 | LTC is too expensive |
| LTC is a waste of money |
| I'm worried the rates will go up |
| I'll never need any care |
 |
Confirm with your client that she will be self-insuring her LTC needs. Get her to agree with you this is the route she is choosing. |
 |
 |
Explain to your client that you would like to get on her side of the table and show her a better way of self-insuring. This is what is great about Asset Based LTC—you are now on her side of the table versus sitting across from her where she may feel you are trying to sell her something. |
|
 |
Draw or develop a snapshot of your client's portfolio. |
 |
|
 |
Ask your client, "If you should need to go to a nursing home tomorrow, where would you grab the 1st $60,000 for the first year of care?" |
 |
|
 |
Ask your client, "What do you have planned for this asset?"
Typical responses will be:
| It will go to my children |
| It will go to a charity |
| I'm saving it for any unexpected medical expenses |
| I really don't have a use for it |
|
|
 |
Ask your client, "What interest rate are you earning on this asset?"
Typical response will be: 2% - most of this money is in CDs or saving accounts |
|
 |
Demonstrate that "re-positioning" or "re-allocation" into asset-based LTC will leverage this asset and provide more options for her. Keep in mind this was money she didn't have any use for or planned on passing it on. |
 |
Now, instead of having one account number she will have two. The portfolio will now look like this: |
 |
|
 |
By re-positioning this available asset you create three options. |
| Earns interest |
| Money Back Guarantee |
|
| Paid income tax free |
| Paid outside of probate if beneficiary is not an estate |
|
| Providing 4 yrs of care at $3600 per month |
| Can be used in: |
| Nursing Home |
| Home Health Care |
| Assisted Living |
| Adult Day Care |
|
|
|
 |
This becomes a win-win situation!!
| Client still earns interest on her money and has access to it if she wishes—all with a money back guarantee! |
| Client avoids ongoing premiums that someday may be raised |
| If she never needs LTC, she will receive a tax-free death benefit |
| Creates LTC protection with no out-of-pocket cost to your client |
|
|
 |
Would you like your client's portfolio to look like this? |
Or
|
