It's one of the saddest sights for any agent to see. That look on a man's face when he knows that he's screwed up and now it's going to cost him. Yes, I said man's face, because they usually are very quick to kill a long-term care sale. Why? Because, they married their caregiver 20, 25, 30 years ago.
Oh, don't let the "tough guy" fool you. They know when they've messed up and they will show emotion when it's about the welfare of their wife, cook, cleaning lady, laundry person and caregiver. And, nothing brings this out more than these 3 words, "Sorry, she's uninsurable".
This is a telling sign of his love for her as well as he knows it's going to cost him. For he knows that she may not outlive him and he'll eventually have to deal with the loss of his beloved spouse. On the other hand, this brings up another issue. His caregiver most likely need care and pass away before him. Then, later on, if he needs care, it will cost him because he doesn't have a FREE caregiver built-in anymore.
You may say that the children can come take care of Dad. Now, that's something that you can see being an issue even before your clients reach the age of needing care. If Mom and Dad live here in North Carolina but their children live more than an hour away, it may be very unlikely that they'll be able to be an active participant in his care. Does he want them to be? Do they have their own lives? Does the couple have all boys and taking care of Dad's personal needs be something strong ol' Dad would not want his boys to do? What if their only child has health issues?
So, next time you run into that "tough guy" mentality, find out how much he cares for his wife of many years and the mother of his children, ask him, "What if she goes first?" or "What if she needs care first?" Then, give him an out and say "We can show you a way to take care of both of you and how to get all the premiums back, if you are concerned about needing care or you feel that this will be a waste of money."
Note: A "cake and eat it too" approach works best! Also, you have to project the realities of their future health care needs and the weaknesses of their support network. (aka: sickly spouse, size difference, distance children currently live away from home)
Oh, don't let the "tough guy" fool you. They know when they've messed up and they will show emotion when it's about the welfare of their wife, cook, cleaning lady, laundry person and caregiver. And, nothing brings this out more than these 3 words, "Sorry, she's uninsurable".
This is a telling sign of his love for her as well as he knows it's going to cost him. For he knows that she may not outlive him and he'll eventually have to deal with the loss of his beloved spouse. On the other hand, this brings up another issue. His caregiver most likely need care and pass away before him. Then, later on, if he needs care, it will cost him because he doesn't have a FREE caregiver built-in anymore.
You may say that the children can come take care of Dad. Now, that's something that you can see being an issue even before your clients reach the age of needing care. If Mom and Dad live here in North Carolina but their children live more than an hour away, it may be very unlikely that they'll be able to be an active participant in his care. Does he want them to be? Do they have their own lives? Does the couple have all boys and taking care of Dad's personal needs be something strong ol' Dad would not want his boys to do? What if their only child has health issues?
So, next time you run into that "tough guy" mentality, find out how much he cares for his wife of many years and the mother of his children, ask him, "What if she goes first?" or "What if she needs care first?" Then, give him an out and say "We can show you a way to take care of both of you and how to get all the premiums back, if you are concerned about needing care or you feel that this will be a waste of money."
Note: A "cake and eat it too" approach works best! Also, you have to project the realities of their future health care needs and the weaknesses of their support network. (aka: sickly spouse, size difference, distance children currently live away from home)