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October 11, 2010 at 08:00 PM
What is the biggest roadblock you have to locking in high-net-worth clients? Contributing Senior Market Advisor writer Ed McCarthy is researching a story on that topic for a feature story in an upcoming issue of SMA.
The following are two of the key ways McCarthy has identified so you can lock in on that wealthy prospect.
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Getting More Mileage with Hybrids
Wealthy clients often hold large cash balances. But with interest rates so low, they’re more likely to consider options for leveraging their liquidity. Jonathan Schwartz, CLTC, owner of got LTC? LLC, Westwood, N.J., says linked life long-term care insurance products appeal to prospects in a low-rate environment.
“If you never need the long-term care, then there’s a death benefit going to a named beneficiary tax-free like any other life insurance product,” he says. “In today’s economic environment, the reality is if a person has got money sitting in the bank or money market or a CD, they’re earning less than 1 percent. For a typical 65-year-old female, the leverage is 2 to 1 on the (contract’s) death benefit, so where else is the client going to get a 100 percent return on their money?”
