1. Long Term Care Underwriting Steve Ramczyk Underwriting Executive LTCI Partners July 25, 2008 LTCI Partners July 25, 2008

2. Contents Strength of John Hancock Underwriting Underwriting Field Support Tools LTC Risk Analysis Setting Expectations Our commitment Q & A Strength of John Hancock Underwriting Underwriting Field Support Tools LTC Risk Analysis Setting Expectations Our commitment Q & A

3. Strength of John Hancock Underwriting Seasoned, exclusively dedicated underwriting staff Management 20+ years of experience Underwriters 13+ years of experience 4 risk classifications available allowing JH to offer coverage to most individuals Preferred and Select/Standard Substandard Class I & II (25% & 50% increase in base rates) State-of-the-art risk analysis tools Telephonic Assessments (TIP) Personal Interview (F2F) MCAS, 2 nd generation cognitive screen, 98% accurate, administered telephonically or F2F Prescription Profiles MiB Specific - LTC codes now available Competitive underwriting guidelines Annual Best Practices review Seasoned, exclusively dedicated underwriting staff Management 20+ years of experience Underwriters 13+ years of experience 4 risk classifications available allowing JH to offer coverage to most individuals Preferred and Select/Standard Substandard Class I & II (25% & 50% increase in base rates) State-of-the-art risk analysis tools Telephonic Assessments (TIP) Personal Interview (F2F) MCAS, 2 nd generation cognitive screen, 98% accurate, administered telephonically or F2F Prescription Profiles MiB Specific - LTC codes now available Competitive underwriting guidelines Annual Best Practices review

4. Underwriting Field Support Tools Field Underwriting Guide (form no. LTC-1727) Preferred Self Screening Questionnaire (LTC-2976) Underwriting Process Brochure (LTC-1590) “Ask an Underwriter” Calling Card (LTC-2770A) Cognitive Screening Video Cognitive Screening Flier (LTC-2971) Field Underwriting Guide (form no. LTC-1727) Preferred Self Screening Questionnaire (LTC-2976) Underwriting Process Brochure (LTC-1590) “Ask an Underwriter” Calling Card (LTC-2770A) Cognitive Screening Video Cognitive Screening Flier (LTC-2971)

5. LTC Risk Analysis 4 Key Factors in Risk Evaluation Independent in ADL’s & IADL’s Cognitively Intact Stable, Well-Controlled, Non-progressive Medical Conditions Absence of multiple co-morbid conditions (3+) 3 Major Reasons for Denial Recovery Period Not Satisfied Multiple Co-Morbid Medical Conditions (3+) Uncontrolled/Progressive Disease Process 4 Key Factors in Risk Evaluation Independent in ADL’s & IADL’s Cognitively Intact Stable, Well-Controlled, Non-progressive Medical Conditions Absence of multiple co-morbid conditions (3+) 3 Major Reasons for Denial Recovery Period Not Satisfied Multiple Co-Morbid Medical Conditions (3+) Uncontrolled/Progressive Disease Process

6. Setting Client Expectations Be sure to encourage use of the UW Process Brochure (Form no. 1590) Interview must be taken seriously, if not a good time, it is “ok” to reschedule All Applicants ages 65-84 will have the Acuity Screening (MCAS) We do not re-test for a failed MCAS All Interviews, telephonic and F2F, are completed by RN’s There is only one scripted interview, they are not customized based on younger ages, or higher function levels Be sure to encourage use of the UW Process Brochure (Form no. 1590) Interview must be taken seriously, if not a good time, it is “ok” to reschedule All Applicants ages 65-84 will have the Acuity Screening (MCAS) We do not re-test for a failed MCAS All Interviews, telephonic and F2F, are completed by RN’s There is only one scripted interview, they are not customized based on younger ages, or higher function levels

7. Our Commitment Respond to inquiries within 3 business hours Respond to pre-qualification inquiries live or within 24 hours if prequalification form submitted Provide an underwriting determination within 3 days of receipt of medical information Maintain superior vendor relationships Respond to inquiries within 3 business hours Respond to pre-qualification inquiries live or within 24 hours if prequalification form submitted Provide an underwriting determination within 3 days of receipt of medical information Maintain superior vendor relationships