We're Not Young Forever

​No one wants to think that at some point in their life they're going to need someone to take care of them. We all like to think we'll be healthy, strong and capable for years and years to come. At some point we have to face the fact that we're going to get old and with that may come challenges. Discussing Long-term Care insurance with your younger clients is something to consider doing now. And we have a way to open the door to this conversation without them shutting it down.​

70% of Americans over age 65 will need some sort of Long-term Care.

Ask your client to think about their parents and/or grandparents and their health. Ask them if they have family members who are utilizing Long-term Care services (Home Health Aide, Nursing Home, Assisted Living Facility); it will help make an impact on their decision to consider purchasing Long-term Care insurance. ​

If they give you the argument that their parents/grandparents are healthy and longevity runs in their family, you can acknowledge that, but then you can also point out the facts below if the statistic above doesn't nudge them:

• Long-term Care insurance does NOT have frequent rate increases like other forms of insurance, which means they could buy a policy today and could potentially be paying the same rate a decade from now.
• Long-term Care insurance is most definitely cheaper the younger and healthier you are.
• Remind them that they don't have a crystal ball and cannot see what their health will be like when they're older.
• Long-term Care insurance is a safety net and will be there to help cover the costs of their care, should they need it...and the likelihood is that they will.

If you need help with Long-term Care products or just have questions, please reach out to us. And if you're new to selling Long-term Care insurance, request our Getting Started with Long-term Care guide.

By Carolyn Portanova

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