What you will learn from the CLTC® designation
CLTC candidates will study a broad range of topics regarding long-term care.
Part A: Extended 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.
Part B: Extended 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.
Part C: What Pays for Extended 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.
Part D: Long-Term Care Insurance
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.
Part E: Proper Implementation of 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.
Part F: The Ethical Promotion 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.
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