Joseph Andrey was 5 years old in 1927 when his impoverished mother sold him to the manager of a popular vaudeville act. He was 91 last year when he told the story again, propped in a wheelchair in the rehabilitation unit of a nursing home where it seemed as though age and infirmity had put a different kind of price on his head.
Craning his neck, he sought the eyes of his daughter, Maureen Stefanides, who had promised to get him out of this place. “I want to go home, to my books and my music,” he said, his voice whispery but intense.
He was still her handsome father, the song-and-dance man of her childhood, with a full head of wavy hair and blue eyes that lit up when he talked. But he was gaunt now, warped like a weathered plank, perhaps by late effects of an old stroke, certainly by muscle atrophy and bad circulation in his legs.
Now she was determined to fulfill her father’s dearest wish, the wish so common among frail, elderly people: to die at home.
Learning how to adjust to the changing market is crucial to the continued success of your LTC Insurance business.
Today’s market reflects an expanding, diverse clientele, so being able to respond to their unique needs and budget constraints is critical.
The first step is to understand their concerns around buying coverage, including potential objections about the cost of a policy. Adapting your approach to the new market will not only demonstrate that you are responding to changing trends, but will ultimately help to increase your LTC Insurance business.
“People continue to mistakenly associate long-term care insurance exclusively with skilled nursing home care,” says Jesse Slome, director of the Los Angeles-based long-term care insurance organization. The Association released findings April 20 from its study of 2017 claimant data.
According to AALTCI, 52.1% of all new long-term care insurance claims in 2017 began in the home setting. “Nearly one in five claims (19.7%) started in an assisted living facility and only 28.2% commenced in a skilled nursing home,” Slome says. The organization analyzed data from six leading long-term care insurance companies.