How to Position LTC Insurance with Middle Market Consumers

• 1. www.ltcipartners.com

2. The opportunityAmong the wealthy, there is ahigh market penetrations forLTC Insurance, who can affordthe average annual premiums ofapproximately $5,000 percouple.However, Middle Class babyboomers need coverage too!They often think it is far tooexpensive, however. How canan advisor design an affordableplan? 3. 1. Determine a planning budgetLTC Insurance and LTCplanning needs to be amanageable budgetitem. Looking at LTC asa monthlysubscription is a goodanalogy to todaysconsumer consider$99/month as a startingpoint. 4. 2. Skip the cost of care surveysthat focus on Nursing Home CostsIf you rely on the carrierprovided cost of care surveysthat say a nursing home roomin California will cost $1,000per day in 30 years you willprobably discourage a clientwho thinks theyll neverafford quality LTC!Instead, focus on the currentnational average for homehealth care and cover aportion of that cost. 5. 3. Offer good better best plansGive people achoice but limitthe options.These plans offeraffordablepremiums withgreat benefits 6. 4. Skip the automatic inflation coverageits not a good valueInitial Benefit Value for $99 in monthly premium -$250,000$200,000$150,000$100,000$50,000$05% compoundinflation50 year old maleNo AutomaticInflationInitial Benefit Value for$99 in monthlypremium - 50 year oldmale 7. 5. Make the buying process easyfor you and the buyerTime is a precious commodity for all of us dont over-explainthe benefits. Instead, paint a picture of howgreat they will feel when they have this criticalprotection. Then, partner with someone who can takecare of all the details and paperwork!