Helping You Sell More LTCI™
April 2006

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.

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.

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.

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.

 

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.

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

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