The DI and LTCI Blog - Your Source for Sales Tips and Advice

November: Time to Focus on Long Term Care Insurance Awareness

Posted by Vincent Benitez on Wed, Nov 2, 2016 @ 09:11 AM

Did you know that November is traditionally Long-Term Care Insurance Awareness Month sponsored by the American Association of Long-Term Care Insurance (AALTCI)? There are a number of reasons to focus your efforts on LTCi sales during November. Start by downloading 4 Compelling Reasons to Add Long-Term Care Insurance to Your Practice. Then consider these additional benefits.

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Topics: long-term care insurance

Use Life Insurance Awareness Month to Talk DI and LTCi

Posted by The DIS Sales Team on Wed, Sep 21, 2016 @ 10:09 AM

Think of three possible events that would most negatively impact someone’s financial security. They might likely be:

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Topics: disability insurance, long-term care insurance, life insurance

A Different Approach to Long-Term Care Insurance

Posted by Vincent Benitez on Fri, Jun 10, 2016 @ 08:06 AM

Harley Gordon, a recognized authority on long-term care, suggests advisors may find more success with long-term care insurance sales when they shift client conversations from the likelihood of needing long-term care to the consequences to loved ones when there is no plan.

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Topics: long-term care insurance

An Ideal Target Market for Long-Term Care Insurance

Posted by Vincent Benitez on Mon, Mar 28, 2016 @ 08:03 AM

Wondering who should have long-term care insurance? The product is often a perfect fit for Americans with $100,000 or more of investable assets according to a recent Wells Fargo study. The study describe this target market as working affluent, American workers with investable assets of $100,000 - $250,000 and household incomes of less than $150,000. What are the characteristics that make long-term care insurance a great fit for this audience?

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Topics: long-term care insurance

Four Ways to Use New Long-Term Care Insurance Data to Increase Sales

Posted by Vincent Benitez on Tue, Feb 23, 2016 @ 16:02 PM

long-term-care-insuranceThe clouds are clearing around long-term care insurance. Sales of new policies in 2014, the most recent data available, were up for the majority of carriers. New, improved, products are in the pipeline. For many, new policy premiums are falling. If you rely on facts and statistics about long-term care to help your clients see the need for long-term care insurance, you might be interested in the latest research, all of which make LTCi an even better story.

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Topics: long-term care insurance, LTCi

Are Your Clients Aware of Their Filial Responsibility?

Posted by Vincent Benitez on Tue, Jan 26, 2016 @ 15:01 PM

Clients who are responsibly preparing for their own retirements may be unaware of the financial risk they may face if their parents haven’t planned for long-term care expenses. Only 7 percent of Americans carry long-term care insurance. Without it, institutional long-term care providers may look to adult children to seek payment for unpaid long-term care expenses.

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Topics: long-term care insurance, filial responsibility

What it Takes to Win Long-Term Care Insurance Clients

Posted by Vincent Benitez on Tue, Dec 29, 2015 @ 16:12 PM

Identifying clients interested in long-term care insurance is a challenge often cited by advisors. With an eye on helping financial professionals clear this hurdle, Mutual of Omaha, commissioned Hearts and Minds, a two-phase study of buyers and non-buyers. The result is an in-depth look at the motivators and behaviors of the long-term care insurance consumer.

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Topics: long-term care insurance, selling long-term care insurance

How to develop long-term care insurance referrals

Posted by Vincent Benitez on Mon, Jan 19, 2015 @ 12:01 PM

Over the past several months, we’ve shared many details about long-term care insurance terminology and plans. In addition, we suggested several conversation starters, and late last year we introduced The Ultimate LTCi Sales Script, a complete guide for handling objections to long-term care.

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Topics: long-term care insurance, LTCi referrals

LTCi conversation starter: Changes to 2015 tax deduction rules

Posted by Vincent Benitez on Thu, Dec 18, 2014 @ 07:12 AM

Congress took initial steps to making long-term care insurance more attractive to individuals with the enactment of HIPAA Act of 1996, when tax-qualified long-term care policies were defined.

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Topics: long-term care insurance, LTCi, long-term care insurance tax deductions

7 Affordable Ways to Pay for Long-Term Care Insurance

Posted by Vincent Benitez on Tue, Nov 18, 2014 @ 10:11 AM

How often do you hear your clients dismiss long-term care insurance because they believe they cannot afford it? It is one of the most common objections, and one with several alternatives you can discuss with your client.

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Topics: long-term care insurance, long term care insurance quote, LTCI sales script, long-term care policy, how to pay for long-term care insurance