Thứ Ba, 23 tháng 6, 2009

New Consumer Guide Addresses Women's Long-Term Care Planning Issues

A new consumer guide to long-term care insurance protection has just been published by the American Association for Long-Term Care Insurance. The eight-page booklet specifically addresses the issues and options facing women.

"Women have a far greater risk of needing long-term care and indeed two-thirds of all long-term care insurance benefits paid in 2008 result from care needs by women," explains Jesse Slome, executive director of the national trade organization. "Women also tend to be the ones who initiate the long-term care planning discussion and often are the decision makers when it comes to purchasing long-term care insurance."

Several facts outlined in the "Woman's Guide To Long-Term Care Insurance Protection" authored by Jesse Slome: Women over the age of 65 comprise 980,000 nursing home residents in the U.S. Only 337,000 men over age 65 are in nursing homes. Women are far more likely to suffer from Alzheimer's Disease which is the cause of the largest and most costly needs for long-term care.

The guide addresses important planning considerations for women who have spouses or partners as well as women who live alone. "Each have very specific planning needs and issues," Slome explains. "Married women face a likelihood of providing care for their spouse, who typically is older, or facing a very significant annual bill for care." Women who live alone lack the spouse or extended family members to assist with caregiving.

Copies of the guide can be viewed on the American Association for Long-Term Care Insurance's website and may be purchased by insurance and financial professionals. To view a copy go to: http:www.aaltci.org/tools or call the organization at 818-597-3227.

Thứ Hai, 22 tháng 6, 2009

Long-Term Care Insurance Association Study Looks At Buyers of Life Insurance Plus LTC Benefits

Los Angeles, CA - June 23, 2009 -- Nearly half of individuals purchasing asset-based long-term care protection in 2008 were under age 65 according to the first national study of buyers. Two thirds (66%) of purchasers were women and the average single premium paid was just under $71,000 ($70,975). Research conducted by the American Association for Long-Term Care Insurance (AALTCI), the national trade organization, examined 2008 sales data for over 5,000 new policies.

"Asset-based long-term care insurance protection is becoming an increasingly popular way for individuals to protect against the risk," explains Jesse Slome, AALTCI's Executive Director. Asset-based long-term care policies offer the dual benefit of access to long-term care benefits as well as life insurance protection. "Many individuals find this coverage attractive because if they don't use their long-term care protection, their beneficiaries still benefit from the life insurance coverage," Slome explains.

The average single premium paid for an asset-based LTC policy in 2008 was $70,975, according to the Association study. This represented a four percent increase compared to 2007 when the average premium was $68,300. Just under half of policies (49.7%) had a base face amount of between $100,000 and $200,000. Some 30 percent had a face amount of life insurance protection of between $50,000 and $100,000. "Policies offer a long-term care insurance protection in multiples of the life insurance benefit," Slome explains.

Purchasers of asset-based LTC policies were almost equally divided between pre-65 (49%) and 65-or-older (51%). Just over 10 percent (11.2%) of purchasers were between ages 45 and 54. Exactly two-thirds of purchasers were women (66%). "Buyers are older than individuals purchasing traditional long-term care insurance protection," Slome notes. According to the Association's study, some 84 percent of buyers of traditional LTCi protection in 2008 were younger than age-65.

Asset-based long-term care protection and traditional LTC insurance policies share the requirement that applicants health qualify for coverage. The percentage of accepted applicants declined with age according to the study's findings. Some 70.2 percent of submitted policy applications by individuals between 45 and 54 were accepted. The percentage declined to 60.5 percent for applicants between ages 65 and 74.

"We anticipate the market for asset-based long-term care protection will increase in the years ahead," predicts Slome. "Leading insurers such as Genworth Financial and Lincoln Financial Distributors are focused on the growth of this market and policy sales."

The American Association for Long-Term Care Insurance is the national organization serving insurance and financial professionals who provide long-term care financing solutions. Consumers can obtain information from the organization's Consumer Information Center, the nation's leading resource for LTC insurance information. Insurance agents and financial professionals can visit the organization’s online Producer's Resource Center at www.aaltci.org.

Thứ Năm, 11 tháng 6, 2009

Will The "Kennedy Legacy" Kill The Long-Term Care Insurance Industry

Will the (Ted) Kennedy Legacy - a healthcare plan that includes provisions for a government-offered long-term care insurance provision - kill the private long-term care insurance industry?

The stort answer is, yes it indeed could. After all, what a sweet proposal - pay $65 a month ($780 a year) for five years ($3,900) and you've got long-term care coverage. And, you don't even need to health qualify. Everyone qualifies.

If you don't think there's already interest, just do a Google search for "Kennedy long term care". As a long-time and highly successful public relations guys, I know how I would spin this story to the media and thus to consumers. "We can do this because of mass numbers, and because we are cutting out those pesky middlemen - the long-term care insurers and the commissions paid to agents which can be as much as ..." (I won't go on ... why make life easy for them ... though they have bright minds working on this).

Best of all, this is the perfect time to make something like this happen. Insurers are happy to be surviving (who isn't these days) ... and agents aren't organized. The Washington D.C.-based insurance lobbying groups have to contend with health insurance and you really don't want to offend Ted Kennedy or others when the stakes (health insurance) are so huge.

Is the Kennedy "plan" attackable. Of course it is. And, at so many levels ... and that's before even talking to the real bright minds. From what I understand, no actuaries have even been called in to assess the real price.

But, perhaps most important, the time to seize the opportunity to respond is short. Those advocating an alternative plan are organized. They have egos and if they see this is generating good press ... they'll make every effort to secure more.

I hesitated a while before writing this blog. The American Association for Long-Term Care Insurance does not lobby and personally I have no intentions to walk the halls of the Capital.

But I am truly concerned. And, I believe others with a vested interest in both protecting Americans and not saddling taxpayers with another entitlement that isn't properly priced and will ultimately balloon beyond any reasonable expectation should be concerned as well.

I have already seen a dozen online reports about the Kennedy bill (I'm sure it's also appeared in print editions). They all focus on the $65-a-month figure. As the publicity grows (and it will), why would any sane consumer buy something that costs more? They'll wait until they see what the government ends up doing.

Publicity builds momentum. Trust me, I introduced the Cabbage Patch Kids dolls ... and it wan't my brilliant work or that of the publicists who worked with me ... we just keep feeding a little fuel to the momentum. Before you know it, we had a national phenomenon and the cover of Time magazine.

What's my answer? I'm not really sure. I am reaching out to those I consider leaders in the industry. My personal commitment to members of the American Association for Long-Term Care Insurance is to do the best I can to serve the members, the industry. But on a personal note, my goal isn't to be self-serving. I want to do what's right for our country's future ... and the lives of my five children who will be paying the bill for Senator Kennedy's legacy.

Lots of what happens in Washington never gets traction and so it's been easy to ignore. This one shouldn't be categorized as such.

I'll keep you posted and be interested in feedback and your thoughts. Send to my E-mail (click here).

Jesse Slome

Thứ Hai, 8 tháng 6, 2009

New Study Examines Long-Term Care Insurance Claims

The largest open long-term care insurance claim has surpassed $1.2 million in paid benefits, according to a just-released report from the American Association for Long-Term Care Insurance. The claimant, a woman, purchased coverage at age 43, paying an annual premium of $1,800. Three years later her claim began and has continued for almost 12 years. [Note: Payment of policy premiums ceases when an individual is receiving policy benefits.]

"As a result of increased longevity and medical advances, the need for long-term care is a new phenomenon for a generation of Americans," said Jesse Slome, Executive Director of the industry trade group. "The pervasive concern about purchasing long-term care insurance is will I ever use it?"

According to Association data 180,000 Americans received benefits from their long-term care insurance policy and some $8.5 billion in claims was paid in 2008. "This is a significant increase in benefits paid compared to the prior year," Slome explains. "Long-term care insurance is not the lottery. This is not something you really want to win; but having protection in place can certainly pay off and for thousands of people it increasingly is."

The organization collected data on claims including the largest open claims (still being paid as of December 31, 2008) paid by six of the nation's leading insurers. The second largest claim is by a woman who purchased her long-term care insurance policy at age 72, paying an annual premium of $12,766. Three years later her claim began and has continued for almost nine years ($1.02 million in benefits has already been paid for her nursing home care).

The largest claim being paid to a man exceeds $690,000. The individual purchased long-term care insurance protection through his employer at age 54, paying an annual premium of $2,560. The coverage was designed to pay benefits for five years. Two years later his claim began and has continued for almost seven years.

Nearly one in 10 (8.9%) of new individual claims initiated during 2008 prior to age 70 the study revealed. "While most long-term care insurance claims begin at older ages, typically in ones late 70s or 80s, accidents and illnesses are a common reason younger people need this care," Slome notes. The Association's study revealed that 30.5% of claims start between ages 70 and 79; some 60.6% after age 80. "Almost two-thirds of claimants receiving benefits (65%) are women," Slome reports, "and the largest percentage of benefit payments (42.0%) are for care in ones own home versus a nursing home (30.5%)."

The five most common reasons for a long-term care insurance claim, according to the Association, are Alzheimer's Disease, stroke, arthritis, circulatory issues or injury. "One in eight persons age 65 and over has Alzheimer's," Slome says. "The number of new cases is expected to increase to 450,000 a year by 2010 and to 615,000 new cases a year by 2030. It’s time for individuals to start planning for care should they need it in the future." The study shows that planning can certainly pay off.

The six largest claims will be published in the upcoming summer issue of LTCi Sales Strategies magazine which is sent to all Association members.

Readers of this blog: Let me know if you'd like to see more information on long-term care insurance claims.

Thứ Hai, 6 tháng 4, 2009

Women And Long-Term Care Insurance

Some quick facts about women and long-term care.

All statistics show that women live longer than men. Women who reach age 65 have a life expectency of (another) 20 years versus 17 years for men.

Women over age 75 are far less likely to be married (than men) and are twice as likely to be living alone.

Women over age 65 include 980,000 nursing home residents; versus 337,000 men.

Women are also typically the caregivers. Women provide between 60% and 75% of family or informal care.

These facts come from the Association's 2009 Long-Term Care Insurance Sourcebook and they will be an important part of the upcoming guide the Association will publish specifically for women.

But, facts support the issue and I am hoping readers of this blog will share their insights with me as I prepare the booklet. What have you found resonates with women - both those who are living alone ... as well as those who are married? My intent is to address both of these audiences with messages they will relate to.

What should be included in this brochure?

Please share your thoughts by sending me an E-mail to Jesse Slome.

Thanks. I can't think of a more important topic.

Jesse Slome
mailto:jslome@aaltci.org

Thứ Ba, 10 tháng 3, 2009

IRS Rules Assisted Living Meals And Lodging Costs May Be Tax Deductible

A private letter from the Internal Revenue Service explains that meals and lodging costs for assisted living may be deducted as medical expenses if the individual is in the facility for qualifying medical reasons. The letter explains the types of conditions that would meet the standards in order to qualify these costs as tax deductible.

For insurance agents and brokers, this is good information to save and share with accountants and tax professionals who may be working with family members with a parent (or parents) residing in an assisted living community.

Here is a copy of the IRS letter dated December 18, 2008

DEPARTMENT OF THE TREASURY
INTERNAL REVENUE SERVICE
WASHINGTON, D.C. 20224

Number: INFO 2009-0010
Release Date: 1/2/2008
UIL: 213.00-00
CONEX-149526-08

The Honorable Edward Markey
Member, U.S. House of Representatives
5 High Street, Suite 101
Medford, MA 02155
------------------------------
Dear Congressman Markey:

This letter responds to your inquiry dated December 10, 2008, on behalf of your
constituent (name withheld) who asked about the deductibility of expenses paid
to care for her mother, who is in an assisted care program because she suffers from
Alzheimer’s disease.

As a general rule, taxpayers may not deduct personal, family, or living expenses
(section 262(a) of the Internal Revenue Code (the Code)). However, an exception
allows taxpayers to deduct expenses that they pay for medical care of the taxpayer, the
taxpayer’s spouse, or the taxpayer’s dependent, subject to certain limitations, if the
expenses are not covered by insurance (section 213(a) of the Code). For purposes of
this deduction, medical care expenses include amounts paid for the treatment or
mitigation of a mental illness and amounts paid for qualified long-term care services
(section 213(d)(1) of the Code).

Qualified long-term care services are certain services that a chronically ill individual
requires, and that a licensed health care practitioner prescribes under a plan of care
(section 7702B(c)(1) of the Code). An individual is chronically ill if the individual meets
one of two “triggers.” The first trigger is the inability to perform at least two daily living
activities without substantial assistance from another individual for at least 90 days.
Daily living activities include eating, toileting, transferring, bathing, dressing, and
continence (section 7702B(c)(2)(B) of the Code). The second trigger is a severe
cognitive impairment that requires substantial supervision to protect the individual from
threats to health and safety (section 7702B(c)(2)(A) of the Code).

What level of assistance with daily living activities is required to meet the first of the two triggers—the inability to perform at least two daily living activities without substantial assistance from another individual. In Notice 97-31, 1997-1 C.B. 417, we define “substantial assistance” as either “hands-on assistance” or “standby assistance.”

Hands-on assistance means the physical assistance of another person without which
the individual could not perform the activity. Standby assistance means the presence of
another person within arm’s reach of the individual that is necessary to prevent, by
physical intervention, injury to the individual while the individual is performing the activity
(such as being ready to catch the individual if the individual falls while getting into or out
of the bathtub or shower as part of bathing, or being ready to remove food from the
individual’s throat if the individual chokes while eating).

Notice 97-31 also provides guidance about the second trigger—a severe cognitive
impairment that requires substantial supervision to protect the individual from threats to
health and safety. The notice defines a “severe cognitive impairment” as a loss or
deterioration in intellectual capacity that is comparable to (and includes) Alzheimer’s
disease and similar forms of irreversible dementia, and is measured by clinical evidence
and standardized tests that reliably measure impairment in the individual’s:
Short-term or long-term memory,
Orientation as to people, places or time, and
Deductive or abstract reasoning.

“Substantial supervision” means continual supervision (which may include cuing by
verbal prompting, gestures, or other demonstrations) by another person that is
necessary to protect the severely cognitively impaired individual from threats to his or
her health or safety (such as may result from wandering).

The individual also asked whether meals provided with long-term care services are deductible
medical care expenses. If an individual is in a hospital or another institution because of
a mental illness, the meals and lodging furnished as a necessary incident to medical
care are considered medical care expenses (section 1.213-1(e)(1)(v) of the Income Tax
Regulations (the regulations)). This regulation applies to individuals who must be in the
facility because of a mental illness that makes it unsafe for them to be left alone (section
1.213-1(e)(1)(v)(a) of the regulations).

However, if the principal reason for being in the facility is based on personal or family considerations, rather than the need for medical care, the cost of the meals and lodging is not a medical care expense. Only the cost of the medical care itself would be deductible (section 1.213-1(e)(1)(v)(b) of the regulations). Thus, expenses for meals and lodging that are non-deductible personal expenses at the onset of a mental illness may be deductible medical expenses after the
illness has progressed. For example, expenses for meals and lodging at a minimal-care
assisted living facility are non-deductible personal expenses. However, expenses for
meals and lodging in a constant-care nursing home may be deductible medical care
expenses if the meals and lodging are furnished as a necessary incident to medical
care.

Sincerely,
Kimberly L. Koch
Senior Technician Reviewer, Branch 2
(Income Tax & Accounting)

For more information on long-term care insurance, please visit the Website of the American Association for Long-Term Care Insurance.

Thứ Hai, 2 tháng 3, 2009

2009 Long-Term Care Insurance Sales Achievement Awards Announced

Winners of the 2009 Long-Term Care Sales Achievement Award were announced today by the American Association for Long-Term Care Insurance, the industry's professional trade organization.

"There are some 40,000 insurance and financial professionals who market long-term care solutions nationally," states the Association's Jesse Slome, executive director. "Each year we recognize those deemed the best in the business." The Association awarded some 650 leading producers based on the sale of individual long-term care insurance. Award recipients are ranked nationally as well as recognized on a state-by-state basis.

For 2009, new categories include multi-life long-term care insurance as well as categories for asset-based life insurance and annuity products that include long-term care benefits. "The nation's top producers placed over $500,000 in individual long-term care insurance premium, a significant achievement," Slome explains. "Leading producers providing protection to employer groups and organizations each wrote LTC insurance for over 800 individuals during a single year."

The complete listing of award winners is published in the 2009 Long-Term Care Insurance Sourcebook, the annual compendium produced by the Association. For additional information, visit the Association's website www.aaltci.org or call (818) 597-3227.

2009's Top-10 Long-Term Care Insurance Producers (Based on individual placed premium in 2008)
#1 Gene Cutler
#2 Sean Deveau
#3 David Jeffrey
#4 Sally Calef
#5 Michael Lehrhaupt
#6 Christopher Aguiar
#7 Alan Stuart
#8 Meredith Pensack
#9 Stephanie St. James
#10 Carl Brockmeyer

2009's Top-10 MultiLife LTC Producers (Based on multilife long-term care insurance placed premium in 2008)
#1 Michael VanGavree
#2 Robert DeLorey
#3 Karen Mellon
#4 Ernest Strobel
#5 Derek Miele
#6 Michael Halligan
#7 Anthony Stratidis
#8 Rachel Faiga
#9 Barry Ellis
#10 Michael Russell

2009's Top-10 Life+LTC (Combo Product) Producers (Based on placed premium for life+ltc protection in 2008)
#1 George Leamon
#2 Wendy McLaughlin
#3 Loriann Artzberger
#4 Patricia Bennett
#5 Ronald Mendelzon
#6 Corwin Freeman, Jr.
#7 Robert Jennings
#8 Elaine Todd
#9 Paul Manginelli
#10 Ed Young

2009's Top-10 Annuity+LTC (Combo Product) Producers (Based on placed premium for annuity+ltc protection in 2008)
#1 Darlis Kirchhofer
#2 Edward Pacelli
#3 Dale Boliba
#4 Steve Jacob
#5 Brad Tisdale
#6 Daniel Heacock
#7 Glenn Nitti
#8 Chuck Bahr
#9 Luana Mobley Corral
#10 Elaine Todd