Helping Younger Clients Plan Ahead with an LTC Rider

Statistics show that almost 70 percent of people over 65 will require chronic care later in life. Long-term care services can be expensive – and the costs are only expected to keep rising.

So, why haven’t your clients purchased long-term care insurance yet?

Some may not realize they need it. In fact, most don’t. That is, until they’ve experienced a parent or grandparent depleting their assets to pay for long-term care services. Perhaps that parent or grandparent even had to rely on family members to provide the care they couldn’t afford.

Others have a hard time making the purchase because they’re still young and can’t imagine themselves in a nursing home or assisted living facility. At this point in their lives, they only see the long-term care insurance premiums as an expense. They may be thinking:

  • If I purchase long-term care coverage now, will I be paying for it longer than I need to?
  • If I purchase long-term care insurance, will I have spent my money on something I may never end up needing?

This kind of thinking can lead younger clients to postpone their long-term care planning. However, by failing to plan, your clients face a bigger risk: the possibility of developing a condition that prevents them from qualifying for long-term care insurance once they’re ready to purchase it.

The Planning for Long-Term Care Needs sales idea examines the advantages of purchasing a Long-Term Care Rider at a younger age, and includes a case study showing how a client could benefit from the life insurance coverage during the policy’s early years and the long-term care rider during the policy’s later years.

For even more information on our new Long-Term Care Rider, available on Income Advantage IUL and Life Protection Advantage IUL, go to

Helping Younger Clients Plan Ahead with an LTC Rider