Not How...Why?

Doherty, Tom
January 2001
Advisor Today;Jan2001, Vol. 96 Issue 1, p24
Trade Publication
Explains the need for insurance advisors to talk to their clients about long-term care insurance. Reasons for the failure of insurance advisors to address the danger of long-term care; Possible answers on why long-term care should be taken seriously; Benefits of long-term care insurance.


Related Articles

  • Setting Asset Level Guidelines For LTC Can Be Dangerously Simple. Driscoll, Marilee // National Underwriter / Life & Health Financial Services;1/20/2003, Vol. 107 Issue 3, p8 

    Suggests ways on setting asset level guidelines for long term care (LTC) insurance. Effect of asset liquidation on LTC insurance buying-decision; Considerations on purchasing LTC insurance; Role of insurance agents on educating the public about LTC insurance.

  • What agents should know before selling LTC ins. Maher, Thomas M. // National Underwriter / Life & Health Financial Services;4/3/95, Vol. 99 Issue 14, pS8 

    Outlines the requirements for agents before selling long-term care (LTC) insurance to clients. Problems on the agent's marketing of LTC as an ancillary product; Availability of literatures on LTC for agents; LTC market as different from any other market; Suggestions on how to conduct business...

  • Agents Can Use These Guidelines To Spot When Clients May Need Help. De Simone, Marcella // National Underwriter / Life & Health Financial Services;1/6/2003, Vol. 107 Issue 1, p26 

    Provides ways in which long term care insurance agents can assess whether a family member is at or near the point when he or she would be unable to live independently. INSET: Independent Living Test.

  • Long Term Care Sales 'Coach' Urging Agents To Meet Competitive Challenge Of New 'Federal' Joint Venture.  // Insurance Advocate;5/20/2002, Vol. 113 Issue 19, p34 

    Discusses the competition posed by a long term care insurance (LTCI) plan to be offered by the joint venture of John Hancock and Metropolitan Life, to insurance agents who sell LTCI in the U.S.

  • LTC Sales Rebounded In Second Half Of 1999. Bell, Allison // National Underwriter / Life & Health Financial Services;3/13/2000, Vol. 104 Issue 11, p3 

    Reports on the 1999 increase in sales of long term care (LTC) insurance policies in the United States. Premium revenue from sales to individuals and associations; Reason for the increase in the awareness of LTC insurance; 1999 LTC insurance financial figures of some insurance agencies.

  • Effectively Marketing LTC Insurance. Tyler, Stephen D. // Advisor Today;Dec2000, Vol. 95 Issue 12, p48 

    Presents tips on effectively marketing long term care insurance. Problems regarding Medicare coverage; Ways to recommend a reduced deductible elimination period to clients; Reasons for teaming up with an insurance agent.

  • Agent Tip: Sell LTC & Buy It, Too. Sadler, Jeff // National Underwriter / Life & Health Financial Services;8/14/2000, Vol. 104 Issue 33, p7 

    Presents suggestions to insurance agents about buying and selling long term care insurance. Reasons for the complaint against disability income insurance; List of policy benefits.

  • Agent Education Key To LTC Success. Magee, Nancy C. // National Underwriter / Life & Health Financial Services;8/14/2000, Vol. 104 Issue 33, p24 

    Suggests the need for insurance agents to be educated in order to succeed in the long-term care insurance business. Menu of benefits agents must understand; Opinion on grouping consumers into segments; Result for agents who take the education process seriously.

  • LTC Agents Need Education, Not Just Training. Pearson, Robert // National Underwriter / Life & Health Financial Services;10/23/2000, Vol. 104 Issue 43, pS-5 

    Discusses the need to educate long-term care (LTC) insurance agents about their products. Concerns over the lack of educational programs for agents; Difficulty about the LTC planning process; Factors to be considered in selling coverage.


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics