The new generation

Long term care insurance (LTCI) suffers from two negative selling points. First, the possibility of needing LTC seems to be both unlikely and too far in the future for most clients to contemplate. Second, premiums are expensive. But there are other protection products that include LTC benefits on the market. Ranging from critical illness (CI) to income protection (IP), more products are emerging that offer a practical solution to possible LTC needs by allowing clients to switch benefits from their existing plan at retirement age. According to Paul Heaphy, protection marketing manager...