[LTC-Sales_Discussions] Fw: LTC e-Wire
ltc-sales_discussions@ltpcalums.com
ltc-sales_discussions@ltpcalums.com
Thu, 9 Oct 2003 10:57:04 -0600
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Sent: Monday, October 06, 2003 3:04 PM
Subject: LTC e-Wire
=20
=20
=20
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The monthly online newsletter on long term care insurance news =
and trends.
=20
October 2003 =C2=A9The =
National Underwriter Company =20
Vol. 2, No. 11
=20
Sponsored by:
What strategies can agents use if the client is likely =
to be rated for LTC coverage? That is the question Marcella De Simone =
asked agents in preparing this month's Feature. See their answers below.
Also this month:
a.. Update on revising NAIC's model regulation on =
LTC insurance=20
b.. On boomers, the 'forever young' myth, and LTC=20
c.. Ways to increase worksite enrollments=20
d.. What about the growing demand for worksite LTC=20
e.. Who is funding those LTC facility stays?=20
f.. Government data: LTC spending=20
g.. Last month's LTC Poll: See what your peers had =
to say (at right)=20
h.. LTC Idea: Focus on relationship building at the =
worksite=20
Also: Vote in our new LTC poll (below). To comment on =
this letter, click write to the editor. Items from previous print =
editions of National Underwriter are indicated wherever you see the .
-- The Editors
New LTC Producer Poll: When the advisor =
believes a client who wants LTC insurance will be rated up for the =
coverage, which strategy would be best for the advisor to follow first =
(in most cases)? See feature article for related discussion.=20
=20
Submit completed app to standard and/or =
impaired risk carriers Suggest other LTC funding alternatives Send the =
client to an elder law attorney Avoid dealing with the client altogether =
Other=20
To submit idea's on LTC rate-ups, write =
to the editor =20
=20
=20
Interested in becoming the advisor that baby boomers =
trust? =20
See the all new Advising Boomers section in=20
National Underwrite Life & Health!=20
It runs the fourth issue of every month.
If there are boomer topics you want us to cover, just =
e-mail us at advisingboomers@nuco.com
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LTC Agents Try A Myriad Of Approaches When A Client Is =
Rated Up By Marcella De Simone=20
No one likes it when a client gets rated up for long =
term care insurance, particularly when her condition does not make her a =
decided candidate for poor future health. But there are ways to handle =
such situations, say producers.
Getting as much information from the client as =
possible before filing the application is how William Thrash staves off =
a potentially undeserved rating up. Thrash is a registered =
representative in the Anniston, Ala., office of Axa Advisors, =
headquartered in New York.
Obtaining a comprehensive medical history is also =
something that Janet Reardon, an insurance specialist in Woburn, Mass., =
makes sure to do before approaching a carrier. =E2=80=9CIt enables me =
immediately to rule in or rule out specific carriers,=E2=80=9D she says. =
=E2=80=9CI chose to go the independent route because I have yet to find =
two carriers whose products are identical and their underwriting varies =
significantly,=E2=80=9D Reardon adds. Her strategy is to...
click here for entire article
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In Case You Missed These...=20
Articles from previous print editions of National =
Underwriter
LTC Model Revision Targets Areas For Review By Jim =
Connolly=20
Chicago--Regulators working on revising the long term =
care insurance model regulation and act have targeted a number of areas =
for review. In discussions that took place here during the fall meeting =
here of the National Association of Insurance Commissioners, some of the =
areas touched on were: a review of definitions such as assisted living; =
policy flexibility; agent education and training; reporting requirements =
and dissemination of information to consumers, as well as group =
insurance issues. During discussions, Van Ellet, a representative with =
AARP, Washington, said that agent training is a big issue because... =20
click here for entire article
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Shattering =E2=80=98Forever Young=E2=80=99 And Other =
Boomer Myths By Marcella De Simone=20
Boomers see themselves as "forever young," so it can =
be difficult to get them to see the need for long term care insurance, =
says Dick Ross, principal, 50-Plus Communications Consulting, Glencoe, =
Ill. "It=E2=80=99s a huge psychological obstacle," he says. "If you =
don=E2=80=99t believe you=E2=80=99ll ever get old and feeble, why would =
you need LTC insurance?" Sharil Baxter, Kansas City sales manager and =
national education officer for LTCI Partners, LLC., Overland Park, =
Kansas, says human nature and ignorance are the biggest obstacles to =
getting boomers to see...
click here for entire article=20
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What You Can Do To Increase Worksite LTC Insurance =
Enrollments By Alan F. Barthelman
The keys to successful enrollment of worksite products =
are the same for all products. However, employee-level sales become more =
difficult when the products involved are more complex, cost more than =
other products, cover a risk that is distant in time, are relatively new =
in the market, or can be perceived to be a low likelihood of need. To =
some degree, worksite-sold long term care insurance meets each of the =
above criteria. That means you have to be "hitting on all cylinders" in =
order to be...
Alan F. Barthelman is president of AB & Associates, a =
worksite marketing consulting firm based in Cape Elizabeth, Maine. You =
can email him at: albarthelman@earthlink.net.=20
click here for entire article=20
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Demand Grows For Worksite LTC By Roger T. Nickel
Long term care insurance offered through the worksite =
is an untapped market, especially for employers with fewer than 500 =
employees. The offering of voluntary products at the worksite has the =
potential for enormous growth in the LTC insurance industry. The entire =
voluntary market has been growing in both premium volume and in =
employer/employee receptivity to worksite products. This growth includes =
increasing willingness to consider purchase of LTC insurance products on =
a...
click here for more=20
The Results Of Last Month's LTC Poll:
The question was: When recommending LTC insurance =
products to clients, how much importance should the advisor place on =
profitability of the insurers' LTC product lines?
Our readers said:
Note: These results reflect the views of readers who =
elected to respond to our poll question. It is not a scientific survey.
--------------------------------------------------------------
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Head Of Governors' Group Starts LTC Initiative
NU Online News Service, Aug. 19, 2003--The new =
chairman of the National Governors Association, Washington, said today =
at the association's annual meeting that he will organize an initiative =
that will focus on long term care.
Idaho Gov. Dirk Kempthorne, a Republican, observed =
during his speech that a combination of high life expectancy and =
increased rates of chronic illness paint a bleak picture for the...
click here for more=20
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CONFUSED ABOUT LTC FUNDING
A 2001 survey from the March 2001 issue of LTC =
Sales and Marketing Insight found:
=E2=96=A0 9% do not understand LTC insurance.
=E2=96=A0 People who consider themselves fairly =
knowledgeable about investing and financial products overestimate LTC =
insurance premiums by as much as 500%.
Source: How To Sell Long-Term Care Insurance by =
Jeff Sadler, Published by The National Underwriter Company
=20
Did You Know: LTC Spending Facts
Long term care expenses accounted for 24% of the total =
health care expenditures for Medicare beneficiaries made in 1999, =
according to a Program Information report from the Centers for Medicare =
and Medicaid Services.=20
Skilled nursing facility expenses accounted for 4% of =
the total tab that year; home health care expenses for 2%; and hospice =
expenses for 1%, according to the report.
The report shows that out-of-pocket spending for long =
term care represented 41% of total out-of-pocket spending among Medicare =
beneficiaries in 1999.=20
click here for more=20
--------------------------------------------------------------
Subscribe
If a colleague forwarded you LTC e-Wire and you'd like =
your own copy each month:
Click here to subscribe.
=20
--------------------------------------------------------------
Relationship Building May Be Key To Boosting Worksite =
Sales By Marcella De Simone=20
Many in the industry see the worksite as a bonanza of =
potential long term care insurance sales. But, penetration has been less =
than stellar, says Robert O=E2=80=99Toole. president of Informed =
Decisions, Dedham, Mass. In fact, when a broker gains entry into the =
worksite, usually only between 3% and 5% of employees sign up for =
voluntary coverage, he says.
Recently released figures from LIMRA International, =
Windsor, Conn., appear, at first glance, to suggest otherwise. Group LTC =
insurance sales nearly quadrupled during the first half of 2003 compared =
with the same six-month period in 2002, says LIMRA.=20
However, the LIMRA figures also show that this growth =
has been driven largely by the success of the Federal LTC Insurance =
Program, which resulted in a 343 percent increase in new premium for =
employer-sponsored LTC insurance sales. Excluding the Federal Program, =
the remaining carriers=E2=80=99 combined sales declined 33% first half, =
with only one other carrier experiencing sales growth in the =
employer-sponsored market, LIMRA says.
O=E2=80=99Toole attributes the paltry penetration =
figures in part to a lack of relationship building by the broker. =
Usually, there is a presentation, followed by an open enrollment period, =
but then the employees who have not bought a policy never see or hear =
from the broker again, he explains. Therein lies the error that most =
brokers make, O=E2=80=99Toole says. =E2=80=9CThe broker has to =
maintain...
click here for entire article
=20
=20
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=20
a.. visit NationalUnderwriter.com=20
b.. please unsubscribe me=20
c.. to subscribe, click here=20
d.. to advertise, click here=20
e.. help/FAQ=20
f.. write to the editor=20
=20
=20
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<DIV><B>Sent:</B> Monday, October 06, 2003 3:04 PM</DIV>
<DIV style=3D"FONT: 10pt arial">
<DIV><B>Subject:</B> LTC e-Wire</DIV></DIV>
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<P align=3Dcenter><I><B><FONT face=3DArial =
color=3D#ffffff=20
size=3D2>The monthly online newsletter on long term =
care=20
insurance news and =
trends.</FONT></B></I></P></TD></TR>
<TR>
<TD width=3D503 bgColor=3D#ccffcc height=3D18>
<P><B><FONT face=3DArial size=3D2>October </FONT><FONT =
face=3DArial=20
color=3D#000000=20
=
size=3D2>2003 =
&=
nbsp; =20
</FONT></B><FONT size=3D1>=C2=A9</FONT><FONT =
face=3DArial><A=20
href=3D"http://www.nationalunderwriter.com"><FONT =
color=3D#000000=20
size=3D1>The National Underwriter =
Company</FONT></A><FONT=20
color=3D#000000=20
=
size=3D1> &nbs=
p; <SPAN=20
style=3D"BACKGROUND-COLOR: #ccffcc">=20
</SPAN></FONT></FONT></P></TD>
<TD width=3D150 bgColor=3D#ccffcc height=3D18>
<P align=3Dright><FONT face=3DArial> <FONT =
color=3D#000000=20
size=3D1><SPAN style=3D"BACKGROUND-COLOR: =
#ccffcc">Vol. 2, No.=20
</SPAN></FONT></FONT><SPAN=20
style=3D"BACKGROUND-COLOR: #ccffcc"><FONT face=3DArial =
size=3D1>11</FONT></SPAN></P></TD></TR>
<TR>
<TD vAlign=3Dtop width=3D500 height=3D2021>
<P align=3Dleft><FONT face=3DArial><B><I><FONT =
size=3D1>Sponsored=20
by:<BR><BR></FONT></I></B></FONT><FONT face=3DArial=20
color=3D#800000 size=3D2><A=20
=
href=3D"http://www.nationalunderwriter.com/nucatalog/product.asp?dept_id=3D=
1010&sku=3D167&lk_id=3D&mscssid=3D"=20
target=3D_blank><IMG height=3D60=20
=
src=3D"http://www.nationalunderwriter.com/ads/NULwebAd_banner1.jpg"=20
width=3D468 border=3D0></A></FONT></P>
<P style=3D"MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px"=20
align=3Dleft><FONT face=3DArial size=3D2><IMG =
height=3D81 hspace=3D4=20
=
src=3D"http://www.nationalunderwriter.com/Email/images/LTC_eWire/welcome.=
gif"=20
width=3D142 align=3Dright vspace=3D4 =
border=3D0></FONT><B><FONT=20
face=3DArial size=3D5>W</FONT></B><FONT face=3DArial =
size=3D2>hat=20
strategies can agents use if the client is likely to =
be rated=20
for LTC coverage? That is the question Marcella De =
Simone=20
asked agents in preparing this month's Feature. See =
their=20
answers below.</FONT></P>
<P style=3D"MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px"=20
align=3Dleft> </P>
<P style=3D"MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px"=20
align=3Dleft> </P>
<P style=3D"MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px"=20
align=3Dleft><FONT face=3DArial size=3D2>Also this =
month:</FONT></P>
<UL>
<LI><FONT face=3DArial size=3D2>Update on revising =
NAIC's model=20
regulation</FONT> <FONT face=3DArial size=3D2>on LTC =
insurance</FONT>=20
<LI><FONT face=3DArial size=3D2>On boomers, the =
'forever young'=20
myth, and LTC</FONT>=20
<LI><FONT face=3DArial size=3D2>Ways to increase =
worksite=20
enrollments</FONT>=20
<LI><FONT face=3DArial size=3D2>What about the =
growing demand=20
for worksite LTC</FONT>=20
<LI><FONT face=3DArial size=3D2>Who is funding those =
LTC=20
facility stays?</FONT>=20
<LI><FONT face=3DArial size=3D2>Government data: LTC =
spending</FONT>=20
<LI><FONT face=3DArial size=3D2>Last month's LTC =
Poll: See what=20
your peers had to say (at right)</FONT>=20
<LI><FONT face=3DArial size=3D2><I>LTC Idea</I>: =
Focus on=20
relationship building</FONT> a<FONT face=3DArial =
size=3D2>t the=20
worksite</FONT> </LI></UL>
<P align=3Dleft><FONT face=3DArial size=3D2>Also: Vote =
in our new=20
LTC poll (below). To comment on this letter, click=20
</FONT><B><FONT face=3DArial color=3D#ff0000 =
size=3D2><A=20
href=3D"mailto:lkoco@nuco.com" target=3D_blank><FONT=20
color=3D#105430>write to the editor</FONT></A><FONT=20
color=3D#105430>. </FONT></FONT></B><FONT face=3DArial =
size=3D2>Items from previous print editions of =
<I>National=20
Underwriter</I> are indicated wherever you see =
the <IMG=20
height=3D23=20
=
src=3D"http://www.nationalunderwriter.com/Email/images/LTC_eWire/page.gif=
"=20
width=3D31 align=3Dmiddle border=3D0>.</FONT></P>
<P align=3Dright><FONT face=3DArial size=3D2>-- The=20
Editors</FONT></P>
<CENTER>
<TABLE id=3DAutoNumber9 style=3D"BORDER-COLLAPSE: =
collapse"=20
borderColor=3D#111111 cellSpacing=3D0 cellPadding=3D0 =
width=3D"100%"=20
bgColor=3D#ccffcc border=3D0>
<TBODY>
<TR>
<TD width=3D"100%">
<TABLE id=3DAutoNumber10 =
style=3D"BORDER-COLLAPSE: collapse"=20
borderColor=3D#111111 height=3D204 =
cellSpacing=3D0=20
cellPadding=3D5 width=3D"100%" border=3D1>
<TBODY>
<TR>
<TD width=3D"100%" height=3D194>
<P=20
style=3D"MARGIN-TOP: 0px; MARGIN-BOTTOM: =
0px"><B><FONT=20
face=3DArial size=3D2>New LTC Producer=20
Poll:</FONT><I><FONT face=3DArial =
size=3D2>=20
</FONT></I></B><FONT face=3DArial =
size=3D2><SPAN=20
style=3D"BACKGROUND-COLOR: #ccffcc">When =
the advisor=20
believes a client who wants LTC insurance =
will be=20
rated up for the coverage, which strategy =
would be=20
best for the advisor to follow first (in =
most=20
cases)? See feature article for related=20
discussion. </SPAN><SPAN=20
style=3D"BACKGROUND-COLOR: =
#ccffcc"><BR> </SPAN></FONT></P>
<TABLE id=3DAutoNumber11=20
style=3D"BORDER-COLLAPSE: collapse"=20
borderColor=3D#111111 height=3D84 =
cellSpacing=3D0=20
cellPadding=3D0 width=3D"100%" border=3D0>
<TBODY>
<TR>
<TD align=3Dmiddle width=3D"24%" =
height=3D64><FONT=20
face=3DArial color=3D#800000 =
size=3D2><FONT=20
color=3D#800000><A=20
=
href=3D"http://www.nationalunderwriter.com/onlinecommunities/enewsletter_=
surveys_submit.asp?email=3Ddoug@ltc-info.com&poll=3D31&res=3D1"><=
FONT=20
color=3D#800000>Submit completed app to =
standard=20
and/or impaired risk=20
carriers</FONT></A></FONT></FONT></TD>
<TD align=3Dmiddle width=3D"22%" =
height=3D64><FONT=20
color=3D#800000 size=3D2><FONT =
face=3DArial=20
color=3D#800000><A=20
=
href=3D"http://www.nationalunderwriter.com/onlinecommunities/enewsletter_=
surveys_submit.asp?email=3Ddoug@ltc-info.com&poll=3D31&res=3D2"><=
FONT=20
color=3D#800000>Suggest other LTC =
funding=20
=
alternatives</FONT></A></FONT></FONT></TD>
<TD align=3Dmiddle width=3D"21%" =
height=3D64><FONT=20
face=3DArial color=3D#800000 =
size=3D2><FONT=20
color=3D#800000><A=20
=
href=3D"http://www.nationalunderwriter.com/onlinecommunities/enewsletter_=
surveys_submit.asp?email=3Ddoug@ltc-info.com&poll=3D31&res=3D3"><=
FONT=20
color=3D#800000>Send the client to an =
elder law=20
attorney</FONT></A></FONT></FONT></TD>
<TD align=3Dmiddle width=3D"20%" =
height=3D64><FONT=20
face=3DArial color=3D#800000 =
size=3D2><FONT=20
color=3D#800000><A=20
=
href=3D"http://www.nationalunderwriter.com/onlinecommunities/enewsletter_=
surveys_submit.asp?email=3Ddoug@ltc-info.com&poll=3D31&res=3D4"><=
FONT=20
color=3D#800000>Avoid dealing with the =
client=20
altogether</FONT></A></FONT></FONT></TD>
<TD align=3Dmiddle width=3D"13%" =
height=3D64><FONT=20
face=3DArial color=3D#800000 size=3D2><A =
=
href=3D"http://www.nationalunderwriter.com/onlinecommunities/enewsletter_=
surveys_submit.asp?email=3Ddoug@ltc-info.com&poll=3D31&res=3D5"><=
FONT=20
=
color=3D#800000>Other</FONT></A></FONT></TD></TR>
<TR>
<TD align=3Dmiddle width=3D"46%" =
bgColor=3D#ccffff=20
colSpan=3D5 height=3D20><FONT =
face=3DArial size=3D2>To=20
submit idea's on LTC rate-ups, =
</FONT><B><FONT=20
face=3DArial color=3D#800000 size=3D2><A =
href=3D"mailto:lkoco@nuco.com">write to =
the=20
editor</A></FONT></B></TD>
<TD align=3Dmiddle width=3D"21%"=20
height=3D20> </TD>
<TD align=3Dmiddle width=3D"20%"=20
height=3D20> </TD>
<TD align=3Dmiddle width=3D"13%"=20
=
height=3D20> </TD></TR></TBODY></TABLE></TD></TR></TBODY></TABLE></T=
D></TR></TBODY></TABLE>
<P style=3D"MARGIN-TOP: 0px; MARGIN-BOTTOM: =
0px"> </P>
<P style=3D"MARGIN-TOP: 0px; MARGIN-BOTTOM: =
0px"> </P>
<P style=3D"MARGIN-TOP: 0px; MARGIN-BOTTOM: =
0px"><B><FONT=20
face=3DArial color=3D#000000 size=3D2>Interested in =
becoming the=20
advisor that baby boomers trust?</FONT></B><FONT =
face=3DArial=20
color=3D#000000 size=3D2> </FONT><B><FONT =
face=3DArial=20
color=3D#660066 size=3D2><A=20
=
href=3D"http://www.nationalunderwriter.com/bboom.asp?email=3Dlkoco@nuco.c=
om"><BR></A></FONT></B><FONT=20
face=3DArial size=3D2>See the all new <B><FONT=20
color=3D#3333cc>Advising Boomers</FONT> </B>section in =
<I><BR>National Underwrite Life & Health! =
<BR></I>It runs=20
the fourth issue of every month.</FONT></P>
<P style=3D"MARGIN-TOP: 0px; MARGIN-BOTTOM: =
0px"> </P>
<P><FONT face=3DArial size=3D2>If there are boomer =
topics you want=20
us to cover, just e-mail us at <B><A=20
href=3D"mailto:advisingboomers@nuco.com"><FONT=20
=
color=3D#800000>advisingboomers@nuco.com</FONT></A></B></FONT></P>
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color=3D#105430><A=20
=
href=3D"http://www.nationalunderwriter.com/LTC/articles/2003_10_myriad.as=
p"><FONT=20
color=3D#800000>LTC Agents Try A Myriad Of Approaches =
When A=20
Client Is Rated Up</FONT></A></FONT> </FONT></B><FONT=20
face=3DArial size=3D2>By Marcella De Simone =
</FONT></P>
<P align=3Dleft><FONT face=3DArial =
size=3D2><BR></FONT><SPAN=20
style=3D"FONT-FAMILY: Arial"><FONT size=3D2>No one =
likes it when a=20
client gets rated up for long term care insurance,=20
particularly when her condition does not make her a =
decided=20
candidate for poor future health. But there are ways =
to handle=20
such situations, say producers.</FONT></SPAN><FONT =
face=3DArial=20
size=3D2><SPAN style=3D"BACKGROUND-COLOR: =
#ffff00"><IMG height=3D38=20
hspace=3D10=20
=
src=3D"http://www.nationalunderwriter.com/Email/images/LTC_eWire/feature2=
.gif"=20
width=3D150 align=3Dright vspace=3D10 =
border=3D0></SPAN></FONT></P>
<P class=3DMsoNormal><SPAN style=3D"FONT-FAMILY: =
Arial"><FONT=20
size=3D2>Getting as much information from the client =
as possible=20
before filing the application is how William Thrash =
staves off=20
a potentially undeserved rating up. Thrash is a =
registered=20
representative in the Anniston, Ala., office of Axa =
Advisors,=20
headquartered in New York.</FONT></SPAN></P>
<P class=3DMsoNormal><SPAN style=3D"FONT-FAMILY: =
Arial"><FONT=20
size=3D2>Obtaining a comprehensive medical history is =
also=20
something that Janet Reardon, an insurance specialist =
in=20
Woburn, Mass., makes sure to do before approaching a =
carrier.=20
=E2=80=9CIt enables me immediately to rule in or rule =
out specific=20
carriers,=E2=80=9D she says. =E2=80=9CI chose to go =
the independent route=20
because I have yet to find two carriers whose products =
are=20
identical and their underwriting varies =
significantly,=E2=80=9D=20
Reardon adds. Her strategy is to...</FONT></SPAN></P>
<P align=3Dleft><FONT face=3DArial color=3D#800000 =
size=3D2><A=20
=
href=3D"http://www.nationalunderwriter.com/LTC/articles/2003_10_myriad.as=
p"><FONT=20
color=3D#800000>click here for entire=20
article</FONT></A></FONT></P>
<HR align=3Dcenter width=3D300>
<P align=3Dleft><FONT face=3DArial color=3D#800000 =
size=3D2><A=20
=
href=3D"http://www.nationalunderwriter.com/nucatalog/deptFam.asp?dept_id=3D=
1003&lk_id=3D&mscssid=3D"><IMG=20
height=3D60=20
=
src=3D"http://www.nationalunderwriter.com/ads/financial_plan_authors.jpg"=
=20
width=3D468 border=3D0></A></FONT></P>
<HR align=3Dcenter width=3D300>
<P align=3Dleft><B><FONT face=3DArial size=3D5>In Case =
You Missed=20
These... </FONT></B><FONT face=3DArial size=3D2><IMG =
height=3D23=20
=
src=3D"http://www.nationalunderwriter.com/Email/images/LTC_eWire/page.gif=
"=20
width=3D31 align=3DabsMiddle =
border=3D0></FONT><B><FONT face=3DArial=20
size=3D5><BR></FONT></B><FONT color=3D#105430><B><FONT =
face=3DArial=20
size=3D2>A</FONT></B><FONT face=3DArial =
size=3D2><B>rticles from=20
previous print editions of </B><I><B>National=20
Underwriter</B></I></FONT></FONT></P>
<P style=3D"MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px"=20
align=3Dleft><FONT face=3DArial size=3D2><IMG =
height=3D23=20
=
src=3D"http://www.nationalunderwriter.com/Email/images/LTC_eWire/page.gif=
"=20
width=3D31 align=3DabsMiddle =
border=3D0></FONT><B><FONT face=3DArial=20
color=3D#105430 size=3D3><A =
href=3D"http://w.nuco.com/EEBAF"><FONT=20
color=3D#800000>LTC Model Revision Targets Areas For=20
Review</FONT></A></FONT><FONT face=3DArial =
color=3D#800000 size=3D3>=20
</FONT></B><FONT face=3DArial size=3D2>By Jim Connolly =
<BR><BR><I>Chicago</I>--Regulators working on revising =
the=20
long term care insurance model regulation and act have =
targeted a number of areas for review. In discussions =
that=20
took place here during the fall meeting here of the =
National=20
Association of Insurance Commissioners, some of the =
areas=20
touched on were: a review of definitions such as =
assisted=20
living; policy flexibility; agent education and =
training;=20
reporting requirements and dissemination of =
information to=20
consumers, as well as group insurance issues. During=20
discussions, Van Ellet, a representative with AARP,=20
Washington, said that agent training is a big issue =
because...=20
</FONT></P>
<P style=3D"MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px"=20
align=3Dleft> </P>
<P style=3D"MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px"=20
align=3Dleft><FONT face=3DArial color=3D#800000 =
size=3D2><BR><A=20
href=3D"http://w.nuco.com/EEBAF"><FONT =
color=3D#800000>click here=20
for entire article</FONT></A></FONT></P>
<P style=3D"MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px"=20
align=3Dleft> </P>
<HR align=3Dcenter width=3D300>
<P align=3Dleft><FONT face=3DArial size=3D2><IMG =
height=3D23=20
=
src=3D"http://www.nationalunderwriter.com/Email/images/LTC_eWire/page.gif=
"=20
width=3D31 align=3DabsMiddle border=3D0></FONT><FONT =
face=3DArial=20
color=3D#105430 size=3D3><B><FONT color=3D#105430><A=20
href=3D"http://w.nuco.com/C78C6"><FONT =
color=3D#800000>Shattering=20
=E2=80=98Forever Young=E2=80=99 And Other Boomer =
Myths</FONT></A></FONT>=20
</B></FONT><FONT face=3DArial size=3D2>By Marcella De =
Simone=20
<BR><BR>Boomers see themselves as "forever young," so =
it can=20
be difficult to get them to see the need for long term =
care=20
insurance, says Dick Ross, principal, 50-Plus =
Communications=20
Consulting, Glencoe, Ill. "It=E2=80=99s a huge =
psychological=20
obstacle," he says. "If you don=E2=80=99t believe =
you=E2=80=99ll ever get old=20
and feeble, why would you need LTC insurance?" Sharil =
Baxter,=20
Kansas City sales manager and national education =
officer for=20
LTCI Partners, LLC., Overland Park, Kansas, says human =
nature=20
and ignorance are the biggest obstacles to getting =
boomers to=20
see...</FONT></P>
<P align=3Dleft><FONT face=3DArial size=3D2><FONT =
color=3D#800000><A=20
href=3D"http://w.nuco.com/C78C6"><FONT =
color=3D#800000>click here=20
for entire article</FONT></A></FONT><A=20
href=3D"http://w.nuco.com/93355"> </A></FONT></P>
<HR align=3Dcenter width=3D300>
<P align=3Dleft><FONT face=3DArial size=3D2><IMG =
height=3D23=20
=
src=3D"http://www.nationalunderwriter.com/Email/images/LTC_eWire/page.gif=
"=20
width=3D31 align=3DabsMiddle border=3D0></FONT><FONT =
face=3DArial=20
color=3D#105430 size=3D3><B><FONT color=3D#105430><A=20
href=3D"http://w.nuco.com/998A5"><FONT =
color=3D#800000>What You=20
Can Do To Increase Worksite LTC Insurance=20
Enrollments</FONT></A></FONT> </B></FONT><FONT =
face=3DArial=20
size=3D2>By Alan F. Barthelman<BR><BR>The keys to =
successful=20
enrollment of worksite products are the same for all =
products.=20
However, employee-level sales become more difficult =
when the=20
products involved are more complex, cost more than =
other=20
products, cover a risk that is distant in time, are =
relatively=20
new in the market, or can be perceived to be a low =
likelihood=20
of need. To some degree, worksite-sold long term care=20
insurance meets each of the above criteria. That means =
you=20
have to be "hitting on all cylinders" in order to=20
be...</FONT></P>
<P align=3Dleft><FONT face=3DArial size=3D1>Alan F. =
Barthelman is=20
president of AB & Associates, a worksite marketing =
consulting firm based in Cape Elizabeth, Maine. You =
can email=20
him at: <A =
href=3D"mailto:albarthelman@earthlink.net"><FONT=20
=
color=3D#800000>albarthelman@earthlink.net</FONT></A><FONT=20
color=3D#800000>. </FONT></FONT></P>
<P align=3Dleft><FONT face=3DArial size=3D2><FONT =
color=3D#800000><A=20
href=3D"http://w.nuco.com/998A5"><FONT =
color=3D#800000>click here=20
for entire article</FONT></A></FONT><A=20
href=3D"http://w.nuco.com/77E57"> </A></FONT></P>
<HR align=3Dcenter width=3D300>
<FONT face=3DArial color=3D#800000>
<P align=3Dleft><SPAN=20
style=3D"BACKGROUND-POSITION: 0% 0%; FONT-WEIGHT: 700; =
BACKGROUND-ATTACHMENT: scroll; BACKGROUND-IMAGE: url(../661/none); =
COLOR: maroon; BACKGROUND-REPEAT: repeat; FONT-FAMILY: Arial"><FONT=20
color=3D#105430><A =
href=3D"http://w.nuco.com/1392A0"><FONT=20
color=3D#800000>Demand Grows For Worksite =
LTC</FONT></A></FONT>=20
</SPAN></FONT><FONT face=3DArial><FONT face=3DArial =
size=3D2>By=20
Roger T. Nickel</FONT></P></FONT>
<P align=3Dleft><FONT face=3DArial size=3D2>Long term =
care insurance=20
offered through the worksite is an untapped market, =
especially=20
for employers with fewer than 500 employees. The =
offering of=20
voluntary products at the worksite has the potential =
for=20
enormous growth in the LTC insurance industry. The =
entire=20
voluntary market has been growing in both premium =
volume and=20
in employer/employee receptivity to worksite products. =
This=20
growth includes increasing willingness to consider =
purchase of=20
LTC insurance products on a...</FONT><FONT =
face=3DArial=20
color=3D#800000 size=3D2><BR><BR><FONT =
color=3D#800000><A=20
href=3D"http://w.nuco.com/1392A0"><FONT =
color=3D#800000>click here=20
for more</FONT></A></FONT> </FONT></P></TD>
<TD vAlign=3Dtop width=3D150 bgColor=3D#ccffcc =
height=3D2117>
<P align=3Dcenter><SPAN=20
style=3D"FONT-WEIGHT: 700; BACKGROUND-COLOR: =
#ccffcc"><FONT=20
face=3DArial color=3D#800000>The Results Of Last =
Month's LTC=20
Poll:</FONT></SPAN></P>
<P align=3Dleft><FONT face=3DArial size=3D2><B>The =
question was:</B>=20
</FONT><FONT face=3DArial size=3D1><SPAN=20
style=3D"BACKGROUND-COLOR: #ccffcc">When recommending =
LTC=20
insurance products to clients, how much importance =
should the=20
advisor place on profitability of the insurers' LTC =
product=20
lines?</SPAN></FONT></P>
<P align=3Dleft><B><FONT face=3DArial size=3D2>Our =
readers=20
said:</FONT></B></P>
<P align=3Dcenter><IMG height=3D270=20
=
src=3D"http://www.nationalunderwriter.com/LTC/images/pie.gif"=20
width=3D120 border=3D0></P>
<P align=3Dleft><SPAN style=3D"BACKGROUND-COLOR: =
#ccffcc"><FONT=20
face=3DArial size=3D1>Note: </FONT></SPAN><SPAN=20
style=3D"BACKGROUND-COLOR: #ccffcc"><FONT face=3DArial =
size=3D1>These results reflect the views of readers =
who elected=20
to respond to our poll question. It is not a =
scientific=20
survey.</FONT></SPAN></P>
<HR width=3D100 color=3D#808080 SIZE=3D1>
<P align=3Dcenter><A=20
=
href=3D"http://www.nationalunderwriter.com/nucatalog/product.asp?sku=3D59=
4&dept_id=3D1003"><IMG=20
height=3D90=20
=
src=3D"http://www.nationalunderwriter.com/ads/ttseriesmed2.gif"=20
width=3D120 border=3D0></A></P>
<P align=3Dleft></P>
<HR width=3D100 color=3D#808080 SIZE=3D1>
<P align=3Dcenter><SPAN=20
style=3D"FONT-WEIGHT: 700; BACKGROUND: #ccffcc; COLOR: =
maroon; FONT-FAMILY: Arial"><IMG=20
height=3D23=20
=
src=3D"http://www.nationalunderwriter.com/Email/images/LTC_eWire/sidebar_=
page.gif"=20
width=3D31 align=3Dleft border=3D0></SPAN><FONT =
face=3DArial=20
color=3D#800000><SPAN=20
style=3D"FONT-WEIGHT: 700; BACKGROUND-COLOR: =
#ccffcc">Head Of=20
Governors' Group Starts LTC =
Initiative</SPAN></FONT></P>
<P class=3DBody1><FONT face=3DArial size=3D2><I>NU =
Online News=20
Service</I>, Aug. 19, 2003--The new chairman of the =
National=20
Governors Association, Washington, said today at the=20
association's annual meeting that he will organize an=20
initiative that will focus on long term =
care.</FONT></P>
<P class=3DBody1><FONT face=3DArial size=3D2>Idaho =
Gov. Dirk=20
Kempthorne, a Republican, observed during his speech =
that a=20
combination of high life expectancy and increased =
rates of=20
chronic illness paint a bleak picture for =
the...</FONT></P>
<P align=3Dcenter><SPAN style=3D"BACKGROUND-COLOR: =
#ccffcc"><FONT=20
face=3DArial size=3D2><FONT color=3D#800000><A=20
href=3D"http://w.nuco.com/104B61"><FONT =
color=3D#800000>click here=20
for more</FONT></A></FONT><A =
href=3D"http://w.nuco.com/12256A">=20
</A></FONT></SPAN></P>
<HR width=3D100 color=3D#808080 SIZE=3D1>
<P align=3Dcenter><FONT face=3DArial><A=20
=
href=3D"http://www.nationalunderwriter.com/onlinecommunities/regrep_join.=
asp"=20
target=3D_blank><IMG height=3D90=20
=
src=3D"http://www.nationalunderwriter.com/lifeandhealth/hotnews/ENews/ads=
/eReport.gif"=20
width=3D120 border=3D0></A></FONT></P>
<HR width=3D100 color=3D#808080 SIZE=3D1>
<TABLE id=3DAutoNumber3 style=3D"BORDER-COLLAPSE: =
collapse"=20
borderColor=3D#111111 cellSpacing=3D0 cellPadding=3D5 =
width=3D"100%"=20
bgColor=3D#105430 border=3D0>
<TBODY>
<TR>
<TD width=3D"100%" bgColor=3D#105430>
<P class=3DMsoNormal align=3Dcenter><B><FONT =
face=3DArial=20
color=3D#ffffff size=3D2>CONFUSED ABOUT LTC=20
FUNDING</FONT></B></P>
<P class=3DMsoNormal><FONT face=3DArial =
size=3D2><FONT=20
color=3D#ffffff><SPAN style=3D"BACKGROUND-COLOR: =
#105430">A=20
2001 survey</SPAN></FONT><SPAN=20
style=3D"BACKGROUND-COLOR: #105430"> =
</SPAN><FONT=20
color=3D#ffffff><SPAN=20
style=3D"BACKGROUND-COLOR: #105430">from the =
March 2001=20
issue of <I>LTC Sales and Marketing Insight</I>=20
found:</SPAN></FONT></FONT></P>
<P class=3DMsoNormal><FONT face=3DArial =
color=3D#ffffff=20
size=3D2>=E2=96=A0 9% do not understand =
LTC=20
insurance.</FONT></P>
<P class=3DMsoNormal><FONT face=3DArial =
color=3D#ffffff=20
size=3D2>=E2=96=A0 People who consider =
themselves fairly=20
knowledgeable about investing and financial =
products=20
overestimate LTC insurance premiums by as much =
as=20
500%.</FONT></P>
<P class=3DMsoNormal><B><FONT face=3DArial =
color=3D#ffffff=20
size=3D1>Source: <I>How To Sell Long-Term Care=20
Insurance</I> by Jeff Sadler, Published by The =
National=20
Underwriter =
Company</FONT></B></P></TD></TR></TBODY></TABLE>
<P style=3D"TEXT-ALIGN: center" align=3Dcenter><FONT =
face=3DArial=20
color=3D#800000><SPAN=20
style=3D"FONT-WEIGHT: 700; BACKGROUND-COLOR: =
#ccffcc">Did You=20
Know: LTC Spending Facts</SPAN></FONT></P>
<P class=3DBody1><FONT face=3DArial size=3D2>Long term =
care expenses=20
accounted for 24% of the total health care =
expenditures for=20
Medicare beneficiaries made in 1999, according to a =
<I>Program=20
Information</I> report from the Centers for Medicare =
and=20
Medicaid Services. </FONT></P>
<P class=3DBody1><FONT face=3DArial size=3D2>Skilled =
nursing=20
facility expenses accounted for 4% of the total tab =
that year;=20
home health care expenses for 2%; and hospice expenses =
for 1%,=20
according to the report.</FONT></P>
<P class=3DBody1><FONT face=3DArial size=3D2>The =
report shows that=20
out-of-pocket spending for long term care represented =
41% of=20
total out-of-pocket spending among Medicare =
beneficiaries in=20
1999. </FONT></P>
<P class=3DBody1><SPAN=20
style=3D"FONT-SIZE: 10pt; FONT-FAMILY: Arial"><FONT=20
color=3D#800000><A=20
=
href=3D"http://www.cms.hhs.gov/charts/series/sec3-b5.pdf"><FONT=20
color=3D#800000>click here for =
more</FONT></A></FONT><A=20
=
href=3D"http://cms.hhs.gov/media/press/release.asp?Counter=3D820"><FONT=20
color=3D#800000> </FONT></A></SPAN></P>
<HR width=3D100 color=3D#808080 SIZE=3D1>
<P align=3Dcenter><B><FONT face=3DArial =
color=3D#800000><SPAN=20
style=3D"BACKGROUND-COLOR: =
#ccffcc">Subscribe</SPAN></FONT></B></P>
<P align=3Dleft><FONT face=3DArial size=3D1>If a =
colleague forwarded=20
you <I>LTC e-Wire</I> and you'd like your own copy =
each=20
month:<BR><A=20
=
href=3D"http://www.nationalunderwriter.com/onlinecommunities/ltc_join.asp=
"><FONT=20
color=3D#800000>Click here to=20
subscribe</FONT></A>.</FONT></P></TD></TR>
<TR>
<TD vAlign=3Dtop colSpan=3D2>
<HR width=3D"85%" color=3D#808080>
<P align=3Dleft><SPAN style=3D"BACKGROUND-COLOR: =
#ffffff"><FONT=20
face=3DArial color=3D#105430><B><FONT =
color=3D#800000><A=20
=
href=3D"http://www.nationalunderwriter.com/LTC/articles/2003_10_key.asp">=
<FONT=20
color=3D#800000>Relationship Building May Be Key To =
Boosting=20
Worksite Sales</FONT></A></FONT><A=20
=
href=3D"http://www.nationalunderwriter.com/LTC/articles/2003_10_key.asp">=
<FONT=20
color=3D#800000> </FONT></A></B></FONT><FONT =
face=3DArial=20
color=3D#000000 size=3D2>By Marcella De Simone=20
<BR><BR></FONT></SPAN><FONT face=3DArial =
size=3D2><FONT face=3DArial=20
color=3D#000000 size=3D2><SPAN=20
style=3D"BACKGROUND-COLOR: #ffffff">Many in the =
industry see the=20
worksite as a bonanza of potential long term care =
insurance=20
sales. But, penetration has been less than stellar, =
says=20
Robert O=E2=80=99Toole. president of Informed =
Decisions, Dedham, Mass.=20
In fact, when a broker gains entry into the worksite, =
usually=20
only between 3% and 5% of employees sign up for =
voluntary=20
coverage, he says.<BR></SPAN></FONT><SPAN=20
style=3D"BACKGROUND-COLOR: #ffff00"><IMG height=3D68=20
=
src=3D"http://www.nationalunderwriter.com/Email/images/285/ltcidea.gif"=20
width=3D123 align=3Dright vspace=3D3 =
border=3D0></SPAN><FONT=20
face=3DArial color=3D#000000 size=3D2><SPAN=20
style=3D"BACKGROUND-COLOR: =
#ffffff"><BR></SPAN></FONT><SPAN=20
style=3D"BACKGROUND-COLOR: #ffffff">Recently released =
figures=20
from LIMRA International, Windsor, Conn., appear, at =
first=20
glance, to suggest otherwise. Group LTC insurance =
sales nearly=20
quadrupled during the first half of 2003 compared with =
the=20
same six-month period in 2002, says LIMRA. </SPAN></P>
<P align=3Dleft><SPAN style=3D"BACKGROUND-COLOR: =
#ffffff">However,=20
the LIMRA figures also show that this growth has been =
driven=20
largely by the success of the Federal LTC Insurance =
Program,=20
which resulted in a 343 percent increase in new =
premium for=20
employer-sponsored LTC insurance sales. Excluding the =
Federal=20
Program, the remaining carriers=E2=80=99 combined =
sales declined 33%=20
first half, with only one other carrier experiencing =
sales=20
growth in the employer-sponsored market, LIMRA=20
says.</SPAN></P>
<P align=3Dleft><FONT face=3DArial color=3D#000000 =
size=3D2><SPAN=20
style=3D"BACKGROUND-COLOR: #ffffff">O=E2=80=99Toole =
attributes the=20
paltry penetration figures in part to a lack of =
relationship=20
building by the broker.</SPAN></FONT><SPAN=20
style=3D"BACKGROUND-COLOR: #ffffff"> </SPAN><FONT =
face=3DArial=20
color=3D#000000 size=3D2><SPAN=20
style=3D"BACKGROUND-COLOR: #ffffff">Usually, there is =
a=20
presentation, followed by an open enrollment period, =
but then=20
the employees who have not bought a policy never see =
or hear=20
from the broker again, he explains. Therein lies the =
error=20
that most brokers make, O=E2=80=99Toole says. =
=E2=80=9CThe broker has to=20
maintain...</SPAN></FONT></P></FONT>
<P align=3Dleft><FONT face=3DArial color=3D#800000 =
size=3D2><A=20
=
href=3D"http://www.nationalunderwriter.com/LTC/articles/2003_10_key.asp">=
<FONT=20
color=3D#800000>click here for entire=20
=
article</FONT></A></FONT></P></TD></TR></TBODY></TABLE></TD></TR>
<TR>
<TD width=3D"100%">
<DIV align=3Dcenter>
<CENTER>
<TABLE style=3D"BORDER-COLLAPSE: collapse" =
borderColor=3D#111111=20
height=3D1 cellSpacing=3D0 cellPadding=3D0 border=3D0>
<CENTER>
<TBODY>
<TR>
<TD width=3D550 colSpan=3D2 height=3D32>
<HR align=3Dleft color=3D#000000>
<HR align=3Dleft color=3D#000000>
</TD></TR></CENTER>
<TR>
<TD height=3D1>
<P align=3Dcenter><FONT face=3DArial size=3D2><I><IMG =
height=3D56=20
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src=3D"http://www.nationalunderwriter.com/Email/images/LTC_eWire/ltc_ewir=
e.gif"=20
width=3D281></I></FONT></P></TD>
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<UL>
<LI>
<P align=3Dleft><FONT face=3DArial size=3D2><B><U><A =
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