The future of long-term care insurance (LTCI) sales depends less on the number of insurance companies offering the product than on the number of skilled professionals marketing and selling it.
Over the past few years, we have witnessed several important changes in the long-term care insurance marketplace.
One of the more significant is the fact that fewer entities than ever focus on recruiting and training new long term care insurance agents exist. The more recent departure of several large insurance companies with their large career forces exacerbates the situation.
Identifying, recruiting and educating more individuals to market this product is more important than ever. That said, there is a lack of commitment by the industry overall to do so. Thankfully, along comes the ever present Internet to the rescue, and that was the impetus behind the establishment of an Online Career Success Center launched this week by my group, the American Association for Long-Term Care Insurance.