[LTC-Sales_Discussions] Restrictions in home care, other provisions esp.
Hancock
Louis Fontanella Jr.
ltc-sales_discussions@ltpcalums.com
Fri, 31 Oct 2003 09:55:35 -0500
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<P>The Stay at home benefit addresses the Alternate Plan of Care Issue, What restrictive Home Care Issues</P></DIV>
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<DIV>800-763-0301 ext. 108 </DIV>
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<DIV>973-451-9840 ext. 108</DIV>
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<DIV>Lou Fontanella Jr.</DIV>
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<DIV>Registered Representative
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<DIV></DIV>>From: "Ida Keir" <IDA@PRIMEOFLIFEINSURANCE.COM></DIV>
<DIV></DIV>>Reply-To: ltc-sales_discussions@ltpcalums.com
<DIV></DIV>>To: <LTC-SALES_DISCUSSIONS@LTPCALUMS.COM>
<DIV></DIV>>Subject: [LTC-Sales_Discussions] Restrictions in home care, other provisions esp. Hancock
<DIV></DIV>>Date: Wed, 29 Oct 2003 18:16:22 -0500
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<DIV></DIV>>I've been an LTCI specialist in New Hampshire for almost 3 years. I have a
<DIV></DIV>>legal background and have become increasingly interested in the fine points
<DIV></DIV>>of policies, esp. re home care. Really good "salespeople" are often not
<DIV></DIV>>very interested in these fine points, which is discouraging to me. Anyway,
<DIV></DIV>>I'm esp. troubled by two fine points in the very popular John Hancock
<DIV></DIV>>policy: 1. Restrictive provisions re home care (I can go into more details
<DIV></DIV>>if you want); 2. No alternate plan of care provision.
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<DIV></DIV>>Interestingly, their new policy, Custom Care II, does not change these
<DIV></DIV>>provisions or include alternate plan of care, even though they are
<DIV></DIV>>specifically adding new features to make their product attractive to younger
<DIV></DIV>>clients.
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<DIV></DIV>>It very much concerns me that a 40-year-old is being urged to buy a policy
<DIV></DIV>>that has no alternate plan of care included, and with home care
<DIV></DIV>>restrictions. Does this concern other people? Words of wisdom? It
<DIV></DIV>>certainly doesn't seem to bother lots of my colleagues.
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<DIV></DIV>>I normally point out these restrictions to prospects and let them make the
<DIV></DIV>>choice, but it doesn't feel like a good solution to me.
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<DIV></DIV>>Ida Keir
<DIV></DIV>>Certified Senior Advisor
<DIV></DIV>>Tel. 603-778-4232; 800-978-4232
<DIV></DIV>>Fax. 603-778-9321
<DIV></DIV>>www.primeoflifeinsurance.com
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