It has become obvious over the past several years that long term care insurance carriers are adverse to risk, even though they are in the business of insuring risk. Recently, they have eliminated lifetime benefits, reduced the daily maximum benefit, and increased the intensity of medical underwriting. They have also increased the rates for five percent compound inflation far…

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It seems that the public is becoming more aware of the need for long term care as they age, but have a great deal of ignorance about what the government will cover and what it won’t, and what havoc a long term care event can cause to their life’s savings. Surveys reveal the increasing awareness trend. Depending on whose survey you use, some 80 % plus of Americans are…

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How easy is it for a broker who specializes in non-long term care insurance products to sell long term care insurance today? Not easy. It used to be a simpler process. First, the carrier’s products were all similar. They could easily be spread-sheeted, and even a broker who only sold a couple of policies per year could choose the least expensive option, assuming he or she…

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The vast majority of long term care insurance policies sold today are derived from leads. This is nothing new, but there has been a big transformation when you drill down to the types of leads utilized. Agents used to say, “Give me a lead, any lead, and I can sell it,” and often, they could.   This is no longer true. Now, there are good leads which have a strong chance…

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What is going on in Washington, D.C. with long term care planning? This is a major question I asked myself recently when I traveled there and lobbied on behalf of NAIFA, the National Association of Insurance and Financial Planners. I was hoping that long term care planning would be higher on the national agenda than I had come to believe. I was aware that the 2016 White House…

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