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Your Clients Aren’t Average – Why Is Their Long-Term Care?

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

Some long-term care carriers price coverage around the “average” claim — a few years, then done. The real claims data tells a very different story, and if a client’s coverage is built around an average, that’s exactly the plan that fails the client whose care need runs long.

Key takeaways

  • The commonly cited “average” LTC claim length (3.7 years women, 2.2 years men) hides the real risk: the longest, most expensive claims.
  • Largest-claim data from seven carriers shows multi-million-dollar, decade-plus claims for both men and women.
  • Clients whose coverage is built around an average are exactly the clients a long claim will bankrupt.

In five of the seven carriers tracked, the largest male LTC claim ran as long as, or longer than, the largest female claim — even though pricing assumptions favor women needing more care.

The problem with planning around “average”

The commonly cited average length of an LTC need is 3.7 years for women and 2.2 years for men. That statistic often gets used to justify shorter, cheaper benefit periods, on the logic that most people won’t need care much longer than that.

An average describes the middle of a range, not the edges — and the edges are where long-term care claims get expensive.

What the largest claims on record actually look like

The American Association for Long-Term Care Insurance tracks the largest LTC claims paid by carrier. Looking at the largest claims paid through December 2018 across seven leading carriers tells a very different story than the averages suggest. In five of those seven cases, the largest male claim ran as long as, or longer than, the largest female claim — even though the “average” narrative assumes women need care longer:

  • Carrier 1: 14 years, 2 months (male), $2,276,381 — vs. 16 years, 6 months (female), $2,329,333
  • Carrier 2: 19 years, 3 months (male), $2,205,800 — vs. 15 years, 4 months (female), $2,636,417
  • Carrier 3: 16 years, 2 months (male), $2,091,083 — vs. 9 years, 10 months (female), $1,727,594
  • Carrier 4: 15 years, 8 months (male), $1,700,000 — vs. 14 years, 6 months (female), $2,000,000
  • Carrier 5: 14 years, 3 months (male), $1,461,256 — vs. 11 years, 7 months (female), $2,012,385
  • Carrier 6: 15 years, 4 months (male), $1,413,934 — vs. 15 years, 6 months (female), $1,499,601
  • Carrier 7: 13 years, 2 months (male), $1,179,502 — vs. 18 years, 1 month (female), $1,316,417

Source: American Association for Long-Term Care Insurance, largest claims paid through December 2018.

Every one of those claims topped $1 million. Several ran past 15 years. None of them would have been fully covered by a policy built around a two-to-four-year average.

Why the outliers matter more than the average

Conditions like Alzheimer’s and Parkinson’s don’t follow a predictable timeline. A client diagnosed in their early 60s can need care for well over a decade. Planning around the average length of a claim ignores exactly the cases that do the most financial damage — the ones that go long.

That’s the case for looking past the shortest, cheapest benefit periods and considering options like a Continuation of Benefits rider or a lifetime benefit period — particularly for clients with a family history of cognitive decline, or clients who would rather pay more now than risk running out of coverage later.

Frequently asked questions

Is the average length of an LTC claim a good number to plan around?

Not on its own. It’s a useful baseline, but the largest claims on record run into decades and well past $1 million — numbers a policy built around the average simply won’t reach.

Do men need shorter long-term care coverage than women?

Not necessarily. While women have a longer average claim length, the largest individual claims on record show men meeting or exceeding the longest female claims in five of the seven carriers reviewed.

What’s the alternative to a benefit period based on averages?

Look at Continuation of Benefits riders or a lifetime benefit period, which remove the cap entirely and protect against the claims that run far longer than expected.

Why a Down Market Is the Best Time to Talk About Long-Term Care

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

It sounds backwards: when markets are down is exactly when long-term care planning matters most, not least. Here’s why, and how to bring it up with clients before a market downturn forces the conversation.

Key takeaways

  • A written LTC plan protects both against the cost of care and against the portfolio being drawn down to pay for it.
  • The need for LTC planning doesn’t move with the market, even though client attention to it usually does.
  • Reallocating a small portion of an existing portfolio can put a plan in place before a downturn forces the issue.

A long-term care event forces clients to liquidate assets at a loss at exactly the moment markets are already down — a hybrid LTC plan protects against both risks at once.

The counterintuitive case

A well thought-out, written plan for long-term care does two things at once: it protects clients against the cost of a future LTC event, and it protects the savings and investments they already have. When markets are down, that second benefit matters more than usual. This protection extends to financial planners and RIAs too, since it helps them keep assets under management rather than watching them systematically depleted by checks written to cover an LTC event.

What doesn’t change when the market does

Economic conditions will always shift, for better or worse — but the need to be prepared for a long-term care event doesn’t move with the market. When savings, emergency funds, and investment portfolios are already down, that’s precisely the wrong moment to be forced into liquidating assets at a loss to pay for unexpected long-term care.

Why a hybrid LTC plan fits this moment

By reallocating a small amount of an existing portfolio, clients can put a plan in place before a long-term care event forces the issue. A hybrid long-term care plan offers accessibility, flexibility, and dependability, and a plan built with lifetime protection adds something markets can’t offer on their own right now: certainty.

If you have clients whose portfolios have taken a hit and who could use a way to protect what’s left of their savings from a future LTC event, that’s a conversation we can help you start. Reach out and we’ll walk through how to position it.

Frequently asked questions

Why is a down market actually a good time to buy long-term care coverage?

Because an LTC event that happens while a portfolio is already down forces clients to liquidate assets at a loss to cover the cost. Putting LTC protection in place ahead of time protects the remaining portfolio from that scenario, regardless of when the LTC event occurs.

What makes a hybrid LTC plan different from traditional LTC insurance?

A hybrid plan typically combines long-term care benefits with life insurance or annuity components, offering accessibility and flexibility if care is never needed, along with the dependability of lifetime protection if it is.

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

Reviewed by Tim Fuller on 2026-09-23

Tim Fuller, President of SRS Inc.

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 — with the impaired-risk and complex-case expertise to place business other IMOs and BGAs turn away.

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Why Women May Be The Answer To Your LTCi Sales

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

Women are more likely to need long-term care, more likely to lack a spousal caregiver, and more likely to have already spent years caring for someone else. That combination makes them one of the most underserved conversations in your LTC book.

Key takeaways

  • Women are statistically more likely to need long-term care and less likely to have a spousal caregiver already in place.
  • Many female clients have already served as a caregiver themselves, which makes the conversation about their own future care more concrete, not more abstract.
  • LTC coverage protects both the client’s assets and their choice of care setting, including staying at home.

70% of people over age 65 will need help with daily living due to a physical or cognitive impairment — and women’s longer life expectancy raises that risk further.

The numbers behind the opportunity

Roughly 70% of people over age 65 will require assistance due to a physical or cognitive impairment. Women’s life expectancy of 83.1 years raises their odds of needing care even further, since longer life expectancy correlates directly with a higher chance of eventually needing long-term care.

Why women face this differently than men

Many women have already spent years as an informal caregiver — for a parent, spouse, sibling, or friend — which shapes how they think about their own future care needs. Women who are single, divorced, or widowed face this gap even more directly, since they don’t have a built-in spousal caregiver the way some clients do.

What planning ahead actually protects

A long-term care plan protects a client’s assets from being drawn down by the cost of care, and it expands where that care can happen — including staying in the comfort of their own home rather than being limited to a facility.

Frequently asked questions

Why are women statistically more likely to need long-term care than men?

Longer life expectancy is the biggest factor — women average 83.1 years, and the longer someone lives, the higher the odds they’ll eventually need assistance with daily living.

Does long-term care insurance only cover nursing home care?

No. Coverage can extend to a variety of settings, including in-home care, which is often the setting clients prefer most.

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

Reviewed by Tim Fuller on 2026-09-25

Tim Fuller, President of SRS Inc.

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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Controlled Executive Bonus Plans With Long-Term Care Benefits

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

Business owners want to reward key people without losing them. A controlled (restrictive) executive bonus plan does that with life insurance, and adding long-term care benefits makes it even more valuable to the executive.

Key takeaways

  • The employer pays the premium on a policy the key employee owns, and generally deducts it as compensation.
  • A restrictive endorsement limits the employee’s access to cash value for a set period, usually 5–15 years, creating “golden handcuffs.”
  • Adding an LTC rider gives the executive long-term care protection on top of the death benefit and cash value.

Golden handcuffs with a benefit executives actually value: death benefit, cash value, and long-term care protection in one plan.

How a controlled executive bonus works

A controlled executive bonus, also called a restrictive executive bonus or Section 162 plan, is an agreement between an employer and selected key employees. The employee applies for and owns a permanent life insurance policy and names the beneficiary. The employer pays the premium directly to the insurer as a bonus. A restrictive endorsement, signed by both and filed with the carrier, limits the employee’s right to surrender, borrow, assign, or change ownership without the employer’s consent for an agreed period, typically 5–15 years.

If the employee leaves during the restricted period, the employer’s consent is needed to access cash values, and the employer may require repayment of some or all of the bonus premiums as a condition, subject to the agreement.

Benefits for the employer

  • Choose which key employees participate
  • No mandatory eligibility or participation rules, and no IRS approval required
  • Minimal administration and no government filings
  • Bonus premiums are generally deductible as compensation
  • Recruit, reward, and retain key people

Benefits for the employee

  • Permanent life insurance with an income-tax-free death benefit for their family
  • Tax-deferred cash value growth
  • Long-term care benefits through the LTC rider
  • Full, unrestricted ownership once the restriction period ends

The employee reports the premium as taxable compensation each year. Employers often pay an extra cash bonus to cover that tax, known as a double bonus.

Why the LTC rider matters

Executives often care as much about protecting their savings from a long-term care event as about the death benefit. Including LTC benefits makes the plan more valuable to them at little extra complexity. For the tax side of LTC for businesses, see how LTC insurance provides tax advantages.

Frequently asked questions

What is a controlled executive bonus plan?

A Section 162 bonus arrangement where the employer pays premiums on a policy the key employee owns, with a restrictive endorsement limiting access to cash value for a set period.

Is a 162 executive bonus tax deductible?

The employer can generally deduct the bonus premium as compensation, and the employee reports it as taxable income.

Can an executive bonus plan include long-term care benefits?

Yes. Using a policy with an LTC rider adds long-term care protection for the executive.

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

Reviewed by Tim Fuller on 2026-09-25

Tim Fuller, President of SRS Inc.

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.

Connect on LinkedIn →

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3 Questions That Show Clients Why They Need Long-Term Care Insurance

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

Clients rarely buy long-term care insurance because of a statistic. They buy it when they see what a care event would mean for them and their family. Three questions help them get there on their own.

Key takeaways

  • Asking “What’s your plan?” reveals that most clients have never thought about where or how they’d receive care.
  • Asking “Who do you know?” brings up real experiences that make the need personal.
  • Asking “How will you pay?” shows that health insurance doesn’t cover most long-term care, and savings may have to.

Health insurance and Medicare don’t pay for most long-term custodial care. Many clients don’t know that until you ask how they’d pay.

1. What’s your plan?

Most clients haven’t considered what happens when they need help with everyday tasks. Where would they live? Who would help them? Would they stay at home? These questions turn an abstract risk into a planning gap they can see.

2. Who do you know?

Ask whether they know someone who has needed long-term care, or has provided it. Clients who have watched the emotional, physical, and financial toll on a family usually don’t want the same for theirs. Their own stories are more persuasive than anything you could say. More on using storytelling in LTC sales.

3. How will you pay?

Many clients assume health insurance or Medicare will cover it. Neither pays for most extended custodial care. Without a plan, the cost comes from retirement savings or forced asset sales. A long-term care policy helps ensure funds are there, so they can choose the care they want without draining their savings.

After the questions

Once the need is clear, move to design: benefit amount, benefit period, and whether a traditional, hybrid, or rider-based product fits best. Our LTC team can help you run options.

Frequently asked questions

Does Medicare pay for long-term care?

Medicare generally doesn’t cover long-term custodial care, such as help with bathing or dressing. It covers limited skilled care after a hospital stay.

What questions should I ask a client about long-term care?

Start with what their plan is, whether they know someone who needed care, and how they would pay for it.

Why don’t statistics sell long-term care insurance?

Most people don’t see themselves in the numbers. Personal questions and real stories make the need concrete.

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

Reviewed by Tim Fuller on 2026-09-25

Tim Fuller, President of SRS Inc.

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.

Connect on LinkedIn →

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

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 of SRS Inc.

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.

Connect on LinkedIn →

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

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

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 of SRS Inc.

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.

Connect on LinkedIn →

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Using a Long-Term Care Rider to Fund a Buy-Sell Agreement

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

Most buy-sell agreements are funded with life insurance, which works when an owner dies. But what if an owner can’t work anymore because of a cognitive impairment or chronic illness, and doesn’t die? The life insurance doesn’t pay, and the healthy owner has no way to fund the buyout.

Key takeaways

  • A standard buy-sell funded only with life insurance leaves a gap if an owner becomes unable to work but doesn’t die.
  • An indemnity-style LTC rider on the same policy can pay monthly benefits to the policy owner to fund an installment buyout.
  • In the example, a $350,000 policy paying 2% a month ($7,000) completes the buyout over 50 months.

A $350,000 policy with an LTC rider paying 2% a month funds a $7,000 monthly installment buyout, completed in 50 months.

The gap in most buy-sell agreements

If a partner can no longer participate because of cognitive impairment or a health condition, the business still needs to buy them out. Surrendering the life policy provides only its cash value, which is usually far short, especially on a newer policy. The alternatives are a bank loan or draining company assets.

How the LTC rider solves it

An indemnity-style LTC rider is an accelerated death benefit that pays when the insured is cognitively impaired or can’t perform two or more activities of daily living (ADLs). Because it’s indemnity-style, the benefit is paid to the policy owner, the co-owner or business, rather than reimbursing care expenses. Those payments fund an installment buyout.

Example: Sam and Dave

  • Sam and Dave value their business at $700,000 and each buys a $350,000 policy with an LTC rider on the other.
  • Dave becomes ill and can no longer work, and qualifies for benefits under the rider.
  • After a 90-day elimination period, the rider pays 2% of the death benefit monthly: $7,000.
  • Sam uses the payments to buy out Dave’s share in installments over 50 months.

Planning notes

The buy-sell agreement should be drafted to include a disability or long-term care trigger that matches the rider’s benefit terms. Tax treatment of accelerated benefits paid to a business owner depends on the policy and structure, so confirm with the client’s tax advisor. Disability buy-out coverage is another option; see including disability coverage in buy-sell planning.

Frequently asked questions

What happens to a buy-sell agreement if an owner becomes disabled?

Unless the agreement and its funding address disability or long-term care, the business may have no funds to buy the owner out. Life insurance only pays at death.

How can an LTC rider fund a buy-sell?

An indemnity-style LTC rider pays monthly benefits to the policy owner when the insured qualifies, which can fund installment buyout payments.

What triggers LTC rider benefits?

Typically cognitive impairment or inability to perform two or more activities of daily living, after an elimination period.

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

Reviewed by Tim Fuller on 2026-09-25

Tim Fuller, President of SRS Inc.

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.

Connect on LinkedIn →

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When Asset-Based Long-Term Care Is a Fit: 4 Client Profiles

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

Many clients avoid traditional long-term care insurance because they don’t want to pay for something they may never use. Asset-based (hybrid) long-term care solves that by combining LTC benefits with a death benefit, so the money does something either way.

Key takeaways

  • Asset-based LTC combines long-term care coverage with a life insurance death benefit, so premiums aren’t lost if care is never needed.
  • Premiums can be paid as a single premium or over 5, 10, or 20 years, or for life.
  • Four client profiles fit especially well: those with idle cash, pre-retirees, retirees with unneeded income, and high earners not yet wealthy.

If they need care, the policy pays for it. If they don’t, their family receives a death benefit. The premium isn’t wasted either way.

1. Clients with idle assets (ages 40–80)

Clients holding maturing CDs or bonds, proceeds from a business or home sale, or a recent inheritance. Their concern is the effect a care event would have on their spouse, family, and finances. Typical payment: single premium.

2. Pre-retirees (ages 55–67)

Clients at peak earnings with excess income for premiums, ideally 59½ or older so they can reposition qualified money not needed for retirement income. Their concern is the financial and lifestyle risk to their spouse. Typical payment: 5-, 10-, or 20-pay, or pay for life.

3. Retirees with income to reposition

Retirees with IRA required minimum distributions, annuities, or Social Security income they don’t need for living expenses. Their concern is protecting assets and not depending on family for care. Typical payment: 5-, 10-, or 20-pay.

4. High earners not rich yet (ages 40–55)

Clients with excess annual cash flow, often after caring for a parent or grandparent, who see the value of buying earlier. Some also want to insure their parents to protect their own savings. Their concern is protecting income and assets across generations. Typical payment: 5-, 10-, or 20-pay.

Next steps

Hybrid products differ in benefit structure, inflation options, and whether benefits are indemnity or reimbursement. Compare them with traditional LTC design options, and let our LTC team help you match the product to the client.

Frequently asked questions

What is asset-based long-term care?

A hybrid product, usually life insurance or an annuity with LTC benefits, that pays for long-term care if needed and a death benefit if not.

Who is a good fit for hybrid long-term care?

Clients with idle cash, pre-retirees with excess income, retirees with unneeded RMDs or annuities, and high earners who want to lock in coverage early.

Can I pay for hybrid LTC with a single premium?

Yes. Many clients use a single premium from idle assets, and multi-pay options of 5, 10, or 20 years are also common.

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

Reviewed by Tim Fuller on 2026-09-25

Tim Fuller, President of SRS Inc.

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.

Connect on LinkedIn →

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Folding Long-Term Care Into the Retirement Income Conversation

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

Retirement income planning carefully tallies living expenses and income sources. It rarely accounts for long-term care, one of the largest expenses a retiree can face. Adding it to the conversation makes the plan more realistic, and more complete.

Key takeaways

  • Health insurance doesn’t cover long-term care, and Medicare’s coverage is limited to short-term skilled care.
  • In 2025, a private nursing home room cost a national median of about $129,600 a year and assisted living about $74,400.
  • Without a plan, care is paid from retirement savings, often by selling assets or drawing down 401(k)s at the wrong time.

Could your client absorb an extra $75,000 to $130,000 a year from retirement savings? That’s today’s median cost of care.

Conversation starter 1: living a long life

“Let’s talk about how your plan to live a long life could affect your spouse and children.” Then ask: Who would take care of you? Could that person be a full-time caregiver? Where would you live?

Conversation starter 2: who pays

“Did you know health insurance doesn’t cover long-term care, and Medicare only helps for a short time after an illness or injury?” Then ask:

  • Could you pay an extra $75,000 to $130,000 a year from retirement savings?
  • Which assets would you use? Would you have to sell investments or draw down your 401(k)?

See what Medicare and Medicaid actually cover.

Build it into the plan

Treat long-term care as a line item in the retirement income plan. Options include traditional coverage, hybrid products funded with assets that aren’t needed for income, or annuity-based LTC for older clients. See asset-based LTC profiles.

Frequently asked questions

Should long-term care be part of retirement planning?

Yes. It’s one of the largest potential retirement expenses and isn’t covered by health insurance or, for the most part, Medicare.

How much should I budget for long-term care in retirement?

It depends on location and type of care. In 2025, national medians ranged from about $74,400 a year for assisted living to about $129,600 for a private nursing room.

Can retirement assets be used to buy long-term care coverage?

Yes. Some clients reposition idle assets or annuities into hybrid long-term care products.

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Reviewed by Tim Fuller on 2026-09-25

Tim Fuller, President of SRS Inc.

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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