[LTC-Sales_Discussions] RE: [LTC Sales Discussions] Who should NOT own LTCi????
Rodney Godwin
ltc-sales_discussions@ltpcalums.com
Thu, 30 Oct 2003 16:32:57 -0500
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I am new to this communication method. Could someone please send me Mr. =
Cuscovitch's commentary.
Thanks
Rodney Godwin
rodneygodwin@nc.rr.com
----- Original Message -----=20
From: Scott A. Olson, CLTC=20
To: ltc-sales_discussions@ltpcalums.com=20
Sent: Wednesday, October 29, 2003 8:10 PM
Subject: RE: [LTC-Sales_Discussions] RE: [LTC Sales Discussions] Who =
should NOT own LTCi????
Bravo, Bob. =20
I couldn't agree more! The reason more people don't buy LTCi is =
because we suck at selling it!
Pardon my vernacular!
If we all did a better job of closing, studying, hustling... every =
self-reliant individual in this country would own long term care =
insurance regardless of age!
Thank you for talking straight!
Mr. Cuscovitch's commentary on who should and shouldn't own LTCi was =
the biggest pile of horsesh*t I've run across in a long time. =20
Keep up the good work, Bob. I never thought I'd say that to a Bankers =
Life agent, but I am in this case!
sao
scottaolson@hotmail.com
I have to disagree with the thought that all the whizz-bang, flavor of =
the month type of vehicles do ANYTHING to increase penetration into any =
demographic market.=20
Either we uncover the need or we don't
Either the client trusts us or they don't.
Either the client accepts responsibility or they don't.
That is our job.
The trinkets and trims and new ideas may be a good way of improving =
our products, but it is up to us to make the recommendations that will =
improve our clients postion in relation to risk and ability.
I have chosen to be a career agent and trainer with one company that =
has at least four different LTC products. Those plus a couple of other =
products are enough to help everyone I've spoken to in the past 5 =
months. Those of you that are independents, select a small handful of =
the most durable companies with well established claims history and go =
to work.
Not everyone is going to get it and the latest and greatest widget =
is no going to push them over the edge, it's only going to give them =
another reason to "think it over".
If you consistently sit at the kitchen table and do the right thing, =
the numbers will take care of themselves.
If you concentrate on the purpose of your job, the results will be =
astounding.
Just my opinion, I could be wrong.
Bob Hadidian
Field Trainer
Bankers Life and Casualty
----- Original Message -----=20
From: Barclay Sisk=20
To: ltc-sales_discussions@ltpcalums.com=20
Sent: Wednesday, October 29, 2003 10:59 AM
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 =20
Toll-Free: 1-888-450-4870
Fax: (336) 852-8528 =20
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
=20
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.
=20
-----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:
=A8 One-third of stroke victims each year are under age 65
=A8 41% of heart attacks occur to Americans under age 65
=A8 Average age for diagnosis of Parkinson's disease =3D 52
=A8 Average age of diagnosis of Multiple Sclerosis (MS) =3D 42
=A8 Average age of diagnosis of ALS (Lou Gehrig's Disease) =3D =
48
Or that 40% of people using LTC are between 18 & 64.
=20
-----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).=20
Dominic=20
Dominic Mogavero=20
Long Term Care Specialist=20
Society of Senior Market Professionals=20
Strategic Financial Partners=20
800 South St. Suite 505=20
Waltham, MA 02453=20
781.642.0700 x287=20
781.642.6730 fax=20
DMogavero@sfp-ma.com=20
-----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.=20
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.=20
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: =20
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. =20
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. =20
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... =20
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. =20
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.=20
_______________________________________________ =
LTC-Sales_Discussions mailing list LTC-Sales_Discussions@ltpcalums.com =
http://four.pairlist.net/mailman/listinfo/ltc-sales_discussions --- =
[This E-mail scanned for viruses by Computer Geeks (www.geeksnet.com)]=20
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<DIV><FONT face=3DArial size=3D2>I am new to this communication =
method. Could=20
someone please send me Mr. Cuscovitch's commentary.</FONT></DIV>
<DIV><FONT face=3DArial size=3D2></FONT> </DIV>
<DIV><FONT face=3DArial size=3D2>Thanks</FONT></DIV>
<DIV><FONT face=3DArial size=3D2></FONT> </DIV>
<DIV><FONT face=3DArial size=3D2>Rodney Godwin</FONT></DIV>
<DIV><FONT face=3DArial size=3D2>rodneygodwin@nc.rr.com</FONT></DIV>
<BLOCKQUOTE dir=3Dltr=20
style=3D"PADDING-RIGHT: 0px; PADDING-LEFT: 5px; MARGIN-LEFT: 5px; =
BORDER-LEFT: #000000 2px solid; MARGIN-RIGHT: 0px">
<DIV style=3D"FONT: 10pt arial">----- Original Message ----- </DIV>
<DIV=20
style=3D"BACKGROUND: #e4e4e4; FONT: 10pt arial; font-color: =
black"><B>From:</B>=20
<A title=3Dsolson1@tampabay.rr.com =
href=3D"mailto:solson1@tampabay.rr.com">Scott=20
A. Olson, CLTC</A> </DIV>
<DIV style=3D"FONT: 10pt arial"><B>To:</B> <A=20
title=3Dltc-sales_discussions@ltpcalums.com=20
=
href=3D"mailto:ltc-sales_discussions@ltpcalums.com">ltc-sales_discussions=
@ltpcalums.com</A>=20
</DIV>
<DIV style=3D"FONT: 10pt arial"><B>Sent:</B> Wednesday, October 29, =
2003 8:10=20
PM</DIV>
<DIV style=3D"FONT: 10pt arial"><B>Subject:</B> RE: =
[LTC-Sales_Discussions] RE:=20
[LTC Sales Discussions] Who should NOT own LTCi????</DIV>
<DIV><BR></DIV>
<DIV><FONT face=3D"@Arial Unicode MS" size=3D4>Bravo, Bob. =
</FONT></DIV>
<DIV><FONT face=3D"@Arial Unicode MS" size=3D4></FONT> </DIV>
<DIV><FONT face=3D"@Arial Unicode MS" size=3D4>I couldn't agree =
more! The=20
reason more people don't buy LTCi is because we suck at selling=20
it!</FONT></DIV>
<DIV><FONT face=3D"@Arial Unicode MS" size=3D4></FONT> </DIV>
<DIV><FONT face=3D"@Arial Unicode MS" size=3D4>Pardon my =
vernacular!</FONT></DIV>
<DIV><FONT face=3D"@Arial Unicode MS" size=3D4></FONT> </DIV>
<DIV><FONT face=3D"@Arial Unicode MS" size=3D4>If we all did a better =
job of=20
closing, studying, hustling... every self-reliant individual in this =
country=20
would own long term care insurance regardless of age!</FONT></DIV>
<DIV><FONT face=3D"@Arial Unicode MS" size=3D4></FONT> </DIV>
<DIV><FONT face=3D"@Arial Unicode MS" size=3D4>Thank you for talking=20
straight!</FONT></DIV>
<DIV><FONT face=3D"@Arial Unicode MS" size=3D4></FONT> </DIV>
<DIV><FONT face=3D"@Arial Unicode MS" size=3D4>Mr. Cuscovitch's =
commentary on who=20
should and shouldn't own LTCi was the biggest pile of horsesh*t I've =
run=20
across in a long time. </FONT></DIV>
<DIV><FONT face=3D"@Arial Unicode MS" size=3D4></FONT> </DIV>
<DIV><FONT face=3D"@Arial Unicode MS" size=3D4>Keep up the good work, =
Bob. I=20
never thought I'd say that to a Bankers Life agent, but I am in this=20
case!</FONT></DIV>
<DIV><FONT face=3D"@Arial Unicode MS" size=3D4></FONT> </DIV>
<DIV><FONT face=3D"@Arial Unicode MS" size=3D4></FONT> </DIV>
<DIV><FONT face=3D"@Arial Unicode MS" size=3D4>sao</FONT></DIV>
<DIV><FONT face=3D"@Arial Unicode MS" size=3D4><A=20
=
href=3D"mailto:scottaolson@hotmail.com">scottaolson@hotmail.com</A></FONT=
></DIV>
<DIV> </DIV>
<DIV><FONT face=3D"@Arial Unicode MS" size=3D4></FONT> </DIV>
<DIV><FONT face=3DArial size=3D2></FONT> </DIV>
<DIV><FONT face=3DArial size=3D2></FONT> </DIV>
<DIV><FONT face=3DArial size=3D2>I have to disagree with the thought =
that all the=20
whizz-bang, flavor of the month type of vehicles do ANYTHING to =
increase=20
penetration into any demographic market. </FONT></DIV>
<BLOCKQUOTE>
<DIV>
<DIV><FONT face=3DArial size=3D2></FONT> </DIV>
<DIV><FONT face=3DArial size=3D2>Either we uncover the need or we=20
don't</FONT></DIV>
<DIV><FONT face=3DArial size=3D2>Either the client trusts us or they =
don't.</FONT></DIV>
<DIV><FONT face=3DArial size=3D2>Either the client accepts =
responsibility or=20
they don't.</FONT></DIV>
<DIV><FONT face=3DArial size=3D2></FONT> </DIV>
<DIV><FONT face=3DArial size=3D2>That is our job.</FONT></DIV>
<DIV><FONT face=3DArial size=3D2></FONT> </DIV>
<DIV><FONT face=3DArial size=3D2></FONT> </DIV>
<DIV><FONT face=3DArial size=3D2>The trinkets and trims and new =
ideas may=20
be a good way of improving our products, but it is up to us to make =
the=20
recommendations that will improve our clients postion in relation to =
risk=20
and ability.</FONT></DIV>
<DIV><FONT face=3DArial size=3D2></FONT> </DIV>
<DIV><FONT face=3DArial size=3D2>I have chosen to be a career agent =
and trainer=20
with one company that has at least four different LTC products. =
Those plus a=20
couple of other products are enough to help everyone I've spoken to =
in the=20
past 5 months. Those of you that are independents, select=20
a small handful of the most durable companies with well=20
established claims history and go to work.</FONT></DIV>
<DIV><FONT face=3DArial size=3D2></FONT> </DIV>
<DIV><FONT face=3DArial size=3D2>Not everyone is going to get it and =
the latest=20
and greatest widget is no going to push them over the edge, it's =
only going=20
to give them another reason to "think it over".</FONT></DIV>
<DIV><FONT face=3DArial size=3D2></FONT> </DIV>
<DIV><FONT face=3DArial size=3D2>If you consistently sit at the =
kitchen table=20
and do the right thing, the numbers will take care of=20
themselves.</FONT></DIV>
<DIV><FONT face=3DArial size=3D2>If you concentrate on the purpose =
of your job,=20
the results will be astounding.</FONT></DIV>
<DIV><FONT face=3DArial size=3D2></FONT> </DIV>
<DIV><FONT face=3DArial size=3D2>Just my opinion, I could be =
wrong.</FONT></DIV>
<DIV><FONT face=3DArial size=3D2></FONT> </DIV>
<DIV><FONT face=3DArial size=3D2>Bob Hadidian</FONT></DIV>
<DIV><FONT face=3DArial size=3D2>Field Trainer</FONT></DIV>
<DIV><FONT face=3DArial size=3D2>Bankers Life and =
Casualty</FONT></DIV>
<DIV><FONT face=3DArial size=3D2></FONT> </DIV>
<DIV><FONT face=3DArial size=3D2></FONT> </DIV>
<DIV> </DIV>
<BLOCKQUOTE dir=3Dltr=20
style=3D"PADDING-RIGHT: 0px; PADDING-LEFT: 5px; MARGIN-LEFT: 5px; =
BORDER-LEFT: #000000 2px solid; MARGIN-RIGHT: 0px">
<DIV style=3D"FONT: 10pt arial">----- Original Message ----- =
</DIV>
<DIV=20
style=3D"BACKGROUND: #e4e4e4; FONT: 10pt arial; font-color: =
black"><B>From:</B>=20
<A title=3DBarclay@SeniorCareConcepts.com=20
href=3D"mailto:Barclay@SeniorCareConcepts.com">Barclay Sisk</A> =
</DIV>
<DIV style=3D"FONT: 10pt arial"><B>To:</B> <A=20
title=3Dltc-sales_discussions@ltpcalums.com=20
=
href=3D"mailto:ltc-sales_discussions@ltpcalums.com">ltc-sales_discussions=
@ltpcalums.com</A>=20
</DIV>
<DIV style=3D"FONT: 10pt arial"><B>Sent:</B> Wednesday, October =
29, 2003=20
10:59 AM</DIV>
<DIV style=3D"FONT: 10pt arial"><B>Subject:</B> =
[LTC-Sales_Discussions] RE:=20
[LTC Sales Discussions] Who should NOT own LTCi????</DIV>
<DIV><BR></DIV>
<DIV><SPAN class=3D297265617-29102003><FONT face=3DArial =
color=3D#0000ff=20
size=3D2>Hello All!</FONT></SPAN></DIV>
<DIV><SPAN class=3D297265617-29102003><FONT face=3DArial =
color=3D#0000ff=20
size=3D2></FONT></SPAN> </DIV>
<DIV><SPAN class=3D297265617-29102003><FONT face=3DArial =
color=3D#0000ff=20
size=3D2>We all agree that it is great that a few of our =
clients=20
have the forethought to purchase LTCi at younger ages, however =
most people=20
are still not listening to us. A new strategy is coming from =
Hancock to=20
help us attract those younger clients. It is the GPO (Guaranteed =
Purchase=20
Option) <U>with a conversion option at age 65 to compound =
inflation</U>.=20
This was introduced during the Federal program with a lot of=20
success. We want to get those younger prospects insured=20
before they have insurability problems or if they go on claim =
before=20
age 65.</FONT></SPAN></DIV>
<DIV><SPAN class=3D297265617-29102003><FONT face=3DArial =
color=3D#0000ff=20
size=3D2></FONT></SPAN> </DIV>
<DIV><SPAN class=3D297265617-29102003><FONT face=3DArial =
color=3D#0000ff=20
size=3D2>Most agents who are selling to younger clients are =
selling a lower=20
benefit with compound inflation, which is not sufficient if the =
client=20
goes on claim before 65. This new option of giving them a =
higher=20
benefit with optional inflation conversion later in life may =
be a way=20
for us to break through some of the barriers that we have with the =
younger=20
market, when we are fighting for dollars that are going towards =
retirement=20
or college savings for children.</FONT></SPAN></DIV>
<DIV><SPAN class=3D297265617-29102003><FONT face=3DArial =
color=3D#0000ff=20
size=3D2></FONT></SPAN> </DIV>
<DIV><SPAN class=3D297265617-29102003><FONT face=3DArial =
color=3D#0000ff=20
size=3D2>1) What are your thoughts on using this GPO with the age =
65=20
conversion option?</FONT></SPAN></DIV>
<DIV><SPAN class=3D297265617-29102003><FONT face=3DArial =
color=3D#0000ff=20
size=3D2></FONT></SPAN> </DIV>
<DIV><SPAN class=3D297265617-29102003><FONT face=3DArial =
color=3D#0000ff=20
size=3D2>2) We see a lot of Kanawha, State Life, Lincoln =
Benefit, and=20
Life Investors being sold which sounds like some=20
prospects are just spread sheeting for the lowest price. =
Shouldn't we be looking for the top carriers that have paid =
out more=20
in claims than some of these companies are =
worth?</FONT></SPAN></DIV>
<DIV><SPAN class=3D297265617-29102003><FONT face=3DArial =
color=3D#0000ff=20
size=3D2></FONT></SPAN> </DIV>
<DIV><SPAN class=3D297265617-29102003><FONT face=3DArial =
color=3D#0000ff=20
size=3D2>3) We know CNA was a top carrier and look what has =
happened to=20
them!</FONT></SPAN></DIV>
<DIV><SPAN class=3D297265617-29102003><FONT face=3DArial =
color=3D#0000ff=20
size=3D2></FONT></SPAN> </DIV>
<DIV><SPAN class=3D297265617-29102003><FONT face=3DArial =
color=3D#0000ff=20
size=3D2>Sometimes we are our own worst enemy! Younger =
clients trust us=20
to give them the best carriers if they are going to buy this stuff =
before=20
age 50. I have seen several well known companies leave the LTCi =
market in=20
the last 10 years, but there are still some agents selling =
LTCi based=20
solely on the lowest premium. If we want to go after the =
younger=20
ages, shouldn't we be using the companies with long standing =
history in=20
LTCi and deeper pockets? These younger folks may not go on claim =
for=20
another 30 or 40 years.</FONT></SPAN></DIV>
<DIV><SPAN class=3D297265617-29102003><FONT face=3DArial =
color=3D#0000ff=20
size=3D2></FONT></SPAN> </DIV>
<DIV><SPAN class=3D297265617-29102003><FONT face=3DArial =
color=3D#0000ff=20
size=3D2>I am looking forward to YOUR thoughts. Shoot me an email =
or give me=20
a call to discuss.</FONT></SPAN></DIV>
<DIV><SPAN class=3D297265617-29102003><FONT face=3DArial =
color=3D#0000ff=20
size=3D2></FONT></SPAN> </DIV>
<DIV><SPAN class=3D297265617-29102003><FONT face=3DArial =
color=3D#0000ff=20
size=3D2></FONT></SPAN> </DIV>
<DIV><SPAN class=3D297265617-29102003><FONT face=3DArial =
color=3D#0000ff=20
size=3D2>Barclay</FONT></SPAN></DIV>
<DIV><SPAN class=3D297265617-29102003><FONT face=3DArial =
color=3D#0000ff=20
size=3D2></FONT></SPAN> </DIV>
<DIV><SPAN class=3D297265617-29102003>
<P><FONT size=3D2>Senior Care Concepts, Inc.<BR>Insuring a secure =
and=20
independent future<BR><BR>Phone: (336)=20
=
292-2236  =
; <BR>Toll-Free:=20
1-888-450-4870<BR><BR>Fax: (336)=20
=
852-8528  =
; <BR>Toll=20
Free: 1-888-450-4871<BR><BR>Mailing Address: P.O. Box =
4548 =20
Greensboro, North Carolina 27404<BR>Physical Address: 4605-D =
Dundas=20
Drive Greensboro, North Carolina=20
=
27407<BR> &nbs=
p;  =
; <BR>We=20
are a Long-Term Care brokerage committed to providing quality =
insurance=20
products with sensible solutions to the client's future Long-Term =
Care=20
needs. Please give us a call if you have any questions or =
need our=20
assistance.<BR> </FONT> </P></SPAN></DIV>
<DIV><SPAN class=3D297265617-29102003><FONT face=3DArial =
color=3D#0000ff=20
size=3D2></FONT></SPAN> </DIV>
<DIV><SPAN class=3D297265617-29102003><FONT face=3DArial =
color=3D#0000ff=20
size=3D2></FONT></SPAN> </DIV>
<BLOCKQUOTE dir=3Dltr style=3D"MARGIN-RIGHT: 0px">
<DIV class=3DOutlookMessageHeader dir=3Dltr align=3Dleft><FONT =
face=3DTahoma=20
size=3D2>-----Original Message-----<BR><B>From:</B>=20
ltc-sales_discussions-admin@ltpcalums.com=20
[mailto:ltc-sales_discussions-admin@ltpcalums.com]<B>On Behalf =
Of=20
</B>Denise R. Molohon<BR><B>Sent:</B> Tuesday, October 28, 2003 =
4:41=20
PM<BR><B>To:</B> =
ltc-sales_discussions@ltpcalums.com<BR><B>Subject:</B>=20
RE: [LTC-Sales_Discussions] Who should NOT own=20
LTCi????<BR><BR></FONT></DIV>
<DIV><SPAN class=3D081483121-28102003><FONT face=3DArial =
color=3D#0000ff=20
size=3D4>I third it! I also own lifetime benefits, =
compounding=20
inflation and have since I was 37! People who =
purchase this=20
product at younger ages have usually experienced some family =
members=20
needing LTC. When you've had 2 grandfathers pass=20
on Alzheimer's, a grandmother who gave everything to =
Medicaid while=20
spending 7 years in a NH (live to 98) and helped another family =
member=20
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=20
class=3D081483121-28102003><FONT face=3DArial color=3D#0000ff =
size=3D2>
<P class=3DMsoNormal=20
style=3D"MARGIN: 0in 0in 0pt 1.2in; TEXT-INDENT: -0.25in; =
mso-list: l2 level2 lfo3; tab-stops: list 1.2in"><FONT=20
color=3D#000000><FONT size=3D3><SPAN=20
style=3D"FONT-SIZE: 22pt; FONT-FAMILY: Symbol; =
mso-bidi-font-size: 12.0pt">=A8<SPAN=20
style=3D"FONT: 7pt 'Times New Roman'"> </SPAN></SPAN><SPAN=20
style=3D"FONT-SIZE: 22pt; mso-bidi-font-size: 12.0pt"><FONT=20
face=3D"Times New Roman">One-third of stroke victims each year =
are=20
<B>under age 65</B><o:p></o:p></FONT></SPAN></FONT></FONT></P>
<P class=3DMsoNormal=20
style=3D"MARGIN: 0in 0in 0pt 1.2in; TEXT-INDENT: -0.25in; =
mso-list: l2 level2 lfo3; tab-stops: list 1.2in"><FONT=20
color=3D#000000><FONT size=3D2><SPAN=20
style=3D"FONT-SIZE: 22pt; FONT-FAMILY: Symbol; =
mso-bidi-font-size: 12.0pt">=A8<SPAN=20
style=3D"FONT: 7pt 'Times New Roman'"> </SPAN></SPAN><SPAN=20
style=3D"FONT-SIZE: 22pt; mso-bidi-font-size: 12.0pt"><FONT=20
face=3D"Times New Roman">41% of heart attacks occur to Americans =
<B>under=20
age 65</B><o:p></o:p></FONT></SPAN></FONT></FONT></P>
<P class=3DMsoNormal=20
style=3D"MARGIN: 0in 0in 0pt 1.2in; TEXT-INDENT: -0.25in; =
mso-list: l2 level2 lfo3; tab-stops: list 1.2in"><FONT=20
color=3D#000000><FONT size=3D2><SPAN=20
style=3D"FONT-SIZE: 22pt; FONT-FAMILY: Symbol; =
mso-bidi-font-size: 12.0pt">=A8<SPAN=20
style=3D"FONT: 7pt 'Times New Roman'"> </SPAN></SPAN><SPAN=20
style=3D"FONT-SIZE: 22pt; mso-bidi-font-size: 12.0pt"><FONT=20
face=3D"Times New Roman">Average age for diagnosis of =
Parkinson=92s disease=20
=3D <B>52</B><o:p></o:p></FONT></SPAN></FONT></FONT></P>
<P class=3DMsoNormal=20
style=3D"MARGIN: 0in 0in 0pt 1.2in; TEXT-INDENT: -0.25in; =
mso-list: l2 level2 lfo3; tab-stops: list 1.2in"><FONT=20
color=3D#000000><FONT size=3D2><SPAN=20
style=3D"FONT-SIZE: 22pt; FONT-FAMILY: Symbol; =
mso-bidi-font-size: 12.0pt">=A8<SPAN=20
style=3D"FONT: 7pt 'Times New Roman'"> </SPAN></SPAN><SPAN=20
style=3D"FONT-SIZE: 22pt; mso-bidi-font-size: 12.0pt"><FONT=20
face=3D"Times New Roman">Average age of diagnosis of Multiple =
Sclerosis=20
(MS) =3D <B>42</B></FONT></SPAN></FONT></FONT></P>
<P class=3DMsoNormal=20
style=3D"MARGIN: 0in 0in 0pt 1.2in; TEXT-INDENT: -0.25in; =
mso-list: l2 level2 lfo3; tab-stops: list 1.2in"><FONT=20
color=3D#000000><FONT size=3D2><SPAN=20
style=3D"FONT-SIZE: 22pt; mso-bidi-font-size: =
12.0pt"></SPAN></FONT></FONT><SPAN=20
style=3D"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=20
color=3D#000000><FONT size=3D3><SPAN=20
style=3D"FONT-SIZE: 22pt; FONT-FAMILY: Symbol; =
mso-bidi-font-size: 12.0pt">=A8<SPAN=20
style=3D"FONT: 7pt 'Times New Roman'"> </SPAN></SPAN><SPAN=20
style=3D"FONT-SIZE: 22pt; mso-bidi-font-size: 12.0pt">Average =
age of=20
diagnosis of ALS (Lou Gehrig=92s Disease) =3D=20
<B>48</B></SPAN></FONT></FONT></SPAN></P>
<P class=3DMsoNormal=20
style=3D"MARGIN: 0in 0in 0pt 1.2in; TEXT-INDENT: -0.25in; =
mso-list: l2 level2 lfo3; tab-stops: list 1.2in"><SPAN=20
style=3D"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=20
color=3D#000000><FONT size=3D3><SPAN=20
style=3D"FONT-SIZE: 22pt; mso-bidi-font-size: =
12.0pt"><STRONG></STRONG></SPAN></FONT></FONT></SPAN> </P>
<P class=3DMsoNormal=20
style=3D"MARGIN: 0in 0in 0pt 1.2in; TEXT-INDENT: -0.25in; =
mso-list: l2 level2 lfo3; tab-stops: list 1.2in"><SPAN=20
style=3D"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=20
size=3D+0><FONT size=3D3><SPAN=20
style=3D"FONT-SIZE: 22pt; mso-bidi-font-size: 12.0pt"><SPAN=20
class=3D081483121-28102003><FONT color=3D#000000><STRONG>Or that =
40% of=20
people using LTC are between 18 &=20
64.</STRONG></FONT></SPAN></SPAN></FONT></FONT></SPAN><SPAN=20
style=3D"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=20
size=3D+0><FONT size=3D3></P>
<DIV style=3D"mso-element: footnote-list">
<DIV style=3D"mso-element: footnote">
<P class=3DMsoFootnoteText style=3D"MARGIN: 0in 0in 0pt"><SPAN=20
style=3D"FONT-SIZE: 14pt; mso-bidi-font-size: 10.0pt"><FONT=20
color=3D#000000></FONT></SPAN> </P>
<P class=3DMsoFootnoteText style=3D"MARGIN: 0in 0in 0pt"><SPAN=20
style=3D"FONT-SIZE: 14pt; mso-bidi-font-size: 10.0pt"><FONT=20
color=3D#000000></FONT></SPAN> </P>
<P class=3DMsoFootnoteText style=3D"MARGIN: 0in 0in 0pt"><SPAN=20
style=3D"FONT-SIZE: 14pt; mso-bidi-font-size: 10.0pt"><o:p><FONT =
=
color=3D#000000></FONT></o:p></SPAN> </P></DIV></DIV></FONT></FONT><=
/SPAN></FONT></SPAN><SPAN=20
class=3D081483121-28102003><FONT face=3DArial color=3D#0000ff=20
size=3D2></FONT></SPAN>
<DIV><SPAN class=3D081483121-28102003></SPAN> </DIV>
<DIV><SPAN class=3D081483121-28102003></SPAN><FONT =
face=3DTahoma><FONT=20
size=3D2><SPAN class=3D081483121-28102003><FONT face=3DArial=20
color=3D#0000ff></FONT></SPAN></FONT></FONT> </DIV>
<DIV><FONT face=3DTahoma><FONT size=3D2><SPAN=20
class=3D081483121-28102003> </SPAN>-----Original=20
Message-----<BR><B>From:</B> =
ltc-sales_discussions-admin@ltpcalums.com=20
[mailto:ltc-sales_discussions-admin@ltpcalums.com]<B>On Behalf =
Of=20
</B>Dominic Mogavero A007<BR><B>Sent:</B> Tuesday, October 28, =
2003 2:07=20
PM<BR><B>To:</B>=20
'ltc-sales_discussions@ltpcalums.com'<BR><B>Subject:</B> RE:=20
[LTC-Sales_Discussions] Who should NOT own=20
LTCi????<BR><BR></DIV></FONT></FONT>
<BLOCKQUOTE dir=3Dltr style=3D"MARGIN-RIGHT: 0px">
<DIV id=3D0></DIV><BR><SPAN =
class=3D020580519-28102003><EM><FONT=20
color=3D#0000ff size=3D4> Mark I second that... I =
too own LTCI=20
with a lifetime benefit, compound etc...bought it when I was =
40. =20
No one is going to diminish my lifestyle or my son's ( I =
am a=20
single Dad). </FONT></EM></SPAN><BR><SPAN =
id=3Dhbblock><LABEL=20
id=3DHbSession SessionId=3D"1668712639"></LABEL>
<DIV> </DIV>
<DIV> </DIV>
<P><B><I><FONT face=3DCoronet color=3D#800000=20
size=3D5>Dominic</FONT></I></B><I></I> <BR><I><FONT=20
face=3D"Times New Roman" color=3D#800000 size=3D2>Dominic=20
Mogavero</FONT></I> <BR><I><FONT face=3D"Times New Roman" =
color=3D#800000=20
size=3D2>Long Term Care Specialist</FONT></I> <BR><I><FONT=20
face=3D"Times New Roman" color=3D#800000 =
size=3D2>Society of Senior=20
Market Professionals</FONT></I> <BR><I><FONT face=3D"Times New =
Roman"=20
color=3D#800000 size=3D2>Strategic Financial =
Partners</FONT></I>=20
<BR><I><FONT face=3D"Times New Roman" color=3D#800000 =
size=3D2>800 South St.=20
Suite 505</FONT></I> <BR><I><FONT face=3D"Times New Roman" =
color=3D#800000=20
size=3D2>Waltham, MA 02453</FONT></I> <BR><I><FONT=20
face=3D"Times New Roman" color=3D#800000 size=3D2>781.642.0700 =
x287</FONT></I> <BR><I><FONT face=3D"Times New Roman" =
color=3D#800000=20
size=3D2>781.642.6730 fax</FONT></I> <BR><I><FONT =
face=3D"Times New Roman"=20
color=3D#800000 size=3D2>DMogavero@sfp-ma.com</FONT></I> </P>
<BLOCKQUOTE dir=3Dltr style=3D"MARGIN-RIGHT: 0px">
<DIV class=3DOutlookMessageHeader dir=3Dltr =
align=3Dleft><FONT face=3DTahoma=20
size=3D2>-----Original Message-----<BR><B>From:</B> mark =
leonard=20
[mailto:mcleonard@geeksnet.com]<BR><B>Sent:</B> Tuesday, =
October 28,=20
2003 1:10 PM<BR><B>To:</B>=20
ltc-sales_discussions@ltpcalums.com<BR><B>Subject:</B> RE:=20
[LTC-Sales_Discussions] Who should NOT own=20
LTCi????<BR><BR></FONT></DIV>
<DIV><SPAN class=3D238094717-28102003><FONT color=3D#0000ff =
size=3D2>I AM=20
SORRY BUT I CAN'T STAND THIS ANYMORE. </FONT></SPAN></DIV>
<DIV><SPAN class=3D238094717-28102003><FONT color=3D#0000ff =
size=3D2>HOW=20
DO I PUT THIS, EVERYONE ON THIS BOARD NEEDS TO GO =
VISIT THEIR=20
NEAREST MEDICAID FACILITY AND SPEND ALL DAY THERE AND =
DEVELOP SOME=20
HEART, ESPECIALLY MR. CUSCOVITCH, WHO OBVIOUSLY IS A DANGER =
TO THIS=20
PROFESSION OR ELSE HE DRINKS TOO MUCH BEFORE HE READS HIS =
EMAIL. I=20
PERSONALLY BOUGHT LIFETIME COVERAGE CP INFLATION, 0 ELIM, =
PLUS=20
SURVIVORSHIP, WHEN I WAS 45, AND I HAVE NO ASSETS, NO =
SAVINGS, JUST=20
A WIFE AND 3 BEAUTIFUL GROWN CHILDREN AND A BOSTON TERRIER =
WHO I=20
JUST HAPPEN TO LOVE MORE THAN ALL THE SO CALLED "LIFESTYLE =
OPTIONS"=20
AND MATERIAL THINGS THAT I COULD WASTE MY MONEY ON, BECAUSE =
I KNOW=20
FROM EXPERIENCE THAT IF SOMETHING HAPPENS TO ME OR MY WIFE, =
LTCI=20
WOULD BE A MATTER OF "WHO'S GOT THE BETTER LIFESTYLE NOW". =
MY=20
QUESTION IS, MR CUSCOVITCH, WHO REALLY NEEDS TO SEE A=20
SHRINK?</FONT></SPAN></DIV>
<DIV><SPAN class=3D238094717-28102003><FONT color=3D#0000ff =
size=3D2>WHO=20
NEEDS TO BUY LTC?</FONT></SPAN></DIV>
<DIV><SPAN class=3D238094717-28102003><FONT color=3D#0000ff =
size=3D2>WHO=20
AND WHAT DO YOU LOVE?</FONT></SPAN></DIV>
<DIV><SPAN class=3D238094717-28102003><FONT color=3D#0000ff=20
size=3D2></FONT></SPAN> </DIV>
<DIV><SPAN class=3D238094717-28102003><FONT color=3D#0000ff =
size=3D2>P.S.=20
I APOLOGIGE AGAIN DOUG, I SAID I WAS GOING TO BE A GOOD BOY, =
BUT=20
SOMETIMES WHEN YOU ARE GOOD , PEOPLE DON'T=20
UNDERSTAND.</FONT></SPAN></DIV>
<DIV><SPAN class=3D238094717-28102003><FONT color=3D#0000ff=20
size=3D2></FONT></SPAN> </DIV>
<DIV><SPAN class=3D238094717-28102003><FONT color=3D#0000ff=20
size=3D2></FONT></SPAN> </DIV>
<DIV><SPAN class=3D238094717-28102003><FONT color=3D#0000ff=20
size=3D2></FONT></SPAN> </DIV>
<DIV><SPAN class=3D238094717-28102003><FONT color=3D#0000ff=20
size=3D2></FONT></SPAN> </DIV>
<DIV><SPAN class=3D238094717-28102003><FONT color=3D#0000ff=20
size=3D2></FONT></SPAN> </DIV>
<DIV><FONT face=3D"Bradley Hand ITC" color=3D#0000ff =
size=3D2><STRONG>Mark=20
C. Leonard</STRONG></FONT></DIV>
<DIV><FONT face=3D"Bradley Hand ITC" color=3D#0000ff =
size=3D2><STRONG>Long=20
Term Care Options</STRONG></FONT></DIV>
<DIV><FONT face=3D"Bradley Hand ITC" color=3D#0000ff=20
size=3D2><STRONG>Farmville NC 27828</STRONG></FONT></DIV>
<DIV><FONT face=3D"Bradley Hand ITC" color=3D#0000ff=20
size=3D2><STRONG>252-753-6432</STRONG></FONT></DIV>
<BLOCKQUOTE>
<DIV class=3DOutlookMessageHeader dir=3Dltr =
align=3Dleft><FONT=20
face=3DTahoma size=3D2>-----Original =
Message-----<BR><B>From:</B>=20
ltc-sales_discussions-admin@ltpcalums.com=20
[mailto:ltc-sales_discussions-admin@ltpcalums.com]<B>On =
Behalf Of=20
</B>Scott A. Olson, CLTC<BR><B>Sent:</B> Tuesday, October =
28, 2003=20
6:10 AM<BR><B>To:</B>=20
ltc-sales_discussions@ltpcalums.com<BR><B>Subject:</B> RE: =
[LTC-Sales_Discussions] Who should NOT own=20
LTCi????<BR><BR></FONT></DIV>
<DIV><FONT face=3D"@Arial Unicode MS" size=3D4>Who should =
not own=20
LTCi?</FONT></DIV>
<DIV><FONT face=3D"@Arial Unicode MS" =
size=3D4></FONT> </DIV>
<DIV><FONT face=3D"@Arial Unicode MS" size=3D4>Here are =
the 3 answers=20
thus far:</FONT></DIV>
<DIV><FONT face=3DArial size=3D2><BR>A) From =
Art: Everyone=20
should have at least a three year LTC plan if the premiums =
would=20
not affect their life style. People who would have =
to alter=20
their life style or give something up to pay for a three =
year LTC=20
plan should not buy LTC. </FONT></DIV>
<DIV> </DIV>
<DIV>
<DIV><FONT face=3DArial size=3D2>B) From Bob: =
My personal=20
belief is anyone under 50 that can afford it. And anyone =
over 50=20
that has more than $50,000 in assets that can afford=20
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 -=20
i.e. contributing to a<BR>IRA/401k<BR>3. If the prospect =
has=20
children in college and can't afford the premiums<BR>now =
without=20
corrupting their retirement saving and/or college =
education<BR>4.=20
If the prospect can't afford to pay the premiums without=20
sacificing<BR>other important expenses (rent, =
etc).<BR></DIV>
<DIV><FONT face=3D"@Arial Unicode MS" =
size=3D4></FONT> </DIV>
<DIV><FONT face=3D"@Arial Unicode MS" size=3D4>Those are =
all=20
interesting answers. </FONT></DIV>
<DIV><FONT face=3D"@Arial Unicode MS" =
size=3D4></FONT> </DIV>
<DIV><FONT face=3D"@Arial Unicode MS" size=3D4>I =
appreciate the=20
responses. I'd really like to hear from Mr. =
Cuscovitch,=20
because he's obviously not a big fan of LTCi.... and he =
seemed to=20
imply that there are some very specific reasons for not =
owning=20
ltci. I'd love to hear those reasons from =
him.</FONT></DIV>
<DIV><FONT face=3D"@Arial Unicode MS" =
size=3D4></FONT> </DIV>
<DIV><FONT face=3D"@Arial Unicode MS" size=3D4>I like =
Doug's answer=20
the best. I think that in order to build people's =
trust we=20
need to be able to give them some objective reasons for =
not owning=20
LTCi. </FONT></DIV>
<DIV><FONT face=3D"@Arial Unicode MS" =
size=3D4></FONT> </DIV>
<DIV><FONT face=3D"@Arial Unicode MS" size=3D4>Regarding =
being over=20
age 50 and having at least $50K in savings, if I'm retired =
and my=20
wife and I have $100K, she can keep most of that if I go =
on=20
Medicaid... </FONT></DIV>
<DIV><FONT face=3D"@Arial Unicode MS" =
size=3D4></FONT> </DIV>
<DIV><FONT face=3D"@Arial Unicode MS" size=3D4>Whether we =
like it or=20
not, Medicaid is our #1 competition, so we've got to =
understand it=20
ourselves and we've got to help others understand =
it. =20
</FONT></DIV>
<DIV><FONT face=3D"@Arial Unicode MS" =
size=3D4></FONT> </DIV>
<DIV><FONT face=3D"@Arial Unicode MS" size=3D4>Does anyone =
else have=20
any other 'objective' reasons someone SHOULD NOT buy=20
LTCi?</FONT></DIV>
<DIV><FONT face=3D"@Arial Unicode MS" =
size=3D4></FONT> </DIV>
<DIV><FONT face=3D"@Arial Unicode MS" size=3D4>Scott A =
Olson,=20
CLTC</FONT></DIV>
<DIV><FONT face=3D"@Arial Unicode MS" =
size=3D4></FONT> </DIV>
<DIV>-----Original Message-----<BR><B>From:=20
</B>ltc-sales_discussions@ltpcalums.com<BR><B>Sent: =
</B>10/27/2003=20
9:06 PM<BR><B>To:=20
</B>ltc-sales_discussions@ltpcalums.com<BR><B>Subject: =
</B>Re:=20
[LTC-Sales_Discussions] Re: Ms Morris &=20
family<BR><BR><BR><FONT face=3Darial,helvetica><FONT =
lang=3D0=20
face=3DArial size=3D2 FAMILY=3D"SANSSERIF">An easier one =
than that is=20
-<BR><BR>Everyone should have at least a three year LTC =
plan if=20
the premiums would not affect their life =
style.<BR><BR>People who=20
would have to alter their life style or give something up =
to pay=20
for a three year LTC plan should not buy LTC.=20
=
</FONT></FONT></DIV>_______________________________________________=20
LTC-Sales_Discussions mailing list=20
LTC-Sales_Discussions@ltpcalums.com=20
=
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