LTCI 3.0 ebook

Roadmap to Presenting LTC Insurance Solutions

1. Opening the Conversation

Start with an open-ended question: “What motivated you to look into this today?”

2. Explaining LTC Insurance Options

If the client’s primary motivation is to solve a long-term care problem, then there are typically three types of LTC insurance solutions to discuss Traditional LTC Insurance, Hybrid/Combination (Life + LTC) Products and Annuity + LTC Products.

3. Framing the Planning Conversation

Long-Term Care insurance is not complicated; it is just unfamiliar to most clients.

4. Explaining How LTC Insurance Works

LTC insurance isn’t just about covering the costs of care. It’s about helping with something far more personal: making sure someone can get the support, dignity and comfort they deserve — without placing that weight on the people they love.

5. Presenting Coverage and Cost

When we ask advisors and their clients what they want a policy to accomplish, nobody has ever answered us in dollar amounts.

6. Informal Comparison Before Formal Proposal

Client suitability and the due diligence process are important to both advisors and clients. Doing the right thing and recommending the right insurance solutions are important to all parties of this transaction.

7. Advancing the Sale

We shy away from the word “closing” — it puts undue pressure (conscious or unconscious) on the advisor and their clients.

8. Following Up with Clients (post illustration review)

The most successful advisors have a bona fide strategy to follow up with clients or “nudge them” to make good decisions about their planning.