2015 DI and LTC Insurers' Forum

What is Critical Illness Insurance (CII) and how has it gained a solid foothold in the United States? This product has presented growth opportunities to many companies, and has achieved average annual premium increases of nearly 25 percent in the last three years. Come listen to veterans in the CII industry discuss: 

• Product design and market trends 
• Claim costs and pricing issues 
• Outlook for the U.S. CII market 

This special session will be presented by leaders of NACII (National Association of Critical Illness Insurance), co-sponsor of the Critical Illness Insurance Forum that precedes the DI & LTC Insurers’ Forum.

Osprey Ballroom

Brian P. Klapper

President and Founding Partner, The Klapper Institute

In an economy where companies should be most concerned with disruptive upstarts and non-traditional competitors, the leisurely pace of continuous improvement is a luxury of a bygone era. Dramatic change is essential to simply maintain the status quo. Learn how to unleash the creativity and innovation that lies dormant in your organization to drive breakthrough performance improvement.

Swan 7-10

What if big box retailers, chain drug stores, health insurers or online giants entered the DI marketplace? Roll up your sleeves and join us for an interactive session where teams collaborate to build market and distribute potential DI products. Walk away with new ideas on who your competition may be tomorrow.

Swan 7-10

This session will discuss and review different types of policy abuse and fraud common in LTC claims, providing multiple sample case studies. With each case study, a variety of tools and techniques will be discussed which helped identify the abuse/fraud, with a focus on what could have been done earlier or better to more timely identify the concerns and/or to potentially prevent the negative impact on the insured or carrier.

Mockingbird 1

Rating agencies have historically not favorably viewed LTC in an insurers’ portfolio which is due in part to the historic losses and long term risk. This session will feature a rating agency view and perception of the long-term care insurance industry as they provide insight on their concerns going forward. Through this insight, attendees in this session may learn changes to the product and processes to potentially enhance ratings.

Osprey Ballroom

See a collective series of video responses to the following questions: Why do you sell? What do you like about the product? What is one of your biggest feel-good experiences from selling? What is your biggest pain point in selling? What is the one thing you would change in the product today? Participate in a discussion to see if any of the video responses were surprising and what we as an industry can do to engage producers to sell.

Mockingbird 2

During the sales and underwriting process and during the claim adjudication process, insurance companies rely on thorough and accurate information exchanges. Consumers sometimes answer questions in a light favorable to their situation and objectives or may forget to convey critical information. What happens when consumers knowingly go too far and misrepresent the truth or commit fraud? Listen to our experts and find out.

Osprey Ballroom

Marketing and Distribution focused topics, including consumer education, discussion of future markets, and how will we interact and sell to them. 

We listened to your feedback from last year’s conference and have increased the number of DI Speed Rounds to two. These small, intimate breakout groups allow you to have meaningful dialogue with your peers on the DI topics that are important to you, your company, and the future of the industry.

Mockingbird 2

The landscape continues to change for LTC rate management. This session will discuss some of the risks and challenges facing long-term care insurance carriers as well as strategies for successful rate filing and implementation.

Mockingbird 1

Life/LTC combo products continue to grow in popularity. Come learn about the evolution of combination products and the expanded designs available in today’s market. We will also discuss positioning and modern uses of LTC riders, chronic Illness riders and asset-based (linked benefit) products as well as try to bring clarity to some of the confusion that exists between these product designs.

Swan 7-10

While predictive analytics may be commonplace with several insurance products, it is not commonly used in DI. At least not yet. This session will include an overview of how predictive analytics is used in the insurance industry and explore how it might be used in DI. As we peer through the looking glass, are there legal, ethical or other concerns preventing us from following the numbers?

Swan 7-10

Join this session to learn the words that resonate with consumers to increase DI sales. Hear the results from consumer focus groups on words that kill the DI sale and new phrases that encourage customers to buy. You will be surprised by the findings and will be required to rethink how you and your company go to market.

Mockingbird 2

Take the mystery out of selling long-term care insurance at the worksite and join the experts in a discussion on how to successfully sell at the worksite. We will be reviewing actual cases and the key takeaways so that you can learn from what we did right and avoid what we did wrong. On top of the valuable lessons learned, we will show you what a good communication and marketing strategy looks like to get employers and employees engaged and actually apply for long-term care insurance.

Mockingbird 1

Retirement planning is largely about preparing for any contingencies. With Boomers living longer, financial advisors need to rethink how they approach retirement planning by helping clients navigate to and through retirement while defending retirement against the high cost of health care.

Osprey Ballroom

Paul E. Fromm

Vice President, Individual Disability Insurance, Principal Financial Group

Lawrence S. Hazzard

Vice President of Product and Marketing Strategy, Berkshire Life Insurance Company of America

The only thing we know about the future is that it will be different. Three DI leaders from different disciplines, in an open and interactive panel discussion, will share their views of the DI business today and over the horizon into the future. Do you have a question for the panel? Please send an e-mail to rgraff@metlife.com.

Osprey Ballroom

Aaron C. Ball

Senior Vice President and LTC Product Leader, New York Life Insurance Company

Steve Cox, FSA, MAAA

Vice President, Product Development – Individual, OneAmerica Financial Partners

Tim Kneeland, CLU, ChFC

President, Transamerica Long Term Care

Learn from the industry leaders who are currently shaping the LTCI and combo products industry. How are they facing today’s challenges and what tools are they using to ensure a successful future?

Swan 7-10

Is your recruiting and retention strategy just an illusion? As workforce demographics shift, technology changes the way we work, and as the complexity of our industry’s casework increases, we’re having to retool the way we recruit, retain, manage, and develop underwriting and claims employees. Join us to hear how your industry peers are attracting and retaining talent through targeted strategies, building employee engagement to drive and reward successful performance, and leveraging key employees in succession planning.

Mockingbird 2

We live in a world of ever increasing use of technology. Join these two industry experts as they discuss the benefits and challenges of using technology to improve risk analysis. This session will address many of the questions you have about how technology can improve your organization’s productivity while managing risk and enhancing underwriter development.

Mockingbird 1

What if big box retailers, chain drug stores, health insurers or online giants entered the LTC marketplace? Roll up your sleeves and join us for an interactive session where teams collaborate to build market and distribute potential LTC products. Walk away with new ideas on who your competition may be tomorrow.

Osprey Ballroom

What important morbidity trends can be identified from the most recent industry experience study? What might these experience changes mean for standalone LTC carrier pricing? What about combo product pricing? How does emerging LTC experience shape combo pricing assumptions? Come and listen to our experts discuss these topics and more at this predominantly actuarial session.

Swan 7-10

Steve Harvill

President, Creative Ventures

Companies don’t suffer from a lack of ideas; they suffer from a lack of knowing what to do to make an idea impactful. For over 25 years Creative Ventures has been in the business of creating and developing ideas. Hear Steve Harvill explain how to find success in The Idea Factory, a simple, efficient, and repeatable process for providing a systemic approach to the development of ideas. Find a genesis point for your ideas and a formula for their application.

Swan 7-10

Kimberly Tomaselli, CPA, FLMI, ALHC, ARA

Claims Manager, Living Benefits, Munich Re

How many ways can you put on your thinking cap? Join us to explore both theoretical and practical ways of engaging in critical thinking to enhance your day-to-day work. Participants will have the opportunity to immediately apply techniques that help expand your thought process. Warning: Be prepared to have fun and venture outside your comfort zone.

Swan 7-10

Claims and Underwriting focused, including the use of technology in these functions. 

We listened to your feedback from last year’s conference and have increased the number of DI Speed Rounds to two. These small, intimate breakout groups allow you to have meaningful dialogue with your peers on the DI topics that are important to you, your company, and the future of the industry.

Mockingbird 1

Litigation risk management is more than just effectively defending a lawsuit. It begins with risk identification and mitigation strategies. Attend this session and hear about hot topics in long-term care’s insurance litigation from industry expert attorneys. Round out your litigation management tool kit.

Mockingbird 2

Join us for an interactive session featuring thought-provoking case studies about what it means to “do the right thing.” Actuaries will earn 1.5 structured professionalism credits.

Swan 7-10