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Disability Income Insurance Introducing MassMutual’s MaxElect SM For Guaranteed Standard Issue Offers For Producer Use Only. Not For Use with The Public.

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Presentation on theme: "Disability Income Insurance Introducing MassMutual’s MaxElect SM For Guaranteed Standard Issue Offers For Producer Use Only. Not For Use with The Public."— Presentation transcript:

1 Disability Income Insurance Introducing MassMutual’s MaxElect SM For Guaranteed Standard Issue Offers For Producer Use Only. Not For Use with The Public. C: 57864

2 Why MaxElect We have created an enhanced multi-life version of Radius® that aligns with 2 key components of our marketing strategy – Meeting the Unique and Changing Needs of our Customers Providing our producers the product they need for worksite marketing where we provide a Guarantee Standard Issue offer. For Producer Use Only. Not For Use with The Public.

3 What Products to Sell? MaxElect For all GSI Offers For all GSI Offers which include additional coverage where full underwriting is needed Radius 04 Series For all fully underwritten business (individual and multi-life) For Producer Use Only. Not For Use with The Public.

4 Meeting Unique and Changing Needs of our Customers Ability to select the appropriate benefit during the first offering and adjust benefits at renewal (customized solutions). Continued ability to add fully underwritten coverage on top of GSI benefits Updated provisions of the contract to align with work site marketing needs and administration.. For Producer Use Only. Not For Use with The Public.

5 Benefits for Producers Capitalize on renewal activities Opportunity to increase participation due to customized solutions Ability to offer greater cost incentives to employers (employer paid business using pre-ex) Ability to better align with Group LTD provisions Opportunity for greater alignment with FlexElect Multi-life (more eligible participants – more sales) For Producer Use Only. Not For Use with The Public.

6 Field Advisory Committee Disability Income worked with representatives from the following areas in the design and implementation of MaxElect. AAX Members GAX Members DI Specialists Brokerage Directors Master Producers Multi-Life Producers Regional Sales Consultants DISO Sales Managers For Producer Use Only. Not For Use with The Public.

7 For Producer Use Only. Not for Use with The Public. What’s Changed from Radius? Change Conditionally renewable to age 75 Expanding issue ages for Extended Partial, COLA and MBPE to age 64 Pre-Existing Condition Limitation (PECL) 12/12 in base, 6/12, 3/12 by endorsement Advantage Eliminate the conversion to 61+, 9200 CR/TCR and 9500 CR/TCR Extending issue ages for these riders aligns with worksite sales The variety of pre-existing condition limitations align with most common Group LTD plans and contributes to the profitability of voluntary worksite business.

8 *Dividends are not guaranteed. For Producer Use Only. Not For Use with The Public. What’s Changed from Radius? Change 7% Employer pay rate discount using PECL $300 minimum policy Dividend – change to premium payer Advantage Employer pay business has favorable morbidity and we can pass a cost savings on to employers Greater participation anticipated. If the employer is paying the premium, we want the employer to reap the benefits of our dividends*

9 For Producer Use Only. Not For Use with The Public What’s Changed from Radius? Change Exclusions and limitations (normal pregnancy covered) Right to Apply – current policy series being sold Effective date of coverage Advantage Continuity with both our worksite products and Group LTD plans Will always use current policy series and current rates for fully underwritten business Streamlined definition to align with worksite marketing for GSI offers.

10 For Producer Use Only. Not For Use with The Public. What’s Changed from Radius? Change Definition of Sickness Time Limit on Certain Defenses Advantage To align with pre-existing condition and to include normal pregnancy Changes made to align with the pre-existing condition limitation provisions.

11 MaxElect Pre-Existing Condition Limitation Pre-Existing Condition A condition for which: The Insured received medical treatment, consultation, care or services including diagnostic measures, or took prescribed drugs or medicines within 12 months prior to the Effective Date of Coverage or the Effective Date of a change in Coverage or reinstatement; or The Insured had symptoms that would have caused an ordinarily prudent person to consult a health care provider in the 12 months immediately prior to the Effective Date of Coverage or the Effective Date of a change in Coverage or reinstatement. For any additional benefit or change on a subsequent application, a disease, mental disorder or physical condition will no longer be considered a Pre-Existing Condition if it causes disability that begins after the change in policy coverage has been in force for a period of 12 consecutive months. For Producer Use Only. Not For Use with The Public.

12 MaxElect Pre-Existing Condition Limitation 12/12 Pre-Existing Condition (PECL) is included in the base policy. We have endorsements that allow a 6/12 and 3/12 PECL, and an endorsement that removes the PECL from the policy. Full flexibility in plan design, except in the following scenarios: Required for voluntary cases without underlying Group LTD To consider offers for favorable voluntary cases with less than 75 eligible employees (50+) An option to continue offer at renewal that might be discontinued For Producer Use Only. Not For Use with The Public.

13 MaxElect -PECL Advantages Flexibility to align with Group LTD PECL Renewal/Re-solicitation opportunities – ability to re-solicit employees using MaxElect who previously declined offer or did not take maximum benefit they were eligible for Cost containment option (voluntary rates would have had to increase between 15-20% to maintain our profitability) Improved morbidity results for voluntary multi-life business (claims during contestability period, protection against anti- selection) Note: Inclusion of Pre-Existing Condition Limitation has no bearing on our reducing or enhancing a GSI offer For Producer Use Only. Not For Use with The Public.

14 MaxElect Pre-Existing Condition Limitation It is important to note that if a claim is ineligible due to the pre-existing condition limitation – meaning that the date of disability began within 12 months of the Effective Date and the claim is denied – the insured will NOT start to collect a benefit on the 13 th month following the Effective Date. The Claim may be considered only if the date of disability begins AFTER the first 12 months following the Effective Date. For Producer Use Only. Not For Use with The Public.

15 MaxElect Pre-Existing Condition Limitation For GSI Coverage Only The Pre-Existing Condition will apply as defined. For GSI Coverage with Fully Underwritten Coverage If the fully underwritten coverage is issued standard, even if there is an admitted medical history and we decide to still issue standard, the pre-existing condition limitation will not apply to either the GSI or fully underwritten amount of insurance. If the fully underwritten coverage is rated substandard, ridered, declined, or there was an unadmitted medical history and we issued standard, the pre-existing condition limitation applies to the GSI amount of insurance. Let’s look at a few examples. For Producer Use Only. Not for Use with The Public.

16 For Producer Use Only. Not For Use with the Pubic. MAXELECT POLICY SIMPLIFIED COVERAGE ONLY Four possible claim scenarios for Pre-existing Conditions. Coverage is available on three of the four scenarios.

17 For Producer Use Only. Not For Use with the Public. MAXELECT CLAIM SITUATION 1 Last Treatment Date Disability Date For Carpel Tunnel Syn due to CTS 12 months Effective12 months priorDateafter Simplified Coverage Result:COVERED CLAIM MAXELECT CLAIM SITUATION 2 Last Treatment Date Disability Date For Carpel Tunnel Syn due to CTS 12 months Effective12 months prior Dateafter Simplified Coverage Result:COVERED CLAIM

18 For Producer Use Only. Not For Use with the Public. MAXELECT CLAIM SITUATION 3 Last Treatment Date Disability Date For Carpel Tunnel Syn due to CTS 12 months Effective12 months priorDateafter Simplified Coverage Result:COVERED CLAIM MAXELECT CLAIM SITUATION 4 Last Treatment Date Disability Date For Carpel Tunnel Syn due to CTS 12 months Effective12 months prior Dateafter Simplified Coverage Result:CLAIM NOT COVERED DUE TO PRE-EXISITING CONDITION LIMITATION

19 For Producer Use Only. Not For Use with the Public. Risk of Disability Pre-Existing Condition: Medical consultation and prescribed medication within 12 months prior to the Effective Date for Hypertension. Disability: Stroke (Cerebral Vascular Accident – CVA) within 12 months after Effective Date of coverage. Typical Result: Covered Disorder. While the Pre-Existing Condition places the individual at a higher risk for the disabling disorder, medical science has not documented a substantially direct causal relationship between the two conditions. MassMutual believes that every claim must be analyzed individually with due regard given to the particular facts, the provisions of the specific policy at issue, and state laws applicable to each situation.

20 For Producer Use Only. Not For Use With the Public. Disease Progression Pre-Existing Condition: Medical consultation and prescribed medication within 12 months prior to the Effective Date for Diabetes. Disability: Visual Disorder (Diabetic Retinopathy) within 12 months after Effective Date of coverage. Typical Result: Disorder Not Covered. Diabetes has well established long-term complications for which medical science has documented a substantially direct causal relationship between the two conditions. MassMutual believes that every claim must be analyzed individually with due regard given to the particular facts, the provisions of the specific policy at issue, and state laws applicable to each situation.

21 For Producer Use Only. Not For Use with The Public. PECL Scenarios – Combination of GSI & Fully Underwritten Coverage (assumption is that claim in on the pre-existing condition) ScenarioCoverageHistory (On long form application) Coverage IssuedClaim for disability that begins within first 12 months of Effective Date Claim for disability that begins after first 12 months of Effective Date 1.$5,000 GSI $2,000 Fully Underwritten N/A Admitted (pulled back muscle a long time ago) Standard Eligible Claim (PECL would not apply) Eligible Claim (PECL would not apply) Eligible Claim 2.$5,000 GSI $2,000 Fully Underwritten N/A Admitted (recent back injury within the pre-existing condition limitation period) Standard Exclusion Rider On Back Ineligible Claim (PECL would apply since we excluded the condition) Ineligible Claim (Exclusion Rider) Eligible Claim (PECL would not apply) Ineligible Claim (Exclusion Rider)

22 For Producer Use Only. Not For Use with The Public. PECL Scenarios – Combination of GSI & Fully Underwritten Coverage ScenarioCoverageHistory (On long form application) Coverage Issued Claim for disability that begins within first 12 months of Effective Date Claim for disability that begins after first 12 months of Effective Date 3.$5,000 GSI $2,000 Fully Underwritten N/A Admitted (abnormal lab, i.e. cholesterol) Standard Rated (Substandard) Ineligible Claim (PECL would apply) Eligible Claim (additional premium paid for condition) Eligible Claim (PECL would not apply) Eligible Claim (additional premium paid for condition) 4.$5,000 GSI $2,000 Fully Underwritten N/A Admitted (Heart By-Pass Surgery) Standard Decline Ineligible Claim (PECL would apply) N/A – No coverage issued Eligible Claim (PECL would not apply) N/A – No coverage issued

23 For Producer Use Only. Not For Use with The Public. PECL Scenarios – Combination of GSI & Fully Underwritten Coverage ScenarioCoverageHistory (On long form application) Coverage IssuedClaim for disability that begins within first 12 months of Effective Date Claim for disability that begins after first 12 months of Effective Date 5.$5,000 GSI $2,000 Fully Underwritten N/A Unadmitted Standard Ineligible Claim (PECL would apply) Ineligible Claim (Representations & Contestability would apply) Eligible Claim (PECL would not apply) Ineligible Claim (Representations & Contestability would apply for first 24 months, Fraud provision could apply after 24 months)

24 MaxElect-Exclusions Insured is imprisoned (this time does not count toward meeting waiting period). Caused by war while the insured is in the military forces of any country at war or in any civilian non-combatant unit serving with those forces. War includes declared or undeclared war or any act of war. Caused by any intentionally, self-inflicted injury. Sustained during the commission of a crime or engaged in an illegal occupation. Due to the suspension, revocation or surrender of the insured’s professional or occupational license or certification. For Producer Use Only. Not For Use With Clients.

25 MaxElect – Right to Apply Provision Fully underwritten increases any time during the year Same as FlexElect Multi-life If current policy series is sold in contract state, we will add to existing policy using current rates at time of Right to Apply application. If a new series policy is being sold, we will issue a new policy using current rates for that policy series. For Producer Use Only. Not For Use With Clients.

26 MaxElect – New Features Long Term Care Credit Endorsement Allows 2% of premium to be accumulated and applied to reduce first year premium on a MassMutual Long Term Care policy (full underwriting of LTC policy is required) Do not have to terminate DI policy to use Immediate family members can use the credits Have one year after policy expiration to use credits For Producer Use Only. Not For Use With Clients.

27 MaxElect – New Features Catastrophic Disability Benefit Rider* Covers: presumptive disability, severe cognitive impairment and the inability to perform 2 out of 6 Activities of Daily Living (bathing, continence, dressing, eating, toileting, transferring) Allows insured to cover up to 100% of their income at time of application, subject to a maximum monthly benefit of $8,000 * Available at an additional cost For Producer Use Only. Not For Use With Clients.

28 MaxElect Pricing PECL OptionMaxElect Reduction on Voluntary Business vs. Radius 04 Series MaxElect Employer Pay 7% Rate Discount vs. Radius 04 Series No PECLSame as Radius 04 Series (7% ER Paid Discount does not apply) 3/125%12% 6/128%14% 12/1212%18%

29 Producer Commissions MaxElect will be added to our current commission and bonus schedules. There is no difference between MaxElect and Radius. For Producer Use Only. Not For Use With Clients.

30 Competition Who Else Has Pre-Existing Condition Limitations? Standard (XB 140)* Berkshire Guardian (1200)* Principal (HH 750 NC)* *Policy information taken from policy filings in the state of MA as of For Producer Use Only. Not For Use With Clients.

31 For Producer Use Only. Not for Use with The Public. MaxElect Voluntary vs. Competition 25% Multi-life Discount (Rate information taken from rate filings in the state of TN and MA as of Includes Extended Partial) PECL Option UNUM Choice NWM RR-DI Standard Protector Berkshire Provider Plus Principal HH700 Met Life Omni Advantage 12/1219% lower14% lower9% lower36% lower15% lower 13% lower 3/1212% lower7% lower2% lower30% lower8% lower6% lower No PECL 7% lower2% lower3% higher27% lower4% lower1% lower

32 For Producer Use Only. Not For Use with The Public. MaxElect Employer Pay vs. Competition – 25% Multi-Life Discount (Rate Information taken from rate filings in the state of TN and MA as of Includes Extended Partial.) PECL Option UNUM Choice NWM RR-DI Standard Protector Berkshire Provider Plus Principal HH700 Met Life Omni Advantage 12/1224% lower20% lower16% lower40% lower21% lower 19% lower 3/1218% lower13% lower9% lower35% lower15% lower 12% lower No PECL 7% lower2% lower3% higher27% lower4% lower1% lower

33 MaxElect – Marketing & Sales Aides MaxElect Product at a Glance (DI1815) Product Portfolio (DI1900) Product ’04 Sales Sheet (DI1817) Employer Presentation Group Meeting Presentation Competitive Pieces (Fieldnet) Annotated Application (DI1871) Annotated Policy (DI1872) Multi-life Worksite Marketing Producer’s Guide (DI1806) For Producer Use Only. Not For Use with The Public.

34 MaxElect - Questions If you need assistance, please call: Your Regional Sales Consultant Your DISO Sales Office MassMutual DI Service Center at For Producer Use Only. Not For Use with The Public.

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