Super-charge clients’ protection: Life insurance with DI

December 2, 2016

Nov 28, 2016 | By Richard M. Weber, M.B.A., CLU, AEP

When DI is combined with appropriate life insurance, a “double-duty” synergy is achieved, resulting in complete protection for the portion of human life value for which insurance exists.

A typical affluent family owns a variety of assets, including real estate, cars, retirement accounts, investments, cash and life insurance. But some assets may be vulnerable to possible loss, through economic downturns, mismanagement or natural disaster.

Fortunately, some of those losses can be offset by transferring the risk of loss to an insurance company. Still, there are other risks, such as job loss or experiencing a business failure, which cannot be so readily transferred.

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Long-Term Care Sales Ideas

November 30, 2016

This booklet gives the broker tips and ideas to start the process of turning your clients LTC needs and concerns into sales.

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Sales Ideas

November 28, 2016
  • Beyond retirement: Prudential makes case for financial wellness Businesses increasingly recognize that financially stressed employees can be a drag on their operations – and the bottom line. Read more.
  • DOL rule faces certain death under President-elect Trump The much-maligned rule will likely be killed come January. Read more.
  • Using SPIAs as bond replacements in a retirement portfolio Substituting a SPIA for bonds in a retirement portfolio can eliminate or substantially reduce a client’s interest rate risk. Read more.
  • 10 things to say now about long-term care insurance Our LTCI Insider columnist says consumers who can buy the product today should. Read more.
  • Cash value life insurance makes Harbaugh college football’s top-paid coach This type of deferred compensation alternative appeals to talented leaders and executives. Read more.
  • Indexed universal life is now the preferred COLI product The insurance industry is seeing a resurgence in the company-owned life insurance market. With growth comes opportunity. Read more.

10 things to say now about long-term care insurance

November 17, 2016

Our LTCI Insider columnist says consumers who can buy the product today should

Nov 16, 2016 | By Margie Barrie

Margie Barrie, a veteran long-term care insurance agent, marketer and educator, has been writing articles about long-term care planning and related issues for years.

Here, she handles a question about what to say to clients who are worried about LTCI headlines.

Question: I’m working with a number of clients in their 40s. They ask me: “Does it make sense to buy long-term care insurance now, or should we wait?” What should I advise them to do?

Answer: The current headlines make providing long-term care planning more important than ever. I will be advising my clients to buy insurance now and not wait.

Here are the 10 things I tell clients.

1. This protection is not for everybody.

It is for those who have sufficient assets or very large pensions and have good health.

It is not for the Have Nots – meaning those who know they will have to rely on Medicaid for their long-term care expenses. They – and their families – will have a problem.

2. Will the need for long-term care disappear? No!

With people living longer, the need will continue to grow.

3. Will the government pay for long-term care, so we don’t have a need for private insurance? No!

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Grow Your LTCi Sales

November 14, 2016

LTCi is a product many people need, but too few own. Given the demographic shift as 70 million baby boomers enter or near retirement and with no viable government alternative on the horizon, we see LTCi as a product with incredible potential for growth.

Even though it’s been around for over three decades, LTCi is a product that’s still in its infancy. It’s not the same product it was when it first hit the market. And it will
continue to evolve as needs change over time. With people living longer, the demand for LTC services is certain to increase. And as more and more people realize the high cost
of those services and understand the importance of having something that will protect a portion of their hardearned nest egg, LTCi will become an increasingly
popular solution. So let’s start growing LTCi… together!

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Sales Ideas

November 10, 2016
  • Financial planning that helps families avoid college debt This is how one advisor developed a strategic vision to help parents incorporate the cost of their children’s college education into the family’s comprehensive financial plan. Read more.
  • 18 scary retirement statistics These numbers show how frightened Americans are about their retirement readiness. Read more.
  • 3 new fears about the long-term care planning gap Lincoln Financial executives hope to see awareness month lead to action month. Read more.
  • 5 things you need to know about the future of life insurance The innovation needed to drive industry change is at long last taking root. Read more.

November is Long Term Care Awareness Month

November 3, 2016

Long Term Care Awareness Month is the perfect time to have that important planning conversation with your clients. There are educational resources that can help with those conversations. We have also added videos for you to use with your clients.

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