Course Outline

1. Medicare: A Golden Opportunity

• Historical Perspective
• Parts A-D
• IRMAA
• Medicare Supplements
• Medicare Advantage Plans
• Referrals Out: Working with Medicare Supplement Professionals

2. IRMAA: Mitigating the Surtax – Presented by Nationally Recognized Authority Bruce Larsen

• Solutions to Mitigate the Surtax
  1. A review of whole life insurance
  2. Non-Qualified Annuities
• Referrals to tax professionals as a lead generation source

1.  
2. Funding Extended Care
   1. Medicare v. Medicaid
      1. Medical v. custodial care
3. Qualifying for Medicaid
   1. The Importance of Planning in Mitigating the Consequences of Extended Care
   2. Creating a plan
      1. Funding The Plan
         1. Self-funding may not be the answer
      2. Long-term care insurance
4. How the discussion of Extended Care leads to Referrals
   1. Children’s friends? Network
   2. Parent’s friends?
   3. Centers of Influence (Attorney’s, CPA’s, FA’s, Accountants)

4. Extended Care: Leading the Conversation

1. Historical perspective – Risk vs Consequences based
2. Changing the intent of the discussion
3. Handling Objections by Not Creating Them
   1. Overcoming the objection of “self-funding”

5. Extended Care Undermines an Advisor’s Business Model

1. Extended care requires a reallocation of cash flow
2. How Self-funding impacts the capital portfolio

6. An Overview of the LTCI Product Landscape

1. Understanding LTCi Options:
   1. Traditional
   2. “Linked” of “Asset” Using life chassis
   3. Chronic Illness Riders
   4. Field Underwriting

7. The Science of Underwriting: Conducted by Shawn Britt, a National Expert

1. Mortality vs Morbidity
2. Traditional
3. Linked or Asset Based
4. Chronic Illness Riders

8. Interactive Discussions

1. IRMAA: How to introduce the subject
2. Extended Care
   1. Male female marriage
   2. Same sex couples
   3. Second marriages
   4. Single / divorced client with children