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Reversing the Sale

How are sales going?

A little awkward? A bit tough? Certainly not impossible, however. We don’t want to play on fears or incite panic, but tough times are often a stark reminder of the need for proper planning. Long-term care is perceived as being a tough sale, so when you factor in national news of downturns, depressions, and being laid off, to name a few, how is a person supposed to think about spending income on something they don’t even want to think about needing?

What if I asked you if you’ve ever sold long-term care insurance in reverse?

A little awkward? A bit tough? Far from impossible.


Angie Hughes 

LTCi Marketing Manager

Hear me out: What if you lead in with a product that required little if any underwriting and premium was less than $2,000 annually for an 85-year-old? So, if the largest objections you’re expecting to face are about underwriting and price, then the obvious response you would expect when asking prospects if they’d be interested in hearing about a product like this is, “Yes,” right?

Once you’ve got your foot in the door, you explain that this product is for home care only so if you wanted additional coverage for the nursing home and assisted living facility, we could buy a small long-term care plan for 2 years or more. Who are we to limit them to a more robust policy!

I think we can agree that most of us would rather be home, whether you’re there by mandated or choice. The same is doubly true for when we’re in need of care or a chance to recover from a health event. How great would it be that you could get paid to have a physical therapist, occupational therapist and even have chemotherapy provided at your home? I can think of a few people who would happily go without needing to head to the hospital for their treatment. Home is base, home is safe.

Now I would never be one to propose that you replace a long-term care sale with something else just because it’s “easier”. This concept is intended to help you work with your clients’ “yes” to make talking about long-term care planning easier for both of you.

Here is an example: a Male 62 and Female 60, who purchased an LTC policy with benefits at $3,000/month, 2 years each with Shared Care, 30 elimination period and 3% inflation, would have a joint monthly premium around $261. But, if you started with a short-term care plan for the couple, the joint monthly premium would be around $37/month. You could add a small 2-year long-term care policy just like we stated above with no inflation and the short-term and long-term combined would be a premium of only $175/month! Get the first, “Yes,” and then go into longer care. Will it work? Try it and let me know!

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