CA-OR LTC Rider Pivot: Recommissioning IMO IUL Books (2026)

Zero in-force UL policies qualify for Securian's new LTC rider in California or Oregon, the crux of the CA-OR combo rider pivot every IMO must plan for. Recommissioning an in-force IUL book there requires a full SecureCare UL replacement, since Securian excludes CA, MT, NY, and OR from the LTCA.

Can a new LTC rider be added to an existing in-force UL policy in California or Oregon?

No, Securian's Long-Term Care Agreement rider cannot attach to any in-force universal life policy, and it is not filed at all in California, Montana, New York, or Oregon. An IMO's downline must replace the existing UL contract with a new SecureCare UL policy to add LTC coverage in those four states.

This is not a filing delay that resolves itself next quarter. Per the industry bulletin "Now available! LTC Agreement for Securian UL policies," the LTCA is structured as a new-business rider only, and Securian's own "SecureCare UL: How it works, LTC Replacement" guide frames the CA and OR path explicitly as a replacement transaction, not an endorsement. For an IMO carrying a large legacy IUL block written in those two states, this means every in-force policy sits outside the reach of the new rider permanently, unless the client agrees to a new application.

How can an IMO add LTC benefits for downline clients with in-force UL in CA and OR?

An IMO adds LTC benefits to downline in-force UL clients in California and Oregon only through a full policy replacement onto Securian's SecureCare UL chassis, not a rider endorsement. This new-issue path applies specifically to the four states where the LTCA rider is unavailable: California, Montana, New York, and Oregon.

The practical difference between the rider path and the replacement path is the entire operational question for an IMO managing hundreds of downline contracts. The table below lays out the three routes to LTC coverage that a downline agent might be working with today.

LTC Access Path	Attaches to In-Force Policy?	States Where Unavailable	Elimination Period (days)
Securian LTCA rider	No	CA, MT, NY, OR	Not applicable, rider only
Securian SecureCare UL, new issue	Not applicable, new policy	Filed in CA and OR on a whole life chassis	Varies by SecureCare generation
Securian SecureCare IV, linked benefit	Not applicable, new issue	CA, NY	90

Because SecureCare UL in California runs on a non-participating whole life chassis rather than the universal life chassis used elsewhere, per Securian's CA-specific policy filing, downline agents cannot simply resell the same illustration they use in other states. An IMO's compliance and product team needs to standardize a CA-specific and OR-specific sales kit before pushing a recommissioning campaign to the field.

What is the operational workflow for recommissioning an in-force IUL portfolio into a hybrid life/LTC product?

The recommissioning workflow replaces the in-force IUL with a new SecureCare UL application, then transfers cash value via a 1035 exchange, ties the case to the same LTC elimination waiting period, and starts commission tracking as new business. SecureCare IV's LTC benefit becomes payable only after a 90-day elimination period once claims begin.

For an IMO running this across a downline rather than a single producer running it for one client, the workflow breaks into repeatable stages:

1. Segment the in-force book by state, isolating every CA and OR policyholder who holds an eligible UL contract.
2. Score each policy for replacement suitability, since not every in-force cash value or insured age supports a clean 1035 exchange into SecureCare UL.
3. Route qualifying cases to pre-appointed, LTC-trained downline agents rather than the general book of business.
4. Submit the new SecureCare UL application, execute the 1035 exchange, and track the case through underwriting to policy delivery.
5. Confirm the LTC elimination period and benefit terms are disclosed to the client before the exchange is finalized.

An IMO managing this at scale needs one system tracking every cohort's stage, not a spreadsheet per agency. Kadence is AI built to grow life insurance distribution, front to back office, and its shared pipeline view lets an IMO see exactly which downline agents have live SecureCare UL cases stalled at suitability versus underwriting, instead of chasing status updates agency by agency.

What compliance and licensing requirements must downline agents meet before selling SecureCare UL in California?

Downline agents must complete California's state-mandated LTC training and be pre-appointed with Securian in California before submitting any SecureCare UL application. California also requires the product to be issued on a non-participating whole life chassis rather than the universal life chassis used elsewhere, per Securian's CA-specific policy filing.

The California Department of Insurance publishes consumer-facing LTC guidance and has convened hearings on the current state of the LTC market, underscoring that state regulators treat LTC sales as a higher-scrutiny category than ordinary life sales. For an IMO, that means tracking CE completion dates, appointment status, and product-specific training per agent, across every state where SecureCare UL is offered, not just California. Doing that manually across a downline of any real size is where recommissioning campaigns stall: agents get flagged mid-campaign for an expired appointment or missing CE credit, and the case sits. A back-office layer with persistency and downline production visibility gives an IMO a single view of which agents are actually eligible to take the application before a lead is even routed to them.

Why do guaranteed premiums in hybrid LTC products strengthen an IMO's recruiting pitch?

Guaranteed premiums that never increase give an IMO a durable recruiting pitch: unlike standalone LTC policies, which can see premium increases over the life of the contract, Securian's SecureCare hybrid design locks the premium at issue. That certainty lets recruiters position the product as a stable revenue and retention tool across a downline's book.

Recruiting conversations with a producing agent almost always come down to what the upline can offer beyond the comp grid: a product story the agent can sell without fighting rate-increase objections is part of that pitch. An IMO that can hand a new contract a clean, guaranteed-premium hybrid product, plus a defined recommissioning campaign already segmented by state, is offering something more concrete than a street-level split. It is offering a book of stranded CA and OR clients that agent can convert into new business inside their first weeks under contract, which shortens time-to-first-sale and gives a new agent an activation win before they consider rolling to a competing upline.

How is a linked-benefit LTC premium taxed for policyholders?

Qualified long-term care premiums paid through a linked-benefit policy like SecureCare are treated as medical expenses under IRC Sections 7702B and 213, per Securian's tax guide for financial professionals. This tax treatment applies to the LTC premium component only, not to the underlying life insurance premium in the same contract.

This is operational guidance for how the product is positioned, not tax advice for a specific client, and downline agents should direct clients to their own tax advisor for individual limits. What an IMO can standardize is the messaging: done-for-you marketing materials that explain the 7702B and 213 treatment consistently across every downline agency prevent a patchwork of inconsistent, agent-written explanations going out to clients under the same hierarchy.

How does a portfolio replacement generate new override commissions compared to a rider addition?

A full policy replacement generates a new first-year commission and override on the SecureCare UL application, while a simple rider addition, where available, typically pays a smaller rider-load commission on top of the existing base policy. For an IMO, replacement business in CA and OR resets commission and override schedules at new-business levels.

That distinction changes how an IMO should model the CA-OR pivot financially:

• Replacement business books at new-business commission and contract-level splits, not at a reduced rider-load rate.
• Override revenue on replacement cases flows through the same downline hierarchy and comp grid as any other new SecureCare UL sale.
• Persistency on the replaced policy starts its clock over, which matters for vesting and any production requirement tied to first-year issue.
• A stranded CA or OR in-force block that could never generate rider revenue becomes a source of fresh, full-commission production once replaced.

Modeled across a downline of hundreds of in-force policies in just two states, the CA-OR pivot is not a compliance footnote, it is a discrete new-business opportunity that an IMO can build a dedicated recruiting and activation cohort around.

What LTC benefit features can downline agents market to in-force clients?

Downline agents can market SecureCare's cash indemnity LTC benefit, paid retroactively after a 90-day elimination period, alongside a benefit duration of up to 10 years under SecureCare III and full international care coverage at 100% of the monthly maximum benefit. These features differentiate the pitch from traditional standalone LTC policies.

According to Securian's SecureCare IV financial-professional page, the product is filed in more than 45 states, giving an IMO's downline a broad footprint to sell into even outside the CA-OR replacement conversation. Key features agents can lead with:

• A 90-day elimination period before cash indemnity benefits begin paying, per SecureCare IV's product design.
• Up to 10 years of maximum LTC benefit duration under SecureCare III, longer than many standalone LTC contract terms.
• International care benefits paid at 100% of the monthly maximum, a detail most standalone LTC policies do not match.
• A single guaranteed premium covering both the life insurance chassis and the LTC benefit, eliminating the separate-policy premium risk of a standalone LTC contract.

How does Securian's CA-OR restriction compare to other hybrid LTC carriers?

Securian excludes California, Montana, New York, and Oregon from its LTCA rider, while Nationwide's competing CareMatters Together hybrid, built on a universal life chassis, insures two people under one policy instead of one. Neither company's state-availability restrictions are identical, so an IMO must map carrier appointments state by state.

Feature	Securian SecureCare UL/IV	Nationwide CareMatters Together
Policy chassis	Universal life, whole life chassis in CA	Universal life
Insured structure	Single insured	Two insureds on one policy
International care benefit	100% of monthly maximum LTC benefit	Not specified in research
Elimination period (days)	90	Not specified in research

For an IMO building a multi-carrier LTC strategy across its downline, the joint-life structure Nationwide offers through CareMatters Together is a genuinely different sale, one policy covering two lives, and it is worth having in the toolkit for couples cases where a Securian single-life replacement is not the right fit. Neither carrier's LTC rider or linked-benefit product should be treated as interchangeable across states without checking the current filing state by state.

How should an IMO run a recommissioning campaign across its downline without losing agents to a competing upline?

An IMO runs a recommissioning campaign by segmenting its in-force IUL block into CA and OR cohorts, batch-training and pre-appointing downline agents, and tracking every case from suitability review through policy delivery inside one shared system. Centralizing that tracking prevents stalled cases and dropped commissions that fragmented, agent-by-agent outreach produces across a downline.

Agent churn during a campaign like this usually traces back to one failure point: a producing agent gets handed a list of stranded CA or OR clients, has no fast way to reach them before another agency in the hierarchy calls the same household, and loses the sale to internal competition instead of an outside carrier. Speed to lead decides most of these internal races: whichever agent reaches the stranded client first typically wins the case, regardless of who has the stronger pitch or the better product story. Voice AI that answers, texts, and books every inbound response within seconds, day or night, gives every agent in a recommissioning cohort the same speed advantage instead of leaving it to whoever happens to be at their desk. Pairing that with consent-aware outbound calling, honoring TCPA and National DNC suppression on every dial, keeps a large-scale CA and OR campaign compliant while it scales across hundreds of agents at once.

Ready to give your downline a faster path to recommissioning wins?

The fastest path is putting Voice AI and a shared CRM in front of every downline agent so recommissioning calls, replacement follow-ups, and suitability paperwork move through one pipeline instead of hundreds of disconnected agent workflows. IMOs that centralize this now convert stranded CA and OR blocks faster; book a demo to see the workflow.

An IMO that can hand every contracted agency the same front-office speed and the same back-office visibility into commission and production status turns a one-time CA-OR product change into a standing recruiting and retention advantage, not a one-quarter compliance project.

Sources

• Now available! LTC Agreement for Securian UL policies
• Why SecureCare UL (fin pro) (CA)
• SecureCare IV | Financial Professional
• SecureCare UL: tax guide (CA)
• SecureCare UL: How it works - LTC Replacement
• SecureCare III hybrid life/long-term care
• SecureCare UL: Which Asset worksheet (CA)
• Nationwide CareMatters Together Product Highlights