Long Term Care Insurance Conference:
PARTNERSHIP SUMMIT

July 8 & 9, 2008

Purpose: The Partnership Summit will provide a forum for states and insurance industry representatives to exchange plans and expectations for the launch of new Long-Term Care Insurance Partnerships building on the opportunity and direction of the 2005 Deficit Reduction Act.

Location: Marriott, Baltimore Inner Harbor at Camden Yards
110 South Eutaw Street
Baltimore, Maryland 21201

Broader Context: The Partnership Summit will be complimented by several pre-Conference activities that will offer attendees additional opportunities to become more fully engaged in the deliberations of the Summit.

Pre-Conference A:  The Center for Health Care Strategies (CHCS) Partnership Expansion Meeting will be held July 8 from 7:30 am to 5:00pm.  Participation is restricted to those states receiving grants under the RWJF/CHCS Partnership Expansion.

Pre-Conference B:  The Partnership LTC Certifying Class. This 8 Hour course allows agents and brokers to qualify for the required CEU’s necessary to be certified to sell Partnership insurance. This Pre-Conference training is offered at discounted fee of $100.00.

Summit Agenda

July 9, 2008

8:30-9:00
Introductory Greetings: Setting the Context for the Future of Long-Term Care Insurance Partnerships 
This Deficit Reduction Act of 2005 set out to integrate Partnership Insurance into the existing LTC insurance market.  Over the past year a number of states have begun to implement their programs and others are in the planning phase.  To set the stage for the meeting agenda, the latest considerations on key program development issues will be reviewed including insights and issues examined by state leaders during pre-conference meeting deliberations.
Mark Meiners, George Mason University - Presentation, Document: "Partnership Cost Effectiveness"

9:00-10:30   
Understanding the Value Added of State Partnerships for Expanding Long-Term Care Insurance to the Middle-Middle Income Market. 
Interest and support for the Partnership is seen as a way to increase the market for long-term care insurance.  State interests, in particular, are served if the market can be broadened to include the middle-middle income and asset consumers; those for whom self insurance is not a good option for avoiding Medicaid.  Most middle-middle income people are currently not part of the market and need to be encouraged to buy such coverage.  This session explores the concept of how “short and fat” and the Partnership helps make such insurance meaningful for typical middle-middle income consumers.
Ted Pass, StrateCision, Inc. - Presentation
Aaron Vickar, The Buckingham Family of Financial Services - Presentation

10:45-12:15
The Business Side of Partnership Insurance:  Understanding and Mitigating the Public/Private Risks and Uncertainty
Linking private insurance and Medicaid has its challenges.  Risks and uncertainty need to be handled so the consumer is clearly educated and aware of what their insurance along with Medicaid does and does not do to help them with their long-term care expenses.  The roles and responsibilities of States, Insurers, and their agents are discussed in the context of emerging state program development efforts. 
Gail Holubinka, MedAmerica Insurance Co. - Presentation
Stephen Serfass,  Drinker, Biddle, Reath LLP

1:00-2:30
Partnership Marketing and Media:  Messages and Strategies for Broadening the Market
The experiences of the original Partnership states with developing media attention will be shared along with current messages and strategies that are being used to help introduce the value of the Partnership to states and insurance agents for generating media attention to the goals of the Partnership in a way that generates increased sales. 
Sales techniques and marketing strategies that work will be discussed. 
Mary Anne Hack, Insight LTCi Services - Presentation
Don Grimes, LTC Education Specialists - Presentation

2:45-4:00
Issues in Agent Training:  Early Lessons from the Field
With the first wave of new Partnership states entering the stage where sales can occur, agent training issues have been at the forefront of clarifying program details.  Each state has had to make decisions on the amount and content of the training they will require under the quality control provisions of the Deficit Reduction Act.  Key considerations of state program requirements and feedback received from agents will be discussed in the context of the experience to date.  Guidance will be offered for technical corrections that may need to be considered. 
Phyllis Shelton, LTC Consultants and LTCiTraining.com - Presentation
Claude Thau, Thau, Inc.

4:00-5:00
Facilitated Open Learning Forum – Next steps in Partnership program development and implementation
Further discussion and deliberation on issues covered and not covered at the Summit is encouraged in this session, e.g. the dynamic of group offerings, update of a new federal offering and how that might fit with the Partnership.  What else can the Partners do to secure success in those states that are moving forward?  What will be needed to get the message of the Partnership out to other states?  How can the progress become self generating within and across states?  What further challenges should we anticipate?  How do we balance competing pressures, interests, and agendas?  This could be the most important session of the day. 

© LTC Educational Foundation.
E-mail comments or questions to: mabearor@hotmail.com.