Long-Term Care Insurance Seminar and Sales Presentation

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1 John Hancock Life Insurance Company Long-Term Care Insurance Seminar and Sales Presentation Presented by <Licensed Agent>, Designation> <Title> <Company> Long-Term Care Insurance is underwritten by John Hancock Life Insurance Company, Boston, Massachusetts, <and is offered by name of bank agency> LTC /02

2 Help Ensure TOMORROW S Financial Independence TODAY Long-Term Care Insurance Insurance for the unexpected Agenda What is Long-Term Care? What are chances of needing LTC? What are the costs associated with LTC? What are the funding sources to pay for LTC? Is LTC insurance right for me? Why John Hancock LTC Insurance Next Steps

3 What Is Long-Term Care?

4 What is Long-Term Care? Activities of Daily Living Cognitive Impairment

5 What is Long-Term Care? Activities of Daily Living Bathing Dressing Eating Toileting Continence Transferring

6 What Is Long-Term Care? Cognitive Impairment: A condition that leads you to require substantial supervision to protect yourself or others from threats to health and safety.

7 Where Can I Get Long-Term Care Services? Your Home Assisted-Living Facility¹ Adult Day Care Facility Nursing Home² 80% of seniors requiring assistance with activities of daily living receive care at home or in community bases settings. ³ 1. Referred to as Residential Care Facility in California. 2. Referred to as Nursing Facility in California. 3. General Accounting Office, Testimony Before Committee on Finance, nce, U.S. Senate, 2001

8 What are your Long-Term Care experiences? Who? Where? How was it paid for? Who provided the care? How long did the person need care? Was the care expected or unexpected? How did the Long-Term Care affect the family?

9 What Are the Your Long-Term Care Experiences? 60% of people who reach age 65 may need Long-Term Care at some point in their lives. Source: Conning and Company, Long-Term Care Insurance, Baby Boom or Bust, 1999, Page 13.

10 What Are the Your Long-Term Care Experiences? 40% of those receiving Long-Term Care services are adults between the ages of 10 and 64. Source: Conning and Company, Long-Term Care Insurance, Baby Boom or Bust, 1999, Page 13.

11 What Are Your Long-Term Care Experiences? Among 22.4 million families in the United States, nearly one forth of all households provide care to elderly relatives. Nearly 25% Source: Study by Brandeis University s National Center of Women and Aging, December 1999.

12 What Are Your Long-Term Care Experiences? By 2030, when the last of the Baby Boomers are retiring, the number of people age 65 and older will have doubled to 70 million. Source: American Council of Life Insurance, 2000.

13 What Are Your Long-Term Care Experiences? The national average cost for a nursing 1 home stay per year is $55,000 and may 2 run as high as $93,000 in some states. Costs vary by the type of care received and by geography. Source: (1) United States General Accounting Office, 2001 (2) The New York State Partnership for Long-Term Care, 1999

14 What Are Your Long-Term Care Experiences? Nursing Home costs have been going up about 5% a year. If that continues for another 30 years, costs for semi-private rooms in 2032 are expected to be $190,600. Costs vary by the type of care received and by geography. Source: Planning Ahead for Nursing Home Care, Long-Term Care Planning: A Dollar and Sense Guide, United Seniors Health Council, January 1, 2001.

15 What Are Your Long-Term Care Experiences? The national annual average cost for home health care is well over $20,000 (that s $18/hour, five days per week, five hours per day for a home health aide. This figure is expected to climb to $68,000 by $18 per Hour Costs vary by the type of care received and by geography. Source: Planning Ahead for Nursing Home Care, Long-Term Care Planning: A Dollar and Sense Guide, United Seniors Health Council, January 1, 2001.

16 Long-Term Care Could it happen to you?

17 How Would You Pay for Long-Term Care? Private/company medical insurance? Medicare Medigap Insurance Medicaid Personal Assets Family

18 How Would You Pay for Long-Term Care? Private/company health insurance Skilled acute care only Not designed to pay for long-term custodial care

19 How Would You Pay for Long-Term Care? Medicare¹ Skilled Care/Skilled Nursing Facility Three day prior hospital stay required Enter facility within 30 days Full costs covered for 20 days Minimal costs covered for next 80 days No coverage after 100 days in that benefit period Guide to health Insurance for People with Medicare, The Centers for Medicare & Medicaid Services and U.S. Department of Health and Human Services.

20 How Would You Pay for Long-Term Care? Medicare¹ Home Health Care Part-time skilled nursing care Custodial homemaker services provided incidental to home health care Guide to health Insurance for People with Medicare, The Centers for Medicare & Medicaid Services and U.S. Department of Health and Human Services.

21 How Would You Pay for Long-Term Care? Medigap Medicare approved expenses only Medicaid¹ Must spend down assets to State required level* 1. Eligibility requirements apply and vary by state. Medicaid is known as Medi-Cal in California.

22 How Would You Pay for Long-Term Care? Family Long-Term Care is a family issue An estimated 60% of the disabled elderly living in communities rely exclusively on their families and other unpaid sources for care¹ Seven of Ten unpaid caregivers are women¹ Could your family care for you? Would you want them to? 1. United States General Accounting Office, Testimony Before Committee mittee on Finance, U.S. Senate, 2001.

23 How Would You Pay for Long-Term Care? Personal Assets One long-term illness may jeopardize your accumulated retirement savings

24 Who Pays the Long-Term Care Bill? 10% 4% 3% Medicaid 14% Out of Pocket Medicare 14% 25% 44% Private 10% Other Private 4% Other Public 3% Source: Department of Health and Human Services, HCA, Office of the Actuary, National Health Statistics Group, Personal Health Care Expenditures, 2001.

25 Private Long-Term Care Insurance Can Help Stay at home when you need care Maintain your independence Protect your income and assets Avoid dependence on family members Access high quality care

26 Is There Any Risk You Haven t Already Insured? Have you insured your home? Have you insured your car? Do you have medical insurance? Do you have a plan to pay long-term care expenses? Why not insure one of your greatest risks with long-term care insurance?

27 Help Protect Your Assets LTC Policy helps to protect your investments Assets LTCI Policy $ Most income pays living expenses or is reinvested An amount buys LTC Insurance Income from Investments

28 Why John Hancock Long-Term Care Insurance? Benefit Flexibility Choice of Coverage Wide-ranging Home Health Care Benefits Pool of Money Inflation Protection Waiting Period Coverage for Alzheimer s Disease* *Diagnosed after policy effective date.

29 Why John Hancock Long-Term Care Insurance? Guaranteed Renewable¹ Waiver of Premium Benefit Responsive and Experienced Claims Staff Upgrade Privileges SharedCare²* FamilyCare Benefit³* Advantage List 1. The insurer reserves a limited right to increase premiums by class 2. Not available with 10-year or Lifetime Benefit Period, or to ages In AZ and NH, available only with the 4-5-or 4 6-year 6 benefit period. In PA, available only with the or 6-year 6 Benefit Period. 3. Not available in LA, MD, NY, PA, and TX. * Additional Premium will be required

30 Backed by the Strength of John Hancock More than 140 years of service. More than 300,000 long-term care insurance policyholders. Among the highest rated insurance companies for financial strength and stability as judged by the major rating agencies. Financial Strength John Hancock is one of the highest-rated insurance companies in the country: Rating Agency Rating Description A.M. Best A++ Superior Fitch AA Very Strong Moody s Aa2 Excellent Standard & Poor s AA Very Strong Ratings are current as of October 14, 2002

31 How do I get coverage? Appointment Make an appointment with your John Hancock Insurance Representative to assess your personal needs. Application Complete an application bases on that plan that is appropriate for you. Underwriting John Hancock evaluates the application and health history to determine eligibility.

32 How do I get coverage? Delivery Upon approval, the policy is delivered. Coverage By paying premiums on time, policy and coverage will stay in force.

33 Why start planning today? People often put off the decision Too often, people wait until they critically need care. By then, they may not qualify for coverage.

34 Limitations Benefits will not be paid for changes during the Elimination Period, except for Care Advisory Services, the Stay at Home Benefit, and Respite Care. Benefits will not be paid in excess of the policy limit, except for Care Advisory Services and the Stay at Home Benefit.

35 Exceptions This policy does not cover care, treatment or charges: for intentionally self-inflicted injury required as a result of alcoholism or drug addition (unless the drug addition was a result of the administration of drugs as part of treatment by physician) due to war (declared or undeclared) or any act of war, or service in any of the armed forces or auxiliary units due to participation in a felony, riot, or insurrection normally not made in the absence of insurance

36 Exceptions This policy does not cover care, treatment or charges: provided by a member of your immediate family, unless: the family member is one of the following professionals: a duly licensed registered nurse, licensed vocational nurse, licensed practical nurse, physical therapist, occupational therapist, speech therapist, respiratory therapist, licensed social worker, or register dietitian; the family member is a regular employee of an organization (e.g. nursing home, assisted living facility, adult day care center, or home health care agency) which is providing the services;

37 Exceptions This policy does not cover care, treatment or charges: provided by a member of your immediate family, unless: the organization receives the payment for the services; and their family member receives not compensation other than the normal compensation for employees in his or her job category provided outside the 50 United States and the District of Columbia, except as described in the International Coverage section of the policy This policy does not cover items or services furnished at your request for beautification convenience, or entertainment. In Massachusetts, the policy does not cover alcoholism or drug detoxification.

38 Thank you! The Long-Term Care insurance policy describes coverage's provided under the policy, exclusions, limitations, any reductions in benefits, what you must do to keep your policy in force, and what would cause your policy to be discontinued. Please contact John Hancock or your Insurance Representative for information, costs, and complete details on coverage. Policy Form LTC-02 Policy Form BSC-02 Rider Form LTC-FCB

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