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LTCI Watch: Activation

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Insignia Health has come up with a clever idea for the acute health care market.

Instead of having everyone operate using the convenient but clearly mistaken assumption that all people are about as likely to take care of themselves and their bills, or, conversely, using the popular but politically incorrect assumption that “those other people are a bunch of shiftless deadbeats,” Insignia Health has come up with a Patient Activation Measure (PAM) evaluation system.

The company sells a short survey to state health plan operators and other clients. The clients can use the survey to give plan enrollees a PAM score, or a score summarizing enrollees’ ability to manage their day-to-day lives.

Think about how useful a life management scoring system like that could be for folks involved with long-term care insurance sales and client retention.

The PAM score would, in a sense, be a measure of how well people who live in the community do at performing the activities of daily commercial living.

Today, you might assume that the people with the foresight and financial resources to make arrangements for their later years are the ones who drive well-maintained older car, or polish their shoes, or have carefully organized stamp collections.

You might miss the 40-year-old app designer who wears torn jeans and three nose rings but always pays her bills on time, maxes out her 401(k) plan account, and knows very well that the clock is ticking.

Maybe an LTCI carrier that licensed the rights to use the PAM test could also get the rights to create an animated version of Pam: The Advisor, who could give Progressive’s Flo a run for her money.

Maybe Pam: The Advisor could talk to Flo for a few minutes and know (through the magic of predictive modeling and database mining) that Flo has been spending so much chatting with Progressive insurance prospects that she has a stack of 20 overdue library books piled up in her bedroom and really ought to do something about them.

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