1. Long Term Care Insurance Seminar and Sales Presentation Presented by: Licensed Agent Name, Designation Title License # in CA, MN and FL Company Name Presented by: Licensed Agent Name, Designation Title License # in CA, MN and FL Company Name Long term care insurance is underwritten by John Hancock Life Insurance Company, Boston, MA 02117 LTC-3750 9/05

2. Todays Agenda Agenda What is Long Term Care (LTC)? What are chances of needing LTC? What are the costs associated with LTC? What are the funding sources to pay for LTC? Is LTC insurance right for me? Why John Hancock LTC Insurance? Agenda What is Long Term Care (LTC)? What are chances of needing LTC? What are the costs associated with LTC? What are the funding sources to pay for LTC? Is LTC insurance right for me? Why John Hancock LTC Insurance?

3. What is Long Term Care (LTC)? Long term care is the type of assistance you would need if you were unable to handle some of the basic activities of daily living or if you require substantial supervision due to a cognitive impairment.

4. What are Activities of Daily Living (ADLs)? Activities of Daily Living include: Eating Bathing Dressing Toileting Continence Transferring (from bed to chair) Activities of Daily Living include: Eating Bathing Dressing Toileting Continence Transferring (from bed to chair)

5. What is a Cognitive Impairment? A condition that leads you to require substantial supervision to protect yourself or others from dangers to health and safety. Example: Supervision due to Alzheimers disease, brain injury, or stroke. A condition that leads you to require substantial supervision to protect yourself or others from dangers to health and safety. Example: Supervision due to Alzheimers disease, brain injury, or stroke.

6. Where can I receive LTC Services? Your Home Adult Day Care Center Assisted Living Facility (ALF)* Nursing Home Hospice Facility Your Home Adult Day Care Center Assisted Living Facility (ALF)* Nursing Home Hospice Facility *Residential Care Facility in California

7. What Does LTC Cost? 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 costs can run as high as $115,340 2. With costs increasing at about 4% 3 per year. By 2030 the cost of a nursing home is expected to be more than $190,000 4. 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 costs can run as high as $115,340 2. With costs increasing at about 4% 3 per year. By 2030 the cost of a nursing home is expected to be more than $190,000 4. 1. Congressional Budget Office, Financing Long-Term Care for the Elderly April 2004. 2. New York State Partnership for Long Term Care, 2003. 3. Based on a rate of inflation of 4.25% of nursing home costs according to the Bureau of Labor Statistics Consumer Price Index See: Fitch, IBCA, Duff & Phelps, Long-Term Care: An Industry in Transition January 18,2002. 4. American Council of Life Insurers, Long-Term Care Insurance: Protect Your Future 2001

8. Your Long Term Care Experiences Who? Where? How was it paid for? Who provided the care? How long did the person need care? Was the care expected or unexpected? How did long term care affect the family? Who? Where? How was it paid for? Who provided the care? How long did the person need care? Was the care expected or unexpected? How did long term care affect the family?

9. Who Pays for LTC Services? Private/Company Health Insurance/Other Personal Assets/Family Medicare Medicaid* Long term care insurance Private/Company Health Insurance/Other Personal Assets/Family Medicare Medicaid* Long term care insurance *Medi-Cal in California.

10. Georgetown University Long-Term Care Financing Project, "Who Pays for Long-Term Care?" May 2004 Who Pays the LTC Bill?

11. How Would You Pay for Long Term Care? Private/company health insurance Skilled acute care only Not designed to pay for long term custodial care Private/company health insurance Skilled acute care only Not designed to pay for long term custodial care

12. How Would You Pay for Long Term Care? Personal Assets: One long term illness may jeopardize your accumulated retirement savings/nest egg Personal Assets: One long term illness may jeopardize your accumulated retirement savings/nest egg

13. How Would You Pay for Long Term Care? Long Term Care is a family issue: If you had a need for LTC services, how would it effect your family and/or spouse? 78% of adults receiving long term care at home rely exclusively on assistance from family and friends 5 71% of caregivers are women 6 Could your family care for you? Would you want them to? Long Term Care is a family issue: If you had a need for LTC services, how would it effect your family and/or spouse? 78% of adults receiving long term care at home rely exclusively on assistance from family and friends 5 71% of caregivers are women 6 Could your family care for you? Would you want them to? 5. Georgetown University Long-Term Care Financing Project, Long-Term Care Support for Family Caregivers March 2004. 6. Wiser Special Report, The Effects of Caregiving 2004.

14. How Would You Pay for Long Term Care? Medicaid* Must spend down assets to state required level ** Medicaid* Must spend down assets to state required level ** *Known as Medi-Cal in California. **Eligibility requirements apply and vary by state.

15. How Would You Pay for Long Term Care? Medicare 7 Home Health Care Part-time skilled nursing care Custodial homemaker services provided incidental to home health care Medicare 7 Home Health Care Part-time skilled nursing care Custodial homemaker services provided incidental to home health care 7. 2005 Guide to Health Insurance for People with Medicare. The Centers for Medicare and Medicaid Services and U.S. Department of Health and Human Services.

16. How Would You Pay for Long Term Care? Medicare 8 Skilled Care/Skilled Nursing Facility Three day prior hospital stay required Enter facility within 30 days Full costs covered for 20 days Minimal costs covered for next 80 days No coverage after 100 days in that benefit period Medicare Supplement Medicare approved expenses only Medicare 8 Skilled Care/Skilled Nursing Facility Three day prior hospital stay required Enter facility within 30 days Full costs covered for 20 days Minimal costs covered for next 80 days No coverage after 100 days in that benefit period Medicare Supplement Medicare approved expenses only 8. The Centers for Medicare & Medicaid Services and U.S. Department of Health and Human Services. The 2005 Guide to Health Insurance for People with Medicare.

17. Is LTC Insurance Right for me? Protect your retirement savings Spend quality time with your family Financial support Care planning expertise, advice and resources when you need care Preservation of independence Gives you choices Protect your retirement savings Spend quality time with your family Financial support Care planning expertise, advice and resources when you need care Preservation of independence Gives you choices

18. LTC Insurance: Important at all ages As serious in accident or debilitating illness can happen at age. That is why it is wise to plan for long term care when you are young - and healthy. 37% of those needing LTC in 2000 are under the age of 65. 9 The probability of losses in physical functioning increases with age – dramatically so for the population aged 65 and older. 10 As serious in accident or debilitating illness can happen at age. That is why it is wise to plan for long term care when you are young - and healthy. 37% of those needing LTC in 2000 are under the age of 65. 9 The probability of losses in physical functioning increases with age – dramatically so for the population aged 65 and older. 10 9. Kaiser Family Foundation, Medicaid and Long Term Care May 2004 10. Congressional Budget Office, Financing Long-Term Care for the Elderly, April 2004.

19. LTC Insurance: Its Affordable The cost of waiting can impact the amount of your premium. Therefore, the younger and healthier you are when you apply the lower your premiums can be. Based on the average annual premium in 2002, with 4 years of coverage, $150 Daily Benefit and a 90-day Elimination Period. America's Health Insurance Plans, "Long-Term Care Insurance in 2002" June 2004.

20. More than Financial Support: Care planning expertise, advice and resources John Hancock is committed to providing you with the help and support you and your family will need when you need care, whether it is at home or in a facility. This includes: Help designing a plan of care Assistance with the claims process Advice regarding caregiving resources in your community Access to provider information, reports and discounts Resources to help you and your family manage your LTC decisions John Hancock is committed to providing you with the help and support you and your family will need when you need care, whether it is at home or in a facility. This includes: Help designing a plan of care Assistance with the claims process Advice regarding caregiving resources in your community Access to provider information, reports and discounts Resources to help you and your family manage your LTC decisions

21. John Hancock: A Leader in LTC insurance When you choose John Hancock, you are placing your trust in a company with: More than 140 years of experience providing a range of insurance products to meet every need A company with that services more than 905,000* long term care insurance policyholders. John Hancock has paid more than $1 billion in claims as of August 31, 2005* When you choose John Hancock, you are placing your trust in a company with: More than 140 years of experience providing a range of insurance products to meet every need A company with that services more than 905,000* long term care insurance policyholders. John Hancock has paid more than $1 billion in claims as of August 31, 2005* *Based on internal claims data as of 10/31/05.

22. John Hancock: Strength. Stability. Experience. We are known for our strong financial strength and stability and have the ratings* to prove it: Standard & Poors AA+ Moodys Aa+ A.M. Best A++ Fitch AA+ Standard & Poors AA+ Moodys Aa+ A.M. Best A++ Fitch AA+ *Ratings as of 9/29/05 Financial ratings refer only to the overall financial status of the company, and is not a recommendation of the specific policy provisions, rates, or practices of the insurance company."

23. Thank You This is a general description of coverage and is not an insurance contract. Refer to the Outline of Coverage provided by our agent for an explanation of features and options. Only the individual long-term care insurance policy contains governing contractual provisions. You may request a sample policy to review such provisions. The Long-Term Care Insurance policy describes coverages under the policy, exclusions and limitations, what you must do to keep your policy in force, and what would cause your policy to be discontinued. Please contact the licensed agent or John Hancock for more information, costs and complete details on coverage. Policy Series: LTC-03, BSC-03, LTC-02, BSC-02 In Idaho: LTC-03 ID, BSC-03 ID In Indiana: LTC-03 IN, In North Carolina: LTC-03 NC, BSC-03 NC In Oklahoma: LTC-03 10/03, BSC-03 10/03 In Puerto Rico – BSC-05 PR In California: LTC-02CA, LTC-02CAP