Wealth Protection

The Ltc Frontier

What you need to start the long-term care conversation

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66% icon

of Americans surveyed say long-term care planning is important

but only

20% icon

have discussed the topic with a financial professional

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The opportunity

The market for long-term care planning is growing.

U.S. population over age 65 will nearly double between 2015 and 2050*

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2015

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2050

4in10

people over the age 85 develop dementia

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9in10

advisors expect long-term care
planning to increase

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Advisors who discussed 7 planning
topics saw client satisfaction of 86%*

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As these statistics show, the need for long-term care is growing – and so is the opportunity to help your clients plan for this potential retirement expense.

The Ltc Conversation

It's easy with the right approach.

Starting a long-term care conversation isn’t as difficult as you may think.

Here are two proven approaches to help you ease into the discussion with your clients.

The Emotional approach

Long-term care is a very personal experience. You may be surprised how willing clients are to open up about their families and concerns.

The Balanced Approach

Get right to the point. As an advisor, part of your role is identifying gaps in clients’ plans for the future, and long-term care expenses can have an enormous impact on savings.

Why don’t clients plan for long-term care?

Our research has uncovered the top four client misconceptions. Explore how to dispel them.

Myth
1
It Won't Happen to Me
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One of every two individuals turning age 65 today will need the coverage of a long-term care solution during their lifetime.*

Myth
2
Medicare and Medicaid have me covered
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Medicare and Medicaid aren't the whole story: Medicare only covers a portion of skilled nursing costs up to 100 days, and Medicaid only applies to individuals who qualify based on income and financial need.

Myth
3
That's what my savings is for
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Long-term care costs add up fast: Advisors we surveyed estimate that an unplanned long-term care event may cause clients to draw down their assets two to three times faster than expected.

Myth
4
My family will be able to take care of me
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Caregiving involves lifting, bathing, and toileting – and that can take an emotional as well as physical toll. It’s no wonder that a woman taking care of her disabled spouse is nearly six times as likely to suffer from depression or anxiety.§

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*Melissa Favreault and Judith Dey, "Long-Term Services and Supports for Older Americans: Risks and Financing," ASPE Research Brief, https://aspe.hhs.gov/sites/default/files/pdf/106211/ElderLTCrb-rev.pdf, revised February 2016.

†U.S. Department of Health & Human Services, “Medicare & You 2015,” www.Medicare.gov, www.medicare.gov/Pubs/pdf/10050.pdf, revised December 2014.

‡Lincoln Financial Group and Hanover Research, “Managing Long-Term Care Risks,” https://www.lfg.com, October 2014.

§National Center on Caregiving, "Women and Caregiving: Facts and Figures," Family Caregiver Alliance, https://www.caregiver.org/women-and-caregiving-facts-and-figures, February 2015.

Start Solving

Match your clients’ long-term care needs with effective solutions.

( Select a category below to learn more. )

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MG-LTHC-BRC001

Accelerated death benefits may be taxable and may affect public assistance eligibility. All guarantees and benefits of the annuity and insurance policy are subject to the claims-paying ability of the issuing insurance company. They are not backed by the broker-dealer and/or insurance agency selling the policy, or any affiliates of those entities other than the issuing company affiliates, and none makes any representations or guarantees regarding the claims-paying ability of the issuer. Variable products may involve market risk, including possible loss of principal. Only registered representatives can sell variable products. Hybrid products are universal life insurance policies and annuity contracts with optional long-term care benefit riders. Products, riders and features are subject to state availability. Limitations and exclusions may apply. Check state availability.

Please note: Life insurance with ABRs is for chronic illness conditions and should not be marketed for LTC insurance.

Identify Solutions

Identifying your clients' top priority and primary concern will help you determine the right strategy and solution to plan for their long-term care goals.

Match your clients' long-term care priorities with effective solutions

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Planning Resources

Create interest and start the planning process.

Use these planning tools to show your clients why they should prepare to protect their wealth, their loved ones and their financial independence from the impact of long-term care risk.

Client Videos

video teaserLONG-TERM CARE COSTS - UNDERSTANDING THE CHALLENGE

For use in all states except: AZ, CA, CT, DC, DE, FL, HI, IN, MT, NJ, ND, NY, SD, and VI.

video teaserLONG-TERM CARE COSTS - UNDERSTANDING THE CHALLENGE (non-ICC)

Available only in the following states: AZ, CA, CT, DC, DE, FL, HI, IN, MT, ND, NJ, NY, SD, and VI.

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Take the Next Step

We're here to help with client wealth.

For more information, contact us today.

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