CALLING MAJOR PLAYERS

How can you write an article about long-term-care insurance without discussing the three major players: Northwestern Mutual Life, New York Life and Guardian? In "Future Shock," (April), you posted a table, "Strength in Numbers," and recognize Mass & Hancock, but didn't recognize the others? Northwestern Mutual and NY Life are the only two companies in the LTCI industry who maintain the highest financial strength ratings available. Instead, you list 11 companies, five of which imposed in-force rate increases, and a handful that were recently downgraded financially.

You quote Travis Lewis as saying, "If affordability is a concern, I might go from an AAA company to an A-rated company offering a lower premium. But I would talk it over with my client, explaining the risks as well as the cost savings." You're seriously going to sell a client a subpar product just to get a commission? The difference between an AAA and an A rating is as much as seven ratings for the S&P! Do what's right for the client. Don't sell a policy that won't be around when it's needed or will be too expensive to keep until it's needed.

Laurence, Phoenix, Ariz.