Q. For my sales presentation, I want to include a personal story about a claim being paid by a LTCI carrier and the benefits for the client and the family. Do you have a letter that I can show prospects?

Sharing how the benefits really do work and how grateful the family is are powerful ways to help convey the need. Mark Goldberg and Matt McCann of ACSIA Long Term Care, Inc. shared the contents of several letters at their recent agent conference. Here are excerpts from two more.

Written by a claimant’s husband:
“We bought our policy when we were 60. My wife had a stroke when she was 64. The stroke left her partially paralyzed, and we were devastated. She required care to just cope with the stuff you have to do every day to live. If it wasn’t for this insurance, she would have gone into a nursing home permanently. But because she had this protection, we could bring help into the house. We didn’t have to change the way we lived. Without the policy, I would have been the one who provided the care and my daughter would have had to quit her job to help me.

“Because we had this policy, it prevented us from having to change our life, and that made all the difference in the world. As far as I am concerned the value of having the policy is priceless. It’s probably the best investment we have ever made.”

Written by claimant’s daughter and son:
“We didn’t even know that mom and dad had long-term care insurance until they both got sick. This policy made helping them find the best care for their circumstances so much easier.

“We had no idea how flexible their policies were. The fact they had the choice of going into an assisted-living facility instead of a nursing home has given us both great relief. We might not have that option if we didn’t know we would have the dollars the policy provides them for the care.

“My brother and I have both applied for coverage for ourselves as we have experienced firsthand what the impact of having these policies can have. My parents never wanted to be a burden, and I don’t want to be a burden to my kids.

“I am a mother of two teenage children and if I had to be the one who had to coordinate and provide my parents’ care, it would make my life impossible. My brother is in a similar situation.”

Real-life stories like these can be powerful tools in helping your prospects understand the critical need for long-term care insurance.

Show prospects how LTC coverage helped other families care for an ailing relative.