Asking a few questions leads to a pair of Life with LTC cases

June 14, 2016

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

June 7, 2016

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

May 26, 2016

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

June 2, 2015

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

April 14, 2015

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…

Part D help leads to cross sale commission

December 8, 2014

An agent was recently helping his client (female, age 72) with her Prescription Drug Plan. While navigating the pages at, the client asked him "Do you know anything about nursing home…

3 Easy Ways to Cross Sell Med Supp Clients

November 7, 2014

With the Annual Enrollment Period in full swing, agents are working hard, and many of you sell more during this last quarter than you do the rest of the year combined. By sticking to Medicare…

Introducing the Interactive Field Underwriting Guide

July 15, 2014

Not all life insurance cases involve the age 65 female with NO health issues and NO meds. Your cases involve real people with real medical conditions. Use this tool to get a feel for how John…

The JH LTC Opportunity Series - Part 4: Why the reimbursement model matters

May 20, 2014

There seems to be a lot of confusion surrounding how reimbursement LTC riders differ from indemnity or chronic illness type riders, and rightfully so. The language is almost perfectly backwards.

The JH LTC Opportunity Series - Part 3: Counting the Cost

May 13, 2014

We have shared with you the statistics that support the need for long-term care planning, and you have now seen the Cost of Care Calculator. So how does John Hancock address the long-term care need…