Sometimes, licensed insurance agents need to break the bad news to clients that they have not been approved for life insurance, long-term care insurance (LTCi), or even hybrid insurance policies that contain both products’ potential benefits.

Underwriting departments have specific standards for approving these applications – which vary from carrier-to-carrier – but the news typically does not sit well with your valued customers who are preparing their retirement strategy to include long-term care protection.

AIP Marketing Alliance understands the underwriting process and how everyone doesn’t get approved for traditional life insurance products. That’s why our team wants to focus on long-term care options outside the traditional LTCi box of products during November’s Long-Term Care Insurance Awareness Month.

Based on feedback from AIPMA’s downline wholesalers, more consumers are opting to leverage Bridge®, a fixed indexed annuity with long-term care benefits from EquiTrust Life Insurance Company. This Bridge product combines both of these features – an FIA and LTC coverage – plus the NeverStop® Health Coaching & Rewards Program through Assured Allies to benefit clients for many years.

While applicants must pass the suitability requirements for purchasing the fixed indexed annuity, the applicant won’t be declined in underwriting for Bridge’s long-term care coverage – regardless of health issues. EquiTrust also has simplified the underwriting process through a 30-minute or less online video from the applicant’s home. A quick decision is rendered on the person’s coverage level – and no medical records are required.

Bridge is not traditional long-term care insurance, but it does offer long-term care benefits. It’s unlike traditional coverage based on the following features:

• Guaranteed(1) long-term care benefits with a single premium payment
• Opportunity for premium to grow if long-term care benefits are not needed
• Flexibility to choose the benefit level or add premiums at any time to increase coverage
• Benefits payable when claim conditions are met – without submission of receipts or invoices
• Benefits approved for all applicants – they cannot be denied coverage

The NeverStop Health Coaching & Rewards Program assesses your client’s personal aging strengths and weaknesses to identify healthy actions that could increase his/her long-term vitality. Plus, this healthy aging Wellness Ally provides a human touch to provide support for their health goals along the way.

They also earn additional long-term care coverage through active participation. NeverStop identifies personalized healthy actions for them to improve their overall wellness – from brain and sleep health to stress reduction and more.

As AIP Marketing Alliance promotes throughout LTCi Awareness Month, there are many reasons why long-term care protection has become more of a concern for today’s consumers. Healthcare costs continue to escalate – whether for in-home care, assisted living facility, or other options – and more people want to have a choice when picking their preferred facility vs. “budget-friendly” alternatives.

EquiTrust also shared how these healthcare expenses could impact retirement planning in their LONG-TERM CARE BY THE NUMBERS brochure. Some of the statistics include 70% of those turning 65 today will need some level of long-term care services or support(2) and 66% of caregivers used personal savings or retirement accounts to pay for LTC for a loved one.(3) You can download an electronic version of this consumer-approved flyer by clicking here.

Bridge® is designed to protect and potentially grow your clients’ retirement assets in the event they don’t need long-term care services. The annuity accumulates through annual credits linked to the growth of an underlying market index. The client determines the balance between the level of benefits and annuity value preservation by electing a Coverage Ratio ranging between the premium amount and a maximum determined by his/her age and underwriting class. Their long-term care benefit payments are tax-free.(4)

AIP Marketing Alliance can assist our downline independent annuity and life insurance wholesalers and agents in positioning the Bridge fixed indexed annuity with long-term care provisions with your clients and prospects. EquiTrust also has set up a dedicated microsite with agent- and consumer-approved resources to assist in selling this product.

For more information, please contact AIP Marketing Alliance’s Business Development team at (800) 783-5206 Press #2 or [email protected] to discuss illustrations, request the Bridge microsite link, get ideas to position Bridge, or learn about other long-term care options for your clients and prospects.

(1)The guarantees expressed in this blog are based on the claims-paying ability of EquiTrust Life Insurance Company.

(2)Dore, Kate; “Most retirees will need long-term care; these are the best ways to pay for it”; 8/27/2021; CNBC; https://www.cnbc.com/2021/08/26/most-retireeswill-need-long-term-care-these-are-ways-to-pay-for-it; accessed 1/23/2023.

(3)Pessman, Michael; “Families drain their savings: The need for long-term care coverage is becoming a big-time problem”; 8/18/2022; MarketWatch; accessed 1/23/2023.

(4)Long-term care benefits are typically tax-free under Internal Revenue Code Section 7702B. Generally, the maximum tax-free long-term care benefit payable from all coverage on the same insured is limited to the greater of actual qualified long-term care expenses or the per diem rate established by the IRS.

Contract issued on Form Series ICC12-ET-EIA-2000(11-21) or ET-EIA-2000(12-21). Riders issued on ICC17-ET-FIXEDMVA(02-17); ICC18-430-NHW(06-18) or 430-NHW(08-03); ICC16-ET-TI(10-16) or ET-TI(10-16). Long-Term Care Rider issued on ET-LTC(01-24). NeverStop Wellness Rider issued on ET-WEL(01-24). This blog briefly highlights EquiTrust Life Insurance Company’s Bridge® annuity contract, Long-Term Care Rider and other benefits. For costs and complete details of coverage, including any exclusions, reductions or limitations, and the terms under which the contract may be continued in force, contact your agent/producer at AIP Marketing Alliance, an Integrity Company. EquiTrust does not offer investment advice to any individual and this material should not be construed as investment advice to you or your specific situation. 2764-BRG-OT-EXT-11-25

ANNUITY AND INSURANCE PRODUCTS ARE NOT DEPOSITS NOR ARE THEY GUARANTEED BY ANY BANK. THEY ARE NOT INSURED BY THE FEDERAL DEPOSIT INSURANCE CORPORATION (FDIC) OR ANY OTHER AGENCY OF THE FEDERAL GOVERNMENT. CERTAIN PRODUCTS MAY LOSE VALUE.

For more than 40 years, AIP Marketing Alliance (AIPMA), an Integrity Company, serves as a premier life insurance and annuity distribution partner to provide full-service support to independent wholesalers, brokerages and agents from our Troy, Michigan office. NOT AFFILIATED WITH OR ENDORSED BY THE GOVERNMENT OR THE MEDICARE PROGRAM.

AIP Marketing Alliance is committed to STRIVE in ’25 as we support our independent insurance wholesalers and agents. Visit our blog on aipma.com to stay informed on these upcoming launches and learn why wholesalers nationwide choose AIPMA as their distributor for selling life insurance, annuities, long-term care insurance, final expense, and much more. Ask about our lead services, myAIP CRM platform with customizable recruiter portal, and online tools/resources designed to grow your business. The difference is personal.

AIP Marketing Alliance, an Integrity Company, has developed this electronic communication for informational and educational use only. Be advised, AIP Marketing Alliance, Inc., does not provide legal advice, tax advice, or guidance on issues involving securities laws, insurance laws nor securities or insurance regulations. This material should not be relied on as providing any such advice or guidance to either agents or retail consumers. Within this communication, AIPMA shares links for usage as information only. This content should not be interpreted as solicitation to purchase life insurance, annuities, or other products or as advice designed to meet your clients’ specific needs. Content involving fiduciary, tax, or legal advice should be directed to your legal, tax, and financial professionals for specific advice or product recommendations. AIPMA will not accept any legal liability resulting from any use of 3rd party material(s).