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Honoring The Last Wish: The Realities Of LTCi

“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 struggles involved in trying to honor a man’s wish to die at home.
 
It documents the various requirements of the healthcare system, including Medicare and Medicaid, that can make it nearly impossible to get in-home care.

When you read the story of Joseph Andrey, think about the impact you can have on someone’s dignity of life.

You have the opportunity to make sure this does not happen to any of your clients.
 
Access the New York Times Article: “Fighting To Honor a Father’s Last Wish: To Die at Home” here.
 
A comprehensive long-term care insurance policy will cover home care, adult day care, hospice, as well as, assisted living and nursing home. It also provides the insured with the dignity and independence to choose where they get their care.
 
Please contact your LTC Specialist to discuss how we can help you make a difference in your client’s lives – to design a plan that is both affordable and the best solution for your clients’ needs.
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Simplified Underwriting That Your DI Cases Need

The Simplified Underwriting Program makes it quick and easy for advisors to get Disability Income cases issued more effectively – fewer underwriting requirements will expedite your case.

No exam, no blood, no specimen, and no tax returns required.*

After the basic application has been submitted, your client simply completes a 15 minute telephone interview or completes the Online Health Questionnaire and the policy can be issued within 48 hours.
 
As one of the nation’s leading Disability Income Protection marketers, we now make available a total of $25,000 of monthly benefit for your Business Owner clients on a simplified underwriting basis.
 
The policy is non-cancellable, guaranteed renewable to age 65, and issued with a top-rated domestic insurance carrier.
 
Clients age 50 and under can now purchase $15,000 of monthly Business Overhead Expense (BOE) coverage and include an additional $10,000 of monthly individual protection for a total of $25,000 of monthly benefit. Multi-Life Issue to age 64. (3+ Lives)
 
The Opportunity
 
Reach out to your business owner clients who may have an existing group LTD plan in place, or even those who have no plan at all. Typically I’ve found, group LTD plans all have a maximum benefit payable (or CAP) that can be below 60% of the business owner’s salary and the benefits are taxable.
 
This additional simplified coverage can make up the gap left by their group plan – and the BOE coverage will reimburse the business owner for his company’s fixed expenses, while he or she recovers from the illness or injury, and keep the business running.
 
Please contact your Disability Insurance Sales Specialist for marketing support, or to discuss DI sales strategies that fit your business and can increase your bottom line in 2024.
 
*tax returns required for Self-Employed
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CPS’s Best-Kept Secret Finally Revealed

Unveiling CPS’s 401(k) Powerhouse

For years, CPS has been synonymous with excellence and innovation in the business world. Yet, tucked away behind the company’s well-known reputation is a game-changing asset that few outside the inner circle truly appreciate: the full-service 401(k) division.

This specialized team has quietly revolutionized retirement planning for a diverse array of businesses, offering expertise and solutions that reach far beyond the industry’s conventional offerings.

A Strategic Advantage for Forward-Thinking Businesses

CPS’s 401(k) division is not just another service—it’s a strategic advantage for companies determined to secure their employees’ financial futures and optimize organizational performance. By delivering tailored, end-to-end retirement planning, CPS equips businesses with the tools and guidance they need to stand out in today’s competitive landscape. The division’s success is rooted in a client-first philosophy, where every recommendation is tailored to the unique needs of each organization and its workforce.

Unmatched Results Driven by Expertise

What sets CPS’s 401(k) team apart is not only its comprehensive approach but also the tangible results it achieves. Generating over $1,000,000 in commissions annually, the division has demonstrated an exceptional ability to deliver value at scale. These impressive numbers reflect a team of seasoned professionals who master the intricate details of compliance, fiduciary duty, and investment strategy. Their deep knowledge ensures every client receives guidance that maximizes returns while minimizing risk—no matter how complex the situation.

The CPS Difference: Beyond Cookie-Cutter Solutions

In an industry crowded with one-size-fits-all plans, CPS’s 401(k) division stands out for its bespoke solutions. The team works closely with business leaders to design, implement, and manage retirement strategies that evolve alongside each company’s goals and challenges. This proactive approach fosters employee confidence and loyalty, helping businesses attract and retain top talent while reinforcing their commitment to long-term financial wellness.

The Secret Is Out—Are You Ready?

After years of quietly transforming the retirement landscape for countless organizations, CPS is bringing its 401(k) division into the spotlight. For companies seeking a genuine partner—one that blends financial expertise with relentless client advocacy—the answer is clear. It’s time to move beyond standard plans and unlock a service that delivers measurable impact for your business and your people.

The secret is out—are you ready to take advantage of it? Contact Jim Moore, CPS Vice President of Retirement Services, at 949-225-7145 or jmoore@cpsbenefits.com. 

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Policy Valuation: How Much Are You Worth?

A bidder at an auction purchased a Stradivarius and a Rembrandt for what he felt was an unbelievably low price. He took them to an appraiser to see if they were authentic. The appraiser informed him, “Yes, they are authentic. It’s just a shame that Stradivarius couldn’t paint and that Rembrandt didn’t know beans about making a violin.”
 
The common legal definition for fair market value of an asset is the price on which a seller and a buyer can agree, neither being under any constraint and both being aware of all the circumstances. Simple enough. So why is there so much confusion with regard to valuation of an inforce life insurance policy?

The need for a reliable value occurs often in the business, estate and financial planning process.

And by “reliable” we mean one that the IRS will find acceptable, because usually the value is needed to calculate the tax consequences at the time of an ownership change.
 
The reason the IRS takes such an interest with life policies is, probably, because most transactions don’t involve parties whose opposing interests are characterized by a level of dynamic tension that will necessarily result in a fair and final value.
 
Consider This:
  • An employer distributing a business-owned contract to an employee-insured (e.g. distribution of a key person policy at retirement) may appreciate the corresponding business deduction, but probably would be happy to undervalue it to augment the benefit to a long-time employee by decreasing the amount he or she must recognize as income.
  • When a policy is distributed from a qualified plan, the stated value matters not at all to the plan trustee. But to the participant who must recognize the value as income (perhaps even with a 10% tax penalty) the lower the valuation, unrealistically or not, the better.
  • In a gifting situation the transferor of a policy is of a donative mindset anyway, so a lower value doesn’t reduce anything he or she might have received in return, except the size of a gift tax bill. So the lower the better, again realistically or not.
The difficulty is that neither Congress nor the IRS nor the courts have put together a reliable set of laws, regulations and rulings that allow for easy or certain valuation of a policy. Taxpayers must deal with a hodge-podge of criteria that vary with circumstances and with interpretation of the facts.
 
The good news for the insurance advisor is – it is not your responsibility to determine value, nor should you try. Rendering an opinion is outside the scope of your legitimate professional activity. The best you can, and should, do is offer to request from the carrier their “Form 712” valuations used by an executor in determining a policy’s value in an owner’s estate. You will get back one or more numbers.
 
The most common is the interpolated terminal reserve, but many will also include: accumulated cash value, PERC value, premiums paid, cash surrender value, tax reserve, statutory reserve, etc. Provide it to the attorney, CPA or appraiser to assist in their valuation. You’ve done all you can and more than most would.
 
There is another story of an auctioneer who was interrupted when his clerk handed him a note. Reading it the auctioneer announced, “A gentleman has lost a wallet containing $500 in cash. If it is returned, he will pay a reward of $100.” After a moment someone in the audience shouted, “$150!”
 
Call with any questions concerning policy valuation. We will make it worth your while.
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Rethinking The Term Insurance Strategy Can Save Clients More On Premiums

For many individuals, term insurance is an affordable way to protect their income during their working years, or to protect a financial obligation, such as a loan or mortgage.  What do these insurable interests have in common?

As time passes, the need for the insurance decreases – as policy owners have fewer years of income to replace, or as they pay down their loan or mortgage, the amount needed to pay-off the note decreases.

In other instances, a client may need to cover multiple obligations with different time horizons – attempting to do this with one policy is not the most efficient method.

There is a way to ensure your clients maintain an adequate amount of term life insurance, with a potentially lower cumulative premium outlay – laddering.
 
Multiple term policies of varying durations can be structured to provide a decreasing amount of coverage as a client moves through different stages of their life.
 
This can result in considerable cost savings, versus purchasing only one policy of the longest duration that will satisfy the total initial insurance need.
 
We can show you how to effectively ladder multiple term polices, and do a comparison of the costs versus a single policy sale. Even if you have previously sold a term policy – this is a great reason to contact clients and offer to do a review.
 
Call us today for more information.
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1st And Goal: A Carrier Winning Play In Underwriting

Have you ever had a case resistant to the end zone, defeated by a carrier’s strong defense?

On the field of impairment risk underwriting and in a contest of carrier vs. carrier, the final scoreboard can be unpredictable.

Let’s review the highlight reel of a recent case to get to a carrier winning play:

A 70 year old male seeking $1 million of term coverage, Non-Smoker, 5’10” 180 lbs., takes medication for cholesterol. Was diagnosed with non-obstructive heart disease by coronary calcium score in 2016 and showing some progression in 2023 on a repeat calcium score. He is well followed and up to date on cardiovascular testing, including a nuclear stress test and carotid ultrasound in late 2023 with normal findings. He also has well controlled and stable pre-diabetes with current normal A1c reading.

What does the scorecard look like?

Carrier #1 – A giant loss as they declined to offer.

Carrier #2 – Their tentative Table D NT offer fell short of a first down.

Carrier #3 – Despite a healthy crediting program in their playbook, Table B NT was their best offer.

Carrier #4 – Touchdown with Standard Plus NT!

When you’re at the line of scrimmage, making the right call is essential to moving the ball down the field and into the end zone.

Our Underwriting Team, made up of experts and all-star level talent, is here to help you scout the carriers, even the playing field – and win cases.

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A Breakthrough In LTC Planning: Nationwide’s CareMatters® Annuity

Nationwide’s new CareMatters® Annuity is one of the most significant LTC innovations we’ve seen in recent years. It blends a guaranteed fixed annuity chassis with a cash indemnity LTC benefit and a streamlined underwriting process that opens the door for clients who have struggled to get coverage elsewhere, all while retaining the same value proposition clients and advisors have come to expect in the Hybrid LTC space.

A recently placed case perfectly illustrates the value.

Case Snapshot: Declined Everywhere Else — Approved Here

A 64-year-old male client with notable medical issues had been declined by all traditional and asset-based LTC carriers and we expected another decline with Nationwide.

Instead, Nationwide approved him at Preferred—and did it in just 3 days, with no phone interview and no medical records.

Guaranteed Benefits Generated from $140,000 Deposit

Day 1

  • Monthly Benefit of $6,000
  • Total LTC Benefit of $421,500

By Age 85 (typical claim age)

  • Monthly Tax-Free Benefit of $10,650
  • Total LTC Benefit of $767,000
  • Backup Death Benefit of $255,600 for those never needing Long Term Care
Why Advisors Are Paying Attention
  • Cash Indemnity Benefits. Full monthly amount paid with no receipts—usable for family, or informal caregivers.
  • 0-Day Elimination Period. Benefits begin immediately upon qualification.
  • Guaranteed Benefits & Charges. LTC charges never increase; benefits never decrease unless withdrawals occur nor are the benefits dependent on product or index performance.
  • International Coverage. Clients can receive 100% of benefits even while living abroad.
  • Streamlined, Forgiving Underwriting. This product opens doors for clients who may have significant health concerns and would struggle to qualify for coverage with a Traditional or Hybrid Carrier.
Final Thoughts

Nationwide has created an LTC solution that is accessible, high-leverage, and remarkably easy to place. For clients with medical history challenges—or those wanting simple, flexible, guaranteed LTC benefits—the CareMatters® Annuity stands out as one of the most compelling tools available today.

If you’d like help designing a case or reviewing an underwriting scenario, we are here to support you.

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Top 5 Reasons To Market Disability Income Insurance

Disability Income Insurance (DI) is one of the most overlooked yet essential products in financial planning. It safeguards your clients’ income—the foundation of their financial security—while helping you expand your portfolio and stand out in a competitive market.

If you’re not offering DI, you’re missing a powerful opportunity to meet client needs and grow your business.

Here are the top 5 reasons to market Disability Income Insurance:
  1. Meets essential client needs. Disability Income Insurance (DI) protects clients’ income, addressing a risk more likely to disrupt finances than death. DI ensures financial stability if clients cannot work due to illness or injury, covering critical expenses and maintaining their lifestyle.
  2. Enhances your portfolio and sales. DI compliments life and health insurance, enabling cross-selling and creating comprehensive financial plans. Clients with multiple products are more loyal, increasing retention and satisfaction.
  3. Offers strong commission potential. DI policies provide competitive first-year commissions and ongoing residual income. Many carriers offer bonuses and incentives, making DI a valuable addition to your sales strategy.
  4. Differentiates you in the market. Few agents offer DI, so including it sets you apart and demonstrates a commitment to clients’ overall financial health. This specialization builds credibility and trust.
  5. Supports clients during difficult times. DI serves as a financial safety net during disability, fostering long-term relationships and increasing referrals. Clients value advisors who prioritize their complete financial security.
Ready to differentiate your practice and boost your revenue?

Start offering Disability Income Insurance today and position yourself as the advisor who truly protects clients’ financial futures. Contact us now to learn how to integrate DI into your sales strategy.

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Who Qualifies For Non-Qualified?

In 1826 the German author Joseph Freiherr von Eichendorff (Jo-Eich for short) published a novella titled (in English) Memoirs of a Good-for-Nothing. Both he and it are unimportant except for a Latin phrase from the book: Quod licet Iovi, non licet bovi, translated, “What is permissible for Jove, is not permissible for the bull.” It describes the common double standard when, “what is permitted to one important person or group, is not permitted to everyone.”
 
Seems a bit unfair, but the expression can be turned on its head: “What is permissible to the bull, is not permissible to Jove.”

The visibility and responsibilities of those in high places often deny them the flexibility and lack of restraint enjoyed by the common folks in the seclusion and simplicity of their more private lives and smaller worlds.

A good example is in the matter of non-qualified benefits and owners of businesses; but the reversed double standard is caused by the tax law, not because of anyone’s high or low position or estate.
 
Consider the following assuming a 100% company owner with full-time employees.
 
Qualified Plans
 
These include benefits whose cost is immediately deductible to the employer, but for which taxation of those costs is deferred and not recognizable to the plan participants until benefits are actually received. The most common examples are qualified retirement plans. The limitations for the owner are, first, that there is a ceiling on how much can be contributed on his/her behalf. In addition, contributions must be made for qualifying employees, reducing the attractiveness of the plan for owner-retirement.
 
Non-Qualified Plans
 
These most commonly take the form of Deferred Compensation (DC) or Executive Bonus (EB) plans. Here the employer has broad latitude to discriminate regarding participation and the amount of benefits under the plan, but any employer deduction for a contribution must take place and only takes place when that amount is recognizable as income to the benefiting employee.
 
No Owner Advantage for a Pass-Through Entity
 
(An S-Corp, partnership, or an LLC taxed as either one) Premiums paid under an EB plan are deductible to the business, but recognizable on the owner’s W-2 that year. Any undistributed amounts held under a DC plan are still reported on the owner’s Schedule K-1 for that year.
 
No Advantage for C-Corp Owner
 
(Or an LLC taxed as a C-Corp) Here too, EB premiums are deductible to the company, but reportable on the owner’s W-2. But amounts held for a DC plan contribution fare even more poorly. The money held back is first taxed in the company’s corporate bracket. At distribution there is a business deduction, but the owner gets taxed again in his/her personal bracket.
 
Perhaps a More Advantageous Alternative
 
A personally-owned, over-funded life insurance policy acts much like a Roth IRA, but without all of the disadvantages of a Roth. Let’s talk about that next week.
 
Winston Churchill certainly understood the privileges of position. The story goes that one morning several subtle altercations had taken place between him and his long-standing personal valet, David Inches. Later in the day the following exchange took place: Churchill: You were very rude to me, Inches. Valet: You were very rude to me, sir. Churchill: Yes, but I’m a great man!
 
Get in touch to discuss how business owners can benefit themselves better or with any other planning questions that arise in your casework, at either 706-614-3796 or tom@cpsadvancedmarkets.com.
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Life Insurance Trends Heading Into 2026

The process of purchasing life insurance has become faster and more digital. More than ever before, consumers are choosing to apply electronically, with approvals taking hours or days rather than weeks.

The underwriting process is getting faster and easier for many clients. Thanks to AI and advanced data analytics (health records, wearables, lifestyle data), many carriers can approve policies without the need for a medical exam.

Today, consumers expect personalization and flexibility. Younger clients want policies tailored to their life stage, with living benefits (long-term care, critical illness, wellness rewards) rather than just a death benefit.

What it Means for Advisors
  1. Make sure you can offer and explain digital purchasing options. Younger clients might go elsewhere if they don’t have the option to apply for and secure coverage through a fully electronic process.
  2. Emphasize living benefits—not just what happens when someone dies. Highlight how clients access living benefits to improve their health and live longer, happier lives.
  3. Segment your marketing. Many younger buyers look for low-cost options with flexibility powered by AI, while established clients may look for solutions that offer more value.
  4. Use plain language to educate clients on the benefits of fully electronic, end-to-end insurance solutions that can significantly simplify the process of securing life insurance protection.
Need help bringing digital life insurance solutions to your clients?

Our team is here to guide you every step of the way—from implementing electronic applications to highlighting living benefits that resonate with today’s buyers.

Contact us today and let’s make your process faster, smarter, and client-focused.

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