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The One-Minute LTCI Sale

Lay out the three options for your prospect and watch as they choose your solution.

By Stan Hustad

If you have reached the age of 65, you have a very good chance of making it to 85. If you are 85, there is a very high probability that you or someone close to you will be affected by the need for extended long-term health care.

The most serious long-term health care is residential nursing home care. In (your state), the average cost of this care is $X to $X a month, depending on care and location.

You can cover this cost in three ways:

  1. You can write a monthly check out of your personal funds until your money is exhausted or reaches a certain minimum level.
  2. Then you can go on welfare assistance through the state Medicaid program. The state reserves the right to decide where to place you for that care. Or,
  3. You can have a major insurance company pay all or the majority of the health-care costs through a LTCI policy.

LTCI is for those who would prefer No. 3.

Stan Hustad is the leader of the PTM Group. Contact him at 612-729-0420, or through his website at


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