Hybrid Long-Term Care: Starting the Conversation With Your Clients
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Hybrid Long-Term Care: Starting the Conversation With Your Clients
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Summary
More of your clients are asking about long-term care, and hybrid policies give you a way to answer that works whether they ever need care or not.
In this episode of Lifelinked, Morgan sits down with Chad Preston, a brokerage rep at TBA who works on these cases with advisors every week. Chad explains how hybrid long-term care combines life insurance with long-term care benefits, so clients get protection for care costs and a death benefit if they never use it.
You'll hear:
- Who the ideal client is, including the 50 to 65 underwriting sweet spot
- How to respond to "What if I never need care?" and "I can self-fund it"
- What health history to gather before you submit a case
- The one mistake to avoid when positioning these policies
- Two great opportunities: clients with cash or CDs on the sidelines, and clients who recently inherited an IRA
This month's challenge: Have one hybrid long-term care conversation with an existing client.
Have a case or a question? Reach out to Chad or anyone on the TBA team. For more resources and past episodes, visit www.TBA.com.
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