Part of our guide: Long-Term Care Insurance: Costs, Options and Planning →
Seminars and direct mail can generate long-term care leads, but they’re costly and slow. Your best leads may already be in your database: clients who said “not now” because of price.
Key takeaways
- Past prospects who stalled on price are warm leads when you can show a more affordable design.
- A short follow-up meeting to revisit needs and budget often restarts the conversation.
- Tailored, needs-based materials shorten the sales cycle.
The client who said “too expensive” two years ago may say yes to a plan designed around their budget today.
Step 1: Find price-sensitive prospects
Search your client and prospect records for people who were interested but didn’t buy because of cost. New designs, including hybrids, riders, shorter benefit periods, and couples discounts, may now fit. See couples discounts and asymmetrical designs.
Step 2: Schedule a short meeting
Reach out to each and schedule a brief review of what they need and what they can spend. Use the annual review questions in LTC fact-finding at the annual review.
Step 3: Use tailored materials
Needs-based, personalized proposals and marketing support shorten the sales cycle. Contact our LTC team for materials and side-by-side designs.
Frequently asked questions
Where can I find long-term care insurance leads?
Start with existing clients and past prospects, especially those who hesitated over price, then add referrals and community events.
How do I re-engage a prospect who said LTC was too expensive?
Offer a short meeting to review needs and budget, and present lower-cost designs such as shorter benefit periods or hybrid options.
Are seminars good for LTC lead generation?
They can work but are costly and slow. Mining your existing book is often faster and cheaper.
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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