1. Critical Illness playbook: Get the play-by-play on when to offer Classic Critical Illness and Critical LifeEvents®
Christin Kuretich
Director, Product & Innovation
Trustmark Voluntary Benefit Solutions
Shaun Urista
Regional Sales Manager, South Central & Gulf Coast
Trustmark Voluntary Benefit Solutions

2. critical illness plans
A suite of
critical illness plans
Two distinct critical illness policies that can meet your needs no matter what you value most.
Classic Critical Illness
Critical LifeEvents®

4. Focuses on what’s in the market today
Lump sum coverage paid on first diagnosis
Specified list of covered illnesses
Additional riders available to enhance the payment
Coverage can be offered on a Guaranteed Issue basis

5. Chosen at the Group Level
Covered Conditions
Chosen at the Group Level
Heart Attack
Stroke
Invasive cancer
ALS
Blindness
Paralysis
Renal Failure
Major Organ Transplant
Occupational HIV (optional)
Coronary Artery Bypass (25%)
In-Situ Cancer (25%)
Subsequent Condition
Pays 1x for each condition
Subsequent Condition with Recurrence (EXCLUDES cancer recurrence)
Pays 1x for each condition & unlimited for recurrent conditions separated by 12 mo.
Subsequent Condition with Recurrence (INCLUDES cancer recurrence)
Best Doctors
Health Screening Rider
Waiver of Premium for Disability
EZ Value - $1 for 5 years

7. Designed for a lifetime of benefits
Lump sum coverage is paid on diagnosis
Base coverage focuses on the 3 most experienced conditions: Cancer, Heart Attack, and Stroke (94% of Trustmark claims; 90% of industry claims)
Early detection and early identification are a big focus
There’s an annual replenishing benefit for life! No max, no reductions – simplifying both the claims process and user experience
Expanded provisions for healthy living with our Healthy Living Rider

8. Rich base coverage Highlights Benefits graded for:
Early identification – 10%
Early stage – 50%
Late stage – 100% (annual max)
Incorporated current and future medical practices into plan
No separation periods are required between diagnoses
No lifetime maximum on number of payouts
Maximum annual benefit replenishes every calendar year

9. Scenario A: $20,000 sample policy in year 1
January 1, 2016
March 1, 2016
June 1, 2016
January 1, 2017
September 1, 2016
Policy issued
Coronary artery disease
Initial diagnoses after assessment/recommended treatment
Coronary artery disease
Coronary artery obstruction
New year
Coronary artery disease
Heart attack
EVENT
$2,000
EARLY IDENTIFICATION
10%
$10,000
EARLY STAGE
50%
$20,000
LATE STAGE
100%
BENEFIT PAID
BENEFIT FUND
Total payout: $32,000

10. Additional features for even more protection
Specified Illness Rider – An expansive list of more covered conditions structured like the base (i.e., early identification & early stage)
10% benefit
50% benefit
100% benefit
Complications of diabetes with hospitalization for hyperglycemia, dehydration
Stem cell/bone marrow transplant
Central nervous condition Neurological impairment was not previously present and has persisted for 30 days or longer
Lupus
Sarcoid
Central nervous infection of the brain
Permanent blindness
Complications of diabetes with lower limb amputation
Irreversible loss of hearing Person must be 3 years of age or older at diagnosis, benefit not payable if device or surgery could restore hearing
Occupational HIV
Paralysis due to sickness
Renal failure
Organ failure (liver, lungs, pancreas, heart)

11. Additional features for even more protection
Additional Sickness Rider – Provides a benefit if the insured can’t perform 2 of 6 ADL’s for any medical reason
Healthy Living Benefit - Provides more options to meet needs
$50 routine test/$50 follow up
$50 routine test/$50 follow up PLUS $25 biometrics and $250 BRCA gene test
$75 routine test/$75 follow up PLUS $25 biometrics and $250 BRCA gene test
$100 routine test/$100 follow up PLUS $25 biometrics and $250 BRCA gene test
$250 benefit doubles if they test positive

13. Why Critical LifeEvents®?
HEY DOC! SIX WAYS CRITICAL LIFEEVENTS SUPPORTS THE WAY CONSUMERS EXPERIENCE CRITICAL ILLNESS TODAY
Dr. Howard Fixler & Dan Johnson
________________________
When: Monday, Jan. 30
Time: 1:15 to 1:45 p.m.
Location: Venetian 1-2
Better aligns with medical plan goals and objectives
Enhanced emphasis on prevention and early detection
Pays sooner and more frequently
Covers many early stage diagnoses not covered under traditional plans
No separation periods or maximum limitations

14. Most common plan designs
Rich base + Healthy Living
Base coverage only (cancer, heart attack & stroke)
Healthy Living Rider option no. 1
$50 routine test/$50 follow up
Rich base + Healthy Living + Added Conditions
Base coverage only (cancer, heart attack, stroke)
Healthy Living Rider option no. 2
$50 routine test/$50 follow up PLUS $25 biometrics and $250 BRCA gene test
Specified Illness Rider for expanded list of conditions (13 additional)

15. Takeover business in the CI market
CI is a growing product; in 2012 when CLE was created, takeovers accounted for around 20% of every case
Today, more than 50% of the cases we write are takeovers; that percentage is expected to continue to climb according to industry experts (Eastbridge, LIMRA)
One size does not fit all – this product stands out

16. Key takeaways We have two strong products
There’s a place for Classic Critical Illness in the market
We re-focused our marketing and training on:
The top 3 experienced conditions covered
Early identification and early stage
Replenishing annual benefit

17. Christin Kuretich Shaun Urista Director, Product & Innovation
Trustmark Voluntary Benefit Solutions
Shaun Urista
Regional Sales Manager, South Central & Gulf Coast
Trustmark Voluntary Benefit Solutions