• Mary Sizemore

How to start the Long-Term Care conversation?

With Thanksgiving coming up this week, many families will be getting together to share dinner. This can be an opportunity for your clients to discuss their plans for their long-term care. Typically, we see our sales increase in December and January. Please continue to reach out to your clients and inquire about their plans for a long-term care crisis.

Thank you to our partners a Mutual of Omaha for sharing these great questions to get the long-term care conversation started.

Three Simple Approaches: Asking these simple questions often is a good way to get people talking about their families, their finances and their plans for the future.

Who do you know?

“If you’re like most people, you probably know someone who’s needed long-term care services. Maybe you’ve been a caregiver yourself. Either way, you know the emotional, physical and financial toll it can take on the family. Let’s make sure that doesn’t happen to your family.”

What’s your plan?

“Most people tell me their plan is to live a long life, but they often fail to consider what that means. As people age, they typically need help at some point. Let’s talk about how your plan to live a long life could impact your family. Have you thought about who will take care of you or where you will live?”

How will you pay?

“Many people believe Medicare will cover all their long-term care needs. But Medicare coverage is limited only to helping people get back on their feet after an illness or injury. Does your plan for retirement include paying for long-term care services out of your own pocket?”

I want to add a 4th question:

If I can show you a plan to that would only cost you 1% - 2% of your net worth per year to protect those assets in the event of a LTC claim, would that be of interest to you?

Think about it, if your client has a net worth of $500,000, design a plan for $5000/annual premium with a $500,000 total max benefit.

Client Sample:

Age 60 year old husband and wife

$5000/month benefit


Premium $4735/year.

Based on Standard Florida Rates

Long-term care insurance should provide an income stream to your client – a lifeline during a time of crisis. Yes, their children will help to provide care, but they may not be able to leave their jobs, their families, and their obligations on a 24/7 basis. A long-term care insurance policy can help fill in those gaps when their children cannot be there. Let us know how we can assist you with your next client 800-945-1953

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