The Outline for the Certified in Long-Term Care study program ( 2-day Master Class or Correspondence Course) is presented below in seven parts; (A - G). Click on any topic for a more in depth discussion designed to address a specific element in the field of long-term care. For further details about class schedules and discounts, see our Master Class Schedule, Online Course Registration, or call (866) 383-2075 toll free.
Part A: Long-Term Care: Family vs Statistics
The introductory part suggests that current methods of selling long-term care insurance are counter productive, and generally generate more arguments than sales. The success of the product is directly connected to the insurance professional's understanding of the impact of long-term care - not on the insured, but on his family and their retirement portfolio. Part A sets out a three-step process that quickly establishes need and allows the practitioner to establish a plan to protect the insured's family and finances. It is the plan that sells product.
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Part
B: Long-Term Care Services
Reviews the various facilities and services available to older Americans. It includes an in-depth examination of home care, adult day care centers, assisted-living facilities, continuing care retirement communities, nursing homes, and other options.
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Part
C: What Pays for Long-Term Care
Studies the financial sources that pay for the services and facilities discussed in Part B . Every alternative to long-term care insurance is explored — self-funding, Medicare, the VA and Medicaid — proving conclusively that,for most Americans, they are not viable options. The discussion gives you the confidence and competence to quickly dispatch them from consideration as funding resources.
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Part
D: Medicaid Planning
Disparaging Medicaid, if it is brought up, as an alternative to long - term care insurance is counterproductive. It invariably puts the insurance agent in conflict with the attorney who suggested that it was. Part D teaches you that, to the contrary, Medicaid is an effective sales tool when explained properly to a client.
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Part
E: Long-Term Care Insurance
A comprehensive look at the product and how it has evolved to assist in solving the complex problems posed by aging. The regulatory and competitive pressures on the industry and producers are discussed. Particular emphasis is placed on the tax advantages of tax-qualified policies.
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Part
F: Proper Implementation of Long-Term Care Insurance
This Part is divided into two chapters: The essentials of proper implementation: and scenarios that help you establish the need for planning while overcoming classic objections.
Part
G: The Ethical Promotion of LTC Insurance
Ethical behavior has a critical
role to play in long-term care planning, and not just
because someone is looking over your shoulder. This
part takes a comprehensive look at CLTCC's guidelines,
and the effect of a producer's integrity on his clients'
lives.
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