LifeSecure Insurance Company – Brighton, MI LS-0377A ST 12/12

1. The LONG TERM CARE Underwriting Process: UNDERSTANDING Full underwriting MONITORING UNDERWRITING PROCESSFor Agent Use Only. Not For Solicitation Purposes LifeSecure Insurance Company – Brighton, MI LS-0377A ST 12/12

2. 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 For Agent Use Only. Not For Solicitation Purposes

3. 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. For Agent Use Only. Not For Solicitation Purposes

4. LTCI Underwriting Fundamentals The following risk factors are considered: • 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 For Agent Use Only. Not For Solicitation Purposes

5. Underwriting Protocol Grid For Agent Use Only. Not For Solicitation Purposes

6. Initial Insurability Questions For Agent Use Only. Not For Solicitation Purposes

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

8. 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 For Agent Use Only. Not For Solicitation Purposes

9. 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 49-50 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 For Agent Use Only. Not For Solicitation Purposes

10. Key Focal Conversations for You and Your Client that May Affect Coverage (continued) Contact LifeSecure’s Pre-Qualification UW Department at (866) 582-7705 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 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 For Agent Use Only. Not For Solicitation Purposes

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

14. Enter “Agent Field UW Guide” For Agent Use Only. Not For Solicitation Purposes

15. Search “Agent Field UW Guide” To quickly search for a particular condition, type it in the search field or click “Clt” “F” to bring up the search functon. For Agent Use Only. Not For Solicitation Purposes

16. The final way to access underwriting information is to use our online chat option. USING LIVE CHAT • Click on the Live Chat Services in the upper right hand corner; • Enter your name and agent number; • Select the “LTC Underwriting” Department to chat with an underwriter. For Agent Use Only. Not For Solicitation Purposes

17. Live chat is easy to do! See a sample chat with a live underwriter USING LIVE CHAT (continued) For Agent Use Only. Not For Solicitation Purposes

18. 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 866.582.7705 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. For Agent Use Only. Not For Solicitation Purposes

19. To Monitor the status of an Application First click on your Virtual Office then drop down and click on “Your Business”. Monitoring Business 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. Monitoring Business (continued) For Agent Use Only. Not For Solicitation Purposes

24. Viewing Your Requirement History 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. For Agent Use Only. Not For Solicitation Purposes

25. 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 email address on file. For Agent Use Only. Not For Solicitation Purposes

26. Effective Date & Billing Date Rules: Please be aware of the rules on Policy Effective Dates. Policy Administration Information For Agent Use Only. Not For Solicitation Purposes

27. 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 PricingSM 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 866.582.7701, or by email agentsupport@yourlifesecure.com or via Live Chat For Agent Use Only. Not For Solicitation Purposes