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December 2017 LTC Newsletter


LTC in the News

The word is spreading. Major news outlets are letting the American people know the importance of long-term care planning. Are you? Here are a few recent third-party articles.

Top News

Tis the Season … to Look

As you speak with clients this month, remind them how holiday visits can also be an important opportunity to check in on aging parents and older relatives with an eye toward their potential long-term care (LTC) needs. Read more

Survival Guide to Awkward Holiday Conversations

For many caregivers and their relatives, the holidays represent a time of dread. The awkward conversations that might ensue when you’re forced to share space with a sibling you resent for not helping enough with Mom’s caregiving. Or when your young child comes to you in tears because Grandpa’s dementia has advanced to the point he no longer knows who she is. What can you say? How can you respond to these challenging situations? Read more

State of the Industry Webinar Takeaways

In a recent webinar, CLTC instructor Bill Comfort reviewed the state of the industry, including stability, new products, new carriers, future rate stability, and unlimited need. Here are some of the key takeaways.

  • The priority is care, not insurance
  • “One size does not fit all” – What is the best plan for the client in front of you?
  • Continue to engage the client – this is a subject that is not a one-time conversation
  • Agents need to proactively initiate the LTC conversation
  • Stand-alone LTCi is not dead or dying, though sales are still sagging
  • Plan to co-insure because some coverage is better than none
  • Linked or hybrid plans aren’t always better than traditional LTCi, they’re simply different ways to fund the care need
  • If an LTC claim lasts more than 1 year, then the average claim is usually 4-4.5 years

OneAmerica Sees LTC Solutions Knowledge Gap

OneAmerica recently sponsored a survey of 2,065 U.S. adults ages 18 and older, to support the Long-Term Care Awareness Month outreach campaign. About 25% of the participants said they believe they have some kind of insurance that will help them pay for long-term care (LTC) services. But 13% of the participants said they have never heard of long-term care insurance (LTCI), and 9% said they don’t have any insured LTC planning products because they don’t know how to get the products. Read more

Long-Term Care Marketing Resources

Below are a few of Long-Term Care resources to help you get the conversation started with your clients.

The Advisor’s Guide to Long-Term Care Conversations and Solutions

How to talk to clients about extended care, create meaningful care plans, and increase your profitability. Click here to view

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Highland Capital Brokerage

Highland Capital Brokerage

Highland Capital Brokerage is committed to developing client-focused relationships with financial advisors using our core competencies of life insurance, annuities, and long-term care. We distinguish ourselves by providing point-of-sale support, advanced marketing, and creative estate and business planning techniques.
Highland Capital Brokerage

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