In this edition of the Buddy Study Podcast, we work through the objections every LTCi specialist hears in the field: cost, distrust of carriers, "I'll never use it," "my family will take care of me," and "I need to talk to my financial advisor." More importantly, we dig into why these objections surface, which ones are genuine concerns and which are defensive walls, and how advisors can dismantle them early through proactive education instead of pressure.

We explore:

• The full landscape of common LTCi objections, from premium cost to outright denial
• Why some objections are real concerns while others are defense mechanisms
• How pre-education roots out misconceptions about Medicare, Medicaid, and self-funding
• A collaborative approach to the "I need to talk to my financial advisor" objection
• Navigating cultural objections where family caregiving is the expectation
• How thoughtful product selection and hybrid LTC designs answer multiple objections at once
• Why finding the client's "why" is your most powerful follow-up and re-engagement tool

This episode is designed to help advisors:

• Recognize the psychology behind client resistance
• Address objections proactively, before clients ever voice them
• Reframe conversations around funding professional care, not just buying a policy
• Lead with empathy and consultation rather than combativeness

Whether you are new to LTC planning or a seasoned specialist, this conversation offers practical, repeatable ways to save one more case and guide more clients toward a real plan.

CHAPTER MARKERS

0:00 Welcome & Episode Overview

2:45 Surveying the Most Common LTCi Objections

6:05 Misconceptions: Medicare, Medicaid, and Self-Funding

6:55 Distrust in Carriers and Claims Denial Fears

8:04 Timing Objections: Too Old, Too Young

11:21 Killing Objections Early Through Pre-Education

15:05 Handling the "Talk to My Financial Advisor" Objection

20:06 Cultural Objections: Family Takes Care of Family

26:36 Refocusing on Funding Professional Care

28:48 Product Selection and Hybrid LTC Solutions

31:40 Finding the Client's "Why"

35:50 Be a Consultant, Not a Combatant

42:11 Final Thoughts & Advisor Takeaways

📅 Join the Weekly Buddy Study Groups

This podcast is an extension of the Buddy Study Groups, a free educational community for financial professionals.

Weekly Calls:

Individual LTCi Study Group: Tuesdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/Il19620844

Group LTCi Study Group: Thursdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/vs19612672

No membership fee. Just education, collaboration, and better planning strategies.

🔎 About Buddy Study Podcast

The Buddy Study Podcast helps insurance professionals and financial planners master Long-Term Care Insurance through case studies, expert interviews, and carrier product updates. Our goal is to help advisors become more confident, efficient, and knowledgeable when helping clients plan for long-term care.

In this episode of the Buddy Study Podcast, Gretchen Berry sits down with Dale Berry, a long-term care specialist who spent decades focused on individual planning before making a deliberate move into group cases. Dale shares the mindset, process, and practical tactics that have helped him identify strong prospects, build trust with HR contacts and benefits brokers, and close group cases that sometimes take two to three years to develop.

This is a candid, practitioner-level conversation about what actually works in group LTCi, from the first qualifying call to the "final follow-up" email that consistently gets a response.

We explore:

• How Dale identifies a viable group prospect and what signals he looks for before committing time to a proposal
• Why a responsive, interested contact matters more than group size
• The opening conversation with HR directors and benefits brokers who have never offered LTCi
• How demographics, including gender composition, influence product fit and enrollment projections
• Why employer funding is critical to participation and long-term case success
• How to navigate a group that has stalled, and the subject-line strategy that reliably re-engages prospects
• Transitioning groups from legacy Unum plans to today's hybrid products
• The difference between serving as an account manager versus a consultant during enrollment
• How Dale structures referral partnerships, including a straightforward 50/50 split on joint cases

This episode is designed to help advisors:

• Recognize and qualify group LTCi opportunities within their existing book of business
• Build productive referral relationships with P&C agents, broker-dealers, and financial advisors
• Lead group case conversations with confidence, from first contact through close
• Understand how the specialist role and the handoff model can expand practice revenue without adding complexity

CHAPTER MARKERS

0:00 Welcome & Episode Overview

1:10 Dale's Background: From CNA to Group LTCi

2:39 Personal Story: Why This Work Matters

6:06 How to Identify a Viable Group Case

8:33 Opening the Conversation with HR and Benefits Brokers

10:02 Qualifying Questions Before Building a Proposal

11:11 Why Group Demographics, Especially Gender, Matter

13:14 CRM, Follow-Up Systems, and the Persistence Playbook

15:47 When a Case Gets Stuck: How to Re-Engage

18:38 Handling "Let's Revisit Next Year" Responses

21:27 Product Overview: Hybrid Plans and the Starter Plan Concept

23:30 Using the Buddy Calculator to Compare Plans and Carriers

31:05 Transitioning Groups Off Legacy Unum Plans

33:56 Best Markets Beyond School Districts

35:00 Employer Funding: Why It's the Key to Participation

40:43 The Specialist as Consultant During Enrollment

44:41 How Dale Structures Referral Splits: 50/50 Joint Cases

46:05 Dale's Closing Thoughts and How to Connect

📅 Join the Weekly Buddy Study Groups

This podcast is an extension of the Buddy Study Groups, a free educational community for financial professionals.

Weekly Calls:

Individual LTCi Study Group: Tuesdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/Il19620844

Group LTCi Study Group: Thursdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/vs19612672

No membership fee. Just education, collaboration, and better planning strategies.

🔎 About Buddy Study Podcast

The Buddy Study Podcast helps insurance professionals and financial planners master Long-Term Care Insurance through case studies, expert interviews, and carrier product updates. Our goal is to help advisors become more confident, efficient, and knowledgeable when helping clients plan for long-term care.

When a client gets declined for long-term care insurance, the risk isn't just losing the case, it's losing the client's confidence in the process entirely. In this episode of the Buddy Study Podcast, host Jason Dutra leads a practitioner-focused discussion on the full lifecycle of managing declines: from early field underwriting and expectation setting, to the emotional moment of decline, to advocating for clients and identifying the right pivot product.

This is a boots-on-the-ground conversation featuring real case stories from working specialists, including examples involving couples, partial declines, undisclosed health history, medical record errors, and unexpected carrier decisions.

We explore:

• Why field underwriting and pre-qualification are your first line of defense against a difficult decline
• How to set client expectations before the application so a decline doesn't feel like a surprise
• The emotional psychology of declines and why clients sometimes react irrationally, including the "nuclear option" in couples cases
• How to reframe the carrier's decision so clients don't feel personally rejected by their health
• Why anchoring clients to their original "why" is the key to keeping them engaged after a setback
• Real case examples: Nationwide to Securian pivots, Global Atlantic to Equitrust, and creative hybrid product solutions
• How to be a genuine advocate, fighting carrier decisions, reviewing decline letters, and knowing carrier underwriting sweet spots

This episode is designed to help advisors:

• Handle underwriting declines with confidence and a clear process
• Keep clients engaged and solution-focused after a setback
• Identify pivot products and carrier alternatives for difficult health profiles
• Build the kind of trusted advisor relationship that makes clients want to stay in the process

CHAPTER MARKERS

0:00 Welcome & Episode Overview

2:36 Field Underwriting: Your First Line of Defense

4:48 Setting Expectations Before the Application

8:10 The Psychology of Declines: Why Clients React Emotionally

11:03 Reframing the Carrier's Decision for Clients

13:02 Anchoring Clients Back to Their "Why"

17:11 Preparing Clients for Pivot Options Up Front

18:15 Understanding Decline Reasons and the Appeal Process

20:26 Case Stories: Real Declines and Successful Pivots

32:15 Knowing Your Carrier Underwriting Sweet Spots

38:04 Being an Advocate: Fighting for Your Clients

40:14 Advisor Takeaways & Closing Thoughts

📅 Join the Weekly Buddy Study Groups

This podcast is an extension of the Buddy Study Groups, a free educational community for financial professionals.

Weekly Calls:

Individual LTCi Study Group: Tuesdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/Il19620844

Group LTCi Study Group: Thursdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/vs19612672

No membership fee. Just education, collaboration, and better planning strategies.

🔎 About Buddy Study Podcast

The Buddy Study Podcast helps insurance professionals and financial planners master Long-Term Care Insurance through case studies, expert interviews, and carrier product updates. Our goal is to help advisors become more confident, efficient, and knowledgeable when helping clients plan for long-term care.

Annuity-based long-term care is one of the most underutilized tools in the LTCi planning toolkit — and one of the most accessible. In this Study Hall episode, host Jason Dutra and the Buddy Study group take a high-level tour of the annuity LTCi market: who it's designed for, why it works, and how to present it with confidence to the right clients.

The conversation covers both the strategic framework and current carrier landscape, including deep discussion of EquiTrust Bridge, Nationwide Care Matters Annuity, One America Annuity Care, and Global Atlantic ForeCare — with real case studies from advisors in the room.

We explore:

• The Pension Protection Act (PPA) and why the 1035 exchange into a 7702B LTC-qualified annuity is such a compelling tax play
• "Lazy annuity money" — how to identify existing annuities that are no longer serving a client's goals and reposition them for LTC coverage
• Why annuity LTCi often delivers better value at older ages, and why it's well-suited for clients who are asset-heavy but income-light
• The critical difference between 7702B LTC riders and ADL doublers — and why it matters for tax treatment and home care coverage
• EquiTrust Bridge's guaranteed issue underwriting and how interview preparation can maximize a client's coverage tier
• Nationwide Care Matters Annuity product deep-dive: simplified underwriting, leverage multipliers, international benefits, and the retroactive elimination period
• How carrier decline pathways are increasingly routing clients from hybrid products to annuity LTCi — and why advisors need to know this
• The referral partnership opportunity between LTCi specialists and annuity advisors

This episode is designed to help advisors:

• Identify strong annuity LTCi candidates during client fact-finding
• Understand key product distinctions across the major carriers in this space
• Present the annuity LTCi concept in a way that keeps the long-term care purpose front and center
• Leverage referral relationships with annuity specialists to expand planning opportunities

CHAPTER MARKERS

0:00 Welcome & Episode Overview

1:42 Why You Need to Think Differently About the Annuity LTC Sale

2:39 Asset Repositioning and the Pension Protection Act

5:02 The PPA Explained: 1035 Exchange and Tax-Free LTC Benefits 

7:07 Underwriting Advantages: Simplified and Guaranteed Issue Options

8:44 Case Study: Annuity LTC Value at Older Ages and Unisex Pricing

10:13 Who Financially Qualifies for Annuity LTCi

11:23 Agent Licensing: Annuity Suitability Training Requirements

12:23 Carrier Overview: One America, Global Atlantic, Nationwide, EquiTrust

14:55 7702B vs. ADL Doublers: Know What You're Selling

17:14 EquiTrust Bridge Deep Dive and Interview Prep Tips]

25:40 EquiTrust Coverage Tiers and Agent Portal Resources

28:16 Annuity LTC vs. Life Hybrid: Terminology and Key Differences

30:42 Nationwide Care Matters Annuity: Product Breakdown

38:30 Underwriting Details: 6 Questions, Multipliers, and Approval Rates

40:28 Market Momentum and What's Coming Next in Annuity LTCi

44:06 Trusting Your Carrier Specialists and Referral Partnerships

47:25 Handling Client Resistance to Annuities

49:42 Closing Thoughts and Study Hall Wrap-Up

📅 Join the Weekly Buddy Study Groups

This podcast is an extension of the Buddy Study Groups, a free educational community for financial professionals.

Weekly Calls:

Individual LTCi Study Group: Tuesdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/Il19620844

Group LTCi Study Group: Thursdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/vs19612672

No membership fee. Just education, collaboration, and better planning strategies.

🔎 About Buddy Study Podcast

The Buddy Study Podcast helps insurance professionals and financial planners master Long-Term Care Insurance through case studies, expert interviews, and carrier product updates. Our goal is to help advisors become more confident, efficient, and knowledgeable when helping clients plan for long-term care.

In this Study Hall edition of the Buddy Study Podcast, Jason Dutra leads an open-forum deep dive into life/LTCi hybrid plans, specifically life insurance chassis products with extension of benefits riders. From product architecture and carrier competition to underwriting sweet spots and guaranteed premiums, this session is designed to sharpen your hybrid LTCi fluency and help you make better-informed carrier and product decisions for your clients.

We explore:

• What makes hybrid LTCi distinct: innovation, competition, and flexibility as core market drivers
• How hybrid carriers are differentiating on benefits — retroactive elimination period payback, international coverage, cash indemnity, and indexed options
• The pricing landscape: why carriers cluster closely and how repricing downward is reshaping market share
• Underwriting trade-offs between streamlined processes and leniency — and what that means for your clients
• Carrier-specific underwriting sweet spots, including Bright House SmartCare and One America
• How annuity-based LTC hybrids compare to life-based products, and when age shifts the math
• The Mutual of Omaha rate increase conversation and what it illustrates about traditional vs. hybrid premium guarantees
• How to use Product Buddy to filter carrier and product type recommendations by client profile

This episode is designed to help advisors:

• Understand the structural differences between hybrid product types and when each applies
• Identify underwriting niches that could save impaired-risk clients
• Explain the premium guarantee advantage of hybrid plans in rate increase conversations
• Use available tools to match clients to the right product type faster

CHAPTER MARKERS

0:00 Welcome & Episode Overview

1:17 Defining Hybrid LTCi — Nomenclature and Scope

2:17 Why Hybrid: Innovation, Competition, and Flexibility

5:08 Carrier Competition and Pricing Dynamics

9:02 Joint Survivorship and Creative Product Structures

10:17 Underwriting Across Hybrid Carriers — The Trade-Off

12:50 New York Life AssetFlex & Captive Carrier Underwriting

15:10 Is Hybrid LTCi Priced Sustainably? Open Forum Discussion

18:36 Life vs. Annuity Hybrids — Comparing Product Chassis

26:02 Securian Secure Care 4 Update and Recent Market News

33:37 Underwriting Sweet Spots: Bright House and One America

38:59 Using Product Buddy to Match Clients to Carriers

42:09 Mutual of Omaha Rate Increases — What Advisors Need to Know

47:19 Guaranteed Premiums: Hybrid vs. Traditional LTCi

51:21 Closing Thoughts & Wrap-Up

47:19 Guaranteed Premiums: Hybrid vs. Traditional LTCi

51:21 Closing Thoughts & Wrap-Up

Watch the video version:

https://youtu.be/gtBpwhGzZhI?si=z0FhQaJU8l8TX5UY

📅 Join the Weekly Buddy Study Groups

This podcast is an extension of the Buddy Study Groups, a free educational community for financial professionals.

Weekly Calls:

Individual LTCi Study Group: Tuesdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/Il19620844

Group LTCi Study Group: Thursdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/vs19612672

No membership fee. Just education, collaboration, and better planning strategies.

🔎 About Buddy Study Podcast

The Buddy Study Podcast helps insurance professionals and financial planners master Long-Term Care Insurance through case studies, expert interviews, and carrier product updates. Our goal is to help advisors become more confident, efficient, and knowledgeable when helping clients plan for long-term care.

Most advisors know the basics of long-term care planning, but many overlook one of the most powerful tools available for middle-class clients: the Long-Term Care Partnership program. This episode of the Buddy Study Podcast features LTCi specialist Rhonda Bills walking through Partnership 101, from its legislative origins to the practical asset protection it provides today.

We explore:

• What the LTC Partnership program is and how it creates an agreement between private insurance and state Medicaid
• The legislative timeline from the original four partnership states through the 2005 Deficit Reduction Act
• How Medicaid spend-down rules work for married couples, including the community spouse asset allowance
• Why every dollar of partnership insurance paid equals a dollar of assets protected from Medicaid spend-down
• How partnership-protected assets are also exempt from the Medicaid estate recovery law
• Which clients benefit most from partnership and where it may not be the right fit
• Inflation protection requirements and how they connect to partnership qualification
• Practical approaches for opening long-term care conversations with clients who are not actively seeking coverage

This episode is designed to help advisors:

• Explain the LTC Partnership program with confidence and clarity
• Identify which clients are strong candidates for partnership-qualified policies
• Use Medicaid spend-down realities to frame planning conversations without fear-based language
• Move prospects toward a decision by anchoring on their personal "why"

CHAPTER MARKERS

0:00 Welcome & Episode Overview

2:51 The Origins of the Partnership Program

5:02 The Deficit Reduction Act and Five-Year Look-Back

8:05 Partnership Expanded to All States

9:11 Requirements for Partnership Qualification

10:40 Inflation Protection and Age-Based Rules

12:33 Medicaid 101: What It Covers and What It Doesn't

16:11 Medicaid Spend-Down for Married Couples

22:59 How Partnership Protects Assets Dollar for Dollar

26:11 Medicaid Recovery Law and Partnership Exemption

27:20 Which Clients Benefit Most from Partnership

30:10 Short and Fat vs. Long and Lean Benefit Design

37:17 Moving Prospects Toward a Decision

45:50 Opening the Long-Term Care Conversation

📅 Join the Weekly Buddy Study Groups

This podcast is an extension of the Buddy Study Groups, a free educational community for financial professionals.

Weekly Calls:

Individual LTCi Study Group: Tuesdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/Il19620844

Group LTCi Study Group: Thursdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/vs19612672

No membership fee. Just education, collaboration, and better planning strategies.

🔎 About Buddy Study Podcast

The Buddy Study Podcast helps insurance professionals and financial planners master Long-Term Care Insurance through case studies, expert interviews, and carrier product updates. Our goal is to help advisors become more confident, efficient, and knowledgeable when helping clients plan for long-term care.

In this Short-Term Care Study Hall edition of the Buddy Study Podcast, the group digs into the short-term care landscape with a market-level overview, carrier comparisons, and candid conversation about where these products shine and where advisors need to proceed with caution. Featuring insights from Linda Thalheimer's premium-to-benefit analysis and real-world positioning strategies, this session equips advisors with the knowledge to use short-term care as a strategic tool, not just a fallback.

We explore:

• Why short-term care has emerged as both an affordability and underwriting solution for advisors
• How carriers like Aetna, Manhattan Life, Bankers Life, and Thrivent compare on benefits, underwriting, and value
• The rate increase reality: why advisors should set expectations early and sell responsibly
• Aetna's new Recovery Care Choice product and its $700/day maximum benefit
• Key underwriting sweet spots, including no build chart and insulin-dependent diabetic acceptance
• Using short-term care as a gap fill strategy to cover elimination periods on traditional or hybrid plans
• The growing synergy between short-term care and the Medicare supplement market
• Group and retiree market opportunities developing on the carrier side

This episode is designed to help advisors:

• Position short-term care appropriately based on client health, budget, and planning needs
• Compare carriers with confidence using benefit-per-premium-dollar analysis
• Set honest expectations around rate increase potential without undermining product value
• Identify new market opportunities in the senior, Medicare, and retiree group space

Chapter Markers

0:00 Welcome & Episode Overview
1:04 Why Short-Term Care Is Gaining Traction
3:18 Short-Term Care as a Starter Plan and Gap Filler
4:21 LTCi-Filed Products vs. Supplemental Health Filing
5:23 Product Design Levers and Rate Increase Risk
10:25 Carrier Comparison: Premium-to-Benefit Analysis
15:06 Underwriting Differences Across Carriers
18:04 Selling Responsibly: Buy What You Can Afford to Keep
20:15 Manhattan Life Age Range and Process Advantages
26:06 Aetna Recovery Care Choice Product Updates
33:15 Overcoming the "It's Only One Year" Objection
36:04 Short-Term Care as an Elimination Period Gap Fill
43:07 Group and Retiree Market Opportunities
47:17 Medicare Gaps and Final Advisor Takeaways

📅 Join the Weekly Buddy Study Groups

This podcast is an extension of the Buddy Study Groups, a free educational community for financial professionals.

Weekly Calls:

Individual LTCi Study Group: Tuesdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/Il19620844

Group LTCi Study Group: Thursdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/vs19612672

No membership fee. Just education, collaboration, and better planning strategies.

🔎 About Buddy Study Podcast

The Buddy Study Podcast helps insurance professionals and financial planners master Long-Term Care Insurance through case studies, expert interviews, and carrier product updates. Our goal is to help advisors become more confident, efficient, and knowledgeable when helping clients plan for long-term care.

Hybrid products dominate the conversation, but traditional long-term care insurance still holds ground that no other product can claim. In this episode of the Buddy Study Podcast, Jason breaks down the current state of traditional LTCi, why the negative stigma is overblown, and where this product type remains the strongest option for advisors and their clients.

We explore:

• Why traditional LTCi still delivers the best bang-for-buck when every premium dollar goes toward long-term care
• The Partnership Program and how it provides exclusive asset protection against Medicaid spend-down
• How business owners benefit from maximum LTC premium tax deductibility
• Executive carve-outs using individual traditional LTCi for small groups
• Carrier updates including NGL's Honest LTC refresh, Banker's Life, Mutual of Omaha Custom Solution, and Thrivent
• Shared care riders, inflation protection strategies, and how to compare 3% vs. 5% compound options
• The coming wave of traditional LTCi in the group worksite market
• Underwriting realities, pre-qualification best practices, and navigating cardiovascular and diabetes cases

This episode is designed to help advisors:

• Recognize where traditional LTCi remains the strongest fit in today's market
• Use the Partnership Program as a planning tool for middle-market clients
• Approach business owners with tax-advantaged LTC strategies
• Navigate rate increase conversations and legacy carrier concerns with confidence

Chapter Markers

0:00 Welcome & Episode Overview

1:28 Traditional LTCi: The OG of Long-Term Care

4:09 Ideal Clients and Underwriting Realities

7:06 Carrier Updates: Banker's Life and NGL Honest LTC

9:18 Why Business Owners Need Traditional LTCi

11:44 Traditional LTCi in the Group Worksite Market

15:05 The Partnership Program Explained

21:00 Inflation Protection and 10-Pay Options

27:16 Shared Care, Mutual of Omaha & Carrier Highlights

35:55 What Traditional LTCi Needs Going Forward

38:49 Rate Increase History and the Genworth Factor

45:36 Underwriting Q&A: Cardiovascular and Diabetes Cases

55:51 Final Thoughts & Advisor Takeaways

📅 Join the Weekly Buddy Study Groups

This podcast is an extension of the Buddy Study Groups, a free educational community for financial professionals.

Weekly Calls:

Individual LTCi Study Group: Tuesdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/Il19620844

Group LTCi Study Group: Thursdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/vs19612672

No membership fee. Just education, collaboration, and better planning strategies.

🔎 About Buddy Study Podcast

The Buddy Study Podcast helps insurance professionals and financial planners master Long-Term Care Insurance through case studies, expert interviews, and carrier product updates. Our goal is to help advisors become more confident, efficient, and knowledgeable when helping clients plan for long-term care.

Referral partners are one of the most powerful and underutilized business-building tools for long-term care specialists. But finding a partner is only the beginning, the real work is in training each other, respecting how they do business, and making the referral process feel effortless for everyone involved.

In this episode of the Buddy Study Podcast, we break down why LTC specialists are uniquely valuable to referral partners, how to identify the best partner pairings, and what a sustainable referral workflow actually looks like. Guest Linda Thalheimer shares her proven process for working with financial advisors, from HIPAA-compliant intake questionnaires to coordinated client presentations and commission structures that make the relationship a true partnership.

We explore:

• Why financial advisors, P&C agents, and estate attorneys make ideal referral partners for LTC specialists
• The top reasons professionals refer out long-term care and why each one highlights your value
• How to let referral partners stay in control while maintaining ownership of your illustrations and planning process
• Linda's approach to pre-presenting options to the FA before the client meeting
• Using a short intro video to scale your referral partner onboarding
• How getting an FA to purchase their own LTC policy can unlock their entire client base
• Why claims support and long-term service commitment resonate deeply with advisors
• How content creation, CE courses, and conferences can attract new referral relationships

This episode is designed to help advisors:

• Recognize and articulate their unique value as LTC specialists
• Build a repeatable referral partner workflow that scales
• Strengthen existing referral relationships with better communication and tracking
• Create a more sustainable practice with a higher floor of consistent activity

Chapter Markers

0:00 Welcome & Episode Overview

1:24 Why Referral Partners Need You

4:39 Underwriting as Your Biggest Value Add

7:54 Financial Advisors as the Ideal Referral Partner

12:59 Linda's Process for Working with FAs

18:13 Handling Different FA Working Styles

20:25 Finding New Referral Partners Through Clients

25:07 Educating FAs on Cost-Benefit and Self-Funding

32:17 Protecting AUM and the Claims Conversation

36:08 Staying in Touch with Referral Partners

38:42 Content Creators, Conferences & Other Referral Sources

44:01 Your Value as a Specialist and Final Takeaways

Watch the video version:

https://youtu.be/KhhNpWaAqb0

📅 Join the Weekly Buddy Study Groups

This podcast is an extension of the Buddy Study Groups, a free educational community for financial professionals.

Weekly Calls:

Individual LTCi Study Group: Tuesdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/Il19620844

Group LTCi Study Group: Thursdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/vs19612672

No membership fee. Just education, collaboration, and better planning strategies.

🔎 About Buddy Study Podcast

The Buddy Study Podcast helps insurance professionals and financial planners master Long-Term Care Insurance through case studies, expert interviews, and carrier product updates. Our goal is to help advisors become more confident, efficient, and knowledgeable when helping clients plan for long-term care.

In this episode of the Buddy Study Podcast, Jason walks through the strategic role individual LTCi products can play in group long-term care planning. From executive carve-outs and tax deductibility to association groups that carriers won't quote, this conversation explores the real-world gaps where individual solutions step in and how advisors can position both product types as complementary tools rather than competing options.

This is a planning conversation, not a product pitch. It's about developing the expertise to know what fits where.

We explore:

• Why true group products are the easiest on-ramp to LTC planning and where their limits begin
• How traditional individual LTCi fits into small group executive carve-out cases, including tax deductibility and partnership considerations
• The underwriting realities advisors face when using individually underwritten products with groups and how to pre-screen effectively
• How carriers evaluate non-traditional group types: associations, PEOs, and non-employer affinity groups
• When individual products like annuity LTC, short-term care, and hybrid plans fill gaps that group coverage can't
• Enrollment timing strategy: why an off-cycle first enrollment often outperforms a January 1 rollout
• The long game: how group plan relationships create individual planning opportunities over time

This episode is designed to help advisors:

• Identify which group situations call for individual product solutions
• Understand group-level underwriting standards and what causes a carrier to decline to quote
• Build a complementary strategy that combines group and individual LTCi for broader client coverage
• Approach group LTC education with the transparency and trust that turns starter plans into lasting relationships

Chapter Markers

0:00 Welcome & Episode Overview

2:35 Why Individual Products Belong in Group Planning

4:10 Traditional LTCi in the Group Space: What's Coming

5:20 Tax Deductibility & the Executive Carve-Out Case

7:00 The Underwriting Challenge: Leaving Employees Behind

8:10 Partnership Considerations & the Middle Market

10:10 Inflation Protection: Where True Group Plans Fall Short

13:10 10-Pay Options & Employer-Funded Plan Design

15:00 Group-Level Underwriting: When Carriers Decline to Quote

16:40 Association Groups & Carrier Appetite Variations

18:50 PEOs: The Most Polarizing Group Type

22:00 Individual Products as the Association Strategy

25:30 Gap Fill: The Expanded Individual LTC Product Landscape

27:20 True Group as the Starter Plan — and the Education Strategy

31:00 Transparency, Trust & the Long-Term Client Relationship

35:50 Enrollment Timing: Off-Cycle vs. January 1

42:35 Final Thoughts: The Markets Are Learning From Each Other

📅 Join the Weekly Buddy Study Groups

This podcast is an extension of the Buddy Study Groups, a free educational community for financial professionals.

Weekly Calls:

Individual LTCi Study Group: Tuesdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/Il19620844

Group LTCi Study Group: Thursdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/vs19612672

No membership fee. Just education, collaboration, and better planning strategies.

🔎 About Buddy Study Podcast

The Buddy Study Podcast helps insurance professionals and financial planners master Long-Term Care Insurance through case studies, expert interviews, and carrier product updates. Our goal is to help advisors become more confident, efficient, and knowledgeable when helping clients plan for long-term care.

Rate increase letters are one of the most uncomfortable moments in the long-term care insurance lifecycle for clients and advisors alike. But with the right preparation, empathy, and strategy, this conversation can actually reinforce your value and reaffirm the client's original planning decision.

In this episode of the Buddy Study Podcast, we walk through how to master the rate increase conversation from start to finish, from what to say at the initial sale to how to advocate for clients when the letter arrives.

We explore:

• Why preparing clients for the possibility of rate increases at point of sale sets up better conversations later
• How to explain the rate increase process, including the role of state insurance departments
• Why leading with empathy is critical before moving to logic and numbers
• How LTC industry history and early actuarial assumptions led to underpriced legacy plans
• Reframing the rate increase as evidence the client made a smart financial decision
• Running new business comparisons to demonstrate the value of an existing plan even after the increase
• Why the options listed in the carrier's rate increase letter may not be the best options available
• The potential trap of "stable premium" options and how to evaluate them
• When and how to call the carrier to explore custom benefit adjustments

This episode is designed to help advisors:

• Navigate rate increase conversations with empathy and confidence
• Show clients the real-world value of their existing coverage
• Advocate beyond the carrier's default options to find better solutions
• Turn a negative client experience into a trust-building planning moment

Chapter Markers

0:00 Welcome & Episode Overview

2:55 Preparing Clients at Point of Sale

4:58 How the Rate Increase Process Works

7:44 Leading with Empathy When the Letter Arrives

9:18 LTC Industry History and Underpriced Legacy Plans

13:25 Reminding Clients Why They Bought the Plan

16:50 Crunching the Numbers — Showing Plan Value

20:53 Walking Through the Rate Increase Letter

23:48 The Stable Premium Option Trap

26:33 Guest Insights on Inflation Growth and Benefit Value

34:49 Tools for Rate Increase Comparisons

38:26 Final Thoughts & Advisor Takeaways

Watch the video version:

https://youtu.be/6EvD23NWGmE?si=jGjqpeDVyLDFp52i

📅 Join the Weekly Buddy Study Groups

This podcast is an extension of the Buddy Study Groups, a free educational community for financial professionals.

Weekly Calls:

Individual LTCi Study Group: Tuesdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/Il19620844

Group LTCi Study Group: Thursdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/vs19612672

No membership fee. Just education, collaboration, and better planning strategies.

🔎 About Buddy Study Podcast

The Buddy Study Podcast helps insurance professionals and financial planners master Long-Term Care Insurance through case studies, expert interviews, and carrier product updates. Our goal is to help advisors become more confident, efficient, and knowledgeable when helping clients plan for long-term care.

We explore:

• How Bridge combines FIA accumulation with LTC benefits on a 7702B-compliant chassis
• The guaranteed approval structure, three underwriting classes (Secure, Standard, Preferred), and why approximately 70% of applicants are currently qualifying as Preferred
• The January 2025 product updates: lowered issue age to 50, improved benefit base roll-up to 3% compound for 20 years, and an extended 5-year coverage ratio window
• How the Never Stop Wellness Program works and how wellness credits add to the benefit base over time
• The 5-year vesting schedule, monthly rider charge structure, and FIA growth options
• A real client case study: how a $100,000 premium grows into over $554,000 in available LTC benefits over 15 years
• Sales opportunities with 1035 exchanges, RMD funds, previously uninsurable clients, and borderline health cases
• The three-statement seminar approach and real-world conversion results from advisors in the field
• Practical field underwriting tips to help clients present their best outcome on the underwriting call

This episode is designed to help advisors:

• Understand the Bridge product structure and how to position it in a planning conversation
• Identify the right client profile for an LTC/FIA hybrid approach
• Apply field underwriting best practices to improve client outcomes
• Recognize Bridge as a strong option for clients with complex health histories or previous declines

0:00 Welcome & Episode Overview
0:42 Bridge: The FIA/LTC Hybrid Structure Explained
2:26 Guaranteed Approval & The Three Underwriting Classes
4:23 The 5 Screening Questions Walkthrough
6:07 Never Stop Wellness Program
8:07 Product Specs, Coverage Ratios & Growth Options
9:22 Vesting Schedule & Rider Fee Structure
12:44 January 2025 Product Updates
13:53 Claims Process: The 60-Month Payout Explained
14:59 Derek Case Study: Projecting Real Client Outcomes
17:58 Sales Opportunities & The 3-Statement Seminar Approach
23:24 Field Underwriting Best Practices & Q&A

📅 Join the Weekly Buddy Study Groups

This podcast is an extension of the Buddy Study Groups, a free educational community for financial professionals.

Weekly Calls:

Individual LTCi Study Group: Tuesdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/Il19620844

Group LTCi Study Group: Thursdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/vs19612672

No membership fee. Just education, collaboration, and better planning strategies.

🔎 About Buddy Study Podcast

The Buddy Study Podcast helps insurance professionals and financial planners master Long-Term Care Insurance through case studies, expert interviews, and carrier product updates. Our goal is to help advisors become more confident, efficient, and knowledgeable when helping clients plan for long-term care.

With nearly 350,000 chronic illness rider policies sold annually and 88% carrying no upfront charge, these riders have become the dominant combination product in the market. But not all chronic illness riders work the same way, and the differences matter at claim time.

In this episode of the Buddy Study Podcast, Ramona Neal, president of Living Benefit Review and a 35-year life insurance industry veteran, breaks down the critical variations between chronic illness riders and explains why understanding the underlying life insurance chassis is essential for any advisor selling combination products.

We explore:

• Why 93% of LTC-related policies sold today are on a combination life insurance chassis
• The four types of chronic illness rider variations: upfront charge, discount method, lien method, and hybrid combinations
• Why "no charge until acceleration" riders may only pay a fraction of the death benefit — or nothing at all
• How the discount method calculates benefits based on age, health, and claim status at time of acceleration
• The difference between riders filed under IRC 101G vs. 7702B and what that means for marketing compliance
• Why illustrations for free riders appear more competitive but may deliver inferior benefits
• The importance of reading contract language versus relying on producer and client guides

This episode is designed to help advisors:

• Identify which type of chronic illness rider they are selling and set accurate client expectations
• Understand the underlying life insurance chassis before recommending 1035 exchanges
• Communicate the trade-offs between rider cost and benefit predictability with confidence
• Protect themselves from E&O exposure by managing expectations at point of sale

Chapters

0:00 Welcome & Introduction to Ramona Neal

2:29 Understanding Life Insurance Chassis Types

5:02 Whole Life, Universal Life & Guarantees Explained

9:27 Index Universal Life: Complexities and Context

13:18 1035 Exchanges: Disclosure and Risk Considerations

18:03 LIMRA Market Trends: Combination Product Sales

21:48 Traditional LTC vs. Combo Solutions by Policy Count

26:03 Chronic Illness Riders: Upfront Charge vs. No Charge

33:08 The Lien Method and Benefit Predictability

36:22 Key Hallmarks of LTC Riders vs. Chronic Illness Riders

39:49 Hidden Variations in Rider Contract Language

44:49 Critical Illness Riders and Named Triggering Conditions

51:10 Key Takeaways and Advisor Responsibilities

Watch the video version:

https://youtu.be/aj4YITNSDfE?si=6MiRogIoJJ26jMtx

📅 Join the Weekly Buddy Study Groups

This podcast is an extension of the Buddy Study Groups, a free educational community for financial professionals.

Weekly Calls:

Individual LTCi Study Group: Tuesdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/Il19620844

Group LTCi Study Group: Thursdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/vs19612672

No membership fee. Just education, collaboration, and better planning strategies.

🔎 About Buddy Study Podcast

The Buddy Study Podcast helps insurance professionals and financial planners master Long-Term Care Insurance through case studies, expert interviews, and carrier product updates. Our goal is to help advisors become more confident, efficient, and knowledgeable when helping clients plan for long-term care.

Financial advisors are either your greatest referral source or the reason a sale goes cold. Learn how LTCi specialists can build partnerships that consistently bring clients to the table.

Working alongside financial advisors is one of the most powerful strategies in a long-term care specialist's business but it requires intention, education, and the right tools. In this episode, Phyllis Shelton and Linda Tallheimer join Jason to share decades of experience navigating the financial advisor relationship from both sides of the desk.

We explore:

• Why financial advisors are the highest-leverage referral partners in LTCi and how to earn that position
• How to onboard an advisor so the client handoff becomes seamless and conversion rates soar
• The knowledge gaps most financial advisors have around long-term care costs and how to bridge them
• Why Monte Carlo projections alone are not sufficient for LTC planning
• How to use cost-of-care data and visuals to shift the conversation from self-funding to strategic planning
• The asset leverage comparison: showing advisors the real cost-benefit of LTCi versus self-funding

This episode is designed to help advisors:

• Build referral partnerships with financial planners that generate consistent, high-conversion clients
• Educate advisors on long-term care cost realities using data and visual tools
• Use the Benefit Buddy framework to demonstrate policy leverage in language advisors respect
• Present LTCi as a complement not a competitor to a financial advisor's planning strategy

Chapter Markers

0:00 Welcome & Episode Overview

2:10 Why Financial Advisors Are the Best Referral Partners

5:00 How Linda Built a Seamless Advisor Referral System

7:20 Onboarding Financial Advisors: Earning Implicit Trust

8:00 The #1 Knowledge Gap: What Advisors Miss on Cost of Care

11:00 Why Monte Carlo Projections Overlook LTC Risk

12:10 Linda's Experience Working Exclusively with Financial Advisors

14:00 Shifting Advisors from Self-Funding to Strategic Planning

19:00 Matching the Right LTC Vehicle to Client Objectives

23:00 The Care Planning Piece Advisors Often Overlook

27:00 Qualifying the Advisor: Do They Have a Specialist on Their Team?

30:00 The LTC Specialist Advantage in a Carrier Relationship Market

34:00 Cost-of-Care Trends and What the Data Now Shows

42:00 Using Benefit Buddy to Demonstrate Policy Leverage

45:00 Shared Policies, Gender-Neutral Pricing, and Multiplier Strategy

49:00 The Psychology of Visuals in LTC Planning Conversations

52:00 Short-Term Care as an Entry Point for Middle-Income Clients

56:00 Final Thoughts & Advisor Takeaways

Watch the video version:

https://youtu.be/hVbcqOGN4PU

📅 Join the Weekly Buddy Study Groups

This podcast is an extension of the Buddy Study Groups, a free educational community for financial professionals.

Weekly Calls:

Individual LTCi Study Group: Tuesdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/Il19620844

Group LTCi Study Group: Thursdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/vs19612672

No membership fee. Just education, collaboration, and better planning strategies.

🔎 About Buddy Study Podcast

The Buddy Study Podcast helps insurance professionals and financial planners master Long-Term Care Insurance through case studies, expert interviews, and carrier product updates. Our goal is to help advisors become more confident, efficient, and knowledgeable when helping clients plan for long-term care.

Sales psychology expert Steve Elliott brings 29 years of LTCi experience to reveal the critical moment when prospects shift from interest to readiness and how many advisors unknowingly talk themselves out of the sale. This isn't about high pressure tactics, it's about reading the room and knowing when to transition from education to action.

Steve breaks down the difference between comments that signal buying readiness versus those that indicate you've become "information boy", providing endless education without achieving the outcome that benefits your clients.

We explore: 

• The buying line concept and why client interest doesn't always equal buying intent 
• Warning signs that you're providing education instead of solutions 
• How to distinguish between genuine consideration and polite rejection 
• The psychology behind common client responses and what they really mean 
• When to keep educating versus when to ask for the business 
• Why rapport and perfect presentations don't guarantee sales 
• Practical strategies for recognizing true buying signals

This episode is designed to help advisors: 

• Read client psychology more accurately during presentations 
• Avoid over-educating qualified prospects 
• Recognize when clients are ready to move forward 
• Transition confidently from education to enrollment

Chapter Markers

0:00 Welcome & Episode Overview

2:53 Introduction to the Buying Line Concept

4:46 Common Client Comments That Signal Trouble

6:15 "Information Boy" - When Education Backfires

8:42 Positive Buying Signals to Listen For

11:48 The Art of Reading Client Psychology

18:25 Why Perfect Prospects Sometimes Go Cold

23:10 Keeping Presentations Simple and Focused

27:35 Building Trust Through Understanding

31:20 Practical Application in LTCi Sales 

45:35 Q&A - Handling Follow-ups and Objections

52:35 Sales Training Opportunities

57:10 Final Thoughts & Key Takeaways

📅 Join the Weekly Buddy Study Groups

This podcast is an extension of the Buddy Study Groups, a free educational community for financial professionals.

Weekly Calls:

Individual LTCi Study Group: Tuesdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/Il19620844

Group LTCi Study Group: Thursdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/vs19612672

No membership fee. Just education, collaboration, and better planning strategies.

🔎 About Buddy Study Podcast

The Buddy Study Podcast helps insurance professionals and financial planners master Long-Term Care Insurance through case studies, expert interviews, and carrier product updates. Our goal is to help advisors become more confident, efficient, and knowledgeable when helping clients plan for long-term care.

Field underwriting is one of the most critical skills for Long-Term Care Insurance specialists, yet many advisors skip this essential step. When an LTCi application is denied, clients take it personally regardless of how objective the underwriting process may be, and the likelihood of retaining that client drops significantly.

In this episode of the Buddy Study Podcast, LTCi specialist Linda Tallheimer walks through her comprehensive pre-qualification process, sharing the specific questions she asks before every first meeting and explaining why each one matters for successful placements.

We explore:

• Why field underwriting is essential for client retention and professional credibility
• How a pre-meeting health questionnaire sets you apart from other advisors
• Key health questions that reveal potential underwriting issues early
• Understanding how insurance companies view conditions differently than doctors
• The importance of pending tests and why timing matters for applications
• Medical record accuracy issues and how clients can address errors before applying
• Emerging underwriting trends including fatty liver, aneurysms, and GLP-1 weight loss medications
• Why documenting decline symptoms in medical records matters for future claims

This episode is designed to help advisors:

• Build a systematic pre-qualification process that increases placement success
• Ask the right health questions before recommending specific carriers or products
• Communicate the difference between medical assessments and underwriting perspectives
• Prepare clients for the underwriting process while managing expectations

Watch the video version to see Linda's HIPAA-compliant questionnaire in action:

Field Underwriting for LTC Specialists | Study Group Replay

0:00 Welcome & Episode Overview

0:55 Why Field Underwriting Matters for Client Retention

2:45 Setting Yourself Apart from Other Advisors

3:28 Building a Pre-Meeting Health Questionnaire

6:29 Key Health Questions: Blood Work and Pending Tests

8:01 Medication Compliance and Self-Managing Patients

9:09 Family History and Dementia Age Considerations

10:12 MRI Results and White Matter Changes

11:43 Chronic Conditions and Bone Fractures with Osteoporosis

17:21 Financial and Motivation Questions for Better Planning

25:04 Using Pre-Qualification Forms Effectively

34:36 Emerging Trends: Fatty Liver, Aneurysms, and GLP-1s

40:40 Medical Records: Errors, Corrections, and Claim Documentation

49:25 Case Studies and Final Takeaways

📅 Join the Weekly Buddy Study Groups

This podcast is an extension of the Buddy Study Groups, a free educational community for financial professionals.

Weekly Calls:

Individual LTCi Study Group: Tuesdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/Il19620844

Group LTCi Study Group: Thursdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/vs19612672

No membership fee. Just education, collaboration, and better planning strategies.

🔎 About Buddy Study Podcast

The Buddy Study Podcast helps insurance professionals and financial planners master Long-Term Care Insurance through case studies, expert interviews, and carrier product updates. Our goal is to help advisors become more confident, efficient, and knowledgeable when helping clients plan for long-term care.

Declines are one of the most challenging aspects of long-term care planning, but they don't have to derail the entire process. In this episode of the Buddy Study Podcast, we explore the psychology behind declines, why preparation matters more than ever, and how advisors can navigate these conversations with confidence and care. This isn't about avoiding declines, it's about understanding how to position clients for success before underwriting even begins.

The stakes are higher than they've ever been. Many carriers now consider previous declines as an underwriting parameter, which means a poorly prepared application can permanently close doors for your client. With the right approach, field underwriting becomes a strategic advantage rather than a formality.

We explore:

• Why declines are now an underwriting parameter at many carriers and what that means for client options
• The "health budget" concept and how to set realistic expectations early in the planning process
• Field underwriting best practices that reduce decline risk and improve case outcomes
• How to position alternative products as strategic planning solutions, not fallback options
• Managing client emotions and expectations when underwriting doesn't go as planned
• Real stories from advisors who've navigated declines and saved cases
• Pre-qualification tools and techniques that protect your clients insurability

This episode is designed to help advisors:

• Conduct more effective field underwriting conversations
• Prepare clients for realistic outcomes based on their health profile
• Preserve client relationships and planning momentum after a decline
• Understand which carriers and products serve clients with substandard health

0:00 Welcome & Episode Overview

2:45 The "Say Yes to the Dress" Analogy for Health Budgets

7:20 Why Declines Are Now an Underwriting Parameter

12:15 Setting Realistic Expectations Through Field Underwriting

18:40 Pre-Qualifying Clients: Tools and Best Practices

24:30 Alternative Products and Guaranteed Issue Options

30:45 Real Stories: How Advisors Have Saved Declined Cases

37:20 Managing Client Psychology When Underwriting Goes Wrong

42:50 Medical Records Accuracy and Fighting for Your Client

48:15 The Importance of Preparation Over Hope

52:40 Final Thoughts & Advisor Takeaways

📅 Join the Weekly Buddy Study Groups

This podcast is an extension of the Buddy Study Groups, a free educational community for financial professionals.

Weekly Calls:

Individual LTCi Study Group: Tuesdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/Il19620844

Group LTCi Study Group: Thursdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/vs19612672

No membership fee. Just education, collaboration, and better planning strategies.

🔎 About Buddy Study Podcast

The Buddy Study Podcast helps insurance professionals and financial planners master Long-Term Care Insurance through case studies, expert interviews, and carrier product updates. Our goal is to help advisors become more confident, efficient, and knowledgeable when helping clients plan for long-term care.

In this episode of the Buddy Study Podcast, we unpack what self-funding really means, why it’s one of the most common objections in long-term care planning, and how advisors can approach the conversation with clarity, confidence, and education without pressure or fear-based selling.

This is not about pushing products. It’s about helping clients understand risk, planning, strategy, and financial reality.

We explore:

• Why “self-funding” is often a default assumption, not a true strategy
• The difference between having assets and having a plan
• How to reframe the conversation around risk management vs. asset management
• When self-funding can make sense and when it creates long-term exposure
• How to guide clients through long-term care planning in a non-adversarial, advisory way
• The role of education, structure, and planning in LTC conversations
• Why long-term care planning is not just a financial decision, it’s a family, care, and logistics decision

This episode is designed to help advisors:

• Communicate more clearly with clients
• Handle objections with confidence
• Lead planning conversations instead of reacting to resistance
• Shift from “selling insurance” to strategic long-term care planning

📅 Join the Weekly Buddy Study Groups

This podcast is an extension of the Buddy Study Groups, a free educational community for financial professionals.

Weekly Calls:

Individual LTCi Study Group: Tuesdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/Il19620844

Group LTCi Study Group: Thursdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/vs19612672

No membership fee. Just education, collaboration, and better planning strategies.

🔎 About Buddy Study Podcast

The Buddy Study Podcast helps insurance professionals and financial planners master Long-Term Care Insurance through case studies, expert interviews, and carrier product updates. Our goal is to help advisors become more confident, efficient, and knowledgeable when helping clients plan for long-term care.