How Long Term Care Insurance is Sold

 In Advisers, Agents, Expectations, Financial Planning, Forecasts, Future, Goals, Insurance, Retirees, Retirement, Sales

For years I have felt that Long Term Care Insurance is an important tool that people can consider to protect their assets.  I encourage my clients to evaluate the cost and benefits of a policy and how it may fit into their strategy.

That being said, I part with the sales tactics of agents and firms that mislead consumers about their risks.  The big number that is always used is that nearly 2/3’s of Americans over the age of 65 will need long term care.  However, what is “needing” long term care?  Is it a stay of 5 years?  Or 2 weeks?  What are the averages and the actual out of pocket costs that someone might face?  Many long term care stays are less than 1 year and roughly 70% of Americans that reach age 65 have long term care events that will cost less than $25,000.  Only 16% of people have stays that are greater than $100,000 and only 5% greater than $250,000. While 2/3’s is technically correct, it is quite misleading.  Here is a recent post on the Squared Away blog that speaks to this as well.

Another tactic I do not care for used by some firms or agents is the Hold Harmless letter they have consumers sign.  This letter is used when a firm recommends a policy and the consumer decides not to pursue (purchase?) it.  The letter removes any liability from the firm for the consumer’s decision.

I understand that people and organizations want to protect their liability, but really?  Why doesn’t every firm that sells anything to anybody have every potential client sign a hold harmless agreement?  For example, you get a bid on a new roof and then they have you sign the following statement:  “You didn’t agree to buy the roof we recommended?  We cannot be held responsible when your roof leaks and ruins your house.”   Everyone knows this is a pathetic scare tactic.  You might as well say to the client, “Hey, I tried really hard to save you all of your money but you were stupid and cheap and would not take my advice so sign this form saying that you are making a really bad decision!”

Clearly long-term care is costly.  It is wise to consider how a policy can help someone protect what they have accumulated.  But bogus statistics and lame tactics used to scare consumers and sell products discredit the industry trying to offer this protection.

On a separate but related note, I think an excellent option for Long Term Care Insurance products would be very high deductible policies – in the area of $200,000 to $300,000. Benefit payments would kick in after long term care bills reach these levels. These would allow many people that have accumulated some assets to purchase policies at much lower costs since the carrier’s risk would be substantially reduced.  Consumers could protect against an unlikely but catastrophic care event in a much more affordable manner. Unfortunately, the current price of many policies discourages many middle class consumers from purchasing it.

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