Long-term care (LTC) planners talk to consumers about the recent increases in long-term care insurance (LTCI) rates every working day.

Michael Doughty, president of John Hancock Insurance, demonstrated his approach to that conversation recently in New York, at an insurance conference organized by Standard & Poor’s Ratings Services.

Doughty appeared on a panel with Li Cheng, a skeptical S&P senior director; Neal Freedman, a skeptical S&P analyst; and Jeffrey Coutts, the corporate treasurer at Lincoln Financial Group Inc., who was sympathetic but was there to talk about the benefits of using LTC built on a life insurance chassis, rather than pure stand-alone long-term care insurance (LTCI) product.

Doughty acknowledged that LTCI issuers face skepticism, but he argued that there are many reasons to believe that issuers have put the worst problems behind them, and that the rates of the policies now being sold will be much more stable.

Here’s an excerpt from a videotaped version of Doughty’s presentation.