How to Sell a Life Policy with an LTC Rider
A long-term care stay is one of the largest financial risks for anyone over age 65. Someone turning age 65 today has nearly a 70% chance of needing some type of long-term care in their remaining…
[Case Study] The Real-Life Impact of a Long-Term Care Sale
Sometimes, we all get caught up. Caught up in product knowledge, rates, brochures, declinable drugs, and everything else… to the point where we don’t see insurance for what it really is. Insurance…
How to Do a Life Insurance Policy Review (A Shortcut and Real-Life Examples Included)
A great way to add value and attract new clients is to offer a no-cost life insurance policy review.
What to Sell to Clients That Can’t (or Don’t Want to) Pay for Long-Term Care
According to the National Nursing Home Study conducted by the Centers for Disease Control (CDC) in 2004 (the most recent study) nearly 44% of all nursing home stays are for less than 1 year.
How to Fill the Long-Term Care Need Even If You Aren’t LTC Certified
If you aren’t selling long-term care, you know you’re missing out on business.
3 Little-Known Ways to Make Your Long-Term Care Pitch a Slam Dunk
We all know what time of year it is…
Case of the Week: Life w/LTC
Congratulations to John Baumgart for the Case of the Week!
Long-Term Care Insurance: Facts and Common Myths
When you work with clients on financial planning, one gap you will find in Medicare policies is the lack of long-term care (LTC) coverage. This can create problems; as your clients age, their…
Five questions you should ask your clients before someone else does
Does this sound like you? You’ve been helping your clients with their health insurance and prescription drug plans, for years. You’re comfortable in that world, and you know the plans inside and out.…
Why more and more agents are offering Life with LTC
There's a serious need for long term care insurance, but as you may be aware, the LTCi market sort of collapsed a few years ago. This was due to products being priced incorrectly due to incorrect…
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…
A question that agents (and clients) often avoid
How do you plan to pay for the care you may need someday? Don’t avoid showing your clients possible solutions to a concern that isn’t going away. Below is an overview of addressing the solution when…
Coming full circle with LTC insurance
I began my insurance career in 1981, selling Nursing Home Insurance. It was not called “Long Term Care” as we call it today, but I felt that anyone over the age of 65 needed it to protect themselves…
Case of the Week: Savings but no Long Term Care
We recently helped an agent with his client, a 65 year-old female with mild asthma (she takes Prednisone and Dexilant) and acid reflux. She's a former smoker, and has $50,000 in savings. She does NOT…
Case of the Week: Comparing Long Term Care Options
Recently, I presented a couple in their 50’s with possible solutions to future long term care concerns. I shared with them traditional long term care insurance and the “hybrid” Life with LTC rider…
