Greater awareness of LTC consequences, not risk, is the result When a male prospect has had a prior experience with extended care, you’ve probably found he’s far more likely to buy long-term care insurance (LTCI). And you may have believed the sale stems from an increased awareness of the risk he faces. This explanation is consistent with what every producer is taught: sell LTC insurance as a risk proposition supported by endless statistics. But as you’ve no doubt discovered,

The classic objection prospects raise when a producer broaches the subject of long term care insurance is, “I’ll go on Medicaid.” Here's