Long-term care insurance can be a tough sell—not because clients don’t need it, but because they have misconceptions or cost concerns. As a producer, you have powerful talking points to turn hesitation into confidence.

Objection 1: “It’s too expensive.”

Response:

“Compared to the cost of care, it’s actually a fraction of the price. In 2024, a private room in a nursing home can run over $100,000 per year. Mutual of Omaha offers flexible benefit amounts and inflation protection options so we can tailor a plan to your budget.”

Objection 2: “I probably won’t need it.”

Response:

“According to the U.S. Department of Health and Human Services, nearly 70% of people turning 65 will need some form of long-term care. Mutual of Omaha policies cover care in a variety of settings, not just nursing homes—so even if you need short-term rehab or in-home help, you’re covered.”

Objection 3: “Can’t I just self-insure?”

Response:

“Even with strong savings, unexpected long-term care costs can drain a retirement portfolio quickly. Mutual of Omaha helps protect your assets by turning a small premium into a large pool of tax-free benefits—preserving your nest egg for other needs.”

Objection 4: “Medicare will cover me.”

Response:

“Medicare only covers short-term skilled care under certain conditions—usually up to 100 days. Mutual of Omaha’s policy is designed for the extended, custodial care that Medicare doesn’t cover.”

Objection 5: “I’m healthy now; I’ll wait.”

Response:

“Applying while you’re healthy locks in lower rates and ensures you qualify. Waiting until a health issue appears can make coverage harder—or impossible—to get. Mutual of Omaha offers competitive rates for younger, healthier applicants.”

When clients push back, use these moments to educate and reframe. Mutual of Omaha provides competitive pricing, flexible benefits, and strong financial ratings—giving you the confidence to answer objections and close the sale.

Overcoming the Top 5 Client Objections to Long-Term Care Insurance

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