Thought for the day: When you are dead, you don’t know you are dead. It is difficult only for others. It is the same when you are stupid. Unknown
If you will read no further: Last week I presented LTCi and Linked Benefit life to a full house luncheon seminar. In a little back-and-forth with the audience, we discussed a comparison to purchasing a lottery ticket. But every one of my tickets will win an average of 150% of the cost of the ticket and some will win up to 450% or more. TAX FREE! They agreed that comparing Linked-benefit to winning lottery tickets is pretty close and should make it sell like hotcakes. (Do hotcakes really sell that well??) The point being, that when clients understand the value in committing some of the money in their portfolio to products like TLC, or MoneyGuard or Asset Care instead of Banks, Bonds and Money Market accounts…or in many cases, even stocks, they readily embrace the idea. There was no consensus on whether or not we would still have to buy them lunch to get them to come and hear about it.
Thought for the week: Top 10 reasons your clients would like to have a linked-benefit strategy in their portfolio…if you would just suggest it.
1. They want to keep their money in their estate so they can pass it on to their children
2. Their ability to stay at home when they need care, surrounded by familiar surroundings and loved ones is greatly increased.
3. If a nursing home is the best solution, “cost” will not be the determining factor in choosing the appropriate one. Keeps peace in the family.
4. They like the fact that companies offer geriatric care management rather than paying fees to attorneys and other specialists
5. By recommending these products for their portfolio you have additionally become a source of expert advice for recommending care providers and other local assistance via the carrier.
6. They won’t have to depend on their children to make the right choices as they will have professional assistance.
7. They will never put their children in a position of having to choose between the high cost of long term care for one parent and protecting the assets of the healthy parent.
8. They will know that no harm or ruin will come to a spouse or family member’s health or lifestyle by making them a primary caregiver.
9. Frees up time for family members to serve as advocates for their parent’s medical and care giving needs, versus being the caregiver. Changes dramatically the quality of time a chronically ill person spends with family members.
10. Kids are more likely to use care that is pre-funded allows the children to get the best possible care for mom or dad without risking it dwindling their inheritance.
There is a lot of risk inherent in the long-term care issue. For you as an advisor, the most imbarasing risk it that long-term care will require you to draw down on a client’s portfolio at a time when the market is not performing as planned. That could happen you know. Putting linked-benefit life into the portfolio not only takes that risk off the table, but the fixed/guaranteed nature of the cash value also helps reduce the volatility risk that clients fear more as they continue to age. Call us and let us help you become a hero to your clients.
Another Thought: PS. Here is an important interest rate announcement from North American Life…effective April 1st.