Insider Information About Long Term Care Insurance; What You Need to Know to Advise Your Clients

Speakers: Margie Barrie

Year: 2020

Margie Barrie, the “LTCI Insider” columnist, will be providing you with a-behind-the-scenes update about the long term care industry. This presentation will focus on long term care from these perspectives: 1. Why long term care planning is important protection for your clients and how providing coverage will enhance your practice’s bottom line. 2. An industry update, including the impact of Covid and the new Medicare changes on long term care. This important information will impact your clients who are on Medicare or who have family members on Medicare. Learning Objective 1: Differentiate between the two types of long term products – traditional and hybrid. Discussion will include the pros and cons of each and how to determine the best fit for a client. Learning Objective 2: Develop strategies for generating additional revenue by learning about the profile of the long term care buyer and identifying key marketing strategies that will enhance selling opportunities. These include targeting business owners to provide this protection as an employee benefit, using executive carve-outs, repositioning qualified funds from a client’s IRA, 401K or 403B, using a 1035 exchange for a life insurance policy and funding the premium through a HSA.

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