One challenge with presenting the need for long-term care is that it is viewed as a risk, not a certainty. It’s not that your clients don’t want the coverage, but convincing someone to allocate funds towards something they may never use can be a difficult objection to overcome. Good news – Asset...

How do you get people to sit up and take notice?  Talk taxes.  Tell them you have a way to help them reduce their state and federal tax bill. A Long-Term Care Insurance (LTCi) policy has the potential to help people lower the amount they pay in taxes. And at the same time, LTCi provides valuable...

Are you aware that 70% of people who reach age 65 will need Long-Term Care at some point during their lifetime? While nursing homes and assisted living are popular, there is no place like home - 80% of all LTC is provided in the home, either at the home of the person receiving care or at the home...

Highlighting the cost of care can be a powerful, yet non-threatening way to engage clients in a Long-Term Care (LTC) planning discussion.  It also can provide a convenient starting point for designing a policy that will meet your client’s needs and budget. Since the future estimated average cost...

More often than not, people don’t like to admit they need help with things they once did for themselves.  This often happens with those requiring Long-Term Care, once they need assistance they rely on their family to provide for them. What happens when the family care giver can no longer be of assistance? ...

Long-Term Care can be a tough subject. Often times, you have to do a little detective work to ensure your cases are processed through Underwriting quickly. Here are six things you can do to help uncover important information the underwriter needs to issue your case. Ask about specialty physicians Knowing...

While it’s a common belief that designing affordable Long-Term Care (LTC) coverage may prove difficult, if not impossible, there are ways to ensure manageable costs. An LTC insurance policy is only as expensive as you make it. Flexibility in plan design and product features enables this coverage...

When you meet with your clients to fill out a Long-Term Care application you are faced with asking tough questions.  At times, not all clients feel comfortable telling you which medications they are on or why, or how much they weigh. As an agent, it is your job to be thorough when completing the application...

As baby boomers enter their retirement years, many mistakenly assume government programs will meet their future Long-Term Care (LTC) needs.  But both Medicare and Medicaid have limitations and may undergo significant changes in the face of the growing federal deficit. Now is the time to start having...

“What’s your plan?” That's the question we encourage agents to ask their clients - because when there isn't one, the consequences can be heartbreaking. The New York Times article referenced below addresses the realities of what can happen when there is not a plan in place - through the tragic...