How to Protect Your Clients and Boost Your Sales with Hybrid Long-Term Care Solutions

​If you are an independent life and annuity producer serving the retirement-age market, there is an "elephant in the room" that you and your clients cannot afford to ignore: Long-Term Care (LTC).

Statistics show that 70% of Americans will require some form of long-term care in their lifetime. With the average cost of care sitting at around $172,000 over a three-year period, a lack of planning can quickly drain your client's hard-earned assets and place an unimaginable burden on their family. Furthermore, state-mandated LTC payroll taxes—like the one already implemented in Washington State—are looming, with up to 14 other states preparing to roll out similar penalties for residents who don't carry private LTC coverage.

In our latest Producers Engage session, WIN Group founder Phil Dizon and life/LTC expert Scott Soares discussed how top producers are seamlessly inserting the LTC conversation into their everyday practice. If you are not offering these solutions, you are leaving your clients vulnerable—and leaving money on the table. Here is how you can use modern hybrid LTC products to carve out a unique lane in your local market, protect your clients' legacies, and generate a new stream of revenue.

Overcoming the LTC Hurdle: Sell Concepts, Not Products
Many agents shy away from the LTC conversation because traditional LTC insurance was plagued by skyrocketing premiums, canceled policies, and brutal underwriting. Other agents make the mistake of handing a client a complex illustration and hoping the numbers sell themselves.

The secret to LTC sales is storytelling. Ask your clients two simple questions: “Do you have life insurance?” and “Do you have a plan for long-term care?” By asking questions about who will manage their care and which financial bucket they will drain first, you create the need. Once the need is established, you can introduce modern, asset-based hybrid solutions.

Today's hybrid LTC products use life insurance or annuities to advance the death benefit for care. They are priced correctly, often feature simplified underwriting, and guarantee that if your client never needs care, the money isn't lost.

During the webinar, we highlighted two standout carrier products that every agent needs in their toolbox:

1. One America Care Solutions One America is a pioneer in the hybrid space, offering incredibly unique features you won't find anywhere else:

• Qualified Money Accepted: You can use a client's qualified money (like an IRA) to fund the policy. They even offer a 25% bonus on qualified deposits to help offset taxes as the money de-qualifies over a 10-year period.
• Joint Coverage for Uninsurable Spouses: One America allows joint policies. If a husband has an IRA but his wife is uninsurable, he can use his qualified funds to buy a policy that covers her care.
• Unlimited Benefits: They are the only company that offers an unlimited, lifetime long-term care benefit. If your client lives in a facility for 10 years, One America pays for 10 years.

2. Equitrust WealthMax Bonus This Indexed Universal Life (IUL) hybrid is the ultimate "lazy money" solution, offering incredible flexibility, double-digit single-premium commissions, and a menu of living benefits:

• Simplified Issue: No medical exams, no APS, and no phone interviews. If your client can pass a short list of knockout questions, the policy is issued.
• 15% Premium Bonus: Clients get an immediate 15% bonus on the premium going into the policy.
• Return of Premium: If the client decides they want their money back down the road, there is a guaranteed return of premium.
• Converts to Income: If the client is part of the 30% who never need long-term care, and they hold the policy to age 85, they have the option to convert the death benefit into a 5-year guaranteed income stream.

(Note: If your client is completely uninsurable, the WIN Group also has access to Guaranteed Issue Annuity LTC products, ensuring you have a solution for absolutely everyone.)

Don't Want to Deal with Underwriting? Use Our "Co-Pilot" Program
We know that learning new products, navigating underwriting, and taking applications takes time—time you could be spending closing your primary annuity or life cases. That is why the WIN Group offers our exclusive LTC Co-Pilot Program.

If you uncover an LTC need, you can bring in our wholesale expert, Scott Soares, to partner with you on the case. Scott will handle the process from A to Z: presenting to the client, handling the application, navigating underwriting, and delivering the policy. You simply split the case and earn up to 60% of the commission for making the introduction!

Use the Co-Pilot program to earn while you learn. Once you are comfortable with the process, you can "graduate to Captain" and take 100% of the commission on future cases.

Take Action and Grow Your Sales Today
If you want to be the premier retirement specialist in your area, you must have a plan for long-term care. We provide the slide decks, the drip-marketing emails, the scripts, and the wholesale support to make it happen.

Watch the Producers Engage LTC Replay
Ready to request your free LTC Agent Playbook or submit a risk assessment for a client you have in mind? Click the link above to fill out our contact form and book a one-on-one consultation today!

Watch the Full Episode here