In marketing LTC to seniors, you must design the plan to fit hand-in-glove with government programs and estate planning.

You should know all the details of the “what and when” of Medicare coverage in both skilled facilities and in the home. Ditto for Medicaid.

The existence of (and planning for) trusts also has an impact. For instance, the five-year look-back provisions for Medicaid lien protection could mean set up a trust now, get a minimal LTC to protect the home, then after five years, rely on Medicaid … the assets are protected.

Many factors must be considered in the design to produce the best cost/benefit ratio. An agent with extensive knowledge of government programs can have a great competitive advantage in this situation.

Also, find a good estate planning attorney to work with.
– Paul Sebra

Of course there is a huge need. I am an insurance agent and guess what? Where are the companies with LTC programs providing seminars, Webinars or any other teaching of what they offer?

How can I sell something I have no exposure to?

If it stays in the hands of a few insurance agencies, no wonder we have less than 10 percent of an aging society with LTC policies. The same applies to annuities-, particularly index ones, which are rarely ever fully explained.

Thank you for your attention,
- D. Barbara Zapal