Part of our guide: Long-Term Care Insurance: Costs, Options and Planning →
Talking about the cost of care is one of the least threatening ways to start a long-term care discussion. It turns an uncomfortable topic into a numbers conversation, and it gives you the starting point for designing coverage.
Key takeaways
- Start by asking where the client would want to receive care, then show today’s and future costs for that setting.
- Coverage doesn’t have to insure the entire risk; clients can self-fund part of it.
- Shorter benefit periods or a higher starting benefit without compound inflation can cut premiums significantly.
Long-term care coverage isn’t all-or-nothing. Clients can insure the part of the risk they can’t afford to carry themselves.
Highlight the cost of care
Ask where the client would want to receive care: at home, in assisted living, or in a facility. Then show what one to three years or more of that care costs today and what it could cost when they’re likely to need it. We can provide current costs by location and inflation-adjusted projections. National figures are in our 2025 cost of care summary.
Develop a strategy
Once clients see the impact on their assets, help them decide how much risk to insure. Some prefer to cover part of future costs and self-fund the rest. Others want full protection for a spouse or to preserve a legacy. Both are valid plans.
Manage the premium
- Start with a design that covers the full projected cost, then show alternatives.
- Shorten the benefit period to three to five years, which covers most care needs.
- Consider a higher initial daily benefit with less inflation protection; dropping compound inflation can cut the premium substantially.
More options in five ways to make LTC more affordable.
Become the cost-of-care resource
Advisors who know local care costs become a go-to resource in their community. Use us as your reference point for data and illustrations.
Frequently asked questions
How much long-term care coverage does a client need?
Enough to cover the portion of expected care costs they can’t comfortably pay from income and savings. Many choose to insure part of the risk.
How long does a typical long-term care need last?
It varies widely. Many needs last a few years, which is why three- to five-year benefit periods are common.
Does leaving off inflation protection lower LTC premiums?
Yes, often substantially. A higher starting benefit can partly offset future cost increases.
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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