by Vincent P. Benitez, RHU, CLTC | May 30, 2019
If your clients had a 70 percent chance of experiencing an event that could wipe out their retirement savings, would you talk to them about coverage? If the answer is “YES,” you need to talk to your aging clients about long-term care insurance. Long-term care refers...
by Vincent P. Benitez, RHU, CLTC | Mar 5, 2019
A lot of people don’t plan for long-term care. Maybe they think they don’t need it – even though, according to the U.S. Department of Health and Human Services, 65-year-olds have a 70 percent chance of needing long-term care at some point. Maybe they think Medicare...
by Vincent P. Benitez, RHU, CLTC | Apr 5, 2018
Long-term care insurance is a tricky topic. It’s easy to make the case that it’s needed, but much harder to convince prospects that it’s worth the price. That’s why our recent article “Is Long-Term Care Insurance Worth It?” was so well-shared. It made an objective...
by Vincent P. Benitez, RHU, CLTC | Mar 8, 2018
Sales professionals have a love-hate relationship with client objections. On one hand, an objection is an opportunity to take the conversation further. On the other hand, objections can create fear, unease, and stress … if you don’t know how to handle them. In...
by Vincent P. Benitez, RHU, CLTC | Sep 21, 2017
The six Activities of Daily Living (ADL) are: Bathing, Dressing, Toileting, Continence, Transferring, and Eating. A person who needs Substantial Assistance performing at least two of these activities for 90 days or more is considered to be eligible for long-term care...
