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Agents Optimistic About LTCI Sales: AALTCI

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For the agents sticking to the task of trying to protect people against long-term care (LTC) risk, the market outlook looks pretty good, according to the American Association for Long-Term Care Insurance (AALTCI).

The news may be full of gloomy headlines about long-term care insurance (LTCI) issuers’ efforts to get approvals for rate increases for holders of in-force LTCI policies.

But 48% of agents who participated in an AALTCI survey said they expect their own sales of new, traditional LTCI policies to increase this year, and only 21% predicted their sales of traditional LTCI policies would decrease.

(Related: First-Time LTCI Claimants May Be Getting Older: AALTCI)

The participating agents expressed even more optimism about sales of products that combine LTC benefits with life insurance policies or annuities.

About 66% of the agents said they expect their sales of LTC hybrid products to increase, and just 7.2% said they expect sales of those products to fall.

AALTCI sent surveys to 1,000 agents and received replies from 333. Only about 10% of the participating agents said they had started selling LTCI or LTC hybrid products within the past five years, and 80% said they had been selling the products for more than 10 years.

About 40% of the survey participants said they sold five or fewer traditional LTCI policies or hybrid products in 2018, but 26% said they sold 26 or more LTC-related products.

Jesse Slome, the owner of Sales Creators Inc., a Westlake Village, California-based insurance marketing support services firm, started AALTCI in 1998.


A copy of the AALTCI survey is available here.

— Read Long-Term Care Insurance Claims Rise 12%: AALTCI, on ThinkAdvisor.

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