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 12/12 9/15/2015

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 2 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. 3 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 4 For Agent Use Only. Not For Solicitation Purposes The following risk factors are considered:

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 Required for all Applicants of Long Term Care:  MIB Medical Information Bureau  RX Database (Prescription History) 7 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 8 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 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 9 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) 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 10 For Agent Use Only. Not For Solicitation Purposes

LOCATING THE AGENT FIELD UNDERWRITING GUIDE FOR LTC For Agent Use Only. Not For Solicitation Purposes 11  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 12  Select your state in the “Long Term Care” tab.

For Agent Use Only. Not For Solicitation Purposes 13 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” 14 For Agent Use Only. Not For Solicitation Purposes

Search “Agent Field UW Guide” 15 For Agent Use Only. Not For Solicitation Purposes T o 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. 16

USING LIVE CHAT (continued) For Agent Use Only. Not For Solicitation Purposes 17 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 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. 18 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”. 19

Monitoring Business (continued) For Agent Use Only. Not For Solicitation Purposes 20  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 21  Clicking on your name allows you to see all of your business sales.

Monitoring Business (continued) For Agent Use Only. Not For Solicitation Purposes 22 Click On “Pending Policies”

Monitoring Business (continued) For Agent Use Only. Not For Solicitation Purposes 23  Click on “requirements history”.  Click on the PDF to view the policy.

Viewing Your Requirement History 24 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 address on file. 25 For Agent Use Only. Not For Solicitation Purposes

Policy Administration Information For Agent Use Only. Not For Solicitation Purposes 26  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 Pricing SM 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 , or by or via Live 27 For Agent Use Only. Not For Solicitation Purposes