LIFESTYLE OPTIONS" AND MATERIAL THINGS THAT I COULD WASTE MY MONEY ON,
BECAUSE I KNOW FROM EXPERIENCE THAT IF SOMETHING HAPPENS TO ME OR MY WIFE,
LTCI WOULD BE A MATTER OF "WHO'S GOT THE BETTER LIFESTYLE NOW". MY QUESTION
IS, MR CUSCOVITCH, WHO REALLY NEEDS TO SEE A SHRINK?
WHO NEEDS TO BUY LTC?
WHO AND WHAT DO YOU LOVE?
P.S. I APOLOGIGE AGAIN DOUG, I SAID I WAS GOING TO BE A GOOD BOY, BUT
SOMETIMES WHEN YOU ARE GOOD , PEOPLE DON'T UNDERSTAND.
Mark C. Leonard
Long Term Care Options
Farmville NC 27828
252-753-6432
-----Original Message-----
From: ltc-sales_discussions-admin@ltpcalums.com
[mailto:ltc-sales_discussions-admin@ltpcalums.com]On Behalf Of Scott A.
Olson, CLTC
Sent: Tuesday, October 28, 2003 6:10 AM
To: ltc-sales_discussions@ltpcalums.com
Subject: RE: [LTC-Sales_Discussions] Who should NOT own LTCi????
Who should not own LTCi?
Here are the 3 answers thus far:
A) From Art: Everyone should have at least a three year LTC plan if the
premiums would not affect their life style. People who would have to alter
their life style or give something up to pay for a three year LTC plan
should not buy LTC.
B) From Bob: My personal belief is anyone under 50 that can afford it. And
anyone over 50 that has more than $50,000 in assets that can afford it.
C) From Doug:
1. If the prospect does not have Major Medical Health Insurance.
2. If the prospect is not saving for retirement - i.e. contributing to a
IRA/401k
3. If the prospect has children in college and can't afford the premiums
now without corrupting their retirement saving and/or college education
4. If the prospect can't afford to pay the premiums without sacificing
other important expenses (rent, etc).
Those are all interesting answers.
I appreciate the responses. I'd really like to hear from Mr. Cuscovitch,
because he's obviously not a big fan of LTCi.... and he seemed to imply that
there are some very specific reasons for not owning ltci. I'd love to hear
those reasons from him.
I like Doug's answer the best. I think that in order to build people's
trust we need to be able to give them some objective reasons for not owning
LTCi.
Regarding being over age 50 and having at least $50K in savings, if I'm
retired and my wife and I have $100K, she can keep most of that if I go on
Medicaid...
Whether we like it or not, Medicaid is our #1 competition, so we've got to
understand it ourselves and we've got to help others understand it.
Does anyone else have any other 'objective' reasons someone SHOULD NOT buy
LTCi?
Scott A Olson, CLTC
-----Original Message-----
From: ltc-sales_discussions@ltpcalums.com
Sent: 10/27/2003 9:06 PM
To: ltc-sales_discussions@ltpcalums.com
Subject: Re: [LTC-Sales_Discussions] Re: Ms Morris & family
An easier one than that is -
Everyone should have at least a three year LTC plan if the premiums would
not affect their life style.
People who would have to alter their life style or give something up to pay
for a three year LTC plan should not buy LTC.
_______________________________________________ LTC-Sales_Discussions
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<DIV><SPAN class=358441818-30102003><FONT face=Arial color=#0000ff
size=2>Hi</FONT></SPAN></DIV>
<DIV><SPAN class=358441818-30102003><FONT face=Arial color=#0000ff
size=2></FONT></SPAN> </DIV>
<DIV><SPAN class=358441818-30102003><FONT face=Arial color=#0000ff size=2>I
bought Kanawha prior to joining my current organization and at the time it
looked better to me than what I was comparing with.</FONT></SPAN></DIV>
<DIV><SPAN class=358441818-30102003><FONT face=Arial color=#0000ff
size=2>Yes-the name and size of company are of concern, although the contract is
solid. I am of the opinion that the volatility of this product can lead to
almost anything in terms of a company being sold, rates being increased or a
withdrawal from the industry. There are small niche players in different areas
that survive. I am not nieve to think there will not be an increase in
premium.</FONT></SPAN></DIV>
<DIV><SPAN class=358441818-30102003><FONT face=Arial color=#0000ff
size=2>Because of the age difference, it is hard to justify doing Lincoln
Benefit now-but this could be a mistake if Kanawah has a huge increase. By the
way, they are far from liberal in underwriting. I would sell Kanawha with a
caveat due to the size and A- rating-not bad, but pale in comparisons to LBL/GE
etc.</FONT></SPAN></DIV>
<DIV><SPAN class=358441818-30102003><FONT face=Arial color=#0000ff
size=2></FONT></SPAN> </DIV>
<DIV><SPAN class=358441818-30102003><FONT face=Arial color=#0000ff size=2>As to
NTQ-read the NAIC Shoppers Guide to LTC-it clearly states that TQ claims are
more restrictive etc. My feeling is an agent is doing a disservice if he does
not show the client this and let client go and make a choice. To go in and just
show TQ because that is what is sold 90% of the time is in my opinion a mistake.
Yes the jury is out on eventual taxability of benefits, but some carriers allow
exchanges. My guess is that these benefits will never be taxable.
</FONT></SPAN></DIV>
<DIV><SPAN class=358441818-30102003><FONT face=Arial color=#0000ff
size=2></FONT></SPAN> </DIV>
<DIV><SPAN class=358441818-30102003><FONT face=Arial color=#0000ff size=2>The
issue is whether the taxability issue is more important than the claims issue
as a result of a good NTQ policy having a medical necessity trigger, even
if this accounts only for 1-2% of claim triggers. Would you want to be in a
situation where a client is denied benefits that he might have received under a
NTQ?</FONT></SPAN></DIV>
<DIV><SPAN class=358441818-30102003><FONT face=Arial color=#0000ff size=2>.
Would be some unhappy relatives of that person.</FONT></SPAN></DIV>
<DIV><SPAN class=358441818-30102003></SPAN><FONT face=Tahoma><FONT face=Arial
color=#0000ff size=2></FONT></FONT> </DIV>
<DIV><FONT face=Tahoma><SPAN class=358441818-30102003><FONT face=Arial
color=#0000ff size=2>There is no right or wrong, but to go in there and not show
both can be fatal. Let the client decide! Also NTQ is more expensive which of
course accentuates the message.</FONT></SPAN></DIV>
<DIV><BR><FONT size=2><SPAN class=358441818-30102003><FONT face=Arial
color=#0000ff>[Parker, Ralph] </FONT></SPAN>-Original
Message-----<BR><B>From:</B> Jack Ramsey
[mailto:gejackltco@cableone.net]<BR><B>Sent:</B> Wednesday, October 29, 2003
10:16 PM<BR><B>To:</B> ltc-sales_discussions@ltpcalums.com<BR><B>Subject:</B>
Re: [LTC-Sales_Discussions] RE: [LTC Sales Discussions] Who should NOT own
LTCi????<BR><BR></DIV></FONT></FONT>
<BLOCKQUOTE dir=ltr style="MARGIN-RIGHT: 0px">
<DIV><FONT face=Arial size=2>R- apparently you are of the opinion that
non-TQ is the quality buy for the money? You are with Kanawha which I
represent but have not sold a policy. I have difficulty with potential
clients getting by the name. Apparently you do not. What about Penn
Treaty? Honest injun!!!!! Thanx, Jack</FONT></DIV>
<BLOCKQUOTE dir=ltr
style="PADDING-RIGHT: 0px; PADDING-LEFT: 5px; MARGIN-LEFT: 5px; BORDER-LEFT: #000000 2px solid; MARGIN-RIGHT: 0px">
<DIV style="FONT: 10pt arial">----- Original Message ----- </DIV>
<DIV
style="BACKGROUND: #e4e4e4; FONT: 10pt arial; font-color: black"><B>From:</B>
<A title=rparker.isd@aigadvisorgroup.com
href="mailto:rparker.isd@aigadvisorgroup.com">Parker, Ralph</A> </DIV>
<DIV style="FONT: 10pt arial"><B>To:</B> <A
title=ltc-sales_discussions@ltpcalums.com
href="mailto:'ltc-sales_discussions@ltpcalums.com'">'ltc-sales_discussions@ltpcalums.com'</A>
</DIV>
<DIV style="FONT: 10pt arial"><B>Sent:</B> Wednesday, October 29, 2003 2:51
PM</DIV>
<DIV style="FONT: 10pt arial"><B>Subject:</B> RE: [LTC-Sales_Discussions]
RE: [LTC Sales Discussions] Who should NOT own LTCi????</DIV>
<DIV><BR></DIV>
<DIV><SPAN class=501314220-29102003><FONT face=Arial color=#0000ff
size=2>Just a thought-you might all want to be aware of the Comdex ratings
which is a weighted average of the major rating agencies including the
infamous Weiss.</FONT></SPAN></DIV>
<DIV><SPAN class=501314220-29102003></SPAN> </DIV>
<DIV><SPAN class=501314220-29102003><FONT face=Arial color=#0000ff
size=2>Lincoln Benefit is not a small player and is the strongest based on
ratings as seen below. Their product is parallel to State and Mass Mutual
and designed by the same actuary The Lincoln Benefit product is fully
reinsured and I believe they are proceed so competitively because their
administrative costs are lower and they do no pay the highest comp. I work
with planners from 6 broker dealers and we are objective when we talk about
LTC and we have about 10 companies available and Lincoln Benefit gets 65-70
% of new business.</FONT></SPAN></DIV>
<DIV><SPAN class=501314220-29102003><FONT face=Arial color=#0000ff
size=2></FONT></SPAN> </DIV>
<DIV><SPAN class=501314220-29102003><FONT face=Arial color=#0000ff
size=2>Here are Comdex ratings with 100 the tops:</FONT></SPAN></DIV>
<DIV><SPAN class=501314220-29102003><FONT face=Arial color=#0000ff
size=2></FONT></SPAN> </DIV>
<DIV><SPAN class=501314220-29102003><FONT face=Arial color=#0000ff
size=2>Lincoln Benefit 95</FONT></SPAN></DIV>
<DIV><SPAN class=501314220-29102003><FONT face=Arial color=#0000ff
size=2>Life Investors 94</FONT></SPAN></DIV>
<DIV><SPAN class=501314220-29102003><FONT face=Arial color=#0000ff
size=2>Hancock
93</FONT></SPAN></DIV>
<DIV><SPAN class=501314220-29102003><FONT face=Arial color=#0000ff
size=2>GE
93</FONT></SPAN></DIV>
<DIV><SPAN class=501314220-29102003><FONT face=Arial color=#0000ff
size=2>Physicians 89</FONT></SPAN></DIV>
<DIV><SPAN class=501314220-29102003><FONT face=Arial color=#0000ff
size=2>ALLIANZ
84</FONT></SPAN></DIV>
<DIV><SPAN class=501314220-29102003><FONT face=Arial color=#0000ff
size=2>Mutual of Omaha 83</FONT></SPAN></DIV>
<DIV><SPAN class=501314220-29102003><FONT face=Arial color=#0000ff
size=2>State
82</FONT></SPAN></DIV>
<DIV><SPAN class=501314220-29102003><FONT face=Arial color=#0000ff
size=2>Pru 80</FONT></SPAN></DIV>
<DIV><SPAN class=501314220-29102003><FONT face=Arial color=#0000ff
size=2>Kanawha 71</FONT></SPAN></DIV>
<DIV><SPAN class=501314220-29102003><FONT face=Arial color=#0000ff
size=2>UNUM
68</FONT></SPAN></DIV>
<DIV><SPAN class=501314220-29102003><FONT face=Arial color=#0000ff
size=2></FONT></SPAN> </DIV>
<DIV><SPAN class=501314220-29102003><FONT face=Arial color=#0000ff size=2>We
offer all of the above except State and UNUM.</FONT></SPAN></DIV>
<DIV><SPAN class=501314220-29102003><FONT face=Arial color=#0000ff
size=2></FONT></SPAN> </DIV>
<DIV><SPAN class=501314220-29102003><FONT face=Arial color=#0000ff
size=2>Just remember the litany of who have left the business: AIG,
Travelers, Fortis, CNA, American General, West Coast</FONT></SPAN></DIV>
<DIV><SPAN class=501314220-29102003><FONT face=Arial color=#0000ff size=2>It
is still a crap shoot out there, no matter what. I own a Kanawha policy I
bought 6 years ago with no increase. If I was doing i t today, I would do
Lincoln Benefit-will only buy NTQ.</FONT></SPAN></DIV>
<DIV><SPAN class=501314220-29102003><FONT face=Arial color=#0000ff
size=2></FONT></SPAN> </DIV>
<BLOCKQUOTE dir=ltr style="MARGIN-RIGHT: 0px">
<DIV class=OutlookMessageHeader dir=ltr align=left><FONT face=Tahoma
size=2>-----Original Message-----<BR><B>From:</B> Barclay Sisk
[mailto:Barclay@SeniorCareConcepts.com]<BR><B>Sent:</B> Wednesday, October
29, 2003 1:59 PM<BR><B>To:</B>
ltc-sales_discussions@ltpcalums.com<BR><B>Subject:</B>
[LTC-Sales_Discussions] RE: [LTC Sales Discussions] Who should NOT own
LTCi????<BR><BR></FONT></DIV>
<DIV><SPAN class=297265617-29102003><FONT face=Arial color=#0000ff
size=2>Hello All!</FONT></SPAN></DIV>
<DIV><SPAN class=297265617-29102003><FONT face=Arial color=#0000ff
size=2></FONT></SPAN> </DIV>
<DIV><SPAN class=297265617-29102003><FONT face=Arial color=#0000ff
size=2>We all agree that it is great that a few of our clients
have the forethought to purchase LTCi at younger ages, however most people
are still not listening to us. A new strategy is coming from Hancock to
help us attract those younger clients. It is the GPO (Guaranteed Purchase
Option) <U>with a conversion option at age 65 to compound inflation</U>.
This was introduced during the Federal program with a lot of
success. We want to get those younger prospects insured
before they have insurability problems or if they go on claim before
age 65.</FONT></SPAN></DIV>
<DIV><SPAN class=297265617-29102003><FONT face=Arial color=#0000ff
size=2></FONT></SPAN> </DIV>
<DIV><SPAN class=297265617-29102003><FONT face=Arial color=#0000ff
size=2>Most agents who are selling to younger clients are selling a lower
benefit with compound inflation, which is not sufficient if the client
goes on claim before 65. This new option of giving them a higher
benefit with optional inflation conversion later in life may be a way
for us to break through some of the barriers that we have with the younger
market, when we are fighting for dollars that are going towards retirement
or college savings for children.</FONT></SPAN></DIV>
<DIV><SPAN class=297265617-29102003><FONT face=Arial color=#0000ff
size=2></FONT></SPAN> </DIV>
<DIV><SPAN class=297265617-29102003><FONT face=Arial color=#0000ff
size=2>1) What are your thoughts on using this GPO with the age 65
conversion option?</FONT></SPAN></DIV>
<DIV><SPAN class=297265617-29102003><FONT face=Arial color=#0000ff
size=2></FONT></SPAN> </DIV>
<DIV><SPAN class=297265617-29102003><FONT face=Arial color=#0000ff
size=2>2) We see a lot of Kanawha, State Life, Lincoln Benefit, and
Life Investors being sold which sounds like some
prospects are just spread sheeting for the lowest price.
Shouldn't we be looking for the top carriers that have paid out more
in claims than some of these companies are worth?</FONT></SPAN></DIV>
<DIV><SPAN class=297265617-29102003><FONT face=Arial color=#0000ff
size=2></FONT></SPAN> </DIV>
<DIV><SPAN class=297265617-29102003><FONT face=Arial color=#0000ff
size=2>3) We know CNA was a top carrier and look what has happened to
them!</FONT></SPAN></DIV>
<DIV><SPAN class=297265617-29102003><FONT face=Arial color=#0000ff
size=2></FONT></SPAN> </DIV>
<DIV><SPAN class=297265617-29102003><FONT face=Arial color=#0000ff
size=2>Sometimes we are our own worst enemy! Younger clients trust us
to give them the best carriers if they are going to buy this stuff before
age 50. I have seen several well known companies leave the LTCi market in
the last 10 years, but there are still some agents selling LTCi based
solely on the lowest premium. If we want to go after the younger
ages, shouldn't we be using the companies with long standing history in
LTCi and deeper pockets? These younger folks may not go on claim for
another 30 or 40 years.</FONT></SPAN></DIV>
<DIV><SPAN class=297265617-29102003><FONT face=Arial color=#0000ff
size=2></FONT></SPAN> </DIV>
<DIV><SPAN class=297265617-29102003><FONT face=Arial color=#0000ff
size=2>I am looking forward to YOUR thoughts. Shoot me an email or give me
a call to discuss.</FONT></SPAN></DIV>
<DIV><SPAN class=297265617-29102003><FONT face=Arial color=#0000ff
size=2></FONT></SPAN> </DIV>
<DIV><SPAN class=297265617-29102003><FONT face=Arial color=#0000ff
size=2></FONT></SPAN> </DIV>
<DIV><SPAN class=297265617-29102003><FONT face=Arial color=#0000ff
size=2>Barclay</FONT></SPAN></DIV>
<DIV><SPAN class=297265617-29102003><FONT face=Arial color=#0000ff
size=2></FONT></SPAN> </DIV>
<DIV><SPAN class=297265617-29102003>
<P><FONT size=2>Senior Care Concepts, Inc.<BR>Insuring a secure and
independent future<BR><BR>Phone: (336)
292-2236 <BR>Toll-Free:
1-888-450-4870<BR><BR>Fax: (336)
852-8528 <BR>Toll
Free: 1-888-450-4871<BR><BR>Mailing Address: P.O. Box 4548
Greensboro, North Carolina 27404<BR>Physical Address: 4605-D Dundas
Drive Greensboro, North Carolina
27407<BR> <BR>We
are a Long-Term Care brokerage committed to providing quality insurance
products with sensible solutions to the client's future Long-Term Care
needs. Please give us a call if you have any questions or need our
assistance.<BR> </FONT> </P></SPAN></DIV>
<DIV><SPAN class=297265617-29102003><FONT face=Arial color=#0000ff
size=2></FONT></SPAN> </DIV>
<DIV><SPAN class=297265617-29102003><FONT face=Arial color=#0000ff
size=2></FONT></SPAN> </DIV>
<BLOCKQUOTE dir=ltr style="MARGIN-RIGHT: 0px">
<DIV class=OutlookMessageHeader dir=ltr align=left><FONT face=Tahoma
size=2>-----Original Message-----<BR><B>From:</B>
ltc-sales_discussions-admin@ltpcalums.com
[mailto:ltc-sales_discussions-admin@ltpcalums.com]<B>On Behalf Of
</B>Denise R. Molohon<BR><B>Sent:</B> Tuesday, October 28, 2003 4:41
PM<BR><B>To:</B> ltc-sales_discussions@ltpcalums.com<BR><B>Subject:</B>
RE: [LTC-Sales_Discussions] Who should NOT own
LTCi????<BR><BR></FONT></DIV>
<DIV><SPAN class=081483121-28102003><FONT face=Arial color=#0000ff
size=4>I third it! I also own lifetime benefits, compounding
inflation and have since I was 37! People who purchase this
product at younger ages have usually experienced some family members
needing LTC. When you've had 2 grandfathers pass
on Alzheimer's, a grandmother who gave everything to Medicaid while
spending 7 years in a NH (live to 98) and helped another family member
as a caregiver, you don't hesitate to get your own plan in place
ASAP. Not to mention the fact that:</FONT></SPAN></DIV><SPAN
class=081483121-28102003><FONT face=Arial color=#0000ff size=2>
<P class=MsoNormal
style="MARGIN: 0in 0in 0pt 1.2in; TEXT-INDENT: -0.25in; mso-list: l2 level2 lfo3; tab-stops: list 1.2in"><FONT
color=#000000><FONT size=3><SPAN
style="FONT-SIZE: 22pt; FONT-FAMILY: Symbol; mso-bidi-font-size: 12.0pt">¨<SPAN
style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN><SPAN
style="FONT-SIZE: 22pt; mso-bidi-font-size: 12.0pt"><FONT
face="Times New Roman">One-third of stroke victims each year are
<B>under age 65</B><o:p></o:p></FONT></SPAN></FONT></FONT></P>
<P class=MsoNormal
style="MARGIN: 0in 0in 0pt 1.2in; TEXT-INDENT: -0.25in; mso-list: l2 level2 lfo3; tab-stops: list 1.2in"><FONT
color=#000000><FONT size=2><SPAN
style="FONT-SIZE: 22pt; FONT-FAMILY: Symbol; mso-bidi-font-size: 12.0pt">¨<SPAN
style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN><SPAN
style="FONT-SIZE: 22pt; mso-bidi-font-size: 12.0pt"><FONT
face="Times New Roman">41% of heart attacks occur to Americans <B>under
age 65</B><o:p></o:p></FONT></SPAN></FONT></FONT></P>
<P class=MsoNormal
style="MARGIN: 0in 0in 0pt 1.2in; TEXT-INDENT: -0.25in; mso-list: l2 level2 lfo3; tab-stops: list 1.2in"><FONT
color=#000000><FONT size=2><SPAN
style="FONT-SIZE: 22pt; FONT-FAMILY: Symbol; mso-bidi-font-size: 12.0pt">¨<SPAN
style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN><SPAN
style="FONT-SIZE: 22pt; mso-bidi-font-size: 12.0pt"><FONT
face="Times New Roman">Average age for diagnosis of Parkinson's disease
= <B>52</B><o:p></o:p></FONT></SPAN></FONT></FONT></P>
<P class=MsoNormal
style="MARGIN: 0in 0in 0pt 1.2in; TEXT-INDENT: -0.25in; mso-list: l2 level2 lfo3; tab-stops: list 1.2in"><FONT
color=#000000><FONT size=2><SPAN
style="FONT-SIZE: 22pt; FONT-FAMILY: Symbol; mso-bidi-font-size: 12.0pt">¨<SPAN
style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN><SPAN
style="FONT-SIZE: 22pt; mso-bidi-font-size: 12.0pt"><FONT
face="Times New Roman">Average age of diagnosis of Multiple Sclerosis
(MS) = <B>42</B></FONT></SPAN></FONT></FONT></P>
<P class=MsoNormal
style="MARGIN: 0in 0in 0pt 1.2in; TEXT-INDENT: -0.25in; mso-list: l2 level2 lfo3; tab-stops: list 1.2in"><FONT
color=#000000><FONT size=2><SPAN
style="FONT-SIZE: 22pt; mso-bidi-font-size: 12.0pt"></SPAN></FONT></FONT><SPAN
style="FONT-SIZE: 22pt; FONT-FAMILY: 'Times New Roman'; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 'Times New Roman'; mso-ansi-language: EN-US; mso-fareast-language: EN-US; mso-bidi-language: AR-SA"><FONT
color=#000000><FONT size=3><SPAN
style="FONT-SIZE: 22pt; FONT-FAMILY: Symbol; mso-bidi-font-size: 12.0pt">¨<SPAN
style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN><SPAN
style="FONT-SIZE: 22pt; mso-bidi-font-size: 12.0pt">Average age of
diagnosis of ALS (Lou Gehrig's Disease) =
<B>48</B></SPAN></FONT></FONT></SPAN></P>
<P class=MsoNormal
style="MARGIN: 0in 0in 0pt 1.2in; TEXT-INDENT: -0.25in; mso-list: l2 level2 lfo3; tab-stops: list 1.2in"><SPAN
style="FONT-SIZE: 22pt; FONT-FAMILY: 'Times New Roman'; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 'Times New Roman'; mso-ansi-language: EN-US; mso-fareast-language: EN-US; mso-bidi-language: AR-SA"><FONT
color=#000000><FONT size=3><SPAN
style="FONT-SIZE: 22pt; mso-bidi-font-size: 12.0pt"><STRONG></STRONG></SPAN></FONT></FONT></SPAN> </P>
<P class=MsoNormal
style="MARGIN: 0in 0in 0pt 1.2in; TEXT-INDENT: -0.25in; mso-list: l2 level2 lfo3; tab-stops: list 1.2in"><SPAN
style="FONT-SIZE: 22pt; FONT-FAMILY: 'Times New Roman'; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 'Times New Roman'; mso-ansi-language: EN-US; mso-fareast-language: EN-US; mso-bidi-language: AR-SA"><FONT
size=+0><FONT size=3><SPAN
style="FONT-SIZE: 22pt; mso-bidi-font-size: 12.0pt"><SPAN
class=081483121-28102003><FONT color=#000000><STRONG>Or that 40% of
people using LTC are between 18 &
64.</STRONG></FONT></SPAN></SPAN></FONT></FONT></SPAN><SPAN
style="FONT-SIZE: 22pt; FONT-FAMILY: 'Times New Roman'; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 'Times New Roman'; mso-ansi-language: EN-US; mso-fareast-language: EN-US; mso-bidi-language: AR-SA"><FONT
size=+0><FONT size=3></P>
<DIV style="mso-element: footnote-list">
<DIV style="mso-element: footnote">
<P class=MsoFootnoteText style="MARGIN: 0in 0in 0pt"><SPAN
style="FONT-SIZE: 14pt; mso-bidi-font-size: 10.0pt"><FONT
color=#000000></FONT></SPAN> </P>
<P class=MsoFootnoteText style="MARGIN: 0in 0in 0pt"><SPAN
style="FONT-SIZE: 14pt; mso-bidi-font-size: 10.0pt"><FONT
color=#000000></FONT></SPAN> </P>
<P class=MsoFootnoteText style="MARGIN: 0in 0in 0pt"><SPAN
style="FONT-SIZE: 14pt; mso-bidi-font-size: 10.0pt"><o:p><FONT
color=#000000></FONT></o:p></SPAN> </P></DIV></DIV></FONT></FONT></SPAN></FONT></SPAN><SPAN
class=081483121-28102003><FONT face=Arial color=#0000ff
size=2></FONT></SPAN>
<DIV><SPAN class=081483121-28102003></SPAN> </DIV>
<DIV><SPAN class=081483121-28102003></SPAN><FONT face=Tahoma><FONT
size=2><SPAN class=081483121-28102003><FONT face=Arial
color=#0000ff></FONT></SPAN></FONT></FONT> </DIV>
<DIV><FONT face=Tahoma><FONT size=2><SPAN
class=081483121-28102003> </SPAN>-----Original
Message-----<BR><B>From:</B> ltc-sales_discussions-admin@ltpcalums.com
[mailto:ltc-sales_discussions-admin@ltpcalums.com]<B>On Behalf Of
</B>Dominic Mogavero A007<BR><B>Sent:</B> Tuesday, October 28, 2003 2:07
PM<BR><B>To:</B>
'ltc-sales_discussions@ltpcalums.com'<BR><B>Subject:</B> RE:
[LTC-Sales_Discussions] Who should NOT own
LTCi????<BR><BR></DIV></FONT></FONT>
<BLOCKQUOTE dir=ltr style="MARGIN-RIGHT: 0px">
<DIV id=0></DIV><BR><SPAN class=020580519-28102003><EM><FONT
color=#0000ff size=4> Mark I second that... I too own LTCI
with a lifetime benefit, compound etc...bought it when I was 40.
No one is going to diminish my lifestyle or my son's ( I am a
single Dad). </FONT></EM></SPAN><BR><SPAN id=hbblock><LABEL
id=HbSession SessionId="1668712639"></LABEL>
<DIV> </DIV>
<DIV> </DIV>
<P><B><I><FONT face=Coronet color=#800000
size=5>Dominic</FONT></I></B><I></I> <BR><I><FONT
face="Times New Roman" color=#800000 size=2>Dominic
Mogavero</FONT></I> <BR><I><FONT face="Times New Roman" color=#800000
size=2>Long Term Care Specialist</FONT></I> <BR><I><FONT
face="Times New Roman" color=#800000 size=2>Society of Senior
Market Professionals</FONT></I> <BR><I><FONT face="Times New Roman"
color=#800000 size=2>Strategic Financial Partners</FONT></I>
<BR><I><FONT face="Times New Roman" color=#800000 size=2>800 South St.
Suite 505</FONT></I> <BR><I><FONT face="Times New Roman" color=#800000
size=2>Waltham, MA 02453</FONT></I> <BR><I><FONT
face="Times New Roman" color=#800000 size=2>781.642.0700
x287</FONT></I> <BR><I><FONT face="Times New Roman" color=#800000
size=2>781.642.6730 fax</FONT></I> <BR><I><FONT face="Times New Roman"
color=#800000 size=2>DMogavero@sfp-ma.com</FONT></I> </P>
<BLOCKQUOTE dir=ltr style="MARGIN-RIGHT: 0px">
<DIV class=OutlookMessageHeader dir=ltr align=left><FONT face=Tahoma
size=2>-----Original Message-----<BR><B>From:</B> mark leonard
[mailto:mcleonard@geeksnet.com]<BR><B>Sent:</B> Tuesday, October 28,
2003 1:10 PM<BR><B>To:</B>
ltc-sales_discussions@ltpcalums.com<BR><B>Subject:</B> RE:
[LTC-Sales_Discussions] Who should NOT own
LTCi????<BR><BR></FONT></DIV>
<DIV><SPAN class=238094717-28102003><FONT color=#0000ff size=2>I AM
SORRY BUT I CAN'T STAND THIS ANYMORE. </FONT></SPAN></DIV>
<DIV><SPAN class=238094717-28102003><FONT color=#0000ff size=2>HOW
DO I PUT THIS, EVERYONE ON THIS BOARD NEEDS TO GO VISIT THEIR
NEAREST MEDICAID FACILITY AND SPEND ALL DAY THERE AND DEVELOP SOME
HEART, ESPECIALLY MR. CUSCOVITCH, WHO OBVIOUSLY IS A DANGER TO THIS
PROFESSION OR ELSE HE DRINKS TOO MUCH BEFORE HE READS HIS EMAIL. I
PERSONALLY BOUGHT LIFETIME COVERAGE CP INFLATION, 0 ELIM, PLUS
SURVIVORSHIP, WHEN I WAS 45, AND I HAVE NO ASSETS, NO SAVINGS, JUST
A WIFE AND 3 BEAUTIFUL GROWN CHILDREN AND A BOSTON TERRIER WHO I
JUST HAPPEN TO LOVE MORE THAN ALL THE SO CALLED "LIFESTYLE OPTIONS"
AND MATERIAL THINGS THAT I COULD WASTE MY MONEY ON, BECAUSE I KNOW
FROM EXPERIENCE THAT IF SOMETHING HAPPENS TO ME OR MY WIFE, LTCI
WOULD BE A MATTER OF "WHO'S GOT THE BETTER LIFESTYLE NOW". MY
QUESTION IS, MR CUSCOVITCH, WHO REALLY NEEDS TO SEE A
SHRINK?</FONT></SPAN></DIV>
<DIV><SPAN class=238094717-28102003><FONT color=#0000ff size=2>WHO
NEEDS TO BUY LTC?</FONT></SPAN></DIV>
<DIV><SPAN class=238094717-28102003><FONT color=#0000ff size=2>WHO
AND WHAT DO YOU LOVE?</FONT></SPAN></DIV>
<DIV><SPAN class=238094717-28102003><FONT color=#0000ff
size=2></FONT></SPAN> </DIV>
<DIV><SPAN class=238094717-28102003><FONT color=#0000ff size=2>P.S.
I APOLOGIGE AGAIN DOUG, I SAID I WAS GOING TO BE A GOOD BOY, BUT
SOMETIMES WHEN YOU ARE GOOD , PEOPLE DON'T
UNDERSTAND.</FONT></SPAN></DIV>
<DIV><SPAN class=238094717-28102003><FONT color=#0000ff
size=2></FONT></SPAN> </DIV>
<DIV><SPAN class=238094717-28102003><FONT color=#0000ff
size=2></FONT></SPAN> </DIV>
<DIV><SPAN class=238094717-28102003><FONT color=#0000ff
size=2></FONT></SPAN> </DIV>
<DIV><SPAN class=238094717-28102003><FONT color=#0000ff
size=2></FONT></SPAN> </DIV>
<DIV><SPAN class=238094717-28102003><FONT color=#0000ff
size=2></FONT></SPAN> </DIV>
<DIV><FONT face="Bradley Hand ITC" color=#0000ff size=2><STRONG>Mark
C. Leonard</STRONG></FONT></DIV>
<DIV><FONT face="Bradley Hand ITC" color=#0000ff size=2><STRONG>Long
Term Care Options</STRONG></FONT></DIV>
<DIV><FONT face="Bradley Hand ITC" color=#0000ff
size=2><STRONG>Farmville NC 27828</STRONG></FONT></DIV>
<DIV><FONT face="Bradley Hand ITC" color=#0000ff
size=2><STRONG>252-753-6432</STRONG></FONT></DIV>
<BLOCKQUOTE>
<DIV class=OutlookMessageHeader dir=ltr align=left><FONT
face=Tahoma size=2>-----Original Message-----<BR><B>From:</B>
ltc-sales_discussions-admin@ltpcalums.com
[mailto:ltc-sales_discussions-admin@ltpcalums.com]<B>On Behalf Of
</B>Scott A. Olson, CLTC<BR><B>Sent:</B> Tuesday, October 28, 2003
6:10 AM<BR><B>To:</B>
ltc-sales_discussions@ltpcalums.com<BR><B>Subject:</B> RE:
[LTC-Sales_Discussions] Who should NOT own
LTCi????<BR><BR></FONT></DIV>
<DIV><FONT face="@Arial Unicode MS" size=4>Who should not own
LTCi?</FONT></DIV>
<DIV><FONT face="@Arial Unicode MS" size=4></FONT> </DIV>
<DIV><FONT face="@Arial Unicode MS" size=4>Here are the 3 answers
thus far:</FONT></DIV>
<DIV><FONT face=Arial size=2><BR>A) From Art: Everyone
should have at least a three year LTC plan if the premiums would
not affect their life style. People who would have to alter
their life style or give something up to pay for a three year LTC
plan should not buy LTC. </FONT></DIV>
<DIV> </DIV>
<DIV>
<DIV><FONT face=Arial size=2>B) From Bob: My personal
belief is anyone under 50 that can afford it. And anyone over 50
that has more than $50,000 in assets that can afford
it.</FONT></DIV></DIV>
<DIV> </DIV>
<DIV>C) From Doug: </DIV>
<DIV>1. If the prospect does not have Major Medical Health
Insurance.<BR>2. If the prospect is not saving for retirement -
i.e. contributing to a<BR>IRA/401k<BR>3. If the prospect has
children in college and can't afford the premiums<BR>now without
corrupting their retirement saving and/or college education<BR>4.
If the prospect can't afford to pay the premiums without
sacificing<BR>other important expenses (rent, etc).<BR></DIV>
<DIV><FONT face="@Arial Unicode MS" size=4></FONT> </DIV>
<DIV><FONT face="@Arial Unicode MS" size=4>Those are all
interesting answers. </FONT></DIV>
<DIV><FONT face="@Arial Unicode MS" size=4></FONT> </DIV>
<DIV><FONT face="@Arial Unicode MS" size=4>I appreciate the
responses. I'd really like to hear from Mr. Cuscovitch,
because he's obviously not a big fan of LTCi.... and he seemed to
imply that there are some very specific reasons for not owning
ltci. I'd love to hear those reasons from him.</FONT></DIV>
<DIV><FONT face="@Arial Unicode MS" size=4></FONT> </DIV>
<DIV><FONT face="@Arial Unicode MS" size=4>I like Doug's answer
the best. I think that in order to build people's trust we
need to be able to give them some objective reasons for not owning
LTCi. </FONT></DIV>
<DIV><FONT face="@Arial Unicode MS" size=4></FONT> </DIV>
<DIV><FONT face="@Arial Unicode MS" size=4>Regarding being over
age 50 and having at least $50K in savings, if I'm retired and my
wife and I have $100K, she can keep most of that if I go on
Medicaid... </FONT></DIV>
<DIV><FONT face="@Arial Unicode MS" size=4></FONT> </DIV>
<DIV><FONT face="@Arial Unicode MS" size=4>Whether we like it or
not, Medicaid is our #1 competition, so we've got to understand it
ourselves and we've got to help others understand it.
</FONT></DIV>
<DIV><FONT face="@Arial Unicode MS" size=4></FONT> </DIV>
<DIV><FONT face="@Arial Unicode MS" size=4>Does anyone else have
any other 'objective' reasons someone SHOULD NOT buy
LTCi?</FONT></DIV>
<DIV><FONT face="@Arial Unicode MS" size=4></FONT> </DIV>
<DIV><FONT face="@Arial Unicode MS" size=4>Scott A Olson,
CLTC</FONT></DIV>
<DIV><FONT face="@Arial Unicode MS" size=4></FONT> </DIV>
<DIV>-----Original Message-----<BR><B>From:
</B>ltc-sales_discussions@ltpcalums.com<BR><B>Sent: </B>10/27/2003
9:06 PM<BR><B>To:
</B>ltc-sales_discussions@ltpcalums.com<BR><B>Subject: </B>Re:
[LTC-Sales_Discussions] Re: Ms Morris &
family<BR><BR><BR><FONT face=arial,helvetica><FONT lang=0
face=Arial size=2 FAMILY="SANSSERIF">An easier one than that is
-<BR><BR>Everyone should have at least a three year LTC plan if
the premiums would not affect their life style.<BR><BR>People who
would have to alter their life style or give something up to pay
for a three year LTC plan should not buy LTC.
</FONT></FONT></DIV>_______________________________________________
LTC-Sales_Discussions mailing list
LTC-Sales_Discussions@ltpcalums.com
http://four.pairlist.net/mailman/listinfo/ltc-sales_discussions
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