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Helping
You Sell More LTCI™
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April
2006
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Finally...A
Gift from Uncle Sam (Part 2)
Last
month’s sales tip on the new Deficit Reduction Act of 2005 (DRA)
generated a great deal of interest and many questions. It seems
that many lacked a general knowledge about the tactics “Medicaid
Planners” used to help shelter assets allowing those who
otherwise could afford to pay for their own long-term care needs
to qualify for governmental assistance under the Medicaid program.
One of the primary areas of interest concerned the use of
annuities. So this month I will talk about a couple of the ways
annuities were used in Medicaid Planning and how the DRA will help
close those loopholes.
This
discussion is not intended to be an exhaustive dialog of every
conceivable scenario, but merely a cursory examination for the
purpose of rounding out your knowledge and understanding.

The
Basics
In order to qualify for Medicaid assistance you must meet two
financial requirements; one, an assets requirement and the other,
an income requirement. If your assets or income exceed certain
amounts (which vary by state) then you cannot qualify for Medicaid
assistance. So the object of attempting to help someone qualify
(who could otherwise legitimately pay) is to 1) eliminate or
reduce assets and then 2) lower or reduce income enough to meet
the qualifying standards. An annuity is one of the instruments
frequently used to accomplish that goal.
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Using
Annuities to Shelter Assets (Old Methods)
Annuities were a great vehicle one could use to remove
money from the asset column. If an annuity were in a
permanent irrevocable payment mode, then that annuity
would be considered income instead of an asset. So if one
were single and had $100,000 in assets, he or she could
purchase an annuity and lock it into in an irrevocable
payment mode and, if no other assets were owned, the
$2,000 asset limit would then instantly be met ($2,000 is
the Medicaid qualifying limit in most states for single
applicants).
The
annuity had to meet a couple of requirements in order to
qualify:
1. The annuity had to be non-assignable, non-transferable
and irrevocable. This prevented an applicant from simply
transferring ownership to a family member after qualifying
for Medicaid assistance.
2. Under OBRA 93, the payment schedule could not exceed
the annuitant’s life expectancy using the latest Social
Security mortality tables as published by the Health Care
Financing Administration (HCFA). This was designed to
prevent the applicant from purchasing an annuity at age 90
with a Life/20 Year Certain payout. (Actuarially, it would
be nearly impossible for the applicant complete the payout
period by living to be 110 years old.)
Once
the applicant satisfied the asset qualification limits,
the next step would be to keep the applicant’s income as
low as possible. That could be accomplished in one of two
ways. The first consisted of locking the annuity into a
Period Certain payout mode which meets the qualifications
above.
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For
example, let’s consider an 80 year old male who
had safely transferred all but $50,000 of his
assets within the old 36 month look-back period.
With a HCFA life expectancy of 6.8 years, he could
buy an immediate annuity with a 5 year Period
Certain payout. The 5 year payout would fall
safely within the life expectancy requirements
(whereas a 10 year payout would not, because it
exceeds his life expectancy making it actuarially
unsound). The payments from the annuity would go
toward his care in support of Medicaid payments,
but if he died after a year or so his family would
receive the remainder of the payments.
In
addition, because the applicant now has no assets,
should the applicant’s income (from the annuity
and/or any additional sources) cause to the
applicant to exceed income qualification limits
(in an income limit state), many states will allow
the applicant’s income to be fed directly into
what is known as a Miller Trust. Funds from the
trust would then pay for the applicant’s nursing
home care. Medicaid would pay for what the trust
could not.
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As
such, the applicant has been able to transfer $50,000 of
personal assets that could have been used to pay for his
long-term care needs into an annuity. If the annuity
payments fall below income limits, the applicant qualifies
for full Medicaid assistance. If the annuity payments plus
other income take the applicant over state income
qualification limits, the applicant need only put together
a Miller Trust that allows him to funnel annuity payments
into the trust and use only the annuity payments for his
long-term care needs. The rest would be provided for by
Medicaid.
A
second way to satisfy the income qualification is to lock
the annuity into an interest only plus $10 payment mode
with an end-of-annuity balloon payment (this assumes, of
course, that any other income the applicant might have,
such as social security or pension payments, did not push
the applicant over the income requirement limits). The
object is to retain the asset in a non-countable form and
have it produce the lowest income possible.
The
process would work like this. In this example we will use
a female age 78 with $100,000 to shelter and a HFCA
mortality table life expectancy of 10.24 years. She could
purchase an annuity paying interest only plus $10 with 10
Year Period Certain with a balloon payment (balloon
payment meaning that the final lump sum payment would be
paid at the end of ten years). Because the annuity is in
irrevocable payment mode and the principal cannot be
touched, it would not be counted as an asset. However, the
minimal annuity payment would count toward the income
qualifying limits.
Even
better for the applicant, should the applicant die before
the 10 year payment period is completed, the family
receives the remaining Period Certain payments and
collects the balloon payment at the end of 10 years (which
is usually almost the entire amount of the original
annuity minus the small amount which has been paid out).
The
gamble with both of these examples is that the person
needing care will die after the payout periods expire. In
the first example the family would be left with nothing
and in the second the applicant would be forced to
re-qualify for Medicaid because she would receive a lump
sum payment which would fall back into the asset category
at the end of ten years.
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Enter
the DRA of 2005
Now under the DRA, any annuity which has a deferred or
balloon payment will be counted as an asset, regardless.
Or if it has gone into an irrevocable payment mode, the
annuity will be considered an asset transferred at less
than fair market value and will be subject to the
qualifying penalty period. Both of these essentially
eliminate the use of these annuity methods for the purpose
of Medicaid Planning.
Further,
a Medicaid Applicant must name the state as remainder
beneficiary on all annuities or second remainder
beneficiary behind a spouse, a disabled child or minor
child under 21. As remainder beneficiary, the state will
be guaranteed to receive first payout of any remaining
funds up to the amount the state spent providing care for
the applicant. The family is then entitled to any funds
which exceed that amount.
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The
DRA will not stop everyone intent on purposely negating his or her
responsibility to pay for his or her own long-term care needs.
There will always be those who feel the government owes them even
if they have the means and ability to pay. And there are those who
simply want to do whatever it takes to have someone, anyone, pay
for their long-term care needs without having to spend any of
their own money. However, what the DRA does show us is that the
government continues to take steps to close every loophole
possible to preserve Medicaid for the truly needy who need care
and cannot afford to pay.
Our
job is to help people understand the role long-term care insurance
plays to help protect a client’s hard-earned assets and ensure
that not only will he or she be able to pass an inheritance on to
children and grandchildren, but also be able to meet their
long-term care needs in a manner in which they are accustomed to
living.
I
point out once again; DRA is an incredible marketing opportunity.
It is the latest in a continuing message being sent by the
government that it cannot afford to meet the nation’s long-term
care needs. It is a message the government first began sending
years ago and there are still those who refuse to listen. It began
with the Tax Equity and Financial Responsibility Act of 1982
instituting a 24 month look-back period for asset transfers. Then
the Medicare Catastrophic Coverage act of 1988 extended the
look-back period to 30 months. The Omnibus Budget Reconciliation
Act of 1993 extended it once again to 36 months. Now here we are
in 2006 and the Deficit Reduction Act of 2005 extends the
look-back period again out to 5 years. This pattern clearly
exposes what the government already knows - it cannot afford to
pay for the nation’s long-term care needs and it will continue
to warn everyone who will listen by closing loophole after
loophole until there are none left. It’s our job to take forth
the message and help those who will listen and hear so they will
be ready should a long-term care need arise in their family.

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Good Selling!
Phillip W. Sullivan
President,
SellingLTC.com, LLC
Providing LTCI Sales and Marketing Solutions(tm)
©2006 SellingLTC.com, LLC
Any
reproduction without the express written permission of
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