As you’ve all experienced, the majority of your clients who are couples come together as a packaged deal. So what happens when a couple applies for a LTCi policy and only one is approved?

In a market of one-stop shopping, becoming the local LTC resource can help you stand out in the crowd.

While it can take decades to accumulate the assets they’ll need to retire comfortably, just a few years of paying for long-term care may threaten a lifetime of savings.

Cross Selling can be difficult, yet when you present your client with information about LTC, they should understand the benefit of protecting themselves when they may need it.

Instead of trying to persuade the client to purchase what they view as unnecessary protection, why not propose a plan that offers additional layers of protection for scenarios that they do view as likely.