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Advisor Spotlight: Fighting LTCI client denial

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Phil GrossmanPhil Grossman, CLTC, LTCP
Long Term Care Options, Inc., Peoria, Ariz.

1. What is your primary advisory specialty, or the focus of your practice?
I’ve done 100 percent long term care only since 1997. My current in-force premium dollars are $2.185 million and I have 953 clients.

2. What are the biggest challenges facing you in this market, and how are you addressing them?
The biggest issue is clients’ denial that it will happen to them. I address that by working exclusively with financial planners who advocate this wisdom: “It is not a financial plan without long term care planning.”

3. What led you to focus on the senior market?
I wanted to be a subject matter expert.

4. What is the best advice you would give to other advisors?
It is their responsibility to educate and inform their clients about the risk of long term care.


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