THE LONG TERM CARE UNDERWRITING PROCESS:

UNDERSTANDING FULL UNDERWRITING

MONITORING UNDERWRITING PROCESS

FOR AGENT USE ONLY. NOT FOR SOLICITATION PURPOSES

LifeSecure Insurance Company – Brighton, MI LS-0377A ST 12/1204/21/23

Underwriting Timing

3 days without PHI or APS* 6 days with PHI* 17 days with APS or F2F* Industry Average 31 days

*PHI = Phone History or Health Interview

*APS = Attending Physician Statement

*F2F = Face to Face Interview

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For Agent Use Only. Not For Solicitation Purposes

LTCI Underwriting Fundamentals Areas of Interest in LTC Underwriting: Medical – facts that relate to the physical

and mental health of the applicant. Functional – measures of independence

with activities of daily living (ADL), and other indicators that the applicant is active and functionally unimpaired.

Cognitive – the applicant’s awareness and perception, as well as their ability to understand and reason.

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For Agent Use Only. Not For Solicitation Purposes

LTCI Underwriting Fundamentals

Stability of health conditions Regular medical follow-up with U.S. physician Compliance with medication/treatment plan Independence in all Activities of Daily Living & Instrumental

Activities of Daily Living Height and weight within Build Chart range Recent onset of condition and stability of condition Presence of multiple health conditions and the impact they

have on each other Current symptomatology and disease control Lifestyle patterns

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The following risk factors are considered:

Underwriting Protocol Grid 5

For Agent Use Only. Not For Solicitation Purposes

Initial Insurability Questions6

For Agent Use Only. Not For Solicitation Purposes

Underwriting ExpectationsRequired for all Applicants of Long Term

Care: MIB Medical Information Bureau RX Database (Prescription History)

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For Agent Use Only. Not For Solicitation Purposes

Underwriting Expectations Some applicants may require: Phone History Interview (PHI):

Could be either a quick call specific to the application or could be a lengthy conversation depending on the protocol grid.

Attending Physician Statement (APS): Medical Records

Face to Face Interview (F2F): In Home Assessment

Underwriting Rate Classes: Preferred, Standard and Select

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For Agent Use Only. Not For Solicitation Purposes

Key Focal Conversations for You and Your Client that May Affect Coverage

Client issue ages: 18yrs – 84yrs (Individual Policies Only)

Height & Weight: Build will affect the applicant’s rate class. The build chart is on page 49-50 of the underwriting guide

Tobacco use in the last 3 years: Will disqualify the applicant for the “preferred rate class”

Medications: (for past three years) Compare to uninsurable list of medications found on page 51 of the underwriting guide

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For Agent Use Only. Not For Solicitation Purposes

Key Focal Conversations for You and Your Client that May Affect Coverage (continued)Contact LifeSecure’s Pre-Qualification UW Department at (866) 582-7705 in the following instances and for additional questions/concerns: Recent onset of medical condition(s) – may result in postponement of the application Pending Surgery, Physical therapy – may result in postponement of the application Joint replacement at any time – may impact insurability or rate classPending Lab Results

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For Agent Use Only. Not For Solicitation Purposes

LOCATING THE AGENT FIELD UNDERWRITING GUIDE FOR LTC

For Agent Use Only. Not For Solicitation Purposes

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Go to the “Resources” tab and select PDF Library on the drop down.

LOCATING THE AGENT FIELD UNDERWRITING GUIDE FOR LTC (continued)

For Agent Use Only. Not For Solicitation Purposes

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Select your state in the “Long Term Care” tab.

For Agent Use Only. Not For Solicitation Purposes

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To help agents with underwriting questions we offer the “Agent Field Underwriting Guide” for LTC. Select the guide by clicking on “download”.

LOCATING THE AGENT FIELD UNDERWRITING GUIDE FOR LTC (continued)

Enter “Agent Field UW Guide”

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For Agent Use Only. Not For Solicitation Purposes

Search “Agent Field UW Guide”

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For Agent Use Only. Not For Solicitation Purposes

To quickly search for a particular condition, type it in the search field or click “Clt” “F” to bring up the search functon.

USING LIVE CHAT

For Agent Use Only. Not For Solicitation Purposes

The final way to access underwriting information is to use our online chat option.

1) Click on the Live Chat Services in the upper right hand corner;2) Enter your name and agent number;3) Select the “LTC Underwriting” Department to chat with an

underwriter.

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USING LIVE CHAT (continued)

For Agent Use Only. Not For Solicitation Purposes

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Live chat is easy to do!

See a sample chat with a live underwriter

Underwriting Pre-qualification Summary

Resources available to the LifeSecure Agent through the Agent Portal:

The LifeSecure underwriting guide is available in the “Resources” tab, PDF Library for review, download or print.

We offer a live chat/instant messaging option to communicate directly with an Underwriter online.

We encourage you to call 866.582.7705 and speak directly to an Underwriter from 8am – 6pm (ET) Monday-Thursday and 8am – 5pm (ET) on Friday.

We also provide our agents the ability to monitor the progress of their applicant’s application throughout the underwriting process by accessing the “Virtual Business” section of the agent portal.

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For Agent Use Only. Not For Solicitation Purposes

Monitoring Business

For Agent Use Only. Not For Solicitation Purposes

To Monitor the status of an Application First click on your Virtual Office then drop down and click on “Your Business”.

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Monitoring Business (continued)

For Agent Use Only. Not For Solicitation Purposes

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You will be offered the opportunity to filter your policies by the type of business.

Monitoring Business (continued)

For Agent Use Only. Not For Solicitation Purposes

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Clicking on your name allows you to see all of your business sales.

Monitoring Business (continued)

For Agent Use Only. Not For Solicitation Purposes

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Click On “Pending Policies”

Monitoring Business (continued)

For Agent Use Only. Not For Solicitation Purposes

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Click on “requirements history”.

Click on the PDF to view the policy.

Viewing Your Requirement History

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For Agent Use Only. Not For Solicitation Purposes

Following the status of your policy can be easy by referencing the Underwriting Codes provided below:

To see a list of Underwriting Codes, go to the PDF Library and click on the file AGENT: Underwriting and Policy Status Codes to view all the underwriting codes and their meaning.

Reasons Underwriting May Contact an Agent

Underwriting cannot make contact with the applicant

The medical record process needs an applicant’s assistance

Applications are Postponed and/or Declined Clarification an Application

NOTE: Agents should be sure LifeSecure has a valid

email address on file.

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For Agent Use Only. Not For Solicitation Purposes

Policy Administration Information

For Agent Use Only. Not For Solicitation Purposes

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Effective Date & Billing Date Rules: Please be aware of the rules on Policy Effective Dates.

LifeSecure Agent Value Proposition Simple, easy-to-understand products

Long Term Care – Individual Long Term Care – Multi-Life Hospital Recovery Personal Accident

Unique Budget-Point PricingSM tool, allowing consumers to define affordability

A simplified, expedited sales process electronic submission of smart applications; use of voice authorization signatures web-based Agent Portal to conduct and monitor business on-line and off-line easy and immediate quoting Underwriting pre-qualification hotline and on-line live chat

Accessibility and transparency of information to agents and consumers (24/7)

Contact our Agent Support Care Line between the hours of 8:00am to 7:00pm (ET) at 866.582.7701, or by email agentsupport@yourlifesecure.com or via Live Chat

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For Agent Use Only. Not For Solicitation Purposes