Opportunity. Let us help you grow your business Sales Strategy Guide. Group Long-Term Care Insurance GLTC /09

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1 Opportuity Let us help you grow your busiess Sales Strategy Guide GLTC /09 Group Log-Term Care Isurace

2 Log-Term Care Isurace

3 This could be your ext great opportuity Log-term care isurace (LTCI) is positioed to take its place with life, health, ad disability isurace, as a key compoet of ay comprehesive beefits package. The umber of employers offerig LTCI coverage has icreased more tha 892% over the past thirtee years. 1 Despite this remarkable growth, by some estimates, there are still over six millio employers who lack this importat beefit. 2 We believe that our CareChoice ad CorporateChoice plas will impress your cliets with their flexible desig, ease of erollmet, ad turkey admiistratio. Ad, we are cofidet that you will appreciate our sophisticated sales tools, resposive service, ad competitive compesatio. Whe you start to thik seriously about LTCI, we hope that Joh Hacock is the carrier you choose. 1. LIMRA, U.S. Employer-Sposored Group Log-Term Care Isurace Sales Reports, LIMRA year-ed data, U.S. Cesus Bureau Tabulatios by Eterprise Size, 2006.

4 Questios you might have What is the market for log-term care isurace? How ca I idetify the best prospects? How ca log-term care isurace help employees? What factors cotribute to a good erollmet? What are some of the advatages for employers? Are there tax advatages for employees? For employers? How is this beefit commuicated to employees? What level of sales support does Joh Hacock provide? What does Joh Hacock require i order to provide a quote?

5 Cotets What you should kow about log-term care isurace 6 How log-term care isurace beefits employers 8 How log-term care isurace beefits employees 10 Idetifyig the best prospects 12 Choosig the right pla for your cliets 14 Guidig your cliets 16 You ca cout o Joh Hacock 18 Startig a quote 21 Workig with Joh Hacock 22

6 What you should kow about log-term care isurace Log-term care may be oe of the most importat issues facig us today. Thaks to advaces i medicie, we are all livig loger, but the quality of our lives may be compromised by a accidet, illess, or the ormal effects of agig. Log-term care is the kid of care a perso may eed whe he or she ca o loger perform some of the basic tasks of idepedet livig without assistace. Most ofte, it is care received i a home settig, although adult day care ceters, alterate care facilities, ad ursig homes also provide log-term care services. However, the costs of these services ca be high, ad the resources people ca use to help pay for care are limited. Health ad log-term disability (LTD) beefits are ot desiged to cover log-term care. Ivestmets ad savigs may ot be eough. Medicare ad Medicaid 3 are ot optios for everyoe. Payig for log-term care ca be a problem. 6 You ca help. Oce you kow more about log-term care ad log-term care isurace, you ca itroduce your cliets to a beefit that ca help fill coverage gaps, offer tax advatages, ad provide employees with importat protectio that will help them safeguard their savigs, maitai their idepedece, ad preserve their retiremet dreams. We thik your cliets will be glad that you kow about log-term care isurace. Ad so will you. 3. Referred to as Medi-Cal i Califoria.

7 7

8 How log-term care isurace beefits employers Log-term care isurace coverage ca support employer goals to stay competitive, while cotaiig costs. It ca also help employers show their cocer for employee well-beig, while keepig a eye o the bottom lie. Those orgaizatios who choose to pay for log-term care isurace coverage receive additioal beefits. There may be tax advatages, sice the premiums ca be deducted as a busiess expese. 4 Ad, whe employers offer to pay for base coverage ad allow employees to purchase additioal isurace, they ca also aticipate stroger pla participatio. Attractig ad Retaiig Employees Everyoe kows that good employees ca be hard to fid, ad that the great oes are hard to retai. A employer s compesatio ad 401(k) plas may be competitive, but helpig employees protect their savigs has take o ew sigificace. Log-term care isurace may be the beefit your cliets are missig i order to retai the employees they value. Employees ca tailor their coverage to meet their fiacial plaig goals while stayig withi their budget. More importatly, they ca make the purchase with cofidece, because the coverage is backed by Joh Hacock, a respected carrier for more tha 145 years. 8 Ehacig Beefits Packages Log-term care isurace ca ehace a beefits package by providig employees with importat coverage that health isurace ad log-term disability coverage do ot. Medical beefits are desiged to cover the costs of treatig short-term illesses or ijuries, like kidey stoes or a broke arm, where full recovery is expected. Disability isurace is there to replace icome if employees are uable to work due to a illess or accidet, but it does t pay the cost of 4. [IRC 162 (a)].

9 home health care, if that becomes ecessary. Although may employers see the value of offerig log-term care isurace to their employees, some may be dauted by the prospect of istallig a ew beefit. They eed to uderstad that LTCI ca be itroduced without puttig udue strai o their iteral resources. Regaiig Lost Productivity It is difficult to calculate employee productivity lost to caregivig roles, but by some estimates, it is as high as $33.6 billio aually. 5 Employees who are tired ad stressed from providig care for a loved oe likely sped workig hours dealig with log-term care issues, or may miss work etirely. May may be forced to tur dow promotios, reduce their hours, or eve leave their jobs. Employers that offer log-term care isurace to employees ad their family members ca help alleviate caregiver stress ad possibly improve productivity The Caregivig Project for Older Americas, "Caregivig i America," 2007.

10 How log-term care isurace beefits employees May people have leared that they caot deped o either the govermet or the fiacial markets whe plaig for the future. Programs like Medicare ad Medicaid 6 are straiig uder a risig demad that will oly icrease over time. Ivestmets meat to provide security durig retiremet may be less depedable due to market volatility. Log-term care isurace is a affordable optio that ca help employees protect their assets, remai idepedet, ad maitai cotrol over their ow lives Referred to as Medi-Cal i Califoria. Please refer to the policy for a complete descriptio of pla features, limitatios, ad exclusios. Beefits may vary by state.

11 Plaig for Retiremet Whether your cliets offer a 401(k) or a pesio pla, they should cosider log-term care isurace to be aother importat compoet of retiremet plaig. Employees may have see their est eggs dwidle i the face of market declie, ad they may o loger have savigs set aside for potetial log-term care expeses. Log-term care isurace provides beefits specifically desigated to help cover log-term care costs. Preparig for the Uexpected Log-term care ca be a issue for ayoe. A illess or accidet ca strike people of ay age. Log-term care isurace is a valuable beefit, eve for orgaizatios with a youger employee populatio. Because premiums are based o age at time of erollmet, the cost of coverage for youger employees ca be very attractive. Employees may also be eligible for state ad/or federal tax advatages ad the beefits received are ot usually cosidered taxable icome. Ad, because the beefit is completely portable, they ca take it with them if they leave the compay. Relievig Caregiver Stress Family members with caregivig resposibilities eed help. They may be physically tired or emotioally wor from the challege of tryig to care for a loved oe. Log-term care isurace ca help them cope with caregivig by providig beefits for professioal care i a wide rage of settigs. The coverage also offers a support system of care coordiators, who ca assist isureds ad their family members i determiig the kid of care that is eeded ad i fidig local care providers. I additio, Joh Hacock offers a feature that allows our isureds to access caregivig advice, as well as provider iformatio ad discouts, 11 for o-isured family members Joh Hacock reserves the right to modify or discotiue this service i the future.

12 Idetifyig the best prospects Success i the marketplace meas fidig the right prospects, presetig the right pla, ad maximizig erollmet. Whether you re sellig CareChoice or CorporateChoice, some groups make better prospects tha others. You should keep i mid that employers who are competig for talet may cosider payig for log-term care isurace as a beefits package ehacemet to attract the best ad the brightest i the field. To esure a successful LTCI erollmet, target groups with the followig criteria: Demographics Average employee age > 40 Average employee salary > $45,000, with a target of 1.5 times the state average Highly educated employee populatio Strog participatio i volutary beefits: Health Savigs Accout (HSA) Flexible Spedig Accout (FSA) 401(k) Pla Supplemetal Term Life 12 Examples of groups that have better-tha-average erollmets Law offices Techology/biotechology compaies Pharmaceutical compaies Eergy/utility compaies Brokerage ad cosultig houses Accoutig firms Colleges/uiversities Telecommuicatios compaies Egieerig firms

13 Exteral factors ca ifluece erollmet Demographics, while importat, are ot the sole predictors of erollmet success. Other factors ca play a critical role i how the offer of log-term care isurace will be received by a employee populatio. For example, prospects with plas to dowsize may wish to delay the itroductio of a log-term care isurace beefit util coditios are more favorable. However, startig a coversatio with these employers is still importat, as they represet future sales opportuities. Ideed, the best erollmets ted to take place at stable orgaizatios that offer a strog edorsemet of the LTCI beefit, icludig allowig the use of the compay ame ad logo o erollmet materials ad access to the employee populatio via home mailigs, s, ad employee meetigs. 13

14 Choosig the right pla for your cliets CareChoice Recommeded for larger orgaizatios with over 1,000 employees or for employers with 500 or more employees, with employer fudig. It is the best product for employers that have widely dispersed populatios. Highlights iclude: Availability of guarateed acceptace for actively-at-work employees Simplified uderwritig available for spouses No issue age limits for actively-at-work employees; all others, age 18 miimum No miimum participatio requiremets Turkey istallatio ad admiistratio Comprehesive marketig campaig, icludig customized websites, persoalized mailigs, olie erollmets, ad employee meetigs 14 Competitive compesatio available Please refer to the policy for a complete descriptio of pla features, limitatios, ad exclusios. Beefits may vary by state.

15 CorporateChoice Iteded for employers with 200 1,000 employees or for employers with 25 or more employees, with employer fudig. It is attractive to those employers who prefer to work with a local broker to coduct erollmets. Highlights iclude: More liberal uderwritig tha available with a multi-life approach, with the availability of guarateed acceptace No issue age limits for actively-at-work employees; all others, ages No miimum participatio requiremets Cetralized marketig, customer service, ad admiistratio Uparalleled broker support, icludig erollmet services Competitive compesatio available 15

16 Guidig your cliets Oce your cliets make the decisio to add group log-term care isurace to their beefits portfolios, they will still eed your guidace to help them determie whether or ot to fud the beefit ad how they ca best support the pla s erollmet. Cosider the best fudig approach CareChoice ad CorporateChoice ca be sold a umber of ways as a volutary pla, as part of a executive carve-out package, or as a employer-paid pla. Most employers will choose to offer log-term care isurace as a volutary coverage to their etire populatio. Others may prefer to target oly their seior maagers by offerig a executive carve-out, while some will opt to pay all or a portio of the beefits for all of their employees. You ca help your prospects weigh the pros ad cos of each approach so that they fid the pla that works best for their strategic objectives ad their eligible populatio. Volutary Pla For volutary coverage, the closer your prospect s demographics match the criteria listed o page 12 of this brochure, the better overall participatio is likely to be. I fact, we have see erollmets as high as 20% at orgaizatios with solid demographics, coupled with a strog employer edorsemet ad miimal pla desig choices. 16 Executive Carve-Out Pla Employers who seek to reward or retai key employees may look to provide their top maagers with employer-paid coverage. May of our cliets who have take this approach have also chose to offer volutary LTCI coverage to the remaiig employee populatio. If a volutary pla is beig offered i cojuctio with a executive carve-out, more favorable rates ca usually be exteded to the rest of the populatio. For CorporateChoice plas, employers who choose to cotribute to premium are eligible for more liberal uderwritig, icludig guarateed acceptace i may cases. Please refer to the policy for a complete descriptio of pla features, limitatios, ad exclusios. Beefits may vary by state.

17 Employer-Paid Pla Employer-paid plas carry the same tax advatages as employer-paid health isurace. Ad, the beefits received by employees ad their family members geerally do ot eed to be reported as icome. Whe a employer pays for the core coverage, employees are usually permitted to apply for additioal coverage so that they ca choose the amout of coverage that best fits their idividual eeds. Explai the tax advatages All employer-paid LTCI plas offer sigificat tax advatages for both employers ad employees: Employers may be able to deduct 100% of the premiums paid as a busiess expese Employers have the flexibility to determie eligible classes, so they ca limit the pla s offer to key executives or broade the eligible class to iclude the remaiig employee populatio; i either case, they would still ejoy applicable tax advatages Employees may be able to exclude premiums from gross icome ad are geerally ot taxed o the LTCI beefits they receive Employees livig i certai states are also eligible for either tax credits or deductios for premiums they pay, as part of a volutary offerig For additioal details, please refer to the Joh Hacock Log-Term Care Isurace Tax Guide. Maximize erollmet results Although demographics ca be good predictors of a erollmet s success, the right pla desig ad level of cliet support ca also boost erollmet results. To maximize participatio: The pla desig should be simple, so employees oly have a few coverage decisios to make The employer should edorse the pla, by permittig use of compay ame ad logo o marketig materials The employer should support the educatio campaig, by allowig multiple home mailigs, iteral messages, ad employee meetigs 17

18 You ca cout o Joh Hacock Our goal is to provide you with the best sales experiece you ve ever had. We will support you durig every step of the sales process, from prospect qualificatio to pla implemetatio ad beyod. Joh Hacock has the sales tools to help get your foot i the door ad the marketig material to help drive a successful erollmet. Sales Support The Right People, Right Whe You Need Them Joh Hacock will help you idetify the best prospects, qualify your quotes, assist you durig the sales process, recommed the most appropriate pla desig, execute effective marketig campaigs, ad report o erollmet activity. We have over 700 isurace professioals who are dedicated to Joh Hacock s log-term care isurace products. With a team like that to rely o, you ca approach your cliets with cofidece, kowig that Joh Hacock is prepared to deliver superior service durig the erollmet ad throughout the life of the pla. 18 Website Log-Term Care at Your Figertips We developed the ew Joh Hacock Group LTCI Website, as a valuable resource for facts about log-term care, as well as iformatio about our CareChoice ad CorporateChoice plas. The website will also provide you with all the sales tools you ll eed to show your cliets how log-term care isurace ca complemet their other beefit offerigs ad the role it plays i retiremet plaig. These elemets will help you demostrate the advatages of choosig Joh Hacock, based o our track record of experiece ad stability. Your cliets ca take pride i offerig employees ad their family members valuable log-term care isurace protectio from a carrier they ca cout o.

19 19

20 Marketig Campaig Educatio Is the Key Joh Hacock recogizes that ot everyoe is familiar with the eed for log-term care, let aloe the eed for log-term care isurace. That s why our marketig campaig focuses o educatig employees ad their family members both about the risks of eedig log-term care ad why a group LTCI pla is a strog additio to their overall isurace protectio. The cost of marketig materials is icluded i the premiums ad Joh Hacock will coduct all of the mailigs. A sample campaig may cotai: A aoucemet letter that has erollmet dates ad cotact iformatio, icludig the employer-dedicated website, where they ca seek more iformatio or eroll olie A primer that presets a overview of the may issues surroudig log-term care ad the solutios offered by LTCI A rate-quote letter that provides persoalized rates, based o the employee s age, ad demostrates the affordability of LTCI A pla highlights brochure that explais the beefits of the LTCI pla A erollmet kit, provided upo request, with pla iformatio, rates, ad applicatios Erollmet Meetigs The Approach Depeds o You ad Your Cliet For our CareChoice pla, Joh Hacock staff will coduct employee meetigs at major locatios ad will also arrage ad lead webiars so that employees who are uable to atted meetigs, as well as their family members, ca fid out more about the group log-term care isurace pla, at their coveiece. 20 For our CorporateChoice pla, we have structured our marketig campaig to support our brokers preferece that they coduct employee meetigs. If that is your icliatio, Joh Hacock will provide you with a employee presetatio that covers both the eed for log-term care ad log-term care isurace, as well as specific pla iformatio for that employer offerig. Or, if you prefer, we ca arrage for our team of professioal erollers to meet with employees, so that you re free to focus o other aspects of your busiess.

21 Startig a quote Oce you have a prospect i mid, the followig iformatio will help us provide you with the best possible quote: 1. A electroic cesus of the eligible employee populatio with the followig iformatio: a. Date of birth (required) b. Salary (required) c. Job title d. Date of hire e. Status actively-at-work, o leave, salaried, part-time, etc. f. State of residece 2. The percetage of eligible employees erolled i other volutary beefits such as 401(k) plas, Flexible Spedig Accouts (FSAs), volutary life, etc. 3. The umber of payroll iterfaces, if applicable 4. Curret approach to commuicatios ad erollmet for volutary beefits 5. Cofirmatio of the situs state of the log-term care isurace policy (usually the orgaizatio s headquarters) for cotract issuace 21

22 Workig with Joh Hacock There is o substitute for experiece Joh Hacock uderstads the log-term care isurace eeds of your cliets ad their employees. We believe that we have the pla features, the service model, ad the commitmet to deliver the best log-term care isurace plas i the market. Let us be your log-term care isurace resource. Simply call us at LTC to get started. Or, for more iformatio, feel free to visit our website, 22

23 Parter with a leader i log-term care isurace With a proud history of more tha 145 years ad fiacial stregth ratigs 8 amog the highest i the isurace idustry, Joh Hacock is dedicated to providig iovative log-term care isurace products for idividuals, families, associatios, ad employers. Whe you parter with Joh Hacock, you ca be cofidet that we will be there to deliver o our promise. 8. To view our most curret fiacial ratigs, please visit our website, Fiacial stregth ratigs measure the Compay s ability to hoor its fiacial commitmets ad are subject to chage. The ratigs are ot a assessmet or recommedatio of specific policy provisios, premium rates, or practices of the isurace compay.

24 For fiacial professioal use oly. Not for use with the public. Log-term care isurace is uderwritte by Joh Hacock Life & Health Isurace Compay, Bosto, MA

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