Long Term Care Insurance Sponsored Group Program* LTC /05 Policy Series LTC-03 In Idaho: Policy Form LTC-03ID In Pennsylvania: LTC-03FRPA In New York: SG-03NY In North Carolina: LTC-03NC In Oklahoma: LTC-03OK In California: LTC-02CA In Florida: LTC_02FL *Marketing Group Discount in NY and TX Long-Term Care Insurance is individually underwritten by John Hancock Life Insurance Company, Boston, Massachusetts For use with Employers Only. Not for use with Consumers.

Overview Sponsored Group Program Advantages Tax Advantages The Need for LTCI: Facts and Statistics How Long Term Care Can Affect Your Business Why John Hancock?

Sponsored Group Program Advantages Offer Long Term Care Insurance (LTCI) to employees with a 5% discount.¹ Added benefit to offer employees Once the policy is purchased it is portable. If the employee leaves the company they can take it with them and keep the discount. 1. In NY, Employer pay cannot exceed 50% of total premium in order to receive discount

Sponsored Group Program Advantages Little or no cost to the employer for employees to purchase. Discounts are available to spouses, partners¹, parents, parents-in-law grandparents and children (including adopted and fostered) of an employee. 1. Only spouses are eligible in LA and MD. In NY only spouses and partners (same sex or opposite sex are eligible.

Sponsored Group Program Advantages Employers who pay LTC insurance premiums on behalf of an employee may be entitled to deduct 100% of the premiums as a business expense. Employer can be selective when paying LTC insurance premiums – does not have to pay premiums for all employees. Reduction in absenteeism among employees who otherwise need more time off from work to care for a family member. Clients should consult with their financial advisor or tax consultant regarding tax issues

Individual Tax qualified premiums are considered a medical expense deduction Medical expenses deductible to the extent they exceed 7.5% of Adjusted Gross Income (AGI) Limited to Eligible Premium Clients should consult with their financial advisor or tax consultant regarding tax issues Tax Advantages

Eligible LTCI Premiums or Younger$ – 50$ – 60$1, – 70$2, or Older$3,530 Tax Advantages Clients should consult with their financial advisor or tax consultant regarding tax issues

Employee Benefit Plan Employer establishes employee accident and health plan Explains need for a plan Participation may be limited to key employees, including shareholder employees, and their spouses and dependents Tax Advantages Clients should consult with their financial advisor or tax consultant regarding tax issues

Employee Benefit Plan Employer pays premiums on personally owned policies Employer deducts premiums; deduction not limited to eligible premiums Premiums excluded from employee’s gross income Works for all subchapter C Corporation employees and Subchapter S Corporation employees who own 2% or less of the corporation Tax Advantages Clients should consult with their financial advisor or tax consultant regarding tax issues

Self-Employed Tax qualified premiums can be deducted up to the age-based Eligible Premium. The amount that exceeds Eligible Premium is not deductible Not subject to the 7.5% AGI threshold Limited to earned income from the business Tax Advantages Clients should consult with their financial advisor or tax consultant regarding tax issues

Employee Benefit Plan The following are taxed as self-employed individuals –Partners in a partnership –LLC taxed as a partnership –More than 2% shareholder/employee of a subchapter S Corporation Tax qualified premiums can be deducted up to the age-based Eligible Premium Not subject to the 7.5% AGI threshold Tax Advantages Clients should consult with their financial advisor or tax consultant regarding tax issues

John Hancock Support If there are any further questions regarding the tax deductibility of Long Term Care Insurance please review: –2005 Tax Guide (GFR-TX 8/2005) –Technical Release, January 2005 (Adv /05) –Specimen Agreement (VIIAI 3/03) –Or contact your tax advisor Tax Advantages Clients should consult with their financial advisor or tax consultant regarding tax issues

Example 1 Ann, age 55, is the President and sole shareholder of XYZ, Inc., a C Corporation. The Corporation adopts an accident and health plan that calls for it to pay the premiums for Ann’s Qualified LTCI policy. The premium is $1,500. The Corporation deducts $1,500 Ann excludes the $1,500 from her gross income Tax Advantages Clients should consult with their financial advisor or tax consultant regarding tax issues

Example 2 Same facts in Example One except XYZ is an S Corporation. The Corporation deducts $1,500 Ann includes $1,500 in gross income and claims a self-employed health insurance premium deduction of $1,060 (The eligible premium for her age range) Tax Advantages Clients should consult with their financial advisor or tax consultant regarding tax issues

Example 3 Ann is a partner in ABC Partnership. ABC adopts an accident and health plan under which it will pay the premiums for Ann’s Qualified LTCI policy. Partnership deducts $1,500 if considered a guaranteed payment Ann includes $1,500 in gross income and deducts $1,060 as self-employed health insurance deduction Tax Advantages Clients should consult with their financial advisor or tax consultant regarding tax issues

Example 4 Ann is now a sole proprietor and her husband, also 55, is an employee. The premiums on each policy are $1,500. Plan covers Ann and her husband, but as Ann’s spouse. Deduction: $2,120 ($1,060 x 2) on the couple’s tax return as self-employed health insurance premium. Tax Advantages Clients should consult with their financial advisor or tax consultant regarding tax issues

Example 4 Ann is now a sole proprietor and her husband, also 55, is an employee. The premiums on each policy are $1,500. Plan covers husband, as an employee, and Ann as his spouse. Deduction: $3,000 business deduction fully excluded from each spouse’s gross income. Ann’s husband must be a bona fide employee. The full deduction and exclusion are not available if employee is married to a more than 2% Shareholder Employee of an S Corporation. Tax Advantages Clients should consult with their financial advisor or tax consultant regarding tax issues

Who Pays for Long Term Care Services? Out of Pocket 23% Private Insurance 11% Other Private 3% $172.5 Billion Other Public 3% Medicare 16% Medicaid 44% Source: Health Policy Institute, Georgetown University, National Spending for Long Term Care Future Medicaid and Medicare funding levels are in question

Demographics are Compelling Source: Bureau of the Census, Elderly Population Will More Than Double by 2040, January Source: Long-Term Care. AHRQ Focus on Research. AHRQ Pub. No. 02-M028, March Agency for Healthcare. Research and Quality, Rockville, MD. Graph Millions of Elderly Persons Age 65 and Older Age Age 85+ Millions

Demographics are Compelling Baby Boomers (Ages 39-57) represent a total of 77.7M in Boomers will begin turning 65 in year 2011 at the rate of 10,000 per day¹. 1. A profile American Baby Boomers: Mature Market Institute, 2003

The Need for Long Term Care Insurance One illness or injury requiring long term care could deplete your savings. On average, one year in a nursing home or 24-hour home care can cost more than $66,000 today.¹ In states such as New York, the cost can run as high as $115, Congressional Budget Office, “Financing Long-Term Care for the Elderly,” April New York State Partnership for Long Term Care,

The Future Cost of Care Potential Financial Impact on Income, Assets, and Estates Five years of average care in 20 years $179,034 x 5 = $895,170* Five years of above average care in 20 years $292,965 x 5 = $1,464,825** Potential Financial Impact on Income, Assets, and Estates Five years of average care in 20 years $179,034 x 5 = $895,170* Five years of above average care in 20 years $292,965 x 5 = $1,464,825** For Illustration purposes only *Assumes cost today of $66,000/year adjusted for 5% monthly compound inflation ** Assumes cost today of $300/day adjusted for 5% monthly compound inflation

Ask Yourself Will $292,965/year effect me and/or my family’s lifestyle? Is $1.5 million a significant liability to my Estate Plan? Is this something my employees need to think about? Should I be incorporating this into my benefit plan?

How Long Term Care Can Affect Your Business 59% of caregivers are employed.¹ The total business costs for workers who are caregivers of people with Alzheimer's disease in 2002 was $36.5 billion.² Working age family caregivers double their chances of remaining in the workforce if the disabled elder they are caring for has private long term care insurance. These caregivers also experience significantly fewer work disruptions and social stresses. 1. Caregiving in the U.S., National Alliance for Caregiving and AARP, Alzheimer's disease: The Costs to U.S. Businesses in 2002, Alzheimer's Association, June "Benefits of Long Term Care Insurance: Enhanced Care for Disabled Elders, Improved Quality of Life for Caregivers and Saving to Medicare & Medicaid", HIAA and LifePlans, 2002

Value To Your Employees Growing need/increased interest Provides opportunity for “extended family” coverage Meets a need that will not likely be addressed by public funding Helps employees and their families protect their savings and assets Opportunity to purchase a quality insurance policy

Why John Hancock? Financial Stability Innovator in the Long Term Care Insurance Market Significant Role in Public Policy Development Experience in Providing High Quality Customer Service Ease of Implementation and Administration

John Hancock’s Financial Stability High Ratings for Financial strength and Stability as Judged by the Major Rating Agencies. Established in 1862 Diversified Financial Services Company Recognized Leader in Insurance Products and Quality Service

Flexible Product Design Reimbursement Model Comprehensive Benefits “Pool of Dollars” Approach

John Hancock’s Long Term Care Insurance Policies Custom Care II* Policy - This long term care insurance policy covers all levels of care in your home, an adult day care center, an assisted living facility or a nursing home. This policy provides comprehensive coverage with several optional features and benefits *Custom Care I available in CA and FL

Covered Services All levels of nursing home care Home health care Adult day care Care in Assisted Care Living Respite Care

Benefit Selections* LTCI Benefit Amount Monthly Benefit: $1,500-$15,000 (In $100 increments) Daily Benefit: $50-$500 (In $10 increments) Benefit Periods - 2, 3, 4, 5, 6, 10 Years or Lifetime Elimination Period: 30, 60, 90,180, or 365 Days Inflation Protection – GPO, 5% Simple, 5%/3% Compound or 5%/5% Compound Payment Options 10-Pay Paid-up at age 65 *Benefits vary depending upon age and state where purchased.

Additional Benefits¹ Respite Care Care Advisory Services (CAS) Stay-at-home Benefit Bed Hold Benefit International Coverage Advantage Provider Program 1. Benefits vary by state

Advantage Provider Program Advantage List Program enhanced and expanded under Care Scout Strategic alliance with the foremost leader in care provider reviews Ratings, reviews and information on 77K nursing homes, assisted living facilities, hospice facilities and home health care providers Discounts at over 7,000 LTC care providers 95% Success rate in negotiating policyholder discounts Discounts of 7-35% Care advocacy program for claimants

Built In Benefits for Under Age 65* Double Coverage for Accidents Benefit¹ Return of Premium² *Benefits vary by state 1.This benefit is not available with FamilyCare Benefit or Lifetime Benefit Periods 2.This benefit is not available with FamilyCare Benefit

Optional Benefits¹ Waiver of Home Care Elimination Period Additional Cash Benefit Restoration of Benefits Nonforfeiture 1. Choice of benefits will require additional premium 2. Not available with 180- or 365- Day Elimination Period. This benefit is not payable under International Coverage 3.This benefit may trigger a taxable event. Not available in CT, OR or the IN Partnership plan. 4. Not Available ages or with 2 year, 10 year or Lifetime Benefit Periods 4 2 3

Additional Optional Benefits Survivor and Waiver of Premium Benefit SharedCare Enhanced Return of Premium 1. Choice of benefits will require additional premium 2. Not available with Limited Pay Options or Guaranteed Purchase Option. Not available in WA. 3.Not available ages or Lifetime Benefits Period. In AZ and NH, available only with the 4-, 5-, 6- or 10-year Benefit Period. In PA, available only with the 3-, 4-, 5-, or 6-year Benefit Period. 4.Not available with SharedCare of FamilyCare or to ages Not available in all states. ¹ 2 3 4

Policy Plan: Custom Care II (Retail Product): Benefit Period: 4 years; Daily Benefit: $200/day; Total Policy Limit: $292,000;Elimination Period: 90 days; Inflation: 5% Compound; No Optional Benefits selected. Typical Annual Premiums for a Married Individual (both approved) in Excellent Health Typical John Hancock Policy Cost By Age How Much Does LTCI Cost?

Underwriting Flexibility Various health ratings to meet a wide range of health situations Prequalification Hotline Option #3

Claims Case Management Unit Staffed by experienced case managers and social workers Eligibility certification Information counseling

Client Service Client Service Hotline

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