When you approach clients about Long-Term Care Insurance (LTCi), be sure to ask where and how they would like to receive care should the need arise some day.  Chances are, they’ll want to stay at home. 65% of long-term care is provided in the home - either in the home of the person receiving care...

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...

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...

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...

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...

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...

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...

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...

Looking for a life-based long-term care product that can cover two people under one policy?  Sometimes clients are unsure whether or not they need protection – and may want to cover their spouse instead. Kill two birds with one stone with a joint life product, which not only protects your client...