Tax season isn't just about filing returns — it's when clients get hyper-focused on their money. That makes it an ideal time to bring up a piece that's often missing from the financial plan: Long-Term Care (LTC) coverage.
Whether you're a financial advisor, insurance agent, or tax preparer with insurance licenses, now is the perfect window to open a meaningful conversation about LTC planning.
Clients are gathering statements, crunching numbers, and revisiting retirement accounts — a natural moment to assess risk gaps, especially around health and aging. When better to ask:
“If an extended care need comes up, how would you want to cover it — and who would that impact financially?”
Many clients don’t realize that LTC insurance premiums can be tax deductible — especially for:
Self-employed individuals
Business owners
Clients with HSAs or tax-advantaged plans
Some states also offer LTC tax credits, which may come into play during filing. This helps make the premium conversation easier — and smarter.
Tax refunds often feel like “found money.” Why not use part of it for something that helps protect their retirement income and reduce future financial strain?
Position LTC premiums as an annual habit, not a burden. “Just like filing taxes — you check the box each year and keep your plan on track.”
Start simple:
“Have you ever looked at long-term care coverage?”
“Do you have a plan if extended care is needed later in life?”
“We’re seeing a lot of people take care of parents right now — is that something that’s on your radar?”
If you're working with tax preparers or CPAs, this is a great time to:
Partner up and offer LTC solutions to their clients
Provide a quick guide or flyer explaining LTC tax benefits
Offer a free review for clients who may be interested but unsure where to start
Want help positioning LTC with your tax-sensitive clients? Let’s talk. We’ve got product options, sales materials, and strategies to help you close more LTC cases — without getting lost in the weeds.