Ask aging clients about their plan to pay for long-term care services and many will say they are relying on Medicare. That expectation however, does not align with the reality. Medicare cannot be counted on to pay long-term care expenses. Clarify for your client just...
Adding one more expense to already strained budgets may be a difficult sale. Clients with the least amount of little financial wiggle room may be the most severely impacted if faced with a disability or illness that interrupts their income. Turn your disability...
When facing long-term care needs, most people prefer to receive care in their homes. Although baby boomers say that they don’t want to burden family and friends, 73 percent of long-term care services are provided at home and often by unpaid caregivers, such as adult...
As an advisor, you know it’s never too early for your clients to start planning for long-term care expenses. Retirees’ greatest concerns are the cost of health care and outliving their savings. Long-term care insurance sits at the intersection of both those fears. Use...
November is Long-Term Care Insurance Awareness Month. This November, increase your awareness of the value of long-term care insurance to your practice. # 1 - Industry-wide improvements to product and premium Unaffordable premium and the potential for future rate...
Insurance advisors: If you’ve talked to prospects about disability insurance, you’ve probably encountered this objection more than once: “I get disability insurance through my work.” How you respond to the “get it at work” objection will make or break your chance for...
Affordability is often cited as the biggest reason prospects postpone the disability insurance purchase. In fact, according to the Council for Disability Awareness (CDA), 41 percent of workers would consider buying disability insurance if it were less expensive....
This isn’t the first time you’ve heard that millennials are essential to your practice. The facts and analyses of the largest demographic in history keep rolling in. The millennial generation, also known as Gen Y, represents 80 million Americans. In just five years,...
I was on a call with a broker a few weeks back and he explained to me he had a huge book of business, but not enough disability insurance knowledge to go through and sort the book into viable prospects for individual disability insurance. I told him not to worry, as...
Want to inspire your clients to take action? Apply a little neuro science! Neuroeconomics is the study of human decision-making. By understanding how the brain works, you can reduce client indecision and increase your success. In fact, research shows when the “reward”...
