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AIA LTC Presentation

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  • 1. YOU CAN COUNT ON US
    For Producer Use Only
  • 2. In The Next Few Minutes, You Will Learn…
    For Producer Use Only
    • History of the LTC Market and the leading product carriers
    • 3. Common problems with LTC questions
    • 4. Features and benefits of LTCs
    • 5. Long-Term Care Insurance Product Comparisons
    • 6. Reasons to use LTC for your clients
    • 7. Effective Sales Solutions for LTC
  • The LTC Opportunity
    For Producer Use Only
    • 91% of financial professionals are failing to discuss funding of Long-Term Care with their clients.
    • 8. 65% of financial professionals indicated that the biggest barrier to discussing long-term care plans was a fear of upsetting family members.
    • 9. In 2008, it was estimated that over 9 million older people required long-term care.
    • 10. In 2020, the number of older people in need of long-term care is expected to jump to 42 million.
  • The LTC Market
    The first long-term care insurance policies were issued in the 1970s, and only covered nursing home care. The 1980s allowed for home health care compensation, and today’s policies offer care in foreign countries, coverage for family members on the same policy, and paid up policies after a specified number of years.
    Top LTC Carriers by Marketshare
    John Hancock $ 116MM 25%
    Genworth Financial $ 82MM 23%
    MetLife $ 38MM 8%
    Northwestern Mutual $ 37MM 8%
    Bankers Life $ 30MM 6%
    For Producer Use Only
  • 11. LTC Statistics
    For Producer Use Only
    • For individuals who live to be 65, there is a 70% chance they will require long-term care services at some point in their lives.
    • 12. The average nursing home stay is 2.4 years, and costs an average of $75,000 per year.
    • 13. 80% of older adults who receive long-term care do so in their homes or community settings.
    • 14. 92% of spouses or partners have not discussed long-term care.
    • 15. 95% of parents have not discussed long-term care with their adult children.
    • 16. 96% of adult children have not discussed long-term with their parents.
  • Common Misconceptions of LTC
    For Producer Use Only
    A long-term care insurance policy helps to pay for personal assistance with activities such as eating, bathing, using the toilet, and moving around — or for supervision due to a cognitive impairment.
    • Many potential clients believe assistance with day to day activities is covered by health or long-term disability insurance.
    • 17. Medicare is designed to treat acute medical conditions and does not pay for more than 100 days of skilled nursing or rehabilitation therapy.
    • 18. Medicaid pays for nursing home care, but only after an individual has “spend down” their assets to a nominal amount – usually $2,000.
  • Why is LTC an attractive product?
    For Producer Use Only
    • One of the most viable means for covering the costs associated with long-term care.
    • 19. Helps clients protect their retirement assets for their intended purpose.
    • 20. Reduce the burden of care that often falls on other family members
    • 21. Enable clients to control where they receive care, including in nursing homes, assisted living facilities, adult day care centers, and home settings – where may clients prefer to stay
    • 22. Family members can receive coverage on the same policy.
    • 23. Policies can be paid up after a specific number of years.
  • 5 Key Questions
    For Producer Use Only
    What are your client’s preferred options of care – in-home versus nursing home?
    2. What are the expected costs of the preferred care option?
    3. What are the roles and responsibilities of family members overseeing that care?
    How will long-term care be paid for?
    How much of the clients current income be expected to be utilized for LTC needs?
  • 24. Understanding the Cost of Care
    For Producer Use Only
    Anticipating future expenses is an important part of any financial plan. However, when it comes to long-term care, many people fail to recognize the potential impact it can have on their assets, their loved ones, and their overall financial security.
    The current cost of care is estimated to be $75,000 per year. However, if costs increase at 4.1% per year (based on the average annual rate of inflation), the average cost of care in 30 years would be $250,000 per year.
    Trends in the Cost of Care
  • 25. For Producer Use Only
    Benefits of LTC Insurance
    Can be shared between family members and spouses.
    Pays family members to provide your care.
    Returns unused benefits to your personal “Pool of Money” allowing you to stretch your benefits over time.
    Can provide you with access to care provider discounts.
    Covers care in your own home.
  • 26. For Producer Use Only
    4 Reasons Your Clients Should Purchase LTC
    Helps protect their assets by providing a pool of money to help cover the cost of long-term care.
    Ensure quality time for your client and their family – your client will be less dependent on family members for financial or physical assistance.
    Provides your client with choice and control over important care decisions such as where to receive care and inflation protection to keep pace with the rising cost of care.
    Access to resources, support and advice for your client and their family.
  • 27. For Producer Use Only
    LTC – Illustration
    Mr. and Mrs. Client are 65 years of age, and receive a preferred rating. They have a net worth of $1.5 million and elect to use a $500,000 annuity to fund a Long-Term Care Insurance Policy for both of them.
    An annual elective withdrawal of $6,325, or 1.3%, from the current annuity is subject to current income taxation of the owner, or approximately $1,777 based on a 28% individual tax bracket. The remaining balance of $4,568 is used to fund a Long-Term Care Insurance Policy with an initial benefit pool of $273,750 per individual.
    Based on a CPI Compound of 4%, the policy limit at age 80 is a total of $492,750 per individual.
    $6,325
    Elective Withdrawal
    -$1,777
    Income Tax Assuming 28% Bracket
    or $4,568 (annually)
    LTC Insurance Premium
    LTC
    INSURANCE
    $547,500
    $500,000
    Annuity
  • 28. For Producer Use Only
    Long-Term Care Product Comparisons
  • 29. For Producer Use Only
    Tips for Reducing the Cost of an LTC Insurance Policy
    Select an inflation option in which the LTC coverage grows in relation to the Consumer Price Index rather than in relation to a 5% fixed rate.
    Link coverage to a spouse or family member through a “shared care” option.
    Purchase coverage through an employer.
    Reduce the years of coverage.
    Increase the elimination period (deductible)
  • 30. Here Are 3 Ways To Get Started…
    1. Download a quote request form from www.abacusinsadvisors.com
    2. Email us at illustrations@abacusinsadvisors.com
    3. Call us at 877.672.1401 
    For Producer Use Only
    91% of Financial Professionals Are Not Selling LTC…
    Are You?
  • 31. EXCEED BEYOND YOUR EXPECTATIONS.
    Join Abacus Insurance Advisors.
    Established relationships with carriers, expert guidance and exceptional service are just a few of our concierge level offerings.
    At AIA, we take care of your back office needs so you can focus on building your business. We invite you to leverage our comprehensive resources and become another AIA success story.
    Our promise is that your experience with AIA will surpass your expectations.
    ABACUS INSURANCE ADVISORS, LLC
    You Can Count On Us.
    Phone 864.672.1400
    Toll Free 877.672.1401
    Fax 864.281.9662
    Website www.abacusinsadvisors.com
    109 Block House Road
    Greenville, SC 29615
    Abacus Insurance Advisors, LLC is an insurance marketing subsidiary of Asset Management, Inc. Neither Abacus Insurance Advisors, nor its employees or agents are authorized to give legal, accounting or tax advice. You should consult your own legal or tax professional regarding the purchase of any life insurance policy.
    For Producer Use Only

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