Commentary: How to overcome sluggish LTC insurance sales

Commentary: How to overcome sluggish LTC insurance sales The reasons why sales of long-term-care insurance are down as much as 32% this year is that people perceive the industry as being in trouble and that rate increases appear more severe than they are, writes Barbara Stahlecker of Premier Senior Marketing. To combat the sales slump, financial planners should understand their clients’ needs and tailor an affordable policy to meet those needs, Stahlecker writes. BenefitsPro.com (11/17)