Onboarding proposal for First Command
Nationwide CareMatters® Annuity
We'd like to add this long-term care annuity to your shelf. Nationwide is already an approved carrier with your firm, so this is a product addition, not a carrier onboarding. Each team sees it differently, and each team has its own section below.
Product overview
What we're asking
We're asking each of your four teams to sign off on onboarding the Nationwide CareMatters® Annuity by November 13, 2026. That keeps advisor training in December and the pilot launching January 1. Each team has its own section below with what to evaluate, a short walkthrough, and the questions we'd like your input on. You don't need to read the whole page, only your team's.
This isn't a carrier onboarding
Nationwide has been an approved carrier at First Command for over two years. Commissions, streaming, and policy feeds are already in place and working, so this is a product addition. What’s new is limited to three things: product setup on your existing Nationwide appointment, a new entry in the commission schedule, and product-specific training for the advisors who will sell it. No new carrier contract, no new data feeds, no new licensing file.
The product in brief
- What it is
- A deferred fixed annuity with a linked long-term care benefit: the contract builds value, and once a care claim is approved, benefits are paid as a monthly cash indemnity with no bills or receipts to submit, and informal caregivers including family members are allowed.
- Who it's for
- Clients in or near retirement with a long-term care planning need and assets suited to a single premium — often savings, or a 1035 exchange from an existing life insurance or nonqualified annuity policy. Nationwide’s suitability guidelines call for the annuity to stay under 75% of net worth and leave 3 to 6 months of liquid expenses. Applicants age 70 and over complete a cognitive screening; there is no health interview, attending physician statement, or paramedical exam.
- How clients buy it
- Funded with a single premium: a lump sum, a 1035 exchange from an existing life insurance or nonqualified annuity policy, or a combination. Nationwide’s illustration tool defaults to a $100,000 single premium; confirm minimums with Nationwide.
- Where it's available
- Per Nationwide’s illustration tool, available in 45 states plus Washington, D.C. Not currently listed: California, Indiana, Montana, New Jersey, and New York.
- What's different
- Three things stand out:
- Benefits are paid as cash indemnity with no bills or receipts to submit, and informal caregivers including family members are allowed.
- Underwriting is simplified, with no health interview or exam.
- It can be funded with a 1035 exchange from policies clients already own.
The business case
Why this product, and why now?
CompEdge Financial handles long-term care health pre-screen requests for First Command advisors as an ongoing part of our service — roughly 150 every week. The figures below cover January 2025 through August 2026, and the volume shows how often your advisors reach for this kind of solution, and how many clients are left without one when traditional underwriting says no.
That is 576 clients over twenty months who wanted coverage and could not get it through traditional underwriting. The Nationwide CareMatters® Annuity is an alternative for most of these declined clients: it has no health interview, no attending physician statement, and no paramedical exam, so the health issues that block traditional coverage often do not block this one. Each declined client is also a planning conversation your advisors have already started, with a client who has already said yes to being protected.
The detail behind those numbers makes the case sharper. Of the 277 who applied and were declined or postponed, 111 were declined on the CareMatters hybrid products already on your shelf and 164 on Asset Care, with 241 declined outright and 36 postponed. These were spread across 181 different advisors in 56 districts, at a steady pace of roughly 14 to 25 cases a month with no sign of slowing. In other words: this is not a handful of edge cases, it is a recurring, firm-wide pattern, and it includes clients your advisors already tried to place on the existing CareMatters products.
These figures also understate the pool. CompEdge has visibility only into the Nationwide LTC and OneAmerica AssetCare activity we handle for your advisors - we do not represent the Lincoln MoneyGuard product within First Command, so clients declined on MoneyGuard do not appear in these numbers. They would be equally strong candidates for the CareMatters Annuity, which means the counts above are a floor, not a ceiling.
And the product is not confined to prior declines. Not every declined client will have the assets for a single premium payment, so our stretch conversion rate on the decline pool is assumed at only 65%. But because CareMatters is a Pension Protection Act policy, many non-qualified deferred annuities can be moved into it tax-free via 1035 exchange — which means the total opportunity is much larger than the former-decline pool alone.
The revenue (GDC) opportunity therefore is two-fold. A deeper analysis was provided to Tim Ryder, SVP, Product Management, and is available from him directly: there is an estimated $3,000,000 available immediately by reopening the previously declined cases. On a forward-looking basis we can expect approximately $2,000,000 annually from declines and another $2,000,000 annually from new sales on healthy prospects, for $4,000,000 annually in total.
Start with the question that matters most to your team.
Product management
Where does it fit on our shelf, and for which clients?
What to evaluate
- Features and benefitsA single-premium fixed annuity with a long-term care benefit. Funding by single premium or 1035 exchange; optional 5% compound inflation protection; optional non-forfeiture benefit; joint spousal coverage available. Care benefits are triggered by the inability to perform activities of daily living or severe cognitive impairment, and pay a monthly care benefit on top of the annuity value. If care is never needed, the remaining value passes to beneficiaries. No health interview, no attending physician statement, no paramedical exam. Approved in 45 states and DC (form NFI-1595AO.1).
- Client fitClients age 40 to 80 with assets to fund a single premium who want long-term care protection but cannot pass traditional underwriting — the 576 clients declined or postponed since January 2025 are the direct fit. It also serves clients who qualify for traditional coverage but prefer an asset-based approach with no health questions, and clients funding through a 1035 exchange from an existing annuity.
- Competitive positionThis is a true long-term care policy created on an annuity chassis. Unlike other LTC annuity options available at First Command (such as OneAmerica's Indexed Annuity Care), this product can provide 2 to 3 times leverage on every premium dollar and can extend benefits out as far as 9 years. The existing shelf — CareMatters II, CareMatters Together, and Asset Care — is fully underwritten. This product is the annuity-based alternative with no health underwriting, so it complements rather than competes: it captures the clients the current products decline. 111 of the 277 application declines since January 2025 were on the CareMatters hybrid products already on your shelf.
- ToolsQuotes and illustrations run through Nationwide’s mobile illustration tool, with inputs for single premium amount, optional 5% compound inflation, non-forfeiture, 1035 exchange funding, joint spousal coverage, and the age at which LTC benefits are illustrated. Completed illustrations can be submitted directly to Nationwide’s eApp for electronic order entry.
Questions we'd like your input on
- Which client segments would you position this for first?
- What should it be compared against on your shelf?
- What information do you need to add it to your product catalog?
Product overview: This is a true long-term care policy created on an annuity chassis. Unlike other LTC annuity options available at First Command (such as OneAmerica's Indexed Annuity Care), this product can provide 2 to 3 times leverage on every premium dollar and can extend benefits out as far as 9 years.
Field leadership
Can our advisors explain it and sell it with confidence?
What we’ll deliver
- PilotWe test with the first 50 declines — about eight weeks of pre-screens. Advisors present CareMatters as their clients are declined, and we use that window to test the app process, commission feeds, and supervision workflow before scaling.
- TrainingA 90-minute live session per pilot group, delivered virtually and recorded, during the December 1 to 18, 2026 training window:
- 30 minutes on the product and benefit triggers
- 30 minutes on the client conversation and declined-case scenarios
- 30 minutes on the illustration tool and eApp workflow
- The client conversationThree talking points carry the conversation:
- The client’s money stays theirs — the remaining value passes to beneficiaries if care is never needed.
- There are no health questions — the reason most of these clients were declined disappears.
- It can be funded with money already in an annuity through a 1035 exchange.
- Sales supportAll support is provided by CompEdge Financial at 800-431-4245 — case design help, pre-sale review, and product and illustration questions — the same team that runs your LTC pre-screens today. Completed illustrations submit directly to eApp.
Questions we'd like your input on
- Which advisors or offices should start first?
- What do advisors most often ask about long-term care planning?
- What training format works best for your field?
Supervision
What do we need to review and approve?
What to know
- Regulatory statusThis is not a security. It is a fixed annuity with a long-term care benefit, so normal state insurance regulations apply — state approvals, advertising, and suitability — rather than securities regulation.
- State approvalsApproved in 45 states plus Washington, D.C., with only 5 states still awaiting approval (California, Indiana, Montana, New Jersey, and New York). The current state-by-state list is in the product section above and on Nationwide's consumer page, which always reflects the latest status.
- Licensing and trainingBecause this is a true long-term care policy, state-specific LTC training is required, and certain states require a separate LTC license in addition to the life and annuity license. First Command's licensing department has the skill set to handle these requirements.
- Sales practicesThe product also helps satisfy Reg BI concerns: it gives advisors a widely available alternative to offer clients who have been declined, so the recommendation to a declined client is backed by a real, accessible option rather than a dead end.
- Marketing materialsAll client communication pieces are already linked in the Nationwide's own materials section below — please refer to those links for the current versions.
Questions we'd like your input on
- What review process do you need to follow, and how long does it usually take?
- Which materials do you want to see before anything reaches advisors?
- Are there monitoring or reporting expectations we should build in?
Documents: Specimen contract and riders (NWLA-680, NWLA-682, NWLA-685) are linked in the Nationwide's own materials section; state-by-state availability is in the product section above; client communication pieces are also linked below.
Finance
What does this mean for our economics?
What to evaluate
- Compensation and payment timingCompensation details are not published on this page. The compensation schedule has been forwarded to Tim Ryder, SVP, Product Management, who can share rates, trail, and payment timing with the appropriate members of your team.
- Revenue outlookAn estimate has been prepared for your team covering two views: foregone revenue for January 2025 through August 2026, and the ongoing weekly opportunity at current decline rates, each at low, mid, and stretch placement scenarios. Available through Tim Ryder, SVP, Product Management.
- Cost to onboardNone. The product is already loaded on First Command's commission schedule by Nationwide, and the commission and policy feeds are already in place. The only action required is approving the product for sale by your advisors.
- ReportingCommission reporting is included in the DTCC feeds First Command already consumes — no new reporting setup is required.
Questions we'd like your input on
- What sales volume would make this worthwhile for the firm?
- What approvals does finance need before contracting?
- Are there compensation or reporting requirements we should plan for?
Documents: Compensation summary and revenue illustration, held by Tim Ryder, SVP, Product Management, and available on request
Nationwide's own materials
These open on Nationwide's sites, so you always see the current versions.
- Consumer product pageWhat clients see, with state-by-state availability.
- Client guide (FAM-1757AO)The client brochure.
- Product page for financial professionalsIncludes links to a state-by-state long-term care cost comparison and client videos.
- CareMatters suite brochure (FLM-1483AO)Overview of the full CareMatters family of solutions.
- Launch announcementNationwide's October 2025 press release.
- Permission confirmed. Nationwide has granted permission for use of all client brochures and financial professional-only pieces for this project.
- Specimen contract (NWLA-680)The Nationwide CareMatters® Annuity contract, issued by Nationwide Life and Annuity Insurance Company.
- Long-Term Care Benefits with Inflation Protection Rider (NWLA-682)The optional 5% compound inflation protection rider.
- Long-Term Care Nonforfeiture Benefit Rider (NWLA-685)The optional nonforfeiture rider.
Specimen contract and riders
Reference copies for your review. These are specimens, not the issued contract.
What happens next
Six steps from this page to launch. Dates are targets we can adjust with you.
- Review this pageEach team looks at its section and sends questions. By October 9, 2026.
- Team Q&AA 30-minute call for each group, scheduled around your calendars. Initial calls before October 15, 2026.
- Internal approvalsEach department leader resolves their questions or concerns with Burt Snover by October 31, 2026; team sign-offs complete by November 13, 2026.
- Product setupNationwide is already contracted and connected, so this step is limited to adding the product: product setup on the existing appointment, the commission schedule entry, and enabling CareMatters in the illustration and eApp workflow. No new feeds or integrations. Complete by November 30, 2026.
- Advisor trainingTraining for the pilot advisors, ahead of the January 1 start. December 1 to 18, 2026.
- Pilot, then full-field launchThe pilot works the first 50 declines as they occur — advisors present as clients are declined. January 1 to February 28, 2027. Full-field launch on March 1, 2027.
Common questions
Does this mean onboarding a new carrier?
No. Nationwide has been an approved carrier for over two years, and commissions, streaming, and policy feeds are already working. The only new items are product setup on the existing appointment, a commission schedule entry, and advisor training.
Is this a securities product?
CareMatters is a fixed annuity with a long-term care benefit, not a registered product, so it is expected to fall under state insurance rules on approvals, advertising, and suitability rather than securities regulation. Pending: confirm this classification and the approval process with your compliance team before launch.
How does the long-term care benefit work?
Once a care claim is approved, the contract pays a monthly cash benefit the client can spend as needed — no bills or receipts to submit, and a family member acting as caregiver qualifies. For example, a client who funded the contract with a $100,000 single premium receives a defined monthly benefit for a defined period, based on age, premium, and the options chosen at issue (such as the 5% compound inflation rider). Exact amounts come from a personalized illustration.
What does an advisor need in order to sell it?
An active life and annuity insurance license in the client’s state, the Nationwide appointment already on file, and completion of Nationwide’s CareMatters product-specific training before submitting applications.
How are advisors and the firm compensated?
Compensation is paid through the existing Nationwide commission feed already in place. The detailed compensation schedule is not published on this page; it has been forwarded to Tim Ryder, SVP, Product Management, and is available from him directly.
Can we start with a pilot?
Yes — the plan is a pilot built on the first 50 declines (about eight weeks of pre-screens), where advisors present CareMatters as their clients are declined. That window tests the app process, commission feeds, and supervision workflow. The pilot runs January 1 to February 28, 2027, with full-field launch on March 1, 2027.
What do IT and operations need to do?
Only three items: product setup on the existing appointment, a new commission schedule code, and enabling CareMatters in the illustration and eApp workflow your advisors already use. No new carrier feeds or integrations.
Decision and sign-off
Approval means each team signs off on its part.
One date drives the chain: sign-off by November 13, 2026 keeps product setup inside November, advisor training in December, and the pilot on January 1.
| Team | Signs off on | Target date |
|---|---|---|
| Finance | Compensation and financial terms | November 13, 2026 |
| Product management | Shelf placement and positioning | November 13, 2026 |
| Supervision | Review process and approved materials | November 13, 2026 |
| Field leadership | Training plan and pilot group | November 13, 2026 |
Questions or comments
Send them to Burt A. Snover, CLU, ChFC, President, CompEdge Financial or ask to schedule a Q&A call for your team.
Confidentiality and permitted use
This presentation is confidential and proprietary to CompEdge Financial. It has been prepared solely for the designated recipients at First Command, and solely for the purpose of evaluating the product proposal described herein. Its contents — including the analysis, figures, comparisons, structure, organization, sequencing, and presentation design — are the proprietary work product of CompEdge Financial and are protected by copyright and trade secret law to the fullest extent available.
By accessing this page, each recipient agrees that this presentation and its contents may not be copied, reproduced, republished, distributed, forwarded, or disclosed to any third party, in whole or in part, and may not be used to create derivative works or to replicate or emulate its structure, organization, analysis, or presentation, for any purpose, without the prior written consent of Burt A. Snover, CLU, ChFC, President, CompEdge Financial. Sharing the link to this page does not convey any license to duplicate, redistribute, or emulate this presentation. If you have received this link in error, please notify CompEdge Financial at 972.897.4994 and disregard its contents.
Nothing in this presentation constitutes an insurance contract, a guarantee of coverage, or an offer to sell insurance. Product terms, benefits, and availability are governed exclusively by the issued contract and the issuing insurer; Nationwide and Nationwide CareMatters are service marks of Nationwide Mutual Insurance Company.