Part of our guide: Long-Term Care Insurance: Costs, Options and Planning →
The hardest part of most sales is finding the prospect. For multi-life long-term care, your best prospects may already be in your client files.
Key takeaways
- Business owners, professionals, and executives are natural gateways to multi-life LTC sales.
- Multi-life cases may qualify for discounts and underwriting concessions not available individually.
- Employer-paid premiums are often deductible, and carve-out plans are generally not subject to ERISA.
One business-owner client can open the door to five, ten, or more long-term care policies.
Hidden multi-life triggers in your book
Look for clients who:
- Own a business or work in a profession such as law, medicine, accounting, or consulting
- Hold a senior role or influence benefits decisions
- Run a growing business that wants to offer more benefits
- Could use the tax advantages of buying LTC with company dollars
- Have employees who could benefit from group discounts and underwriting concessions
Organizations willing to pay some or all premiums for five or more lives are often the strongest prospects.
What’s in it for the business and employees
- Carve-out plans are generally not subject to ERISA
- Employer-paid premiums are often deductible as a business expense
- Possible multi-life discounts and simplified underwriting
- Unisex pricing may be available in some multi-life programs
Starting the conversation
Start with the owner’s own coverage, then ask about key employees. The tax angle often opens the door; see how LTC insurance provides tax advantages. Our LTC team can help you structure a multi-life proposal.
Frequently asked questions
What is multi-life long-term care insurance?
LTC coverage sold to several people through the same employer or organization, often with discounts and simplified underwriting.
How many lives are needed for a multi-life LTC discount?
It varies by carrier, but many programs start at three to five lives.
Can a business deduct long-term care premiums for employees?
Employer-paid premiums are often deductible as a business expense; C-corporations generally get the most favorable treatment.
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.
Connect on LinkedIn →We’re Here to Help
Have a question about what you just read, or a case you’re working on? Tell us a bit about what you need, and a member of the SRS team will follow up with you personally — no obligation, no hassle.
