How to overcome LTCI prospects' objections

04/3/2013 | National Underwriter Life & Health

Common objections to sales of long-term-care insurance include having children to rely on for financial help, still being in good health and having uncertainty about qualifying for a policy, says agent-support specialist Kathy Camara. Producers should explain how qualifying for LTCI can protect against sudden changes in health and the risk of outliving their savings, Camara says.

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National Underwriter Life & Health

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