Introduction: Last week I got together with an old
college friend. We hadn’t seen each other for years.
Eventually we started discussing each other’s parents and
how they were doing. His Dad had died a few years earlier.
After spending his career as a department head at a large
University, he had suffered several strokes starting a few
years before his death. Significant in home care was
required during those final years.
Long Term Care Insurance Did Not Pay: My friend
related his displeasure with the Long Term Care (LTC)
Insurance his parents had purchased and paid for over a
number of years. Apparently the insurance had not paid very
much for the care involved. The insurance had been obtained
through the University’s group plan. Since it was University
endorsed everyone thought it should be good.
Saving Money with Long Term Care Insurance:
Obviously, this was a sad story. But it reminded me of when
my wife and I had first acquired our LTC Insurance a number
of years ago. Like anyone else, I like to save money. When I
had decided that this was a product that we should purchase,
the first thing I did was contact the insurance brokers for
the various professional organizations to which I belonged.
I figured they would offer discount rates. I inquired of
each what LTC Insurance they had available. Of course, each
was a group policy with lower group premiums. All good so
Becoming Overwhelmed:All of the brokers sent me glossy brochures and information.
I have a pretty good background with insurance. Not only am
I involved as a lawyer on a day to day basis with long term
care issues (mostly how will the cost of care be paid and
can we get government benefits to pick up the tab), am
certified as a specialist in Estate Planning, Trust and
Probate Law by an arm of the State Bar of California, and
hold a Masters degree in Estate Planning, but I also went
through the Certified Financial Planner course of study in
the mid-80's. (Yes, I actually held the CFP designation for
a few years until the licensing agency started charging an
annual fee and I found the designation was confusing to my
clients----many started asking me for investment advice.)
One of those CFP courses was on insurance and one of the
segments was on LTC Insurance.
I thought that I should be able to roll through the
brochures and information and make an intelligent choice
fairly easily. Not so! What should be the dollar amount of
coverage per day, how long should the waiting period be
(essentially the deductible), what about a premium refund,
how long should the payout period be (3 years, 5 years,
lifetime), what of the annual inflation coverage, should I
have a future purchase option, etc? I was so confused and
overwhelmed, so underwater that I could barely see daylight.
And the group insurance brokers were of no value. They were
not going to sit down with me (or by telephone) and guide me
through this maze.
Solution–an Individual Broker: I decided that
getting the correct product and the correct configuration
for me was far more important than saving money—a savings
that would be forfeited as soon as I needed to make a claim
on the policy and found out that I had the wrong (or
inadequate) coverage. So I contacted an insurance broker
that I knew who dealt with this product and taught other
agents about it. Yes, he too had glossy brochures; but he
sat down with me and told me what was important and what was
not (i.e. what were the moving parts to which I needed to
pay attention and which ones I could safely ignore). He
discussed which companies were better and which not so good;
which ones had a history of increasing premiums and which
did not. Fortunately, we haven’t had to make use of the
policies yet. Although that is really the only time one
knows for sure whether one has made the proper choice, with
the Broker’s help my wife and I made what, to this day, I
still believe were the appropriate choices for us.
The Moral of the Story:
Group insurance is great for saving money; but what you are
giving up is that the Broker is putting less effort and
money into marketing the product on an individual basis. And
marketing includes explaining and assisting the client in
understanding and purchasing the correct product. So you
either are going to save money up front and, on complicated
and complex products, probably wind up with the wrong thing
that will cost you money later or you are going to pay more
up front and have a much higher probability of winding up
with the right thing.