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Topic » Long Term Care 

 Featured Article

The Future of LTCI

The late Senator Edward Kennedy’s Community Living Assistance Services and Supports (CLASS) Act of 2009, which would create an LTCI program for adults who become functionally disabled, is on everyone’s radar...

 Case Study
Explaining LTC need by the numbers

Q: Convincing prospects of the need for LTC insurance is difficult. Can you provide some approaches to respond to this objection?

A: There are several ways to overcome this objection. Kathleen Smith, an agent in Mt. Juliet, Tenn., shares her approach to how she handled two sets of prospects.

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 5 Long Term Care Fast Facts
  • There were 180,000 claimants who received an estimated $8.5 billion in benefits last year.
  • Home care had the largest percentage of claims—42%.
  • Nursing home claims were second— 30.5%. This was followed by assisted living—$27.5%.
  • The largest individual LTC claim (still being paid) exceeds $1.2 million. Benefit payments for this policy have been made for over 10 years.
  • Of new claims that were opened during 2008, 61% were for age 80 or over, while 9% were under age 70.

Source: American Association for Long-Term Care Insurance 2009 LTCI Sourcebook

 Long Term Care Blog with Margie Barrie

Margie Barrie

Reach out to veterans as a good long term care insurance market
Q. I’m considering marketing to veterans. Is that a viable market and, if yes, how do I reach them?

A. Veterans are definitely a good market to target. By informing the veteran about future VA benefits and whether they can qualify, you are in a position to offer LTCI to offset what the VA doesn’t pay.

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 The formula for the 'Five-Minute LTCI Sale'
At a recent LTCI conference, I met Susan Blais, president of a California agency, who shared her success with what she calls the "Five-Minute LTCI Sale."
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 Servicing long term care clients
You may have leapt numerous hurdles on the way to selling long term care insurance policies. And, while closing the actual sale may have been a challenge, often the real work comes after the deal is made.
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 Long term care insurance alternatives: annuities, waivers, combos and riders
With the graying of America, there is little doubt that long term care insurance — or something like it — is necessary.
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