March 2022 - Page 2 of 2

Starting the Long-Term Care Conversation With Clients in Their 40s and 50s

September 25, 2026March 10, 2022 by Tim Fuller

Adult daughter and her aging mother sharing a warm moment while discussing long-term care planning

Clients in their 40s and 50s are in a unique position. Many are watching their own parents need care, and they’re still young and healthy enough to get good coverage for themselves. The right questions connect those two facts.

Key takeaways

Clients in their 40s and 50s often have firsthand experience with a parent’s or relative’s care needs.
Start with their experience, then turn the same questions toward their own future.
Planning at this age means lower premiums and a much better chance of qualifying.

“You’ve seen what your mom’s care has meant for your family. What would you want to be different when it’s your turn?”

Start with what they’ve seen

Have you had a family member or friend who needed long-term care?
How and where was that care provided?
How did it affect the family, physically and emotionally?
How was the cost handled?

Then turn it to their future

Have you thought about what a care need would mean for your assets and your family?
Where would you want to receive care?
Could you absorb the cost of care from savings?
How involved would you want your family to be?

Why this age group is the sweet spot

Premiums are lower and underwriting is easier in the 40s and 50s than in the 60s. Clients also have time to build a plan instead of reacting to a crisis. See selling LTC to clients aged 45–55 and the cost of waiting.

From conversation to plan

Once clients see the impact on their loved ones, product details become a natural next step rather than a sales pitch. Our LTC team can help you design options for any budget.

Frequently asked questions

Should I buy long-term care insurance in my 40s?

It can make sense, especially for those with a family history of care needs. Premiums are lower and qualifying is easier than later in life.

How do I start a long-term care conversation with a client?

Ask about their experience with a family member who needed care, then ask how they’d want their own situation to be handled.

What is the best age to plan for long-term care?

Many advisors recommend starting the conversation by age 50.

50+ Years in Business60+ Top-Rated Carriers★★★★★ Rated by Advisors

Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

Tim leads SRS Inc., a full-service IMO (Independent Marketing Organization) and BGA (Brokerage General Agency), connecting independent financial professionals with life, annuity, disability income, and long-term care solutions from 60+ carrier partners.

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Disability Coverage for Professional Athletes: Critical Injury, Loss of Value, and Draft Protection

September 25, 2026March 9, 2022 by Tim Fuller

Professional working confidently at her desk, representing disability income protection

Professional athletes face injury risk every time they train, practice, and compete. The Bureau of Labor Statistics has listed athletes among the few occupations with more than 1,000 injuries per 10,000 workers. For them, one injury can mean a lost season, a smaller contract, or the end of a career.

Key takeaways

Athlete contracts vary widely in how much is guaranteed, so income protection needs differ by sport and player.
Specialty coverage can pay for major injuries even when the athlete eventually returns to play.
Loss of value and draft protection policies insure future earnings, not just current income.

A projected first-round pick who is injured and drops to the third round can lose millions. Loss of value coverage insures that gap.

Critical injury or illness

Pays a predetermined lump sum for major injuries, such as a torn ACL, Achilles, or patellar tendon, even if the athlete returns the next season. The benefit helps cover lost income during recovery.

Roster bonus coverage

Some NFL contracts pay per-game bonuses for being on the active game-day roster. Specialty coverage can pay a set per-game benefit when a player on the full roster or injured reserve misses the game-day roster because of accidental injury or illness.

Loss of value

Not every injury ends a career, but it can reduce ability and market value. Loss of value coverage insures the difference, for example when a projected first-round pick is injured before the draft and selected in the third round. Veterans can also use it before re-signing.

Draft protection

Prospects risk everything before they can sign a professional contract. Draft protection coverage pays if an injury or illness destroys or reduces their draft value.

Tailored placements

Each plan is built around the athlete’s sport, contract, and projected value, which is easier when working with many specialty markets. Availability and terms change, so contact us for current options. See real placements for an NFL draft pick and an MLB player.

Frequently asked questions

Can professional athletes get disability insurance?

Yes, through specialty markets that offer permanent total disability, critical injury, loss of value, and draft protection coverage.

What is loss of value insurance?

Coverage that pays if an injury or illness reduces an athlete’s future contract value, such as dropping in the draft.

What is draft protection insurance?

Coverage for amateur athletes that pays if an injury or illness reduces or eliminates their draft prospects.

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Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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The Permanent $15 Million Estate Tax Exemption: What It Means for Life Insurance Planning

September 25, 2026March 8, 2022 by Tim Fuller

For years, estate planning conversations centered on a deadline: the doubled estate tax exemption was set to be cut in half on January 1, 2026. That deadline is gone. The 2025 One Big Beautiful Bill Act replaced it with a permanent, higher exemption, and that changes how advisors should talk about estate liquidity.

Key takeaways

From January 1, 2026, the federal estate, gift, and generation-skipping exemption is $15 million per person ($30 million for married couples), indexed for inflation after 2026.
The exemption no longer has a scheduled sunset, though Congress can always change the law again.
Clients with estates above the exemption, estates likely to grow past it, or exposure to state estate taxes still need a liquidity plan.

$15 million per person, $30 million per couple, indexed for inflation and with no scheduled sunset — starting January 1, 2026.

What changed

Under the 2017 Tax Cuts and Jobs Act, the exemption roughly doubled but was scheduled to fall back by about half at the start of 2026. The One Big Beautiful Bill Act, signed in July 2025, instead set the exemption at $15 million per person from 2026, indexed for inflation in later years, with no sunset date. The top federal estate tax rate remains 40%.

What still applies for married couples

Two exemptions: a married couple can shelter up to $30 million combined.
Portability: a surviving spouse can use the deceased spouse’s unused exemption, but only if an estate tax return is filed at the first death, even when no tax is owed.
Second-death planning: with the unlimited marital deduction, estate tax is usually deferred to the second death, which is why survivorship life insurance is typically the most cost-efficient way to fund it.

Who still needs estate liquidity planning

Clients whose estates exceed, or are likely to grow past, the exemption.
Clients in states with their own estate or inheritance tax. Roughly a dozen states plus D.C. levy estate tax, some with exemptions far below the federal level.
Owners of illiquid assets, such as a business or real estate, who need cash for taxes, equalization among heirs, or buyouts.
Clients who want protection against future law changes. “Permanent” means no scheduled expiration, not that Congress can’t revisit it.

Where life insurance fits

Life insurance owned by an irrevocable trust can provide tax-free liquidity outside the taxable estate, exactly when it’s needed. For couples, request a survivorship illustration sized to the projected liability; joint life expectancy makes the coverage far less expensive than insuring each spouse separately. If the older generation can’t qualify, see how generational split-dollar can keep the plan alive. For a broader look, read why life insurance is still an estate planning tool.

Frequently asked questions

What is the estate tax exemption in 2026?

$15 million per person, or $30 million for a married couple, under the One Big Beautiful Bill Act. It’s indexed for inflation after 2026.

Did the estate tax exemption sunset in 2026?

No. The 2025 law replaced the scheduled 2026 reduction with a permanent $15 million exemption, with no sunset date.

Do clients under $15 million still need estate planning insurance?

Some do, especially those in states with their own estate taxes, those with illiquid assets, and those whose estates are likely to grow past the exemption.

50+ Years in Business60+ Top-Rated Carriers★★★★★ Rated by Advisors

Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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LTC Riders vs. Chronic Illness Riders: The Nuances Advisors Need to Know

September 25, 2026March 7, 2022 by Tim Fuller

As more life carriers add living benefit riders, the differences between them matter more. Two riders that sound alike can pay very differently at claim time, and understanding the details now prevents problems later.

Key takeaways

Chronic illness riders generally require certification that the condition is likely permanent; LTC riders can pay for temporary or permanent claims.
Some carriers require catch-up premiums if a temporary LTC claim ends, which can be costly.
Know whether a rider charges up front or at claim, whether the benefit amount is known in advance, and whether payments are indemnity or reimbursement.

A temporary LTC claim can end with a bill: some carriers require catch-up premiums for months premiums were waived.

Chronic illness vs. LTC riders

Carriers file accelerated benefit riders as either chronic illness riders (IRC 101(g)) or LTC riders (IRC 7702B). Chronic illness riders generally require a physician to certify the condition is likely to last the rest of the insured’s life. LTC riders can typically be used for either temporary or permanent claims. See a chronic illness rider case study.

Premium waivers and catch-up premiums

Premiums are often waived during an LTC rider claim, though some carriers still require scheduled premiums. For temporary claims, some carriers require a catch-up of waived premiums if the insured recovers, which can be costly after a long claim. One workaround is a shortened premium-paying period, so the policy is paid up before claims are likely.

Costs and benefit amounts

Some chronic illness riders have no charge until they’re used, and some carriers can’t state the benefit amount until a claim is filed, because it’s calculated as a discount at that time. Clients should understand this before buying.

How benefits are paid

Chronic illness riders: the main question is usually payment frequency, such as monthly or annual.
LTC riders: indemnity riders pay the full benefit once the client qualifies, regardless of expenses; reimbursement riders pay only actual qualified care costs and require coordination with the carrier.

Ownership also matters; see trust-owned policies with LTC riders.

Frequently asked questions

What is the difference between an LTC rider and a chronic illness rider?

LTC riders (7702B) can pay for temporary or permanent needs and often have ongoing charges; chronic illness riders (101(g)) usually require a permanent condition and often charge at claim.

What is a catch-up premium on an LTC rider?

Some carriers require payment of premiums waived during a temporary LTC claim if the insured recovers.

What is the difference between indemnity and reimbursement LTC riders?

Indemnity pays the full benefit once qualified; reimbursement pays only actual qualified care expenses.

50+ Years in Business60+ Top-Rated Carriers★★★★★ Rated by Advisors

Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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Life Insurance With a High BMI: Standard Rates Are Often Possible

September 25, 2026March 4, 2022 by Tim Fuller

More than 40% of American adults have obesity, which means build is one of the most common reasons a case gets rated. It’s also one of the areas where carriers differ the most, and where shopping the case pays off.

Key takeaways

Carriers set their own height/weight tables, and some are far more lenient on build than others.
A healthy 5’11”, 265 lb male non-smoker or a 6’0”, 300 lb male with favorable blood pressure and cholesterol could qualify for Standard at some carriers.
Co-morbidities such as diabetes, heart disease, or sleep apnea matter more than weight alone.

A 6’0”, 300-pound man could still qualify for Standard rates at an aggressive carrier, with credits for good blood pressure and cholesterol.

Why build is so carrier-specific

Every carrier publishes its own build chart, and the gap between the strictest and most lenient can be several rate classes for the same client. Some carriers also apply credits for favorable blood pressure, cholesterol, or lab results, which can offset a heavier build.

Build examples from A+ carriers

Male non-smoker, 5’11” and 265 lbs, otherwise healthy: could qualify for Standard.
Male, 6’0” and 300 lbs, with favorable blood pressure and cholesterol: could qualify for Standard with credits.
Female non-smoker, 5’4” and 235 lbs, no co-morbidities: could qualify for Standard.

These are illustrations; the final offer depends on full underwriting.

What changes the picture: co-morbidities

Weight on its own is often manageable. The offer gets harder when build is combined with conditions such as diabetes, heart disease, high blood pressure, or sleep apnea. Clients who have had weight-loss surgery can also do well once their weight is stable; see how one lap band case moved from Table 2 to Standard.

How to shop a build case

Get an accurate current height and weight (not an estimate), plus recent blood pressure and cholesterol readings. Send them to our Underwriting Team and we’ll tell you which carriers’ build charts and credit programs fit your client best.

Frequently asked questions

Can an overweight client get Standard life insurance rates?

Often, yes. Several carriers can offer Standard to clients well above average weight if they’re otherwise healthy, especially with good blood pressure and cholesterol.

What BMI is too high for life insurance?

There’s no single cutoff. Each carrier has its own build chart, and co-morbidities matter as much as the number. Very high builds may be rated or declined, so it’s worth a pre-screen.

Do blood pressure and cholesterol help a build case?

Yes. Some carriers give credits for favorable blood pressure and cholesterol that can offset a heavier build.

50+ Years in Business60+ Top-Rated Carriers★★★★★ Rated by Advisors

Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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Long-Term Care Costs Keep Rising: 2025 Cost of Care Figures for Advisors

September 25, 2026March 3, 2022 by Tim Fuller

Long-term care has gotten steadily more expensive, and the latest figures make the planning case on their own. Clients who assume they can self-fund often haven’t seen the actual numbers.

Key takeaways

In 2025, the national median was $35 an hour for in-home care, $6,200 a month for assisted living, and $10,798 a month for a private nursing home room.
Three years in a private nursing room at today’s median costs close to $390,000; at 3% inflation, that could exceed $800,000 in 25 years.
Most claims are for home care or assisted living, but every setting has become more costly.

Three years in a private nursing home room at today’s national median: about $389,000. In 25 years at 3% inflation: more than $800,000.

What care costs today

According to the CareScout 2025 Cost of Care Survey (national medians):

In-home care (non-medical caregiver): $35 per hour, or about $80,000 a year at 44 hours a week
Assisted living: $6,200 per month ($74,400 a year)
Nursing home, private room: $10,798 per month

Costs vary widely by state and metro area, so run local figures for each client. Cost growth slowed in 2025 after several years of steep increases, but most settings still rose 1–5% year over year.

What that means over a claim

At today’s median, three years in a private nursing home room costs roughly $389,000. If costs grow 3% a year, the same three-year stay 25 years from now would cost more than $800,000. That’s the scale of risk a client in their 50s is carrying without coverage.

Where most claims are paid

Most long-term care claims are paid for home care or assisted living rather than nursing homes, and most people prefer to stay home. That’s why policy design should reflect the care setting the client actually wants. See why LTC insurance isn’t just for nursing homes.

Building the plan

Rising costs make inflation protection and benefit sizing critical. If the premium is a concern, there are five ways to make coverage more affordable. Our LTC team can help you design a plan around your client’s budget and location.

Frequently asked questions

How much does long-term care cost in 2025?

National medians from the CareScout 2025 survey: $35 an hour for in-home care, $6,200 a month for assisted living, and $10,798 a month for a private nursing home room.

How much could long-term care cost in the future?

At 3% annual inflation, a three-year private nursing home stay that costs about $389,000 today would cost more than $800,000 in 25 years.

Is home care cheaper than a nursing home?

Usually, depending on hours needed. Full-time in-home care can approach or exceed facility costs.

50+ Years in Business60+ Top-Rated Carriers★★★★★ Rated by Advisors

Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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Return of Premium Disability Insurance: A Guaranteed 5.82% Return Equivalent

September 25, 2026March 2, 2022 by Tim Fuller

Clients buy disability insurance for peace of mind. But if they stay healthy for their entire career, many feel they paid for nothing. A return of premium rider answers that objection directly.

Key takeaways

A return of premium rider refunds premiums at a set age if few or no claims were paid, generally income-tax-free.
In one example, the rider’s added premium produced a guaranteed internal rate of return equivalent of 5.82%.
Premiums are returned less any benefits paid, and refunds can be taken in several forms.

If he never files a claim, he gets $37,745 back tax-free at 67 — a 5.82% guaranteed return equivalent on the added premium.

How the rider works

With a return of premium (ROP) rider, if the client reaches the rider’s end date without claims, all premiums paid are refunded. If they received some benefits, the refund is reduced by those benefits. Refunds are generally received income-tax-free.

Example

39-year-old male private school principal earning $80,000
Benefit: $3,800 a month, tax-free if disabled
Base premium: $71.46 a month, about $22,738 total by age 67
With ROP: $118.63 a month ($47.17 more)
Refund at 67 with no claims: $37,745 tax-free

That refund represents an internal rate of return equivalent of 5.82% on the additional premium, guaranteed. Results vary by age, occupation, benefit, and state availability. ROP isn’t an investment and shouldn’t be compared to securities.

Refund options

At the end of the rider period, clients may be able to take the refund as cash, leave it with the carrier to earn interest, receive installments, or annuitize it for lifetime income. Some riders instead return a percentage of premium (such as 50% or 80%) every 10 years, less claims.

Who it fits

Clients who understand the need but hate the idea of “wasted” premiums. For other ways to overcome price objections, see avoiding sticker shock with disability income.

Frequently asked questions

What is return of premium disability insurance?

A rider that refunds premiums paid, less any claims, if the policy reaches a set age or period without significant claims.

Is the return of premium refund taxable?

Generally no, when premiums were paid with after-tax dollars, though clients should confirm with a tax advisor.

How much does a return of premium rider cost?

It varies. In the example, it increased the monthly premium from $71.46 to $118.63.

50+ Years in Business60+ Top-Rated Carriers★★★★★ Rated by Advisors

Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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Starting the Long-Term Care Conversation With Clients in Their 40s and 50s

Start with what they’ve seen

Then turn it to their future

Why this age group is the sweet spot

From conversation to plan

Frequently asked questions

Tim Fuller

We’re Here to Help

Critical injury or illness

Roster bonus coverage

Loss of value

Draft protection

Tailored placements

Frequently asked questions

Tim Fuller

We’re Here to Help

Tim Fuller

We’re Here to Help

Tim Fuller

Tim Fuller

Tim Fuller

Tim Fuller