Q. As part of my sales presentation, I want to include a personal story about a claim that a long-term care insurance (LTCI) carrier is paying and how that has benefited the client and the family. Do you have a letter that I can show prospects?

A. Sharing how the benefits really do work when a client goes on claim and how grateful people are is a powerful way to convey the need. Mark Goldberg and Matt McCann of ACSIA Long Term Care Inc. showed the contents of several letters at their recent agent conference. Here are excerpts from one of the letters. I did change the name of the letter writer and the state to protect her privacy. (Next month’s column will highlight another letter.)

Dear Agent:

 

I want to thank all of you and everyone at the insurance company too and recognize the professionalism of the claim’s staff for all of their assistance in helping me deal with my husband’s battle with Alzheimer’s disease. We’ve been married for over 40 years, and I never dreamed we would have to go through this. Tom was first diagnosed with short-term memory loss, and then we learned it was Alzheimer’s. I remember feeling so scared and vulnerable.

 

The claims staff at the insurance company really helped me understand what kind of options Tom and I might have here where we live in Utah. There were services I simply didn’t know were available. For that matter, even our doctor didn’t know they were available. As my husband’s memory faded faster, it became very apparent I couldn’t keep him at home. Tom got angry and frustrated, and his actions became so unpredictable. He could no longer drive, and our lives changed so very much.

 

I have the additional responsibility of taking care of my frail 95-year-old mother in addition to my husband. This policy has allowed me to not only get the help I need, but also to get a break from time to time. Because of having this policy, it’s nowhere near the nightmare it could have been if I had to face this all alone.

 

When we got this policy my husband was afraid it was just going to be a waste of moneythat we would never use it. I have learned no one can know what will happen. As a result of what has happened to us, I’ve seen others who have had to go through this and not have a policy. They have a lot less options than we do, and it causes families to fight and all kinds of other stress.

 

Thank God for this policy and for having such a program like this. I can only hope everyone does something to protect themselves when they can. I recommend it to everyone I know.

 

Thank you so very much,

 

Catherine