Company Confidential©2005 Genworth Financial, Inc. All rights reserved.

Company Confidential©2007 Genworth Financial, Inc. All rights reserved.

Long-Term Care UnderwritingPresented By:

Scott Hansen, AALU, FLMI

Genworth LTC Underwriter

Discussion Topics

Introduction

Field Underwriting

Holistic Underwriting

Appeal Process

Interesting Facts

Q&A…Let Me Hear From You Too!

New Business / Underwriting Process

Introduction

Scott Hansen, AALU, FLMI

Julie Moore, LTCP, ACS

Data EntryMail Handling

Screening & Req Ordering

Case Mgmt Follow-up

App DigReq Recvd

& Med Summ

Underwriting PostOutput Assembly & Mail

Mail Receipt:

•Open

•Prep

•Scan

•Index

•Transmission

Keying:

•Medical Details

•For Rubicon

•Med. Req. Ordering

•NIGO Notification

•Follow-up email or fax to field force

•Followup with vendors

•Daily Mail Processing

•PHI to Dig, then to UW

•APS to Med Summ then to UW

•Assess Risk

•Decision

•Addtl Req as needed

•Issue

•Decline

•Incomplete

•Withdraw

•Receive Output

•Assemble

•Mail

Keying:

•Client Record

•Benefit Details

•Doctor Details

Front End COE New Business COE UW NB COE FE COE

LTC Operations Process Flow

Field Underwriting

Use The Correct Forms

Answer Every Question Completely

Probe Medical Histories

Complete All Requirements

Use All Available Resources

70% Of All Applications For LTC Insurance Are Incomplete

Applicants Exceeding The Build Chart Are Not Insurable

Available Resources

Brokers’ Service Marketing Group

LTC Field Underwriting Guide

Prequalification Hotline

Financial PRO Website

Internet Sites e.g. “Google”, “WebMD” or “AMA”

Extra Minutes On The Front-End Can Save Days In Cycle Time…And/Or…The Sale

Pre-Screening Questionnaire

Request for LTC Quote Date : --------------------------------------------------------------------------------------------------------------------------------------------------------------------------- Broker__________________________________________________________________________________

Name___________________________________ Date of Birth_____________________________________

Spouse_________________________________ Date of Birth_____________________________________

If only one person applying, are they married or have a partner? □Yes □No

State of Signature________ State of Residence________

Employment Status: □Individual □S Corp □C Corp □Partnership □Sole Prop

Premium Payment: □Individual □Corp

Daily Benefit: $ Benefit Period: Elimination Period Automatic Benefit Increase: □None □Simple □Compound Accelerated Payment Option: □Lifetime □10 Pay □To age 65 Carrier Selection: □MetLife □Mutual of Omaha □Genworth □Prudential □John Hancock □State Life

Additional Riders: (Where Applicable) □Shared Care □Return of Premium □Restoration of Benefits □Nonforfeiture □Waiver of Premium □ 0-Day Elimination Period on Home Care

Are you in competition? □Yes □No

Currently Using: You Your Spouse □Oxygen □Wheelchair □Crutches □Cane (# of prongs) □Yes □No □Yes □No Currently in a nursing home or receiving home health care? □Yes □No □Yes □No Currently on Disability? □Yes □No □Yes □No Have surgery scheduled? □Yes □No □Yes □No Have any physical limitations? □Yes □No □Yes □No Frequent or recent hospitalization? □Yes □No □Yes □No Tobacco Use? □Yes □No □Yes □No High Blood Pressure? □Yes □No □Yes □No Diabetes? (If Insulin dependant, please specify daily units used below) □Yes □No □Yes □No Please list below any additional conditions, medications including dosage, & any pertinent information that may reflect the insurability of your client. Name____________________ Height________ Weight________ ________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Name____________________ Height________ Weight________ ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Email________________________________ Fax_____________________________ Mail______________________________________ Any Questions? Please contact Kerri, 800-343-7772 or kerri@bsmg.net or fax 401-709-6348

Important information to collect:

-Date of birth

-Most significant health issues

-Current medications with correct spelling, dosage, and reason prescribed

-Tobacco use

-Height and weight

Available Resources

Kerri Thibeault 800-343-7772 ext. 148

kerri@bsmg.net

OR

Prequalification Hotline 800-354-6892

Prequalification Email LTCUnderwriting@Genworth.com

PRO Website https://PRO.Genworth.com

Holistic Underwriting

We Want To Issue Coverage!

Compliance

“Guidelines” Not “Rules”

“Prognostic” Not “Diagnostic”

Does It Make Sense?

Holistic Underwriting

Consultations

Training / Ongoing Education

Consistency Audits

Quality Assurance

Exceptional Resources Contributing To Quality

Appeal Process

Key To An Appeal Is New Or Additional Information

Wait For The Letter Of Explanation (copy to Kerri)

Sharing Information

Authorizations (RMI) (Submitted With App)

Sensitive Histories

Fax 800-245-4094

Our Performance

Pending

Issue Rate

Daily Decisions

Cycle Time

Additional Requirements

You Directly Impact All Steps In The Process!

Q & A

Questions For Scott & Julie

Questions For Kerri & Ray

CONTACT US

Kerri Thibeault 800-343-7773 ext. 148

LTC Marketing Specialist kerri@bsmg.net

Ray Paola, LTCP 800-343-7772 ext. 133

Director of LTC ray@bsmg.net