For agents, addressing long-term care doesn’t mean selling a policy. It means guiding clients through a conversation they’ve likely never had before. It means reframing the discussion from fear and avoidance to control and preparedness.
The financial strain of long-term care (LTC) can be significant, but the option of a hybrid LTC and life policy combination opens up another avenue for agents to present to their clients.
Educating consumers about the benefits of an LTC plan—whether that plan is to rely on government-funded care, buy insurance or cover LTC expenses with personal assets—is key.
When there’s no long-term care plan in place, care decisions are made in a crisis. Here are four tips agents can use to help clients integrate LTC into their plans.
“I anticipate continued increases in professional liability premiums, particularly for higher-risk placements like physicians, surgeons and wound care professionals,” says independent agent Andy Clark. “These roles have become increasingly difficult to insure affordably.”
“We see challenges with LTC (long-term care) adoption rates,” says independent agent Kelly Augspurger. “In my opinion, it’s an awareness and education issue because people don’t know what they don’t know.”
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As long-term care insurance premiums have skyrocketed while availability has dwindled, agents can guide clients through alternative solutions.
Many young people have seen the impact that care for a family member has on the rest of the family. When a grandparent or other relative needs care, they are getting a first-hand look at what that means for their parents.
Powell, agency principal at Encore Insurance Group Chesterfield, Virginia, grew up cutting records and touring as an R&B artist before starting an agency in 2022.
