COMMUNICATING WITH PRODUCERS

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COMMUNICATING WITH PRODUCERS

• Session 40 February 28, 2006
• Session Producer
• Karen Pope, Assistant Vice President
• New York Life Insurance Company

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PANELISTS

• Tom Bacher, Director of LTC Risk Management
• Prudential Insurance Company of America
• Barry Fisher, President
• Paradigm Insurance Marketing,
• American Association for Long Term Care
  Insurance
• Beth Ludden, Long Term Care Product Leader,
  Genworth Financial

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From the Agent/Producers

• Top Ten List for Agents
• Does an underwriter understand that clients dont
  always share all of their health history?
• Are cover letters helpful or do underwriters just
  toss them out?

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LTCi Underwriting Whine Tasting Tour

• 10 My client just got diagnosed with the early
  stages of (Parkinsons, Alzheimers, M.S., ALS,
  etc.) can I still get coverage?
• 9 What do you mean my client was declined!?
  I just got him a 1,000,000 life insurance policy
  at preferred rates.
• 8 -- Why is diabetes such a problem? My client
  looks perfectly healthy!

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LTCi Underwriting Whine Tasting Tour

• 7 Shes only incontinent when she laughs
  hard?
• 6 All post-menopausal women take Fosamax
  what do you mean I cant get a super preferred
  rate class?
• 5 I met with a husband and wife last night.
  The wife did all of the talking the husband
  didnt say a word. Do you think theres a
  problem?

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LTCi Underwriting Whine Tasting Tour
4 Why cant the company issue the
husbands policy the wife is perfectly fine? 3
So the guy is a bit overweight, borderline
diabetic, taking HBP meds, smokes and has
difficulty walking, Why is this a decline? 2
The telephone interviewer asked my client to
count backwards from 20 by 3s! I cant do that
either!
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LTCi Underwriting Whine Tasting Tour

• 1
• Cant you get the company
  to make a business decision?

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From the Underwriter

• What underwriters wish the agents/producers knew
  before the Application is taken
• What are the best pre-screen questions for
  certain conditions?
• What conditions cause morbidity issues and why?
  What is the long term care risk?

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Underwriters Wish List

• Completed application
• Knowledge of the Underwriting Agents Guide
• Agents providing complete information
• An application completed legibly
• Know the medical requirements for the product you
  are selling

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Underwriters Wish List

• A pre-screened applicant does not equal an
  approval
• Know co-morbidity
• Pre-screen calls get full medical history

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Underwriters Wish List
Pre-screen Info 62 yr male 62 210 Hypertension on tenormin 140/75 Arthritis on mobic Application 62 200 Hypertension Arthritis Meds listed Tenormin Mobic Medical Records 6 260 HTN - stable RA in hands with joint deformities in his fingers and right knee Meds prescribed Mobic, Methotrexate Remicade
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Underwriters Wish List

• Know the Underwriting requirements
• Prepare your client for the underwriting process
• Agents should know that failure to follow-up with
  doctor does not always mean full recovery, it
  could be a sign of neglected health

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Underwriters Wish List

• Looks can be deceiving How about the client who
  is actively at work fulltime and we still cant
  issue due to anti-psychotic drug usage
• Note that an applicant who has not seen a
  physician in years does not necessarily indicate
  the applicant is in good health

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What are the LTC Risk Factors for Uncontrolled
Diabetes

• Stroke
• PVD/Foot Ulcers
• Claudication
• Atherosclerosis
• Neuropathy
• Nephropathy
• Retinopathy
• Seizures/ Coma

• Co-morbid Factors
• Obesity
• Heart disease
• Non-compliance
• Excessive alcohol use
• Duration of the disease

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Why would someone use NH or HC with a condition
of diabetes?

• Renal failure
• Inability to ambulate due to severe PVD
• Visual loss
• Stroke residuals
• Heart failure
• Diabetic Coma
• Amputation

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What are the risk factors for COPD? (Chronic
Obstructive Pulmonary Disease)

• Progressive DOE SOB
• Weakness
• Limitations in ADLs
• Respiratory failure
• Heart failure
• Altered mental status

• Co-morbid factors
• Smoking
• Obesity
• Other related respiratory disorders

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What are some causes of COPD?

• Smoking
• Prolonged exposure to second hand smoke
• Repeated infections
• Industrial exposures
• Alpha 1 antitrypsin deficiency
• Cystic fibrosis
• Bronchiectasis

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Why would someone use NH or HC with a condition
of COPD?

• Inability to perform ADLs due to SOB, DOE and
  weakness
• Altered mental status
• Worsening dyspnea requiring oxygen
• Congestive heart failure
• Respiratory failure

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Best Pre-screen Questions

• Arthritis
• What type of arthritis do you have?
• Where is the arthritis? (fingers, hands, knees or
  back)
• What medications are you taking?
• Do you take steroids?
• Do you use any type of walking aids?
• Are there any joint deformities or replacements?

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Best Pre-screen Questions

• Date of Last physical exam?
• Best time to call for Telephone interviews or FTF
  assessments? If appropriate, a work phone number.
• Language barriers do you need an interpreter
  for the FTF?
• Is there a work up in progress or upcoming
  surgery?

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Best Pre-screen Questions

• Balance Problems or Falls
• What was the cause of the balance problem?
• How often do you experience the imbalance or
  falls?
• Has there been a work up? If so, what were the
  results?
• Is the problem interfering with your ADL?

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Best Pre-screen Questions

• Recent hospitalizations, nursing home or home
  care services?
• If so, for what?
• What medications are you taking and why?

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Helpful Underwriting Tips

• Look for an oxygen tank follow the tube, if it
  is attached to the applicant dont take an
  application.
• If your applicant is seated throughout the entire
  interview with a lovely knitted afghan over his
  legs, ask for a glass of water and see if he
  stands up.

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If your applicant is using any of the following
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DONT TAKE AN APPLICATION!!!!
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Thank YouKaren, Tom, Barry Beth