We've brought the expert on all things long-term care (LTC) back for the third and final episode in our LTC series. Kevin Riley joins us to answer all the questions about the true cost of long-term care:

1. What’s the cost of your client’s doing nothing about their LTC coverage?
2. What do clients need to be considering beyond cost?
3. What are some common objections to coverage and how can advisors overcome them?
4. What three key parts should every LTC plan have?
5. How many years should clients plan for?

Click here for the LinkedIn profile of Adria Thompson that Kevin mentioned in the episode. Reach out to TBA at info@tba.com or 865-588-9555 for more information on LTC and how it can protect your clients.

When talking to your clients about long-term care are you focusing too much on the technical aspects of your client’s LTC options, instead of how it serves them?

Kevin Riley, Regional Director at OneAmerica, has been helping advisors focus on what’s important to clients when it comes to access and control. This episode covers the following:

• Clients’ biggest concerns about LTC coverage
• What & how to communicate about access and control
• The one requirement all LTC plans should have

To listen to the first episode in this series, click here. If you would like some LTC outreach materials, or to know the LTC options available through TBA, reach out to Kathryn Kinnane at kkinnane@tba.com.

Did you know that most Americans are taking advantage of life insurance offered through their employer? There is a new guaranteed life insurance offering for business owners to offer their employees with payroll deductions. Katie Landers, Life Marketing Director with Cincinnati Life, talks about what the Worksite program is, what businesses qualify, and what the benefits of your employees opting in are. For more information on Worksite, click here. You can contact Katie at katie_landers@cinfin.com or reach out to TBA and we’re happy to help as well at info@tba.com.

We’re continuing our Business Solutions Series with Principal's business solutions team - Mark Householder & Tom Bates. After bringing them in to discuss all things Guaranteed Issue Term for Groups, we brought them back to discuss all things Key Person with Zach Gosselin:

• The biggest mistake financial professionals make in the market
• How to quantify a key person need
• The ideal key person prospect
• Reason to consider permanent life for key person coverage

To access all the business solutions calculators and analysis tools mentioned in the episode, click here.

The chances are high that at some point your client will need long-term care, but having the conversation about it requires a different approach than a life insurance proposal.

Kevin Riley, Regional Director at OneAmerica, has been helping advisors have effective conversations about LTC for years, and now he’s willing to share some of those secrets with our listeners. This episode covers the following:

1. Client objections and how to overcome them
2. How to start the LTC conversation
3. Common Advisor mistakes during these discussions
4. Quick moniker reference to use as a reminder during these conversations

If you would like some LTC outreach materials, or to know the LTC options available through TBA, reach out to Kathryn Kinnane at kkinnane@tba.com.

Disability Income is crucial for many professionals, but one industry where it isn't a hard sell because they are educated about it's importance from the beginning is any medical field. We brought in our resident DI expert - Kathryn Kinnane - to talk DI, how to best approach medical professionals, what's needed for the most accurate quotes, and how much coverage they would need.

DI Quote Request Form

If you're in need of DI assistance, reach out to Kathryn Kinnane at kkinnane@tba.com or 865-588-9555.

When it comes to business solutions - specifically guaranteed issue insurance for groups - the options can feel daunting. That's why we brought in two experts from Principal's business solutions team - Mark Householder & Tom Bates - to talk all things guaranteed issue term for groups. They joined our own John Felton to discuss the following questions:

• What is the ideal company/group for this product?
• Does this use level term, Annually Renewable Term, or are there options for each client?
• What type of financial professionals can find success with this product?
• Who handles the plan and policy administration and billing? Is there a cost?
• Can additional insureds be added to an existing group
• Could you discuss some of the more important qualifications for a group to qualify for guaranteed issue?

Product Overview

GI Inquiry Form

Sample Quote

Bonding Piece

Our in-house impaired risk specialist sat down to provide insights on what underwriting can look like for clients with heart issues that include:

• Heart attack history
• Heart murmurs
• Pace Makers
• High Blood Pressure
• & more

In this episode, she touches on what conditions receive more favorable underwriting or are typically declined. She also provides important questions you should be asking your clients with heart issues.