Detective Tips for Effectively Writing Long-Term Care Insurance Policies

Long-term care (LTC) insurance can be a challenging yet rewarding area of focus for insurance advisors. Underwriting for these policies often requires careful attention to details that your clients may not volunteer upfront. Think of yourself as a detective—your mission is to gather all the relevant facts to help the underwriter process your case efficiently and accurately.

Here are six investigative strategies to streamline the underwriting process for LTC policies:

1. Ask About Specialty Physicians

Your client’s health is a complex puzzle, and the specialists they see often hold critical pieces. Dig deeper by asking about their care providers:

• Cardiologist? If they’ve had bypass surgery.
• Orthopedist? For joint replacements.
• Rheumatologist? If rheumatoid arthritis is mentioned.
• Psychiatrist? For those managing anxiety or depression with multiple medications.
• Endocrinologist? If your client is diabetic.

Knowing these details helps underwriters assess risks accurately and expedites processing.

2. Pay Attention to the Date of Diagnosis

A recent diagnosis (within the last 6–12 months) may raise red flags, as underwriters need time to evaluate the client’s condition stability. Ensure your client is aware that waiting for more stability could improve their application results.

3. Track Doctor Visits

The timing of doctor visits is crucial:

• Long gaps in care (over two years since their last physical) may disqualify them from preferred rates.
• Recent visits with follow-ups planned signal ongoing treatment, allowing underwriters to request attending physician statements early in the process.

Encourage clients to maintain regular checkups and share details of any upcoming appointments.

4. Listen for Pending or Recent Medical Events

Train your ear to detect clues about your client’s health history, including:

• Pending tests: Ask if any diagnostic tests are scheduled.
• Recent surgeries: Understand the type of surgery, the findings, and whether they’re cleared for follow-ups.
• Physical therapy: Has the condition resolved, or is additional treatment required?

These insights help you anticipate underwriting concerns and prepare responses proactively.

5. Decode Medication Clues

Medications often reveal underlying conditions. Don’t settle for vague answers; dig deeper to understand the reasons behind prescriptions:

• “Water pills”: Could signify anything from minor edema to heart failure.
• “Blood thinners”: Probe for a history of stroke, blood clots, or heart surgery.
• “Bone medications”: Suggest osteoporosis or bone loss, often confirmed by a bone density test.
• Pain medications: Identify if usage is situational or ongoing.

Detailed insights into medications help underwriters assess insurability with greater precision.

6. Question Everything

Sometimes, the biggest clues lie in what’s not being said. For instance:

• A young, non-working client may have a chronic health condition or be receiving disability benefits.
• Frequent absences from work or specific lifestyle habits could signal conditions impacting insurability.

Always approach these conversations with empathy, but don’t shy away from asking direct questions.

Final Thoughts

By channeling your inner detective and using these six strategies, you’ll not only improve your LTC insurance sales but also build stronger relationships with clients. Demonstrating your attention to detail reassures clients of your professionalism and increases their confidence in your recommendations.

Remember, a thorough fact-finding mission on the front end leads to smoother underwriting and happier clients in the long run.