Presented by Tim Dreher


An often heard objection when talking to a prospect about Long Term Care insurance is, “I don’t need insurance because my kids will take care of me.”

However, many people don’t realize that there are other unfortunate factors when children care for an elderly parent.  Those factors are not just financial, but can involve emotional and physical stresses as well.

According to the American Association for Long Term Care Insurance (AALTCI), the average caregiver is a female in her mid to late forties.  She typically provides more than twenty hours of care per week.  More often than not, she is already juggling her own hectic schedule of working a full time career, raising a family of her own and taking care of her own household.

Unfortunately, there can be a financial cost if a caregiver is forced to take time off from their job, reduce their hours to a part-time status or if they need to put their career on hold entirely in order to care for a parent.  Of course, this is not to mention the emotional and physical hardships that a caregiver faces on a daily basis.

Caring for an elderly parent is not an easy task.  Many times caregivers are stretched so thin juggling their overwhelming responsibilities that they often neglect their own health and become sick and frail themselves, speeding up their own aging.

Fortunately, one way to help alleviate many of the challenges involved with caring for a loved one is to have the Long Term Care discussion and talk about how a Long Term Care plan could help.  Plan benefits can provide for professional caregivers to help supplement the care that is being provided by family members.  When talking about Long Term Care insurance with a prospect, I explain it like this, “Of course your kids will help care for you if you should ever need it, and Long Term Care insurance will allow them to care for you better and longer.”  Isn’t that what all of us want?

Contact your Financial Brokerage Sales Manager at 800-397-9999 for help in overcoming this and many more objections. It could turn that negative experience into a positive one and hopefully a sale for you.

Six Questions for Six Life Insurance Sales to Seniors – Part 6

Presented by Brian Leising

Do you have senior clients? Did they purchase only one product from you? Was it a Medicare supplement, annuity, long term care or final expense policy? If you were able to uncover the need for one insurance product, could you uncover another? What if you had six simple questions to ask your clients that would uncover additional sales?

When you meet with a person who is a grandparent, what photos do you see on their walls? The photos of their children are long gone and the walls are now adorned by their adorable grandchildren. Just try to ask a question about their grandchildren and see if you can get a word in edgewise for the next hour. They love to talk about their grandchildren and would do just about anything for them. Did you ever think to ask “Who handles your grandchildren’s life insurance and college funds?” Parents may not have thought about these topics and if they did, may not have the funds to pay for them. Chances are your senior clients have more disposable income than their children and are in a better position to help. They are at a stage of their lives where their primary concern is leaving a legacy. Two gifts their grandchildren will always remember will be their first life insurance policy and their college tuition paid for by Grandma and Grandpa.