When it comes to long-term care insurance (LTCi), affordability and flexibility are often top concerns for clients. Many hesitate to add strong inflation protection at issue because of the higher cost. But what if you could show them a way to start small—while keeping the door open to meaningful increases later?
The Challenge: Inflation Protection vs. Affordability
Most clients understand the need for inflation protection, but rising premiums can be a dealbreaker. While some states now allow policies to qualify with just 1% inflation protection, that level may fall short when care is needed 20 or 30 years down the road.
The Solution: MutualCare® Custom Solution Buy-Up Option
Mutual of Omaha’s Buy-Up Option gives your clients flexibility to adjust their inflation percentage as their needs and budgets change. Each year, before their policy anniversary, they can:
- Increase inflation protection to any percentage offered (1%–5%).
- Pay premiums based on their age at the time of the buy-up, with credits for policy type and duration.
- Keep all benefit increases previously applied, even if they later buy down to a lower percentage.
How It Helps You Sell
This feature is a powerful sales tool:
- Overcome objections: If clients balk at the cost of higher inflation, show them they can start at 1% today without locking out future options.
- Demonstrate long-term value: Clients see that they aren’t “stuck”—they can increase coverage as their financial situation evolves.
- Build trust: Position yourself as a problem-solver who balances affordability with future flexibility.
Sales Tip
When discussing inflation protection, break out the buy-up option. Position it as a safety net—an affordable entry point today that preserves the ability to adapt tomorrow.
By showing clients they don’t have to choose between affordability now and adequacy later, you turn a potential “no” into a confident “yes.”