Posts Tagged ‘LTCI’

3 Steps to Grow Your LTCI Sales

November 6th, 2014, One Comment ».

November is Long-Term-Care Awareness month, a time when the spotlight is on long-term-care insurance (LTCI) and the critical role it can play in your clients’ lives.

November is also the start of the holiday season—a time to see family and friends whom we haven’t seen or kept up with for some time. You might notice that mom, an uncle, or grandma may not be moving around or seeing as well as they did last year, or they may have recently had a surgery or illness you didn’t know about until it was revealed at dinner.

Here are three easy steps that you can use to create an immediate increase in your LTCI sales now, and in the years to come.

  1. Bring up the subject of long-term care with your clients. According to a recent consumer research study by Genworth Financial, 83 percent of consumers stated that they initiated the conversation about buying LTCI with their financial professional instead of the financial professional bringing up the topic with them. Keep in mind that many of your clients are currently interested in LTCI but may not be aware that you are able to help them. They are likely looking for it elsewhere.
  2. Walk the talk. It is amazing how many advisors recommend a product they do not own themselves. LTCI is needed not just by your clients, but by you, as well. Also, going through the buying and underwriting process in purchasing LTCI lets your clients know that you are following your own advice.
  3. Use LTCI as a retirement hedge. One of the greatest fears of those in retirement or those planning for retirement is the fear of outliving their savings. We are living longer than ever, but also have more chronic health conditions than ever.

Few things can blow apart a financial plan and a lifetime of savings more quickly than unexpected LTC costs. Most people are surprised to know that a solid LTCI policy can cost as little as $80 per month for someone in his 50s and $130 per month for someone in his 60s. is a great resource that allows anyone to instantly shop around for the most popular plan designs and carriers free of charge.

LTCI may not be a good fit for everyone, but everyone should have a plan in place for long-term care. Proactively mention the topic to your clients and use it as a great reason for another touch point with them and to demonstrate your value as their advisor. If you do not have your own plan in place, take the time to buy insurance or put your own plan in writing.
It will bring you peace of mind to know that you have done this and will give you more credibility with your clients when you are discussing their own plans.
Implementing these three simple steps will not just drive sales results, but more importantly, will help your clients avoid the pain of an unexpected LTC event.


By Nathan Sanow

Nathan Sanow is Director of Sales and Marketing for MasterCare Solutions, Inc. and Executive Director of


Three Easy Ways to Start an LTCI Conversation

November 14th, 2013, Comments Off.

November is Long-Term Care Insurance Awareness Month, making it the perfect time to reach out to your clients to start an LTCI conversation. And it’s not as hard as you might think.

One of the biggest hurdles to selling long-term care insurance is educating people about what LTCI really is. Most people think it’s “nursing home” insurance, when, in fact, 73% of long-term care is provided at home or in an assisted living facility.

And it’s not just “old person” insurance, either. For example, agent Peter Busse helped Felipe and Lissete Montes de Oca with comprehensive planning that included life insurance and LTCI when they were in their 30s and 40s. LTCI became a financial lifesaver for the family when Felipe was battling leukemia. You can watch their story and share it here. (In addition, you can access more of the LIFE Foundation’s realLIFEstories videos about LTCI here.)

Agent Peter Busse with client Lissete Montes de Oca

Agent Peter Busse with client Lissete Montes de Oca

Many of your clients may need this “financial lifesaver” as the cost of care continues to rise. To have a home health aide come and administer care costs an average of $19/hour, while at the other end of the spectrum, a private room in a nursing home averages $83,950, according to the Genworth 2013 Cost of Care Survey. How many of your clients have the savings to sustain an extended need for long-term care? LTCI is the solution.

Here are three ways to get started:

1. Choose one of these new LTCI videos from the LIFE Foundation that features real people who’ve bought and have benefited from having this coverage. Watch it with you clients to open up a dialogue about LTCI.

2. If you think your clients prefer to spend time reading through some facts and background, send them a link to the comprehensive “What You Need to Know About Long-Term Care Insurance” brochure.

3. If you feel that you don’t know enough about LTCI to sell it effectively,  why not partner with an expert? Ask around at your next NAIFA meeting to see who in your area would be a good LTCI match for you to work with. Approaching clients about LTCI will now be that much easier with an expert to help you.

Use Long-Term Care Insurance Awareness Month as the reason to start the outreach to your clients about this important product. Then be sure to leverage one of the benefits of your NAIFA membership: access to the LIFE Foundation’s LTCI resources to keep the drumbeat going all year—This two-page PDF has a complete listing.

The bottom line: There should be no more excuses for not reaching out to your clients about this important topic.


By Debra Newman, CLU, ChFC, LTCP

Debra Newman, CLU, ChFC, LTCP, founder of Minneapolis-based Newman Long Term Care, is past president of NAIFA-Minneapolis and past president of the LIFE Foundation


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