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Topic » Long Term Care 


 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

Make your mark by serving associations
Q: I’m hearing that marketing to associations really works. Can you provide some suggestions to be successful in this market?

A: For practical advice in this area, I turned to Brian Johnson, director of business development at National Long-Term Care Brokers in Albany, N.Y.

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