--- title: Asking a few questions leads to a pair of Life with LTC cases description: In this week's case study, we have an agent who recently starting using a client questionnaire. By asking questions beyond basic Medicare Supplement coverage, she was able to learn that her prospects, a husband and wife, have concerns about long-term care. image: https://cdn.prod.website-files.com/6978e65abed067e994e8d3ed/69e0edc39a6f2b446ec622d5_og-5-2-blog.webp --- [![](https://cdn.prod.website-files.com/6978e65abed067e994e8d3ed/697926babf20ddeb2d4ff972_64c7ba8d78ae605d730bbe060cf878ba_NewHorizons-White-Tag.svg)](https://www.newhorizonsmktg.com/) - [Home Home](https://www.newhorizonsmktg.com/) - Agents Agents [Why Us?](https://www.newhorizonsmktg.com/why-new-horizons)[Become an Agent](https://www.newhorizonsmktg.com/become-an-agent)[Sell Your Book](https://www.newhorizonsmktg.com/sell-your-book-of-business)[Support](https://www.newhorizonsmktg.com/support)[Technology & Tools](https://www.newhorizonsmktg.com/tools-technology) Agents Agents [Why Us?](https://www.newhorizonsmktg.com/why-new-horizons)[Become an Agent](https://www.newhorizonsmktg.com/become-an-agent)[Sell Your Book](https://www.newhorizonsmktg.com/sell-your-book-of-business)[Support](https://www.newhorizonsmktg.com/support)[Technology & Tools](https://www.newhorizonsmktg.com/tools-technology) - Products Products [Medicare Supplement](https://www.newhorizonsmktg.com/products/medicare-supplements)[Medicare Advantage](https://www.newhorizonsmktg.com/products/medicare-advantage)[Life Insurance](https://www.newhorizonsmktg.com/products/life-insurance)[Final Expense](https://www.newhorizonsmktg.com/products/final-expense-insurance)[Annuities](https://www.newhorizonsmktg.com/products/annuities)[Cancer / Critical Illness Insurance](https://www.newhorizonsmktg.com/products/cancer-insurance)[Dental, Vision, Hearing Insurance](https://www.newhorizonsmktg.com/products/dental-vision-hearing-insurance)[Short-Term Care Insurance](https://www.newhorizonsmktg.com/products/short-term-recovery-care)[Long-Term Care Insurance](https://www.newhorizonsmktg.com/products/long-term-care-insurance)[Hospital Indemnity Insurance](https://www.newhorizonsmktg.com/products/hospital-indemnity-insurance)[Accident Insurance](https://www.newhorizonsmktg.com/products/accident-insurance)[Prescription Drug Plans](https://www.newhorizonsmktg.com/products/prescription-drug-plans)[All Products By Carrier](https://www.newhorizonsmktg.com/carriers) Products Products [Medicare Supplement](https://www.newhorizonsmktg.com/products/medicare-supplements)[Medicare Advantage](https://www.newhorizonsmktg.com/products/medicare-advantage)[Life Insurance](https://www.newhorizonsmktg.com/products/life-insurance)[Final Expense](https://www.newhorizonsmktg.com/products/final-expense-insurance)[Annuities](https://www.newhorizonsmktg.com/products/annuities)[Cancer / Critical Illness Insurance](https://www.newhorizonsmktg.com/products/cancer-insurance)[Dental, Vision, Hearing Insurance](https://www.newhorizonsmktg.com/products/dental-vision-hearing-insurance)[Short-Term Care Insurance](https://www.newhorizonsmktg.com/products/short-term-recovery-care)[Long-Term Care Insurance](https://www.newhorizonsmktg.com/products/long-term-care-insurance)[Hospital Indemnity Insurance](https://www.newhorizonsmktg.com/products/hospital-indemnity-insurance)[Accident Insurance](https://www.newhorizonsmktg.com/products/accident-insurance)[Prescription Drug Plans](https://www.newhorizonsmktg.com/products/prescription-drug-plans)[All Products By Carrier](https://www.newhorizonsmktg.com/carriers) - Training Training [Webinar Calendar](https://www.newhorizonsmktg.com/training/webinars)[Medicare Supplement Training Hub](https://www.newhorizonsmktg.com/training/medicare-supplement)[Medicare Advantage Training Hub](https://www.newhorizonsmktg.com/training/medicare-advantage)[Life Insurance Training Hub](https://www.newhorizonsmktg.com/training/life-insurance)[Annuity Training Hub](https://www.newhorizonsmktg.com/training/annuities)[Short-Term Care Training Hub](https://www.newhorizonsmktg.com/training/short-term-care)[Additional Training & Tips Sheets](https://www.newhorizonsmktg.com/training/additional-training) Training Training [Webinar Calendar](https://www.newhorizonsmktg.com/training/webinars)[Medicare Supplement Training Hub](https://www.newhorizonsmktg.com/training/medicare-supplement)[Medicare Advantage Training Hub](https://www.newhorizonsmktg.com/training/medicare-advantage)[Life Insurance Training Hub](https://www.newhorizonsmktg.com/training/life-insurance)[Annuity Training Hub](https://www.newhorizonsmktg.com/training/annuities)[Short-Term Care Training Hub](https://www.newhorizonsmktg.com/training/short-term-care)[Additional Training & Tips Sheets](https://www.newhorizonsmktg.com/training/additional-training) - Resources Resources [Announcements](https://www.newhorizonsmktg.com/announcements)[Blog](https://blog.newhorizonsmktg.com)[Marketing Materials](https://www.newhorizonsmktg.com/marketing-materials)[Perpetuation Planning](https://www.newhorizonsmktg.com/perpetuation-planning)[Newsletter](https://www.newhorizonsmktg.com/newsletter) Resources Resources [Announcements](https://www.newhorizonsmktg.com/announcements)[Blog](https://blog.newhorizonsmktg.com)[Marketing Materials](https://www.newhorizonsmktg.com/marketing-materials)[Perpetuation Planning](https://www.newhorizonsmktg.com/perpetuation-planning)[Newsletter](https://www.newhorizonsmktg.com/newsletter) - About About [About New Horizons](https://www.newhorizonsmktg.com/about-us)[Meet the Team](https://www.newhorizonsmktg.com/team) About About [About New Horizons](https://www.newhorizonsmktg.com/about-us)[Meet the Team](https://www.newhorizonsmktg.com/team) - [Contact Contact](https://www.newhorizonsmktg.com/contact) [Sign In Sign In](https://www.newhorizonsmktg.com/login) Jason [Agent Dashboard](https://blog.newhorizonsmktg.com/dashboard)[Account Settings](https://blog.newhorizonsmktg.com/account-settings)Sign Out June 14, 2016 · [Kirk Sarff](https://blog.newhorizonsmktg.com/author/kirk-sarff) # Asking a few questions leads to a pair of Life with LTC cases In this week's case study, we have an agent who recently starting using a client questionnaire. By asking questions beyond basic Medicare Supplement coverage, she was able to learn that her prospects, a husband and wife, have concerns about long-term care. They currently have family in a nursing home. ![Life with LTC](https://www.newhorizonsmktg.com/images/NewsImages/2016-0614-ltc.jpg "St. Patrick's Day Party at Nursing Home | Pictures by Ann | https://www.flickr.com/photos/picturesbyann/") She also learned that they are able to budget $500 per month ($250 each) to pay for Long-Term Care insurance. Armed with that knowledge, she proposed Life Insurance with an LTC rider to address their concerns. The agent even shared a Life with LTC post from our website, *“[A question that agents (and clients) often avoid](http://www.newhorizonsmktg.com/news/a-question-that-agents-and-clients-often-avoid)”* with her clients. ## Case Details **Female, Age 67** Rating: Standard Plus (3rd best health rating) Death Benefit: $117,220 Monthly LTC Benefit: $4,689 **Male, Age 65** Rating: Standard Plus (3rd best health rating) Death Benefit: $103,139 Monthly LTC Benefit: $4,126 [Case Studies](https://blog.newhorizonsmktg.com/tag/case-studies), [Life Insurance](https://blog.newhorizonsmktg.com/tag/life-insurance), [Long Term Care](https://blog.newhorizonsmktg.com/tag/long-term-care) ## Comments ## Read On [![NH-Insurance-Producer-Spotlight-Michael-Sams-900k-Year](https://blog.newhorizonsmktg.com/hubfs/NH-Insurance-Producer-Spotlight-Michael-Sams-900k-Year.jpg)](https://blog.newhorizonsmktg.com/insurance-producer-spotlight-michael-sams-and-his-900-000-year) ### [Insurance Producer Spotlight: Michael Sams and His $900,000 Year](https://blog.newhorizonsmktg.com/insurance-producer-spotlight-michael-sams-and-his-900-000-year) Michael Sams has been in the insurance business for about 13 years now, and in 2017, he had a... [![The Art of Prospecting In Senior Market Insurance Sales](https://blog.newhorizonsmktg.com/hubfs/BlogImages/NH-The-Art-of-Prospecting-In-Senior-Market-Insurance-Sales.jpg)](https://blog.newhorizonsmktg.com/the-art-of-prospecting-in-senior-market-insurance-medicare-sales) ### [The Art of Prospecting In Senior Market Insurance Sales](https://blog.newhorizonsmktg.com/the-art-of-prospecting-in-senior-market-insurance-medicare-sales) One of the most frequent questions I have heard from agents over the past 41 years is: Do you have... [![NH-Can-You-Be-Contracted-With-Multiple-FMOs](https://blog.newhorizonsmktg.com/hubfs/BlogImages/NH-Can-You-Be-Contracted-With-Multiple-FMOs.jpg)](https://blog.newhorizonsmktg.com/can-you-be-contracted-with-multiple-fmos) ### [Can You Be Contracted With Multiple FMOs?](https://blog.newhorizonsmktg.com/can-you-be-contracted-with-multiple-fmos) If you're new to the senior market, or are considering making the switch from captive to... This website is for agent use only. Not for public use or distribution. ![](https://cdn.prod.website-files.com/6978e65abed067e994e8d3ed/697926babf20ddeb2d4ff972_64c7ba8d78ae605d730bbe060cf878ba_NewHorizons-White-Tag.svg) New Horizons Insurance Marketing 122 W. Prairie Ave. Suite 200 Decatur, IL 62523 Phone: [888-780-7676](tel:+1-888-780-7676) #### Navigation - [Home](https://www.newhorizonsmktg.com/) - [Agents](https://www.newhorizonsmktg.com/agents) - [Products](https://www.newhorizonsmktg.com/product-lines) - [Training](https://www.newhorizonsmktg.com/training) - [Resources](https://www.newhorizonsmktg.com/resources) - [Blog & Updates](https://blog.newhorizonsmktg.com/) - [About](https://www.newhorizonsmktg.com/about-us) - [Contact](https://www.newhorizonsmktg.com/contact) #### Social - - - - [Privacy](https://www.integrity.com/privacy-policy) - [Terms of Service](https://www.newhorizonsmktg.com/terms) - [Do Not Sell My Information](https://submit-irm.trustarc.com/services/validation/d14968e7-edec-4831-b5f2-c494567844f6) ```json { "@context" : "https://schema.org", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Kirk Sarff", "url" : "https://blog.newhorizonsmktg.com/author/kirk-sarff" }, "datePublished" : "2016-06-14T16:49:00.000Z", "headline" : "Asking a few questions leads to a pair of Life with LTC cases", "mainEntityOfPage" : { "@id" : "https://blog.newhorizonsmktg.com/asking-a-few-questions-leads-to-a-pair-of-life-with-ltc-cases", "@type" : "WebPage" }, "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "url" : "https://blog.newhorizonsmktg.com/hubfs/NHIM-Logo-transp.png" }, "name" : "New Horizons Insurance Marketing, Inc." } } ```