Part of our guide: Long-Term Care Insurance: Costs, Options and Planning →
In a crowded financial services market, becoming the local long-term care resource is one of the clearest ways to stand out. It builds trust and a steady flow of referrals.
Key takeaways
- Join community organizations and publish local content to build a reputation as the LTC resource.
- Educate estate attorneys and CPAs, who see clients’ LTC risk but rarely address it.
- Seminars and webinars reach many prospects at once, but follow-up calls turn them into appointments.
Estate attorneys and CPAs see clients’ long-term care risk every day. Be the professional they call about it.
1. Build your brand
Join groups such as your local Council on Aging, Rotary, or Chamber of Commerce and offer to educate members on LTC planning. A bylined article in a local publication also establishes expertise.
2. Create awareness with professionals
Estate planning attorneys and accountants often see clients whose assets are at risk from a care event. Show them how LTC planning protects their clients’ plans and quality of life. Social media is another way to share expertise and ask for referrals.
3. Build relationships
Keep your schedule full and your contact list growing. Long-term care is a topic people need to hear about more than once, so consistent education builds your reputation over time.
4. Generate leads
Seminars and webinars put you in front of many people at once, and we provide marketing materials to use. Always follow up by phone to schedule appointments and answer questions. Then use eight ways to ease into the talk in your meetings.
Frequently asked questions
How can I get more long-term care insurance leads?
Seminars, webinars, community involvement, and referral relationships with attorneys and CPAs are reliable sources.
Should I partner with estate planning attorneys on LTC?
Yes. Attorneys see clients whose plans are at risk from long-term care costs and value a trusted LTC resource.
Does SRS provide LTC marketing materials?
Yes. We offer seminar and marketing materials for advisors presenting long-term care planning.
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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