How Insurance Professionals Can Effectively Discuss Long-Term Care Insurance with Clients

Long-term care insurance (LTC) is a valuable product that helps clients plan for a secure future. But getting clients comfortable enough to discuss personal health information can be challenging. As an insurance professional, it's your job to gather this information, even if it means asking tough questions. With a few effective strategies, you can create an open, trustworthy environment that helps clients feel at ease. Here’s a guide to assist you in asking the right questions and completing applications thoroughly.

1. Set the Stage with Transparency

Clients may hesitate to share details about their health history, medications, or weight when discussing LTC insurance. By setting the right tone from the start, you can help alleviate any discomfort. Try using this introduction:

“Mr. and Mrs. Client, you don’t have to be in perfect health to get Long-Term Care Insurance, but you do need to be in relatively good health. It’s my job to gather that information, so I need to ask you some questions about your current health and about any medications you may be taking.”

Explaining why you’re asking for specific health information will help clients understand that these questions are necessary to secure the best coverage options for them.

2. Gather a Complete and Accurate Health Picture

Just as doctors need detailed information to provide accurate diagnoses, insurance agents need a full picture of a client’s health to recommend the right LTC coverage. Encourage clients to share openly, and let them know that being thorough now can save time and avoid potential issues with their application later.

3. Learn the Story Behind Each Medication

Medications often reveal important health details, but don’t stop at just a list of names. Dig a little deeper to understand the conditions these medications are treating. This information not only provides insight into your client's health needs but can also identify potential red flags for the underwriting process. Familiarize yourself with medications commonly associated with uninsurable conditions, like these examples:

• Prednisone - often prescribed for COPD or Rheumatoid Arthritis
• Requip - commonly used for Parkinson’s Disease
• Aricept - associated with Dementia
• Avonex - used to treat Multiple Sclerosis

Being informed about these medications can help you address potential underwriting challenges early in the application process.

4. Accurately Record Weight and Build Information

Weight and height can affect LTC eligibility, so don’t make assumptions. Politely ask clients for their weight and consult build charts to ensure you have accurate measurements. Accurate information here will help with both application completeness and the underwriting outcome.

5. Include a Cover Letter for Additional Insights

While the application form captures the basics, a cover letter allows you to share extra context that could benefit the underwriter’s assessment. Mention anything about your client’s lifestyle, habits, and steps they take to manage their health. Highlighting these factors shows the client’s commitment to health management and can improve the chance of a positive underwriting result.

Reach Out for Support

If you need additional guidance on how to discuss LTC insurance with clients, don’t hesitate to consult your LTC Specialist. They can offer personalized tips and additional resources to enhance your approach.

By following these steps, you can create an environment of trust, gather essential information, and help clients feel at ease discussing their health—paving the way for more successful LTC insurance sales.