"A well known, much respected and dear friend BGA asked recently if I could provide some basic financial planning math concerning the relative premium impact of LTCI premium on discretionary income. This is a classic DI argument, why would it not apply to what producer surveys suggest is an even harder sale to make? The response was as you might expect—that he might be asking the wrong question. The uncomfortable truth is we now sell protection almost exclusively to the affluent. If our primary sale is to those who could truthfully financially withstand the risk on their own, what difference does it make anyway?"
Click here to read more, originally published in the March 2020 edition of Broker World Magazine.