Part of our guide: Long-Term Care Insurance: Costs, Options and Planning →
Most clients believe they won’t be among the roughly 70% of people who need long-term care, so they put off buying coverage. Waiting has a real price.
Key takeaways
- Age and health are the two biggest factors in long-term care pricing and eligibility.
- Waiting even five years can mean higher premiums, more underwriting, and less chance of qualifying for preferred rates.
- A health change during the wait can make coverage unavailable at any price.
The best premium your client will ever get for long-term care coverage is the one available today.
Why waiting costs more
Premiums are based largely on age at purchase and health. Every year of delay raises the base rate, and every new diagnosis can reduce the rate class or lead to a decline. Preferred health discounts are much easier to get in a client’s 50s than in their 60s.
Show the numbers
Run two quotes side by side: today, and five years from now at the same benefit. Clients can see the premium difference, and the total paid over time, for themselves. Then remind them that the second quote assumes their health stays the same.
The bigger risk: not qualifying
LTC underwriting focuses on future care risk, so conditions that seem minor, such as joint problems, certain medications, or early memory concerns, can lead to a decline. Buying while healthy locks in insurability. For clients in their 40s and 50s, see selling LTC to clients aged 45–55.
Frequently asked questions
Does long-term care insurance get more expensive with age?
Yes. Premiums are based on age at purchase, and health changes over time can raise rates or lead to a decline.
What is the best age to buy long-term care insurance?
Many advisors suggest the early to mid 50s, when premiums are lower and clients are more likely to qualify for better rates.
Can you be denied long-term care insurance?
Yes. LTC underwriting is strict, and conditions affecting mobility, cognition, or future care needs can lead to a decline.
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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