Industry Articles

December 5, 2018
  • The ABCs of Structured Annuities
    These are for clients who want some downside protection, and some upside participation. Read more.
  • Family Caregivers Are Getting Younger: Genworth
    Challenges include stress, and depression. Read more.
  • Respect, Trust and the Growing Senior Market
    Your prospects need to understand why what you’re doing matters. Read more.

November is LTC Awareness Month

November 20, 2018

November is LTC Awareness Month and an opportunity for your clients to get a tax deduction and protect themselves!

The IRS has announced new larger deductions for buying LTCi.  This change opens the door for the discussion of tax advantages for your business clients. To purchase this important protection, call us for information and case design at 847-598-6002.


Industry Articles

November 14, 2018
  • The Value of Prospects Who Don’t Close
    Sometimes, the best prospects are the ones who, originally, got away. Read more.
  • Worry of Waning Retirement Income Big Reason for Annuity Purchases: Study
    LIMRA says younger workers are more skeptical about Social Security. Read more.

30 Facts to know About Long-Term Care Planning

November 1, 2018

Insights from American consumers and advisors

As more and more Americans continue to have personal experiences with loved ones needing care or becoming a relative’s caregiver, the need to have a personal plan for care is becoming more evident. We interviewed consumers and advisors from around the nation about their perspectives on long-term care, and they shared these thoughts.

Full Article


Long-term care and government benefits: What you need to know.

October 26, 2018

Americans are now living longer compared to 40 years ago.¹ Living longer means you’re able to spend more time with people you love – but it’s also raising a new question: how to

pay for long-term care if you need it. As you get older, you will want to evaluate all of your options and develop a strategy to pay for long-term care so you aren’t caught off-guard by the costs

of needing help as you age. The U.S. government currently offers several programs that provide varying long-term care benefits, which can serve as a starting point for many

Americans – but, because you may not be eligible, or they may not cover all your expenses, it’s important to understand what benefits they provide to ensure your long-term care needs can be met.

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4 Top Medicare Advantage Mini LTC Benefits

October 22, 2018

By Allison Bell                        

Insurers have not rushed all that many new benefits that resemble long-term care (LTC) benefits into their 2019 Medicare Advantage plans — but they have added some.

Analysts from Avalere Health, a health care consulting firm, have come up with some Medicare Advantage mini LTC benefits offering counts. The analysts put the counts in a new Medicare Advantage supplemental benefits update.

What’s new here?

Traditionally, Medicaid has covered nursing home care. Medicare has covered home medical care, but it has not covered non-medical home care — such as help with dressing, or meal delivery services — that might help people cope with the lack of ability to handle the “activities of daily living.”

Last spring, the Centers for Medicare and Medicaid Services (CMS) freed insurers to add some  “homemaker services” to their benefits packages, by telling insurers that it would let them add benefits addressing the “social determinants of care” and the needs of people with chronic conditions to their Medicare Advantage plan benefits packages.

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4 types of objections that derail salespeople (and how to deal with them)

October 18, 2018

No may be a tiny word, but for salespeople it’s the most dreaded word in the English language. Nothing causes your heart to sink quite like an objection from a prospective client. This is true not just because it presages a negative impact on your income, but also because it’s incredibly painful to hear. It’s no coincidence that “objection” rhymes with “rejection” — and the latter is one of the deepest, darkest, most primal human fears.

There’s no way to avoid objections. They’re going to happen. What you can do is learn how to rise above the emotional disruption they cause and, hopefully, salvage the sale.

There are four types of objections you encounter in the sales process, and they occur at various points in the journey. They can stop a sale before it ever gets started, derail your efforts in the middle of the conversation, or shut down the deal at the end after weeks, even months, of hard work.

The good news is that when you arm yourself with an arsenal of turnaround frameworks, you can face these roadblocks and get past them so you can move onto the next stage.

Full Article