THE LONG TERM CARE UNDERWRITING
PROCESS:
 UNDERSTANDING FULL UNDERWRITING
 MONITORING UNDERWRITING PROCESS
FOR AGENT USE ONLY. NOT FOR SOLICITATION PURPOSES
7/13/2017
LifeSecure Insurance Company – Brighton, MI
LS-0377A ST 12/12
Underwriting Timing
2

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
For Agent Use Only. Not For Solicitation Purposes
3
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.
For Agent Use Only. Not For Solicitation Purposes
4
LTCI Underwriting
Fundamentals
The following risk factors are considered:

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
For Agent Use Only. Not For Solicitation Purposes
Underwriting Protocol Grid
5
For Agent Use Only. Not For Solicitation Purposes
Initial Insurability Questions
6
For Agent Use Only. Not For Solicitation Purposes
Underwriting Expectations
7
Required for all Applicants of Long Term Care:
 MIB Medical Information Bureau
 RX Database (Prescription History)
For Agent Use Only. Not For Solicitation Purposes
Underwriting Expectations
8
Some applicants may require:

Phone History Interview (PHI):


Attending Physician Statement (APS):


Medical Records
Face to Face Interview (F2F):


Could be either a quick call specific to the application or
could be a lengthy conversation depending on the protocol
grid.
In Home Assessment
Underwriting Rate Classes:

Preferred, Standard and Select
For Agent Use Only. Not For Solicitation Purposes
Key Focal Conversations for You and Your
Client that May Affect Coverage
9




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
For Agent Use Only. Not For Solicitation Purposes
10
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 class
 Pending Lab Results
For Agent Use Only. Not For Solicitation Purposes
LOCATING THE AGENT FIELD UNDERWRITING
GUIDE FOR LTC
11

Go to the
“Resources”
tab and
select PDF
Library on the
drop down.
For Agent Use Only. Not For Solicitation Purposes
LOCATING THE AGENT FIELD UNDERWRITING
GUIDE FOR LTC (continued)
12

Select your
state in the
“Long Term
Care” tab.
For Agent Use Only. Not For Solicitation Purposes
LOCATING THE AGENT FIELD UNDERWRITING
GUIDE FOR LTC (continued)
13
To help agents
with
underwriting
questions we
offer the
“Agent Field
Underwriting
Guide” for
LTC. Select
the guide by
clicking on
“download”.
For Agent Use Only. Not For Solicitation Purposes
Enter “Agent Field UW Guide”
14
For Agent Use Only. Not For Solicitation Purposes
Search “Agent Field UW Guide”
15
To
quickly search for a particular condition, type it in
the search field or click “Clt” “F” to bring up the search
functon.
For Agent Use Only. Not For Solicitation Purposes
USING LIVE CHAT
16
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.

The final way
to access
underwriting
information is
to use our
online chat
option.
For Agent Use Only. Not For Solicitation Purposes
USING LIVE CHAT (continued)
17
Live chat is
easy to do!
See a
sample
chat with a
live
underwriter
For Agent Use Only. Not For Solicitation Purposes
Underwriting Pre-qualification Summary
18
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.
For Agent Use Only. Not For Solicitation Purposes
Monitoring Business
19

To Monitor the
status of an
Application First
click on your
Virtual Office then
drop down and
click on “Your
Business”.
For Agent Use Only. Not For Solicitation Purposes
Monitoring Business
(continued)
20

You will be
offered the
opportunity
to filter your
policies by
the type of
business.
For Agent Use Only. Not For Solicitation Purposes
Monitoring Business
(continued)
21

Clicking on
your name
allows you to
see all of
your business
sales.
For Agent Use Only. Not For Solicitation Purposes
22
Monitoring Business
(continued)
Click On
“Pending
Policies”
For Agent Use Only. Not For Solicitation Purposes
Monitoring Business
(continued)
23

Click on
“requirements
history”.

Click on the
PDF to view
the policy.
For Agent Use Only. Not For Solicitation Purposes
Viewing Your Requirement History
24
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.
For Agent Use Only. Not For Solicitation Purposes
Reasons Underwriting May Contact an
Agent
25




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.
For Agent Use Only. Not For Solicitation Purposes
Policy Administration Information
26

Effective
Date & Billing
Date Rules:
Please be
aware of the
rules on
Policy
Effective
Dates.
For Agent Use Only. Not For Solicitation Purposes
LifeSecure Agent Value Proposition
27

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 [email protected] or via Live Chat
For Agent Use Only. Not For Solicitation Purposes