Leading Through Mentorship and Adaptation

By Jeff Levin, Vice President of Sales for Care Solutions at OneAmerica

Levin began his insurance career in the San Francisco Bay Area, drawn into the LTC sector unexpectedly but quickly discovering a passion for distribution and sales leadership. He credits several mentors, including Jim Cerf and Bob Eckhart, for teaching the critical importance of elevating one’s sales team and maintaining a client-first mentality. “If we can help you grow your business, then our business will grow. But it’s really a ‘we help you grow your business first’ mentality,” Levin emphasized, encapsulating a strategy that resonates with seasoned producers and newcomers alike.

For brokers managing teams or agencies, Levin’s approach stresses the necessity of understanding producers’ challenges at both the 30,000-foot view and “on the ground.” This philosophy ensures connection across all levels of distribution, driving both personal and organizational growth.

Hybrid Product Innovations Respond to Market Demands

The market for traditional LTC insurance has contracted sharply over the past decade, a response to mispriced policies, increased claim durations, and changing actuarial assumptions. Levin candidly acknowledges these headwinds, noting, “We’ve seen a pretty significant drop in the sale of traditional products and a significant increase in the sale of these hybrid offerings. With hybrid solutions, there’s inherent value in the product itself, whether you use it for long-term care or the survivor benefit.”

OneAmerica Financials' hybrid LTC product line, Care Solutions, is emblematic of the new era in LTC solutions. These hybrid offerings combine life insurance or annuity contracts with LTC benefits— providing policyholders with both financial leverage and coverage flexibility. Notably, Asset Care allows for both individual and joint coverage under a single policy and boasts unique features including a lifetime benefit period and flexible premium funding options (e.g., single, recurring, or qualified money via 1035 exchanges).

Levin notes that, “There are many quality long term care insurance providers in the industry. Whether you’re a newbie or a veteran, all these carriers have sales teams…which means you don’t have to be the expert.” His advice to brokers entering the field: Lean on carrier resources for case consultation and guidance, turning perceived knowledge gaps into growth opportunities.

Expanded Care and Enhanced Value in 2025

In October 2024, OneAmerica Financial rolled out significant enhancements to its Asset Care product line. These updates include new benefit features that support informal and independent caregiving as well as care received at home. Further improvements incorporate:

• Simplified benefit period options for easier policy design

• Expanded inflation protection to address rising LTC costs

• Enhanced direct support for informal caregivers

• Improved value and pricing flexibility for a wider spectrum of clients.

For clients ages 65-85, OneAmerica Financials' annuity-based Annuity Care product provides non-invasive, pass/fail underwriting— especially appealing to older clients with health complexities. Even less traditional risks are often considered, with underwriting available up to Table 8, making the option accessible for a variety of wealth and health profiles.

Regulatory Landscape: What California Professionals Need to Know

While California’s statewide public LTC program remains on hold, regulatory activity is ongoing. The Long Term Care Insurance Task Force continues to study the feasibility of a state-mandated plan, with the latest recommendations proposing payroll tax-funded benefits and possible private policy opt-outs. However, no final enactment or opt-out criteria have been decided, so brokers must stay alert for legislative updates as the state legislature deliberates next steps.

This uncertainty makes hybrid and private LTC product conversations timelier than ever, especially for California’s clients looking to avoid future tax exposure or coverage restrictions. Levin observes, “California looked at [a state LTC program]. They’ve decided not to move forward at this point. But they did some pretty robust studies a few years ago. So, I think we’re surrounded by it. And…enabling people to make informed decisions is what’s really important right now.”

Streamlining Underwriting and Delivering Service with Flexibility

OneAmerica Financial’s underwriting protocols are increasingly client-centered, as evidenced by the launch of its Flex Underwriting platform in October, 2025. This innovative process deploys automation to create three underwriting paths: straight-through, light-touch, and full. “AI in the form of database checks provide the ability to capture data that’s out there…and use it to make informed decisions, enabling us, the producer and the consumer to get coverage more quickly,” Levin explained.

Notably, as of October 2025, Flex Underwriting is pending approval in California, but similar innovations in other states have already cut approval times by up to 40 percent—freeing underwriters to focus on complex cases and reducing wait times for all applicants.

Lean on carrier resources for case consultation and guidance, turning perceived knowledge gaps into growth opportunities

Best Practices for California Brokers

• Tap into carrier resources and distribution support, especially when moving into the hybrid LTC space.

• Monitor state and federal LTC regulatory developments, particularly payroll tax legislation and exemption requirements.

• Position hybrid solutions as asset protection tools—addressing both LTC needs and legacy planning.

• Utilize client-friendly underwriting features such as pre-underwriting inquiry forms and flexible qualification pathways.

• Educate clients about the distinctions between chronic illness/ acceleration riders versus true LTC coverage to avoid misinformed purchases.

Next Steps and Resources

Levin encourages brokers to visit the OneAmerica Financial website for up-to-date resources, case design support, and to connect with regional directors for personalized guidance. “If you want to learn about long-term care space, if you want to learn about products, if you want to learn about getting appointed, all of those resources are readily available,” he offers.

Cal Broker appreciates Jeff Levin and One America Financial for the support they provide to insurance professionals. Please learn more using the links below.

Cal Broker works with carriers and General Agencies and when possible we suggest Cal Broker subscribers reach out to our partners. One such partner is Buddyins.com If you want access to one America LTC product options, if you need client product education support, or if you want to become the LTCi expert for clients, please reach out to your IMO, Buddyins.com, or use our link below.

https://partner.buddyins.com/calbrokerltcigroup

Jeff Levin is a seasoned business leader with extensive experience in sales and operations within the insurance and financial services sectors. Currently serving as the Vice President of Sales for Care Solutions at OneAmerica, he has a proven track record of driving growth and optimizing business processes. With a hands-on leadership style, Jeff is known for his ability to foster strong relationships and build collaborative teams. His diverse background includes significant roles at Genworth Financial and Colorado Bankers Life Insurance, where he led various sales initiatives and distribution strategies.

http://www.oneamerica.com/ 804-347-3481