Do your clients have “idle money” you don’t know about? Perhaps they have some emergency funds sitting in savings, money market or a CD, and it’s just not working as hard for your clients as it could. Do your clients have money that could be better used to help them plan ahead for the risk...

Everyone knows what cash can do.  Use this simple concept to demonstrate the value of purchasing a Long-Term Care policy that includes a built-in cash benefit. Take out a piece of paper and write on it vertically: A, B, C. A is for Assets When the need for Long-Term Care first arises, many people...

There is a growing movement among health care providers that underscores something we in the Long-Term Care industry have known for years: helping chronically ill people receive the care they need while remaining in their homes is not only what people prefer, but can also be more cost effective than...

Most people envision themselves living a long life, investing and planning throughout their working years to create a financially secure future where they can enjoy spending time doing their favorite things. As part of your client’s financial planning process, it’s important to understand the potential...

The “younger” segment of the LTC Insurance market (people age 45-55) represents a great opportunity to expand your business. But to be successful, it’s critical to understand their unique needs and concerns around buying coverage. Doing so can help you to anticipate and overcome objections, present...

Originally, the primary reason LTC Insurance was created was because it would help cover the high costs of a nursing home.  But over the years, the policies have changed dramatically. Now LTC Insurance is a comprehensive product that helps cover the cost of a variety services. Consider the real-life...

If you have older clients sitting on nonqualified assets — especially clients who may have difficulty qualifying for traditional long-term care insurance — there’s a smart strategy to help them get the protection they need, without incurring tax penalties or risking legacy planning. For clients...

When meeting with clients to discuss the benefit that a Long-Term Care (LTC) Insurance policy has on their overall financial plan, tax deductions might not be the first thing you emphasize, but should be one of your top five discussion points. Taking the time to explain the tax advantages may provide...

How many times have you heard clients' concerns about the cost of Long-Term Care Insurance?  It is the single most common objection, but this objection can be overcome by understanding the underlying issues at work here. If your clients are like most, they do not think they will ever need LTCI, and they...

Your clients often think they will not be among the 75% of people who need Long-Term Care sometime in their life.  They put it off thinking they don’t need to purchase protection until it actually happens to them. Unfortunately, waiting to purchase coverage could mean they pay higher premiums or they...